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I N S I D E Men’s beauty drives mass-market interest

Page 68

Fitting the Bill

Pharmacy legislation covering important issues is gaining momentum on the state and federal level.

These are the ones to watch.

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FEATURES NEW: EXPANDED BEAUTY CONTENT! 66

Fitting the Bill

INSIDE BEAUTY: BEAUTY TALK

Bubble Makes a Splash

The CEO of the viral skincare brand talks about its newest launches and its strategy 68

INSIDE BEAUTY: MEN’S GROOMING

Unlocking Men’s Market Potential

Mass marketers are trying new strategies to spark sales in men’s grooming

Pharmacy legislation covering important issues, such as PBM reform and scope of practice, is gaining momentum on the state and federal level.

Here are the top ones to watch

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INSIDE BEAUTY: MAKEUP TRENDS

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42 DEPARTMENTS 8

EDITOR’S NOTE

10

INDUSTRY NEWS

22

PRODUCTS TO WATCH

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WOMEN IN THE NEWS

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ONE-ON-ONE with David Pope, Chief Pharmacy Officer of OmniSYS, XiFin Pharmacy Solutions

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Beauty trends are circling back to the ‘90s and early 2000s with the return of lip liner and complexion-focused products

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ONE-ON-ONE with Michael Johnson, CEO of Rhinomed

114 LAST WORD with Danny Sanchez, Reforming PBM Practices

DSN (ISSN 0191-7587) is published monthly 12 times a year by EnsembleIQ, 8550 W. Bryn Mawr Ave, Suite 200, Chicago, IL 60631. Subscription rate in the United States: $125 one year; $230 two year; $14 single issue copy; Canada and Mexico: $150 one year; $270 two year; $16 single issue copy; Foreign: $170 one year; $325 two year; $16 single issue copy. Periodicals postage paid at Chicago, IL, and additional mailing offices. POSTMASTER: Please send address changes to DSN, 8550 W. Bryn Mawr Ave, Suite 200, Chicago, IL 60631. Vol. 45 No 7, July 2023. Copyright © 2023 by EnsembleIQ. All rights reserved.

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EDITOR’S NOTE

Bills on the Hill

What legislation is the retail pharmacy industry watching?

“WE’VE NEVER SEEN SO MUCH CONGRESSIONAL INTEREST IN PBM REFORM.” – ANNE CASSITY, SVP OF GOVERNMENT AFFAIRS, NATIONAL COMMUNITY PHARMACY ASSOCIATION

The number of bills introduced in Congress each year varies, but the total is staggering. Between 2017 and 2019, for example, the 115th Congress introduced more than 10,000 bills. When you add the number of bills introduced in all 50 state legislatures, it becomes hard to count that high.

Without a doubt, state and federal lawmakers often introduce fluffy and (some could argue) laughable bills—like renaming a bridge, setting up an alternative currency or repealing a ban on dwarf-tossing—but every year there are some important legislative introductions, too.

Right now, there is a raft of deadly serious bills that affect the retail pharmacy industry, and their passage could be huge. At the state and federal levels, new and proposed legislation addresses issues such as pharmacy benefits management reform, pharmacists’ authority to prescribe and dispense certain medications, prescription drugs, CBD, health equity, supplements and many others.

“I’m tracking about 200 bills,” Neal Watson, member relations/ government affairs director at the National Association Boards of Pharmacy, told us. “Out of all those, the top five revolve around PBM reform, pharmacy practice acts, scope of practice, prescription drugs and hormonal contraceptives.”

As we found out, interest has never been as high as it is now on PBM reform–one of the most important issues facing the industry.

Legislation aims to regulate PBMs’ irregular pricing policies that our sources told us make reimbursements to pharmacies unpredictable, resulting in lower profits and, in the case of some independent pharmacies, business closures.

“We’ve never seen so much congressional interest in PBM reform,” said Anne Cassity, SVP of government affairs, National Community Pharmacy Association. “Both patients and pharmacies are energized. Much comes down to contracts and leveraging PBMs, which represent 80% of covered patients.”

Our cover story this month rounds up some of the most important legislative bills that are of concern or interest to retail pharmacy stakeholders and takes a deep dive into the potential outcomes.

In our conversations, the optimism is high and the expectations are great. Hopefully, 2023 signals a shift that retail pharmacy and other interested parties have been anticipating. dsn

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INDUSTRY NEWS

Giant celebrates PA Urban Ag week

Giant joined the Pennsylvania Department of Agriculture on its sixth annual PA Urban Ag Week tour at York Fresh Food Farm, in York, to announce its $200,000 commitment to expand food system resiliency through the PA Farm Bill Urban Agriculture Infrastructure Grant program.

Governor Josh Shapiro and Agriculture Secretary Russell Redding joined Dave Lessard, vice president, of omnichannel merchandising fresh at Giant, for a check presentation and to tour the farm’s efforts to improve food access in its community.

“Strengthening our food system is critical to The Giant Company’s purpose of connecting families for a better future. And urban agriculture is critical to this narrative—it is growing food security, creating healthier communities, addressing food system inequities and connecting families around the dinner table,” said Lessard. “We are so proud to support this year’s Urban Agriculture Infrastructure Grant Program as part of our 100th anniversary celebrations, as these dollars will help grow resilient, food secure communities for generations to come.”

Giant’s support is part of its 100th anniversary celebration efforts, which honors team members, customers and the communities it serves. It will build on its philanthropic legacy by making donations and participating in volunteer activities aligned with its purpose of connecting families for a better future through efforts to eliminate hunger, change children’s lives, heal the planet, promote well-being and foster a culture of inclusion and belonging, the retailer said.

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Walgreens kicks off myW Days sales event Amazon, Walmart and Target are not the only retailers that kicked off big summer promotions. Walgreens held a weeklong shopping event, myW Days, that took place from July 23 to 29 for myWalgreens members.

Walgreens said the event offered unprecedented rewards and savings on all purchases in-store, online and in the Walgreens app. Since its launch in 2020, myWalgreens has become America’s largest freeto-join health and wellness loyalty program, the retailer said.

The member-only event featured a week’s worth of offers and rewards and exclusive daily deals across the entire store and across thousands of products and services.

It also offered unique benefits for its most loyal members—including bonus earning opportunities and rewards accelerators.

MyWalgreens members saw the deepest rewards earning opportunities personalized to them, enabling them to stock up and save on their most shopped categories such as food and beverage, beauty and personal care and everyday essentials.

The retailer said the myWalgreens program provides members with an easier way to save money and time, shop conveniently and stay well. Members can earn up to $400 in Walgreens Cash rewards every year by participating in offers. The program is free and simple to join and unlocks sale prices and rewards members with Walgreens Cash rewards on all purchases.

INDUSTRY NEWS

Albertsons’ O Organics launches Fight Hunger, Serve Hope Cause program Albertsons kicked off its O Organics Fight Hunger, Serve Hope initiative to combat hunger during the summer months when households with school-aged children face higher rates of food insecurity.

Up until August 1, the company’s private label brand donated one meal for every O Organics product purchased, up to $7 million and the equivalent of 28 million meals. Donations will be made to Nourishing Neighbors, a program of Albertsons Companies Foundation, to fund grants dedicated to providing healthy meals for at-risk youth throughout the summer.

“While summertime sparks excitement for countless students, it also marks the unfortunate reality that 22 million children face when they lose access to school cafeteria lunches and breakfasts they depend on throughout the school year,” said Jennifer Saenz, executive vice president and chief merchandising officer at Albertsons. “As a company, we are committed to making a difference in the lives of children in need. For the first time, we are making it easier than ever for our customers to support this mission by connecting each purchase of our O Organics brand to hunger relief efforts in the communities we serve.”

The O Organics Fight Hunger, Serve Hope cause program follows the recent evolution of the O Organics brand and an ongoing commitment by the company to address food insecurity by awarding $9 million in multiyear grants to nonprofits committed to ending the cycle of hunger.

“The hard truth is that one in eight children in America experience

food insecurity, and the summer months only make this reality even more challenging,” said Christy Duncan Anderson, president and executive director for Albertsons Companies Foundation. “Hunger can have lifelong consequences for children, making it more difficult for them to learn, play and connect with kids their age. Thanks to this cause program, customers buying O Organics essentials, such as milk, fresh fruit, proteins and snacks, are enabling the donation of 28 million nutritious meals to children in need this summer.”

Dollar General intros Cash Back program Dollar General is unveiling its new DG Cash Back Program, which allows customers to earn cash back in their DG Wallet on eligible purchases through the company’s partnership with the Ibotta Performance Network.

“As customers continue to seek new ways to stretch their budgets, we’re excited to introduce DG Cash Back on hundreds of Dollar General items to help them achieve that goal,” said Chad Fox, Dollar General’s chief marketing officer. “This is a strong addition to our financial offerings and services as we continue to expand incremental benefits for our customers.”

Dollar General customers can sign up for DG Cash Back by visiting www.dollargeneral.com or through the DG mobile app. Customers can add offers available on

12 August 2023 DRUGSTORENEWS.COM

the “Deals” page to their profile, and earnings from the program can be redeemed for future in-store purchases.

“Dollar General has always taken an innovative approach to customer loyalty, and this program is another example of their focus to help American consumers save money,” said Bryan Leach, Ibotta’s founder and CEO. “At Ibotta, our mission is to make every purchase rewarding, and our partnership with Dollar General extends our ability to fulfill that mission while enhancing DG’s value proposition to customers.”

DG Cash Back builds on Dollar General and Ibotta’s partnership announced in January 2023 and extends Dollar General’s financial services announced in 2022.

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INDUSTRY NEWS

Nutty Brown H-E-B opens in Austin H-E-B’s newest store, Nutty Brown H-E-B, is now open in southwest Austin. Dating back more than 70 years, the site’s rich history will be on display at the 107,000-sq.-ft. store, which incorporates building materials and showcases memorabilia from the iconic location, the retailer said.

With a heritage that reaches back decades, the site previously operated as the Nutty Brown Café & Amphitheatre and was originally home to Nutty Brown Mills, which served as a flour mill and candy shop. Throughout the store, H-E-B will incorporate materials, such as red brick from the original oven used at Nutty Brown Café.

The H-E-B design team also added a tribute wall that serves as a beacon near the store’s entrance. To preserve and celebrate the site’s history, the mural includes vintage photography and colorful iconography inspired by original signage such as the blue “Welcome” awning and the Cowboy neon sign.

Mike Farr, who owned the Nutty Brown Café & Amphitheatre, which operated as a music venue for more than two decades, gifted more than 15 signed guitars from legendary Texas musicians who once graced the stage. The store has historic memorabilia displayed at both entrances.

With expansive product assortment and several convenient services, other amenities will include: • H-E-B Curbside and Home Delivery, allowing customers to shop online and pick up orders at the store or schedule delivery to their homes; • Pharmacy with drive-thru and patient education; • Full-service Bakery and Tortilleria that offers a wide selection of artisan breads, fresh tortillas made in house, large varieties of decadent desserts, pastries and cakes; • Produce section with large organic and Texas-grown selections and fresh-squeezed juices; • Expansive selections in grocery and general merchandise departments such as dairy, frozen foods, pet, baby and seasonal; • Expansive Deli featuring large assortment of cheese and charcuterie;

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• Wine and Beer department with sampling stations and variety of local, national, and international labels; • Wide selection of organic foods and expanded Healthy Living department; • Full-service meat market and seafood counter; • Meal Simple area with chef-inspired options for quick and simple meal planning; • Cooking Connection with live demos and samplings for easy recipes to make at home; • Sushiya offering handmade sushi selections made in-store daily and ready-to-eat hot Asian Grill; • Blooms floral area offering online ordering; • Texas Backyard, offering products for grilling, gardening, and outdoor entertaining; • Home by H-E-B offering home décor items for every room in the home; • H-E-B Brand Shop with themed merchandise for H-E-B’s fans; and • Fuel station.

“This is a special store at an iconic site, and we are excited to preserve and showcase the history of such an important landmark as well as provide a unique shopping experience our loyal customers will be proud of for decades to come,” said Sarah Longoria, Nutty Brown H-E-B top store leader.

As an economic driver that employs more than 154,000 Partners throughout Texas and Mexico, H-E-B created more than 400 jobs at the Nutty Brown store. H-E-B is regularly recognized as a top employer in the nation, and employment opportunities are available across H-E-B’s business.

At a ribbon cutting ceremony, H-E-B commemorated the grand opening by announcing support to local nonprofits, gifting a total of $20,000. Committed to its Spirit of Giving philosophy, H-E-B presented donations of $5,000 each to the Central Texas Food Bank, Health Alliance for Austin Musicians, and Treefolks, as well as two $2,500 gifts to the Dripping Springs Education Foundation, which will support Sycamore Springs Elementary School and Rooster Springs Elementary School.

The Nutty Brown H-E-B store is open seven days a week from 6 a.m. to 11 p.m. and is located at 12021 Highway 290 West. Construction on the store began in March 2022. H-E-B purchased the property in 2015.

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INDUSTRY NEWS

CVS Caremark, GoodRx launch Cost Saver program CVS Caremark, a CVS Health company, and GoodRx, a resource for healthcare savings and information, have announced the launch of Caremark Cost Saver to help lower pharmacy out-of-pocket drug costs for CVS Caremark clients’ members.

Through the new program, CVS Caremark’s eligible members will have automatic access to GoodRx’s prescription pricing to allow them to pay lower prices, when available, on generic medications in a seamless experience at the pharmacy counter.

The amount paid will automatically be applied to plan members’ deductible and out-of-pocket thresholds. Plan members only need to utilize their existing benefit card at their preferred in-network pharmacy. No action is required by the plan member, the company said.

“We work every day to provide a more affordable drug benefit for our CVS Caremark clients and their plan members, and this collaborative prescription discount solution enables us to dynamically shop for the best price on their behalf,” said David Joyner, executive vice president of CVS Health and president of CVS Caremark. “By lowering out-of-pocket costs for our clients’ members, Caremark Cost Saver will help patients afford to take their medicine as directed.”

“Health care only works when patients can afford it, which is why we are excited to work with CVS Caremark to combine their great value with automatic access to our low prices on prescriptions,” said Scott Wagner, interim CEO of

GoodRx. “Through this program, patients don’t have to choose between using their pharmacy benefit or using GoodRx to save on their prescriptions—now they can do both right at the counter so they have confidence they are always paying the lowest available price. This collaboration can make a meaningful difference for the tens of millions of Americans that CVS Caremark serves.”

Members will continue to benefit from CVS Caremark’s rigorous drug safety review, which includes thousands of health and safety checks that can alert the patient about any negative drug interactions.

This program will bring GoodRx discount pricing to commercially insured plan members filling many commonly prescribed generic prescriptions at in-network pharmacies, starting Jan. 1, 2024.

Walgreens Boots Alliance to close e-commerce distribution center in Edwardsville, Ill. Walgreens Boots Alliance is set to close its e-commerce distribution center in Edwardsville, Ill., later this summer, eliminating roughly 400 roles.

“We continue to transform our business into a consumer-centric healthcare company, we are focused on aligning our operational structure to best serve our patients and customers including how we use our network of stores to ship orders to our patients’ and customers’ homes,” Walgreens said in a statement. “As a result, we have made the difficult decision to close our e-commerce distribution center in Edwardsville, Ill., later this summer resulting in

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the elimination of approximately 400 roles.”

The planned closure of the e-commerce distribution center follows the recent elimination of more than 500 roles, as well as an announcement last week that Walgreens Boots Alliance is planning to close 300 locations in the U.K. and 150 in the U.S.

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INDUSTRY NEWS

Brookshire Grocery’s pharmacies to be acquired by Walgreens Brookshire Grocery has revealed an agreement whereby Walgreens will acquire the grocer’s 120 pharmacies in Texas, Louisiana and Arkansas.

Regional retailer Brookshire Grocery has revealed an agreement whereby Walgreens will acquire the grocer’s 120 pharmacies in Texas, Louisiana and Arkansas, which includes pharmacy customer prescription files and related pharmacy inventory. The vast majority of these locations are being converted to Walgreens pharmacies that will operate inside of Brookshire Grocery’s stores.

Customers of affected locations will be notified, and prescription files will transfer automatically in the coming weeks to nearby Walgreens or Brookshire Grocery in-store pharmacy locations. Customers will receive a notification in the mail along with details about their prescriptions.

As part of the agreement, a select few pharmacy locations will close.

Those patient files will transfer to either another in-store pharmacy at Brookshire Grocery’s or nearby Walgreens retail pharmacy.

“We are excited to take this next step with Walgreens to strengthen our pharmacies and further our commitment to our employeepartners and customers that make up our BGC family,” said Brad Brookshire, chairman and CEO of Brookshire Grocery. “The pharmacy industry has become increasingly complex over the past few years, and it was important to us to find a business leader that has the capabilities to focus on providing exceptional pharmacy services and value to our customers.”

Eligible Brookshire Grocery pharmacy employees affected by the acquisition are being offered employment opportunities with Walgreens. The pharmacies in Brookshire Grocery’s Reasor’s stores in Oklahoma are not included in this transaction and will remain under Brookshire Grocery brand and ownership.

“Walgreens has a long history of serving communities throughout the U.S., and we look forward to providing BGC’s customers with greater access to a wide range of trusted pharmacy and health care services,” said Brad Ulrich, VP of pharmacy and retail operations for Walgreens.

“Our pharmacists are playing a critical role in health care today, and we truly value the importance of the pharmacist-patient relationship. As part of our commitment to ensuring a seamless transition, we’re excited to also be providing employment opportunities for BGC’s existing pharmacy staff.”

The news of the acquisition follows corporate layoffs at Walgreens Boots Alliance and store and distribution center closures.

While its earnings took a hit in third quarter, Walgreens’ sales went up by 8.6%, topping $35.4 billion. The overall upturn was fueled by sales growth in the U.S. retail pharmacy and international segments, along with contributions from the health care division in the United States. Excluding tobacco, comparable retail sales rose 0.2%, with strong results in the

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grocery and household and beauty categories.

Given reined-in consumer spending and changing health care needs among many Americans, Walgreens updated its outlook for the rest of the year. The company revised its EPS to $4.00-$4.05 from the previous estimate of $4.45-$4.65.

“Our revised guidance takes an appropriately cautious forward view in light of consumer spending uncertainty, while still demonstrating clear drivers of a return to operating growth next fiscal year.

We are raising our cost savings program target to $4.1 billion and taking immediate actions to optimize profitability for our U.S. Healthcare segment,” CEO Rosalind Brewer explained, adding, “I am confident that our turnaround strategy positions WBA to drive sustainable core growth and deliver longterm shareholder value.”

Sidley Austin, LLP acted as lead legal advisor for Walgreens’ agreement with Brookshire’s, along with Weil, Gotshal & Manges, LLP. The Food Partners served as strategic and financial adviser and Greensfelder, Hemker & Gale, P.C. and Kilpatrick Townsend, and Haynes and Boone served as legal counsel to Brookshire’s.

“My grandfather laid the foundation for our core values in 1928 which continue to be supported by our team providing excellent service, showing integrity and doing our best every day. With this next step, we will remain focused on creating and delivering exceptional value to our customers,” added Brookshire.

Tyler, Texas-based Brookshire Grocery currently operates more than 200 store locations in Texas, Louisiana, Arkansas and Oklahoma under the banners of Brookshire’s, Super 1 Foods, Spring Market, FRESH by Brookshire’s and Reasor’s.

This story originally appeared in DSN’s sister publication, Progressive Grocer.

INDUSTRY NEWS

Meijer to hold Black Business Month Summit in August As part of its ongoing initiative for supplier diversity, Meijer is hosting a one-day Black Business Month Summit to generate opportunities and establish connections between Black business owners and Meijer merchants.

Organized by the Meijer Supplier Diversity Team, the Summit is scheduled for Aug. 16 at the retailer’s corporate headquarters in Grand Rapids, Mich.

“In celebration of Black Business Month this August, the Summit is aimed to highlight the achievements, contributions, and economic impact made by Black entrepreneurs and business owners,” said Carla Hendon, director of supplier diversity at Meijer. “This event also gives Black-owned businesses the opportunity to demonstrate the quality, uniqueness, and value of their products directly to our buyers.”

Participating Black vendors can expect: • An in-person booth display exhibit for their business during the summit; • Allotted time to meet one-on-one with Meijer merchants to pitch products, address questions and receive direct feedback; and • The Summit is open to all potential and existing U.S. vendors, as well as growing vendors looking to expand their brand into larger Meijer stores.

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P R O D U CTS TO WATCH

New & Noteworthy HRG’s five notable products from July 2023

Product introductions continued its upward trajectory once again in July, the second straight month of increases.

For the month of July, suppliers introduced 169 new products, which is 36 more items than the 133 they released in the previous month. Waukesha, Wis.-based HRG reviewed 43 products in the health category, 85 items in the wellness sector and 41 items in the beauty aisle to see which ones stood out as Products to Watch.

Here is what they found:

1. Fungi Nail Anti-Fungal Spray Fungi Nail Anti-Fungal Spray from Arcadia Consumer offers a triple-action formula in a contact-free, convenient, messfree pump so it can be applied without having to touching toe fungus. The anti-fungal spray is formulated with five natural oils, including tea tree, eucalyptol, aloe, olive and lavender to kill fungus, stop itching and burning, and restore skin health.

The spray comes in a 1-oz. bottle.

2. NyQuil Cold & Flu Ultra Concentrated Liquid Capsule NyQuil Cold & Flu Ultra Concentrated Liquid Capsule from Procter & Gamble is formulated to provide maximum strength relief of common cold and flu symptoms at night. It relieves such symptoms as headache, fever, sore throat, minor aches and pains, sneezing, runny nose and cough. The liquid capsules are also 25% smaller for easier swallowing. One bottle contains 48 capsules.

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3. Motrin Dual Action with Tylenol Tablet Johnson & Johnson’s Motrin Dual Action Tablet with Tylenol combines two of the company’s brands into one medicine.

Each tablet contains the pain-targeting strength of Motrin and the pain-blocking power of Tylenol. J&J claims Motrin Dual Action with Tylenol provides an additional two hours of relief compared to base Motrin products to deliver all-day relief. It comes in an 80-ct. bottle.

4. Airborne Electrolyte Replenisher + Immune Support Effervescent Tablets Reckitt’s Airborne Electrolyte Replenisher + Immune Support Effervescent Tablets (strawberry lemon) is a new formulation of vitamins, minerals and herbs to target immune support. The tablets contain vitamin C and zinc, and key electrolytes, such as magnesium, sodium, potassium and phosphorus, in a convenient format for use at home or on-the-go. The bottle contains 10 tablets.

5. CeraVe Ultra-Light Moisturizing Gel L’Oreal’s CeraVe Ultra-Light Moisturizing Gel is formulated to feel weightless on skin while providing long-lasting hydration to help restore the protective skin barrier, the brand says. The gel is made with three essential ceramides, niacinamide and hyaluronic acid and is appropriate for all skin types. The gel comes in a 1.75-oz. tube. dsn

TREAT ACNE AND

MAINTAIN THE SKIN BARRIER A ceramide-containing skincare regimen can improve skin barrier function and reduce potential for irritation, which may help patients better tolerate their acne treatment plan.1

10%

Acne Control Cleanser treats acne, targets pores, and prevents breakouts

Acne Foaming Cream Cleanser treats stubborn acne and active flare-ups without irritation

Acne Foaming Cream Wash helps treat and prevent acne on the face and body

Resurfacing Retinol Serum helps reduce the appearance of post-acne marks

*IQVIA, ProVoice Survey, rolling 12-month data as of March 2023. †Based on an independent national survey of pharmacists.

REFERENCE: 1. Lynde CW, Andriessen A, Barankin B, et al. Moisturizers and ceramide-containing moisturizers may offer concomitant therapy with benefits. J Clin Aesthet Dermatol. 2014;7(3):18-26.

CeraVe is a registered trademark. All other product/brand names and/or logos are trademarks of the respective owners. ©2023 CeraVe LLC CVE.A.P.1255.1

Acne Control Gel visibly clears skin and reduces the appearance of pores

GUEST COLUMN

Data Science, Meet Drug Discovery Here’s how the power of data science can help aid in R&D innovations

By Thomas Swalla

Thomas Swalla is CEO of Dotmatics

At its core, science is about discovering hidden truths. Some of those truths are so microscopic or macroscopic that only technology can aid their discovery. Nearly every major breakthrough in science that has advanced human well-being started with a question and was uncovered through an often tedious and arduous experimentation process.

Scientists are being pushed to innovate rapidly, consistently deliver, improve ROI on capital investments, implement adaptable processes, collaborate more broadly and convert data into insights.

Yet too often, scientists have found that data science has not matured to the extent of its older sibling, science data.

It takes on average 10 to 20 years to develop and bring a drug to market in the U.S.—and only 5% of compounds from the discovery stage ever launch. According to Accenture, the average cost to develop a new drug is between $2.6 and $6.7 billion.

In a recent study 80% of scientists said that the workarounds currently required to get data into meaningful outputs are negatively impacting their work and almost 70% reported compromised decision-making because of this.

One thing the industry has been missing is an integrated R&D platform with the depth, breadth and connectivity to the best scientific applications to help solve these complex data challenges in labs. That means scientists working on life-saving discoveries struggle with their data in silos, and they are using dozens of favorite apps to aid them in the process.

That’s where Dotmatics comes in. We give scientists the first true end-to-end solution for scientific R&D. And based on research we’ve conducted with a third party, we’re finding that by using that technology, scientists are realizing up to 70% reduction in time spent on data integration and analysis and up to 50% reduction in time spent on documentation.

The roots of Dotmatics’ story comes from multiple startup science application companies that were created for scientists by

24 August 2023 DRUGSTORENEWS.COM

scientists to help address issues they were dealing with in the research and development process. GraphPad Software was founded more than 30 years ago by Dr. Harvey Moltulsky, who was looking for software that could provide graphing and biostatistical features to aid scientists. SnapGene was established in 2004 by founder Benjamin Glick, Ph.D., a faculty member in the University of Chicago’s Molecular Genetics and Cell Biology department. Glick’s frustration with significant inefficiencies in software while cloning DNA in a lab led to the creation of SnapGene In 2021, all of these solutions were brought together under one roof of Dotmatics through its merger with Insightful Science. The result is an 800-person-strong team that is unified around creating a core scientific platform.

We know that today science is multimodal. Scientific domains are more complex. Data must be able to flow between areas, teams and organizations. Ultimately innovation and transformation are as

“In a recent study 80% of scientists said that the workarounds currently required to get data into meaningful outputs are negatively impacting their work and almost 70% reported compromised decision-making because of this.” much about data science as science data. And it’s the harmonization of those two things that will drive transformation.

But how do you go from being data-driven to data-led? The silver lining of that future is the advancements in computational power, creating the possibility for AI and machine learning. Scientists have looked forward to the promise of a digitally transformed lab, one that offers unified solutions for connecting science, data and decision-making.

The realization of this promise would be data science and science data on an equal playing field using innovative technologies that support chemistry, biology and formulations in ways that speed time to market and reduce costs. dsn

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GUEST COLUMN

Personalizing the Pharmacy Experience How can pharmacies use personalized marketing to engage customers and drive revenue?

By Jonathan Reeve

delivered in a digital format that encourages members to customize their experience.

Jonathan Reeve is Vice President of Asia Pacific at Eagle Eye

U.S. drug stores by are ramping up their ability to personalize the health care and shopping experience for customers across digital and in-store channels. They’re well-positioned for it: all the major retailers have loyalty programs, and studies have shown that shoppers buy from various categories at these retailers.

But there’s room for drug stores to improve their personalization and customer engagement. With the right technology, U.S. drug store retailers can leverage the advantages they already enjoy to turbocharge their personalization efforts.

Using loyalty programs to engage shoppers Eagle Eye recently commissioned a survey of consumers and loyalty program managers to assess the attitudes and strategies affecting retail loyalty worldwide; the data revealed that 33% of U.S. consumers joined new loyalty programs in 2022, and 57% of consumers worldwide used their loyalty points in 2022 to save money.

Increased loyalty program participation means more opportunities for drug store retailers to engage shoppers. Our survey found that 60% of consumers believe it is “very” or “extremely” important to receive offers from a store or a brand that are personalized to their needs. This preference is based on value: 84% of consumers believe receiving more personalized offers should help them save money.

The drug store loyalty program can be integral to helping shoppers achieve that goal. The loyalty program also can be instrumental to create more customized interactions with their customers.

Retailers have started to combine personalization and gamification to great effect. Personalization ensures the loyalty experience is relevant and gamification adds elements of fun and interactivity that boost engagement. Rite Aid has moved first with the addition of BonusCash Challenges to its rewards loyalty program. Personalized challenges reward loyalty members for purchasing more of their favorite brands, and those challenges are

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The power of subscription services While curbside pickup and delivery have expanded significantly, true subscription services at U.S. drug stores and grocery retailers are relatively limited. Major U.S. grocers have bypassed the subscription model in favor of building out their full-featured, freeto-join loyalty programs and digital click-and-collect capabilities.

But there are more widespread subscription programs overseas that drive value for customers and revenue for retailers. One is Woolworths Everyday Extra program in Australia, which has more than 250,000 active subscribers since its launch in Q1. Unlike other retail subscription programs, it offers recurring benefits to in-store

“The goals are clear—reward shoppers for incremental behavior, grow share of wallet, increase digital engagement and improve promotion profitability.” and online shoppers. For an annual fee of $59, subscribers receive 10% off one shop each month and other perks.

Brad Banducci, CEO of Woolworths Group, explained at NRF’s Retail Big Show that the entire Woolworths ecosystem is connected, which helps the retailer improve its demand planning and better understand varied consumer segments across different channels.

Exploring new frontiers in retail personalization By expanding the capabilities of their loyalty programs, creating new membership and subscription options and exploring new techniques, drug stores can achieve the level of personalization they need to thrive. With robust foot traffic numbers, healthy sales growth and a customer base that views drug stores as convenient one-stop shops, U.S. drug stores should be pressing their advantage and pursuing advanced personalization strategies to turn their current shoppers into fully engaged, loyal customers for life. dsn

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GUEST COLUMN

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PREP Act and the Future for Technicians Pharmacy technicians are crucial to the accessibility and continuity of healthcare

By William Schimmel

William Schimmel is the Executive Director and CEO of the Pharmacy Technician Certification Board

When COVID-19 began, pharmacy technicians stepped forward.

The pandemic forced the U.S. to significantly expand emergency healthcare services as authorized by the Public Readiness and Emergency Preparedness (or PREP) Act, and this legislation recognized the skills and talents of the provider team. Now that the public emergency is over, the public must be aware of the status of the PREP Act, what the future holds and how it can affect access to health care.

Though the Public Health Emergency expired on May 11, specific provisions of the PREP Act have been extended through 2024.

Pharmacy technicians will maintain authorization to immunize patients as part of this extension, helping to ensure underserved communities continue to have access to vaccinations. It also helps improve overall pharmacy operations.

Extending this critical piece of the PREP Act acknowledges technicians’ essential role in our healthcare system and reassures patients that there is a skilled, qualified workforce dedicated to keeping them safe. Despite this recognition, the authority is temporary and states that have not already done so need to develop and implement regulations to ensure continuity of care.

Data from some state-run pilot programs before the pandemic offer additional evidence to support permanently expanding technicians’ responsibilities.

As of May 2023, 27 states have made permanent changes to pharmacy laws and regs. Some state boards of pharmacy had the authority to do this through rulemaking processes, while others had to work with state legislators to enact laws. At the time of publication, there were 20 additional states with pending legislation.

These changes will further empower an already committed frontline workforce. As demonstrated by PTCB’s 2022 Workforce Survey, technicians are invested in their careers, with 84% of respondents reporting that they are somewhat to very satisfied with

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their job. Half of the PTCB-certified technicians surveyed have worked in the field for at least 10 years, compared to just 8% of non-certified techs.

Understanding their necessary role as part of a pharmacy team, technicians actively seek opportunities to grow their skills, advance their careers and provide optimal patient care. Seeing the critical need for immunizers during the public health emergency, more than 1,800 technicians have earned the PTCB Immunization Administration Certificate since its launch in 2020. When asked about their interest in pursuing this certification in the survey, 58% of technicians who answered said they were somewhat or very interested.

“My employer has recognized my accomplishments, and my company rewards us based on our credentials through compensation and acknowledgment,” said Nicolle Forrest, CPhT. “And being a technician, especially during a global pandemic, has made me realize how essential we are to both our pharmacists and

“Understanding their necessary role as part of a pharmacy team, technicians actively seek opportunities to grow their skills, advance their careers and provide optimal patient care.” our patients in the community we serve. I had the opportunity to become a certified immunizer and help keep people informed on their vaccine statuses. I look forward to expanding my knowledge by obtaining additional certificates and continuing my growth in this field.”

Technicians provide a valuable perspective of the pharmacy industry, which is why at least 14 states have included a tech to serve on their board of pharmacy since 2007 and several more states have added a technician seat in recent months. This workforce has been vital to protecting patients long before the pandemic, and regulations should reflect their significant impact on improving public health. dsn

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Leveraging Technology to Capture More Clinical Services Revenue How Pharmacies Can Adopt 3 Recommendations to Grow Revenue

David Pope PharmD, CDE, Chief Pharmacy Officer, OmniSYS, XiFin Pharmacy Solutions

Pharmacists have more opportunities than ever before to use their knowledge and expertise to improve patient health. Not only are patients seeking more convenient, lower-cost care settings, but the industry has also embraced an elevated clinical role for pharmacists.

By assuming the role of provider in clinical encounters, reimbursement looks very different than it does for standard pharmacy transactions. It’s more complex and can create challenges within the day-to-day workflow.

However, pharmacies can overcome these challenges and embrace the opportunities by implementing the three recommendations below.

1. Documentation requirements vary by encounter and payor Challenge: Proper reimbursement for clinical services starts with documentation. Due to the nature of these encounters, payors have the same expectations for pharmacists as they do for physicians and other practitioners who provide direct patient care. Each payor requires certain documentation elements for different encounter types, and missing elements can put reimbursement in jeopardy.

Recommendation: Attempting to manage all the different documentation requirements by payor is a challenge. The right technology can guide pharmacists through all the necessary documentation elements for reimbursement based on the payor selected at the beginning of the encounter. Pharmacies should look for a technology that provides prompts throughout the encounter to document appropriately based on state regulations and specific payor requirements. For example, the documentation requirements for medication therapy management (MTM), hormonal contraceptive therapy, and other encounters all vary by payor.

2. Clinical documentation and billing are intertwined Challenge: When it comes to clinical encounters, documentation drives billing. For example, many pharmacist-driven clinical services are billed based on the

amount of time spent with the patient, which must match the documentation. Leveraging different technology solutions to document and bill or attempting to document and bill manually is a recipe for reimbursement disaster.

Documentation and billing are two sides of the same coin—there are a number of payor requirements related both to documentation and billing.

Recommendation: Because payors link documentation directly to reimbursement, a solution for managing both elements should do the same. A billing-enabled pharmacy EHR will support the pharmacy’s reimbursement by providing prompts to complete all the necessary documentation elements for reimbursement, and then allowing the pharmacy to bill seamlessly from the same platform. A single platform is key.

3. Medical benefit claims are different than pharmacy claims Challenge: Much of the complexity related to clinical services is because they are reimbursed through the medical benefit. These transactions involve a direct relationship with individual payors, each with a different set of rules and requirements. Plus, medical benefit claims are not processed in real-time, which means it can be weeks or even months before a claim is paid.

Recommendation: During the claim adjudication process, it is essential to have a built-in set of rules for eligibility, coverage, and other criteria for each payor, allowing pharmacies to know who qualifies for a clinical service, the amount of reimbursement to expect, and the amount to charge the patient. These rules should be applied to the claim in real-time, giving pharmacies the ability to correct any potential issues before submitting the claim. This process ensures that the claim includes all the required information and increases the likelihood of receiving the expected reimbursement, reducing much of the risk associated with medical benefit reimbursement. Without real-time knowledge, pharmacies may need to send invoices to patients, similar to a physician’s office.

As provider status for pharmacists expands, a growing number of clinical services covered under the medical benefit will create new ways for pharmacies to serve patients and grow their business. Putting the right documentation and billing infrastructure in place means pharmacies will face fewer obstacles to bringing new revenue-generating clinical services to their patients.

Go to www.OmniSYS.com/growREV to learn more.

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Revolutionizing Hydration TruLabs’ Brandon Pogue shares how the brand is redefining standards in the hydration and energy market Brandon Pogue, founder and CEO of TruLabs, established a clear vision and values for the company based on faith, health, passion, humility and fun. Guided by these principles, he drives the formulation of TruLabs’ products and spearheads innovation within the company. Pogue’s dedication ensures that every TruLabs product aligns with the company’s core vision and values, empowering individuals to lead healthier, more fulfilling lives. Drug Store News spoke with Pogue about the company’s latest product innovations.

Brandon Pogue, founder and CEO of TruLabs

Drug Store News: How does TruLabs distinguish itself in the crowded field of hydration and energy powders?

Brandon Pogue: TruLabs’ uniqueness lies in our commitment to high-quality, naturally sourced ingredients and an exceptional taste. Our Hydrate product is packed with 18 vitamins and minerals, including five immune system-supporting ingredients and six energy-boosting B vitamins.

Our Energy + Focus is enriched with 16 nutrients, including three electrolytes and three antioxidants. This dedication to health enhancement sets us apart. Our exclusive use of natural flavors and colors underscores our emphasis on taste and user experience. Our philosophy maintains that nutritional benefits should not compromise enjoyment.

Therefore, we ensure all our products pass our rigorous flavor tests. This approach guarantees a perfect blend of nutritional potency and pleasing taste.

Lastly, our products are sugar-free, non-GMO, gluten-free, dairy-free, vegan, soy-free and made in the USA with globally sourced ingredients.

DSN: Please elaborate on the choice of sodium chloride over sodium citrate in your formulations?

BP: Indeed, our choice to use sodium chloride, the form of sodium used in IV solutions, over sodium citrate, commonly used in other brands, stems from our commitment to consumer safety and well-being. We discovered that sodium citrate can cause adverse reactions or allergies in many individuals. Unaware of this, many consumers continue to use sodium citrate products under the misconception of its benefits. At TruLabs, we are dedicated to ensuring that every ingredient we use is healthy and safe.

34 August 2023 DRUGSTORENEWS.COM

DSN: How does TruLabs’ emphasis on experience influence its position in the market and customer loyalty?

BP: At TruLabs, we prioritize a balance between scientific formulation and user experience.

While customers appreciate the precise science behind our products, the harmonious blend of scientific integrity and enjoyable experience truly differentiates us. Our focus on flavor and quality results in a pleasant consumption process, encouraging repeat purchases. Health and wellness should be enjoyable as much as they are beneficial.

This philosophy has carved out a unique niche for us in the market. It has fostered a loyal customer base that values our unwavering commitment to their health and taste satisfaction.

DSN: How does TruLabs add value to the emerging hydration category?

BP: TruLabs brings incremental value to the emerging hydration category in multiple ways: • We cater to the diverse needs of consumers, from average individuals to elite athletes, with our groundbreaking Hydrate electrolyte drink mix.

• Our targeted online marketing campaigns create awareness for hydration.

• Our direct-to-consumer model fosters strong relationships, as evidenced by the higher-than-average active subscription days on our website.

TruLabs’ commitment to meeting specific hydration needs, generating awareness, and ensuring long-term customer satisfaction distinguishes us in the market. We continue contributing to the evolving hydration landscape by providing effective, trusted solutions. dsn

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Silent Nights Michael Johnson, CEO of Rhinomed, discusses the latest nasal technology Rhinomed, Ltd., is a Melbourne, Australia, based nasal airway technology company that seeks to radically improve the way you breathe, sleep, maintain your health and take medication. Its patented nasal technology leverages the physiology of the nose to optimize breathing which is essential to restful sleep and to maintaining good health.

Recently, Drug Store News sat down with Michael Johnson, CEO, to get updated on the status of sleep and snoring in America, and the new innovations planned for the coming year.

Michael Johnson, CEO of Rhinomed

Drug Store News: What’s the status of sleep in America, and how should retailers be thinking about this category?

Michael Johnson: The quick answer is that Americans are NOT sleeping well. In fact, our recent global 2023 poll on Sleep and Snoring reveals that we are in the midst of a sleep crisis, and that millions of consumers are suffering from a lack of sleep. In cooperation with WebMD, our company conducted a study of 6,000 adults in the U.S., the U.K. and Australia. Here are some highlights for the United States: • 43% of adults are getting 5 hours of sleep each night or less • 51% of adults say they are affected by snoring • 44% of adults report they have one of three diagnosed sleep disorders: either Insomnia, Obstructive Sleep Apnoea or Restless Leg Syndrome • 36% of respondents report finding it difficult to stay awake while driving because of their lack of sleep.

Our survey reveals that the combination of snoring, unhealthy lifestyles and diagnosed sleep disorders is resulting in very few people getting the sleep they need for healthy minds and bodies—and millions are suffering the consequences. These consumers need help, and retailers need a robust selection of OTCs, supplements and medical devices to answer the call.

DSN: How is Rhinomed responding to this sleep crisis?

MJ: For 2023/24, our company is responding in two exciting ways. First, we have a newly designed retail package for our Mute Nasal Dilator. The package has been updated to better fit retailer shelves, and graphics have been optimized to clearly communicate snoring and sleep benefits. In addition, we’ve improved the trial experience inside with simplified instructions—including a QR code for access to a new how-to video. We know that once consumers try our product, they experience what we call the “aha moment”. That’s the moment you experience dramatically improved airflow, with most people reporting about 38% easier breathing through the nose.

36 August 2023 DRUGSTORENEWS.COM

Secondly, we are expanding our Mute brand to include additional snoring solutions. Our first new innovation is Mute Mouth Tape for enhanced nasal breathing.

If you are a Tik Tok or Instagram user, you have probably seen a myriad of videos for mouth tape, because thousands of consumers have discovered just how beneficial mouth taping can be.

Why is mouth breathing bad? During sleep, the mouth falls open, the jaw drops and the tongue falls backwards. This creates an obstacle at the top of the airway that disrupts nasal breathing and leads to mouth breathing and often open-mouth snoring.

The key to getting high-quality, more silent sleep is simple. Close your mouth and breathe through your nose. New Mute mouth tape for snoring helps you comfortably keep your mouth closed and promotes improved nasal breathing.

Worried about comfort? Don’t be. Our specially designed medical-grade tape is both porous and forgiving. It allows for air passage while still encouraging more nose breathing. And it goes without saying: if you use BOTH Mute mouth tape AND a Mute nasal dilator, you should experience much better nasal breathing, improved sleep and significantly reduced snoring noise.

Our new mouth tape comes in packages of 30 strips, and should retail in the $19.99 range. We’ll be launching this product at NACDS TSE for distribution in early 2024.

DSN: How else is Rhinomed innovating for retailers?

MJ: The pandemic familiarized families with diagnostic testing they could perform themselves, from the comfort of their home.

Even though COVID test kit demand is slowing, families are seeking a comfortable and reliable way to test their children for the many persistent and seasonal URIs (Upper Respiratory Infections). Rhinomed is creating a new category of at-home testing with Rhinoswab Junior—the happy way to swab children.

Delivering reliability, comfort and performance while reducing fear and distress, helping drug stores partner with moms to match the right treatment to their children’s symptoms! dsn

WOMEN IN THE NEWS

Empowering Women with Eco-friendly Products Alexandra Fennell, co-founder of Attn: Grace, shares the brand’s momentum and the importance of sustainably sourced incontinence products

By Julianne Mobilian

In May, the female-founded company Attn: Grace announced the launch of their sustainably sourced incontinence products in 1,574 Walmart doors nationwide and on Walmart.com. Drug Store News caught up with co-founder and CEO Alexandra Fennell to discuss the brand’s momentum, and why creating an eco-friendly product for women with incontinence was top of mind for the company.

Drug Store News: How did the partnership with Walmart come to fruition? Does the brand intend on expanding to other mass retailers?

Alexandra Fennell: We’ve known from day one day one that Walmart would be instrumental to our ability to raise awareness around incontinence and increase accessibility to high-performing, skin-safe products women can trust.

We’ve been building towards this partnership for years, so making our products accessible to the millions of women who shop at Walmart every day is such a huge milestone for us. As part of our partnership with Walmart, we’re also thrilled to be the first brand in our category to bring 100% recyclable, kraft paper packaging to retail shelves.

We firmly believe that better-foryou products should not be an elite proposition. Launching with Walmart, where our customers will find our products backed by Walmart’s “Everyday Low Price Guarantee,” makes them more accessible than ever.

38 August 2023 DRUGSTORENEWS.COM

“We firmly believe that better-for-you products should not be an elite proposition.”

DSN: Why is sustainability so important to Attn: Grace?

AF: From the moment the idea behind Attn: Grace was born, Mia [Abbruzzese, co-founder and CEO] and I knew that we wanted to create a product that was high-performing, sourced from clean ingredients, better for our bodies and better for the planet.

We also saw an enormous opportunity to drive sustainable innovation forward within a category that has historically generated enormous amounts of waste each year. For context, it takes roughly one cup of crude oil to make a single conventional adult incontinence pad or brief.

Like any other consumer category, women want incontinence

A PRODUCT OF:

WOMEN IN THE NEWS

products that don’t force them to compromise on product performance or their larger values.

They want products that are designed using clean, traceable ingredients, from a brand they can trust, and that they know will perform to the highest standards. By incorporating cutting edge technology into our designs, Attn: Grace is able to replace meaningful amounts of plastic, petroleum and other chemicals with plant-based alternatives. We also replace the synthetic filler traditionally used with 100% FSC Certified wood pulp. The result is a more natural product that women can trust to keep them leak-free without worrying about having harsh chemicals against their skin and while minimizing their environmental impact. Our products are made without synthetic fragrance,

“We also saw an enormous opportunity to drive sustainable innovation forward within a category that has historically generated enormous amounts of waste each year.”

dyes, chlorine bleach, BPA, latex, VOC’s, phthalates and parabens.

These might seem like simple changes, but they’ve been game-changing for the thousands of women who have made the switch so far, many of whom have been quietly struggling for years with painful skin irritation caused by the chemicals used in conventional products.

We see our commitment to sustainability as table-stakes in today’s world—it’s essential for businesses and their leaders to prioritize the well-being of our planet. We hope that the ongoing work we’re doing,

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while currently still at a relatively small scale, inspires others and reaffirms that consumer goods and environmental stewardship can—and in our view, should—go hand in hand.

Our Certified B Corp. status demands conscious decision-making across every aspect of our business and serves as a powerful framework within which we measure our progress towards our larger, longer term goals. We’ve worked hard to select like-minded partners at every step of our supply chain, building sustainable practices into our brand DNA—from replacing petroleum based components with higher-performing, plantbased alternatives, to our 100% Certified CO2 Neutral factories, to our launch into mass retail with 100% kraft paper packaging.

DSN: How can women feel empowered to de-stigmatize incontinence?

AF: A few things come to mind. First and foremost, women need to know that they are not alone in experiencing bladder leaks. According to the Mayo Clinic, 50% of adult women experience urinary incontinence.

Second, women should know that urinary incontinence is often treatable. The sooner women see a doctor or a pelvic floor physical therapist, the sooner they can understand why they are experiencing bladder leaks, and receive recommendations for treatment specific to their particular situation.

Women have historically waited, on average, six years before they reach out to their healthcare professionals to discuss their bladder leaks, which is such a shame, because for many women there are treatments that can help mitigate or eliminate bladder leaks.

We created our Resource Library in response to these truths, hoping that women can learn more about their condition, and perhaps reach out to a specialist to explore what treatment might be best for them.

DSN: What types of products does the brand offer for women with incontinence?

AF: Our products are designed so that when worn, only plant-based fibers touch the skin. We’ve seen that for countless women, this creates a vastly improved user experience. We’ve learned that this difference can be even more powerful for women whose skin may be more sensitive due to gynecologic cancer treatments, side effects of MS or diabetes, or simply skin that’s thinning due to aging.

Equally as important as absorption is retention, or how dry a product can stay even after multiple leaks. In the incontinence space, this performance feature is measured by a “re-wet” score. Our re-wet scores are exceptional across our entire product line. Staying drier, longer is meaningful for any woman with incontinence, but it’s particularly game-changing when women with extreme fatigue or mobility challenges are able to change their incontinence liner, pad or brief less frequently without putting their skin health at risk.

Last but not least, athletes appreciate that our incontinence products are as moisturewicking as the rest of their performance gear. While cotton is a natural fiber that has revolutionized the period space, athletes know that cotton doesn’t effectively wick sweat or pee. The sugarcane-based synthetic fibers in our top sheets are a win-win—tough on leaks and safe on skin.

DSN: Does Attn: Grace intend on expanding the product lineup?

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Fitting the Bill 42 August 2023 DRUGSTORENEWS.COM

Pharmacy legislation covering important issues, such as PBM reform and scope of practice, is gaining momentum at the state and federal level. Here are the ones to watch

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NEIL WATSON Member relations/ government affairs director, National Association Boards of Pharmacy

“I’m tracking about 200 bills.

Out of all those, the top five revolve around PBM reform, pharmacy practice acts, scope of practice, prescription drugs and hormonal contraceptives.”

44 August 2023 DRUGSTORENEWS.COM

President Roosevelt’s signing of the 1938 Federal Food, Drug, and Cosmetic Act let the Food and Drug Administration establish category standards for the first time, protecting citizens from harmful ingredients.

Subsequent pharmacy legislation has also emphasized consumer safety, including potential drug risks. While these issues remain paramount, recent years have seen a greater focus on the needs of the retail pharmacy itself, particularly when it comes to legislation impacting scope of practice and profitability.

At the state and federal levels, new and proposed legislation addresses issues like pharmacy benefits management reform and pharmacists’ authority to prescribe and/or dispense certain medications, monitor health conditions and address other patient areas. The goal is to reach more patients, particularly the elderly and underserved, and increase profitability through expanded services, insurance reimbursement and elimination of PBM price gouging.

“I’m tracking about 200 bills,” said Neal Watson, member relations/government affairs director

at the National Association Boards of Pharmacy. “Out of all those, the top five revolve around PBM reform, pharmacy practice acts, scope of practice, prescription drugs and hormonal contraceptives.”

Emphasis on PBM reform has never been as intent as it is now. Legislation, in short, aims to regulate PBMs’ irregular pricing policies. Policies make reimbursements to pharmacies unpredictable, resulting in lower profits and, in the case of some independent pharmacies, business closures.

“We’ve never seen so much congressional interest in PBM reform,” said Anne Cassity, SVP of government affairs, National Community Pharmacy Association. “Both patients and pharmacies are energized. Much comes down to contracts and leveraging PBMs, which represent 80% of covered patients.

PBMs dominate all insurance markets, whether it’s Medicare, Medicaid or other insurance.

Right now, these are take it or leave it contracts, with no negotiation room. If you don’t sign, you could potentially lose 30% to 40% of patients.”

The COVID-19 pandemic brought scope of practice to the forefront. Under the COVID19 Public Health Emergency Act (which expired in May), pharmacists were authorized to provide immunizations and other services. This opened the eyes of legislators and the public to their value and capabilities. Today, key focuses in many states include allowing pharmacists to prescribe hormonal contraceptives, HIV Pre-Exposure Prophylaxis and Post-Exposure Prophylaxis and diagnosing and

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I CHRIS KRESE SVP of congressional relations and communications, NACDS

“PBM practices are taking a toll on patients and communities.

There’s tremendous momentum behind reform at the state and federal levels. Reform is needed across all payer segments, Medicaid, Medicare and private insurance.

Our message to congress is that we need real reform and it needs to happen immediately.

This can’t result in reform in name only.”

46 August 2023 DRUGSTORENEWS.COM

treating influenza and other common ailments. Vaccinations and letting pharmacists monitor conditions like diabetes and high blood pressure are also priorities. Other legislation focuses on reimbursing pharmacies for corresponding consultative services.

“A big lesson learned during the pandemic is that pharmacy teams can do much to improve health care access,” said Chris Krese, SVP of congressional relations and communications, NACDS. “Americans look at the situation and say, `We benefited from pharmacy access and we don’t want to roll that back.’”

The list of recently passed and proposed legislation is long. In addition to laws affecting pharmacies, several states are supporting legislation that provides insurance reimbursement for OTC health care products.

There is also hope that two federal bills legalizing CBD as an ingredient in food, beverages and dietary supplements will pass. But the prognosis looks grim, with the FDA accused of delaying the process.

New York and other states are supporting bills that would ban sales of sports nutrition and weight management products to consumers under 18. Supporters contend products augment eating disorders; opponents disagree. Restrictions, they believe, would hurt sales and dissuade some retailers from offering products.

The following pages provide an in-depth look at the issues affecting pharmacies. While not comprehensive, they aim to highlight topics observers believe are most pressing and could have significant consequences. Bill status is of early July.

FEDERAL BILLS 1. PBM Reform The PBM Transparency Act (S. 127): Introduced in January, it would prohibit PBMs from engaging in certain practices when managing prescription drug benefits under a health insurance plan. It would also prohibit PBMs from arbitrarily, unfairly, or deceptively “clawing back” reimbursement payments, increasing fees or lowering reimbursements to pharmacies.

Drug Price Transparency in Medicaid Act (S. 1038 & H.R. 1613): Proposed in April, this would improve transparency and protect taxpayers by preventing pharmacy benefit managers from using spread pricing in Medicaid managed care programs.

Prescription Pricing for the People Act (S. 113): Proposed in January, 113 keeps the pressure on the Federal Trade Commission to complete its probe into the role and recent merger activity of PBMs, including possible anticompetitive behavior.

Protect Patient Access to Pharmacies Act (S. 2052): Announced in June, S. 2052 provides reform of abusive business practices that have permitted the monstrous growth of pharmacy direct and indirect remuneration fees resulting in neighborhood pharmacy closures.

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Medicare patients’ freedom to receive medications and care from the pharmacy of their choice by improving enforcement of the “any willing pharmacy” law intended to prevent the exclusion of pharmacies from Part D plan networks.

PBMs are a formidable force. Total revenue stands at $400 billion and is expected to reach $900 billion by the end of the decade, said Krese.

Three PBMs (CVS/Caremark, OptumRx and Express Scripts) control 85% of the market. This near-monopoly allows these “middlemen” to secure large discounts from drug manufacturers.

The FDA has been reviewing PBM practices, but PBMs are crafty. For reform to work, it must be comprehensive and hard hitting. “PBM practices are taking a toll on patients and communities,” said Krese. “There’s tremendous momentum behind reform at the state and federal levels. Reform is needed across all payer segments, Medicaid, Medicare and private insurance. Our message to congress is that we need real reform and it needs to happen immediately.

This can’t result in reform in name only.”

PBM practices seem shrouded in mystery, a mystery that must be deciphered. “The PBM Transparency act is a way to move a bit of the cloak of secrecy about how PBMs make money,” said Ed McGinley, partner, Pharmacy Management Consultants.

Another problem with PBMs are DIR fees or “clawbacks.” Often, more than 18 months after a pharmacy fills a Medicare prescription, payers retract money paid to pharmacies due to a pharmacy’s performance on unknown “quality” issues.

Clawbacks make profits unpredictable and erode the bottom line. “Your numbers aren’t what you think,” said Carmen A. Catizone, founding partner, CLM Pharmacy Advisors. “You think you’re making 20% gross profit and later you’re whacked with a clawback. Those watching the bottom line are seeing a slow profit drain. Down the road, how does this impact patient care?”

“PBMs do things that deprive patients of pharmacy freedom, making it possible for pharmacies to not be part of networks,” said Krese.

“This means seniors may not have access to a pharmacy nearby or one they have a relationship with.”

48 August 2023 DRUGSTORENEWS.COM

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ANNE CASSITY SVP of government affairs, National Community Pharmacy Association

“Pharmacists aren’t always considered providers.

We’re very interested in expanding the scope of practice so pharmacists are paid for non-dispensing services. Bills would provide greater access for patients.”

50 August 2023 DRUGSTORENEWS.COM

Mike McBride, VP partner relations at drug supplier Upsher-Smith Laboratories, believes this issue is crucial. “It’s no exaggeration that the future of retail pharmacy will be based on what happens with PBMs. Everyone needs to make a profit to remain in business. But these ‘middlemen’ have exceeded what’s fair.”

If PBMs are blocked from overcharging one way, experts fear they will find another. “If you reform [payments] one way, they’ll need to come up with another way to replace that revenue,” he added. “When we think of priorities, it’s about sustaining patients’ access to pharmacy services so they have freedom of choice.”

2. Reimbursement for Pharmacy Services Pharmacy and Medically Underserved Areas Enhancement Act of 2023 (S. 1491): Introduced in May, this bill would authorize Medicare payments for pharmacists who offer services like health and wellness screenings, immunizations and diabetes management in underserved communities.

Equitable Community Access to Pharmacist Services Act” (H.R. 1770): Introduced in March, 1770 would ensure access to essential pharmacist services for seniors and rural and other underserved populations, including testing and treatment for COVID-19, flu, RSV and strep throat and vaccinations for flu and COVID-19. Payment would be made under Medicare Part B. Non-dispensing healthcare services allow pharmacies to create a revenue stream that could somewhat offset PBM costs— if they are reimbursed for consultations. Services can be vital for patients who cannot wait for a doctor’s appointment, have transportation limitations or live in rural or inner city areas with few doctors.

“Pharmacists aren’t always considered providers,” said Cassity.

“We’re very interested in expanding the scope of practice so pharmacists are paid for non-dispensing services. Bills would provide greater access for patients.”

E. Michael Murphy, PharmD, MBA, Advisor for State Government Affairs at the American Pharmacists Association, said almost 90% of the population lives within 5 miles of a pharmacy. “Pharmacists are often the most accessible health professionals, particularly for vulnerable communities,” he added. “Services may help patients avoid more complicated, expensive care down the line, with patients ending up in hospitals.”

In Iowa, for example, there are 223.6 physicians per 100,000 residents, indicated Becker’s Hospital Review. Massachusetts, in contrast, has 466 per 100,000. According to Seth Brown, director of public affairs for the Iowa Board of Pharmacy, 24% of Iowa is rural, making the bill particularly important. “There’s areas with shortages of medical professionals,” he added. “Pharmacists being reimbursed is critical. Much of this is about keeping rural pharmacies open and making sure they’re paid.”

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The result of our focus on science and research is a series of recent nutritional innovations like Purina ONE® with Microbiome Balance® dry dog and dry cat formulas that have been shown to help balance bacteria in 28 days, promoting gut health, providing immune support and supporting your pet’s microbiome. Our Purina ONE® Vibrant Maturity® formula helps fuel senior dogs and promote mental sharpness, and the Purina ONE® +Plus Joint Health formula dry dog food contains fish oil and glucosamine to support your dog’s joint health and mobility.

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ED MCGINLEY Partner, Pharmacy Management Consultants

““The PBM Transparency act is a way to move a bit of the cloak of secrecy about how PBMs make money.”

MIKE MCBRIDE VP partner relations, Upsher-Smith Laboratories

“It’s no exaggeration that the future of retail pharmacy will be based on what happens with PBMs. Everyone needs to make a profit to remain in business. But these ‘middlemen’ have exceeded what’s fair. If you reform [payments] one way, they’ll need to come up with another way to replace that revenue.

When we think of priorities, it’s about sustaining patients’ access to pharmacy services so they have freedom of choice.”

52 August 2023 DRUGSTORENEWS.COM

Some services were rendered by pharmacists under the COVID-19 Public Health Emergency Act. Industry experts want to ensure access is ongoing. “Think of all the services they provided during the pandemic,” said Brown. “At the end of the day, we want to keep the focus on the patient and make sure access continues and expands.”

3. Flex Spending for Supplements and Oral Care Dietary Supplements Access Act (H.R. 5214): If signed into law, consumers could use their pre-tax health savings accounts and flex spending accounts to purchase dietary supplements and oral care products. The bill builds off a 2020 bipartisan victory that expanded HAS and FSA eligibility to include OTC medicines and feminine hygiene.

The Consumer Healthcare Products Association supports the bill. David Spangler, SVP of legal, government affairs and policy, said most people have flexible spending accounts as part of their insurance plans.

He added that products would not have to be prescribed by a doctor to be covered. It is estimated that around 60 million people already use FSAs and HASs to save money on eligible healthcare.

4. CBD in Food and Supplements CBD Product Safety and Standardization Act of 2023 (H.R. 1628): Introduced in March, this bill would authorize regulation of interstate commerce with respect to food containing cannabidiol derived from hemp and for other purposes.

Hemp and Hemp-Derived CBD Consumer Protection and Market Stabilization Act of 2023 (H.R. 1629): Also proposed in March, 1629 would make hemp, cannabidiol derived from hemp and any other ingredients derived from hemp, lawful for use under the Federal Food, Drug, and Cosmetic Act as an ingredient in a dietary supplements and for other purposes.

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CARMEN A. CATIZONE Founding partner, CLM Pharmacy Advisors

“Your numbers aren’t what you think. You think you’re making 20% gross profit and later you’re whacked with a clawback.

Those watching the bottom line are seeing a slow profit drain. Down the road, how does this impact patient care?”

54 August 2023 DRUGSTORENEWS.COM

To date, products containing CBD have not been legalized at the federal level. While they are legal in some states, a lack of federal guidelines governing ingredients and other product aspects has prevented large retailers and CPG suppliers from entering the category. Consequently, most suppliers are small, offering merchandise that is inconsistent in quality and performance.

“CBD is out of the barn,” said Steve Mister, president and CEO of the Council for Responsible Nutrition Foundation. “Millions of consumers use it. But they’re not sure how well-made products are. Consumers are fending for themselves. Large retailers won’t touch CBD because of the cloud of uncertainty. You also have big brands that want to get in the space but are staying on the sidelines. And hemp farmers can’t get rid of it because the market never took off.”

Many experts believe legislation will not pass any time soon because the FDA is stalling it. They pointed to a January announcement in which the FDA said that “existing regulatory frameworks for human and animal food and dietary supplements are not currently appropriate for the use of cannabidiol in those products.”

The agency determined that these uses of CBD raise safety

concerns, especially with longterm use and for certain sub-populations, and that a new regulatory pathway is needed to provide safeguards and oversight to minimize potential safety risks that cannot be adequately managed under current food and dietary supplement regimes. The agency intends to work with congress to develop a cross-agency strategy for regulating such CBD products.

Eric Steenstra, president of Vote Hemp, called the situation “extremely frustrating.” He added, “since passage of the Farm Bill, the FDA has spent four years gathering information and studying this.

I think the bills have little chance of passing. The FDA will try to stop them; they don’t support it. They’ll say there’s claims about liver toxicity. But Valid Care tested 1,000 people and found no toxicity.”

Passage of the two bills could revolutionize the CPG industry with big players getting behind major launches. “Major companies are salivating at the idea of adding CPG,” said Jonathan Miller, general counsel, U.S. Hemp Roundtable and office partner-in-charge, Frost Brown Todd. “Colas, candy, chips and bottled waters would be prime targets. If legalized, the effect would be immediate. I hope congress develops a pathway to regulate CBD for dietary supplements, food and beverages.”

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SETH BROWN Director of public affairs, Iowa Board of Pharmacy

“There’s areas with shortages of medical professionals.

Pharmacists being reimbursed is critical. Much of this is about keeping rural pharmacies open and making sure they’re paid.”

and allergy medications containing pseudoephedrine, which can be used to manufacture methamphetamine.

NPLEx was developed to comply with the federal Combat Methamphetamine Epidemic Act enacted in 2006. Since then, NPLEx has been utilized by 38 states to comply with methamphetamine precursor legislation, as well as New York and California, voluntarily. NPLEx is available free to pharmacies in states that pass legislation mandating use.

Massachusetts S.1106: The bill would make the Commonwealth the 39th state in the country to adopt NPLEx as a means of governing all pseudoephedrine sales. CHPA supports this bill, which was introduced in February.

Mississippi S. 2282 was signed into law by Governor Reeves in March. This bill removed the “repealer” language within the existing NPLEx statute, allowing for NPLEx to remain in place into perpetuity.

West Virginia H.B. 3077 was signed into law by Governor Justice. The CHPA-supported bill removes sunset language from the state’s existing National Precursor Log Exchange law. Regulations will remain in place long term.

OTC medications containing pseudoephedrine are kept behind the pharmacy counter.

Consumers must show identification to a pharmacist when purchasing them. When the 2006 law was passed mandating this,

56 August 2023 DRUGSTORENEWS.COM

pharmacists complained that actions would take time away from other responsibilities since purchaser information must be logged and recorded.

In addition to feeding purchasing information into a national database, technology makes these OTC transactions “faster and more efficient,” said Carlos Gutierrez, VP, state and local government affairs at the Consumer Healthcare Products Association.

“You just scan the ID, have the customer sign and they go.”

Technology can be incorporated into POS systems.

6. HIV pre- / postexposure prophylaxis Connecticut S.1102 expands pharmacists’ authority to administer vaccinations and codifies pharmacy technicians’ authority to administer vaccinations under the supervision of a pharmacist.

Signed into law in June, the bill also expands pharmacists’ authority to administer point of care tests and prescribe and dispense HIV pre/ post-exposure prophylaxis.

Rhode Island S. 563A guarantees no out-of-pocket costs to patients covered by health

insurance plans for HIV PrEP and PEP. It also allows pharmacists to prescribe the drugs to eligible patients.

STEVE MISTER President and CEO, Council for Responsible Nutrition Foundation

“CBD is out of the barn.

Millions of consumers use it. But they’re not sure how well-made products are.

Consumers are fending for themselves.

Large retailers won’t touch CBD because of the cloud of uncertainty.

You also have big brands that want to get in the space but are staying on the sidelines.

And hemp farmers can’t get rid of it because the market never took off.”

58 August 2023 DRUGSTORENEWS.COM

Arkansas H.B. 1007 will allow pharmacists to prescribe PrEP and PEP under a statewide protocol.

Signed into law in March, it should help the Arkansas Department of Health achieve its goal of decreasing new HIV cases by 75% by 2025. The law also lets pharmacists initiate therapy and administer or dispense Naloxone, nicotine replacement therapy products and oral contraceptives.

A dozen other states allow pharmacists to prescribe HIV PrEP and PEP, sometimes under collaborative practice agreements. They include Illinois, Michigan, Minnesota, Montana, Nebraska, New Mexico, North Dakota, South Dakota, Tennessee, Vermont, Washington and Wisconsin.

Pharmacists’ ability to prescribe HIV PrEP and PEP should have a major impact on patients’ health. PrEP, which comes in pill and injectable forms, is meant to be taken before potential exposure. Since the first PrEP drug received approval from the Food and Drug Administration in 2012, it has made a major difference in HIV rates.

Chris Federico, PharmD, BCACP, president of the Rhode Island Pharmacists Association, said PrEP, if taken daily (oral form), reduces transmission by 90%. But time is of the essence.

The post-exposure drug must be administered within 72 hours of

contact to be most effective in preventing HIV. But it can be difficult to get a doctor’s appointment within this time frame.

“What if you don’t have a regular health care provider or can’t get an appointment?” added Federico. “What if it’s a Friday night or weekend? The other option is the ER, which increases overall health system costs.

Pharmacists are much more accessible.”

Murphy believes the HIV PrEP and PEP bills are important steps in expanding scope of practice. “They’re being leaned on more to provide these preventative health care services, particularly in rural and underserved areas. Patients visit pharmacies more than any other health care setting.”

7. Hormonal Contraceptives Massachusetts H.B. 2133: Introduced in February, 2133 would require pharmacists to complete training approved by the State Board of Pharmacy related to prescribing hormonal contraceptive patches and self-administered oral hormonal contraceptives.

Rhode Island S. 103: This bill became law in June. It authorizes pharmacists to prescribe and dispense hormonal contraceptives, provided they complete a training program approved by the state board of pharmacy.

Wisconsin A.B. 176: Proposed in June, the bill would allow pharmacists to prescribe certain contraceptives.

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Connecticut H.B. 6768: Signed into law in June, legislation lets pharmacists prescribe medications, medical devices, emergency contraception medication and FDA-approved hormonal contraception.

ERIC STEENSTRA President, Vote Hemp

“Extremely frustrating – since passage of the Farm Bill, the FDA has spent four years gathering information and studying this. I think the bills have little chance of passing. The FDA will try to stop them; they don’t support it. They’ll say there’s claims about liver toxicity. But Valid Care tested 1,000 people and found no toxicity.”

Indiana H.B. 1568: Legislation will allow pharmacists to prescribe and dispense hormonal contraceptives under a standing order and provides coverage for services by the state Medicaid program. The bill became law in June.

Maine S. 158 became law in June. It lets pharmacists prescribe and dispense hormonal contraceptives to patients who previously have been issued a prescription.

Nevada S.B. 161: Approved by the governor in June, SB 161 includes expansion of coverage by health plans of pharmacist-prescribed hormonal contraceptives.

New Jersey S. 275: Passed in January, legislation authorizes pharmacists to prescribe self-administered hormonal contraception pursuant to a standing order in accordance with protocols established by the New Jersey Board of Pharmacy and the State Board of Medical Examiners.

Vermont S. 37: Signed into law in May, S. 37 will allow pharmacists to prescribe emergency contraceptives pursuant to a state protocol.

60 August 2023 DRUGSTORENEWS.COM

Today, 28 states let pharmacists prescribe hormonal contraceptives. About a half dozen joined the roster this year.

The goal is to prevent unintended pregnancies by making birth control more accessible to women who do not want to wait for a doctor’s appointment, cannot afford to visit one or live in remote or inner city areas with few doctors. Pharmacists, on the other hand, are more plentiful and accessible.

According to the Centers for Disease Control, 49% of pregnancies are unintended. “This surprises many, but it points to the need to increase access to medications and reduce unintended pregnancies and associated health costs,” said Elise Barry, CEO of the New Jersey Pharmacists Association. A California study cited by the Center for American Progress found that 74% of respondents visited a pharmacist for contraception because it was faster than getting a doctor’s appointment.

Typically, pharmacists counsel patients before dispensing contraceptives by asking them a list of questions about health and lifestyle. Patients with compromising health conditions may be referred to physicians.

JONATHAN MILLER General counsel, U.S. Hemp Roundtable and office partner-in-charge, Frost Brown Todd

“Major companies are salivating at the idea of adding CPG. Colas, candy, chips and bottled waters would be prime targets.

If legalized, the effect would be immediate. I hope congress develops a pathway to regulate CBD for dietary supplements, food and beverages.”

62 August 2023 DRUGSTORENEWS.COM

New laws expand scope of practice, but they also free up physicians. “This allows pharmacies to expand opportunities,” said McGinley. “When pharmacists started administering vaccines, it took a big load off physicians, along with the paperwork.”

In 2016, Oregon was the first state that allowed pharmacists to independently prescribe hormonal contraceptives, said Catizone. Other states followed suit. It was this type of scenario that prompted Wisconsin to begin “pushing a bill” about five years ago, said Danielle M. Womack, MPH, VP of public affairs at the Pharmacy Society of Wisconsin. “It was brought to us by a legislator who’d heard about it in another state and thought it would increase contraceptive access.”

Access is particularly important in Wisconsin’s many rural communities where “patients can drive an hour to reach a clinic,” she added. It will also help people who cannot take time off to visit a doctor during working hours.

Access is also a big issue in New Jersey. That bill was sponsored by Sen. Shirley K.Turner, “who was concerned about access to women’s healthcare,” said Barry. Efforts coincided with those of other states, with the bill generating “quite a number of co-sponsors.”

In states where pharmacists have been prescribing contraceptives for some time, success has been mixed. Among Oregon Medicaid enrollees during its program’s first two years, 10% of all new oral and transdermal contraceptive prescriptions were written by pharmacists, indicated a study cited by Oregon Health & Science University. Most

claims originated from retail chain pharmacies in urban areas.

Almost 74% of patients receiving contraceptives had not used any form of prescribed birth control during the previous month.

But sans insurance reimbursement, pharmacy participation rates are low. “Expanding scope of practice can help create new or enhanced revenue streams and alleviate some third party [revenue] pressures,” said McBride.

“Pharmacists can’t replace physicians, but there’s more they can do that patients can benefit from.

Reimbursement is going to be the key piece. You cannot keep ratcheting down payment so it’s not worth it to pharmacists to provide patient services.”

Reimbursement was a key part of Rhode Island legislation, but “is not common in other states,” said Federico. Contraceptives, he added, will be part of enhanced curriculums at pharmacy schools and continuing education.

8. Sales Tax Exemptions for OTC Healthcare Florida H.B. 7063: Part of Governor’s Desantis’ $1.3 billion tax cut plan, which was signed into law in May, 7063 provides tax exemptions for oral hygiene products, sunscreen and adult diapers.

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California A.B. 1203, which was proposed in May, seeks to exempt breast milk pumps and pads from sales taxes for five years starting in 2024.

CHPA supports this bill.

ELISE BARRY CEO of the New Jersey Pharmacists Association

According to the Centers for Disease Control, 49% of pregnancies are unintended.

“This surprises many, but it points to the need to increase access to medications and reduce unintended pregnancies and associated health costs.”

Nevada S. 428 became law in June. It exempts adults’ and children’s diapers from sales tax.

Texas S. 379 provides sales tax exemption for “certain family care items,” including feminine hygiene and diapers.

Removal of sales tax on OTC healthcare items makes these often necessary products “more affordable and increases consumer accessibility,” said Gutierrez.

Despite benefits, however, most states have not removed taxes. “They get used to a revenue stream,” he added.

“When times are good in state legislatures in terms of budgets, they’re more willing to consider at least a test pilot sales exemption for a few years.” Exempt products are FDA-regulated.

9. Age-Restricting Weight Loss and Muscle Building Supplements New York S. 5823C, sponsored by Sen. Shelley B. Mayer, passed the legislature this year and will be transmitted to Governor Hochul for consideration. The bill restricts sales of OTC drugs and dietary supplements for weight loss and muscle building to individuals under 18.

Not all new and proposed laws carry potential benefits to retailers and pharmacies. Several

64 August 2023 DRUGSTORENEWS.COM

states have proposed bills that would age-restrict sales of OTC drugs and dietary supplements used for weight loss and muscle building. The contention is that products contribute to eating disorders. The bills have not made it very far in most places. In New York, however, the bill passed the state legislature.

Mister said there is no concrete evidence to back this accusation.

“They’re pushing legislation saying products contribute to eating disorders and body dysmorphia.

We recognize these are serious concerns. But they result from complex mental health issues, not these products.”

Findings published by The Strategic Training Initiative for the Prevention of Eating Disorders, based at the Harvard T.H. Chan School of Public Health and Boston Children’s Hospital, have given bills legs.

But Mister said his group published its own study that found “nothing that would support the eating disorder hypothesis.”

If passed in New York, Mister said products would be placed behind counters, impeding sales.

Some retailers might even exit categories. “It’s a big issue for us.

We’re still hopeful we can persuade the governor to veto the bill. It’s been introduced in eight states. But New York is the only one where it’s gotten this far.

To date, the sponsor has been unwilling to listen to us or have a meeting.” dsn

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Bubble Makes a Splash The CEO of the viral skincare brand talks about its newest launches and its strategy

By Gisselle Gaitan

Bubble, the Gen Z-focused skin care brand that provides new remedies for existing skin concerns, recently tackled the approach to acne with two new launches—Fade Away and Knock Out. Knock Out’s main ingredient is salicylic acid, which focuses on blackheads, whiteheads and early-stage blemishes. At the same time, Fade Away consists of benzoyl peroxide and focuses on inflamed acne, painful pimples and helps prevent acne scarring.

DSN spoke to Shai Eisenman, CEO and founder of Bubble, about the new launches and what’s next for the up-andcoming brand.

Drug Store News: Why was it important for Bubble to launch two different spot treatments instead of joining the popular trend of creating pimple patches?

Shai Eisenman: Bubble is a brand built on transparency and efficacy. We put efficacy first and truly listen to our consumers about what products they really want to see on the market and the skin care issues they need to find products to help. While pimple patches are certainly a trend these days, we wanted to ensure that we were helping our consumers heal their acne and provide them with not a one-size-fits-all approach. The main ingredient in pimple patches is hydrocolloid, and while this ingredient is great for healing wounds and the patch itself prevents picking, the actives in the patch aren’t helping to heal the acne. Hydrocolloid helps bring the white head to the top, so if you have a painful cystic acne, this actually prolongs the healing process. We created two different spot treatments to treat various types of acne. Our Knock Out Salicylic Acid Spot Treatment is perfect for white heads and blackheads while our Fade Away Benzoyl Peroxide Spot Treatment helps banish cystic acne and helps soothe those inflamed, painful spots. We wanted to ensure that we weren’t just following the trends, but that we were actually creating something meaningful for our customers.

DSN: What sets the products apart from other acne treatments in the market?

SE: Skin care isn’t one-size-fits-all, and neither are spot treatments,

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which is why we decided to develop two types of spot treatments, each with unique formulations to treat different kinds of acne flare-ups. Each product specifically targets particular blemishes and contains different active ingredients, which consumers may react differently to. They can choose which one is best for them.

Our spot treatments also contain pretty high doses of active ingredients but are formulated to be gentle and non-drying even on the most sensitive skin.

DSN: What is the best way to use Knock Out? SE: While Knock Out can be used on all skin types, it is best used for early-stage blemishes, blackheads and whiteheads.

Its main ingredients are 1.8% salicylic acid and wintergreen extract, a science-plus-nature duo that deeply cleanses pores of oil, dead skin and breakout-causing bacteria to quickly relieve whiteheads, blackheads and occasional breakouts. Knock Out also contains Willow Bark Extract to gently exfoliate the skin and Sambucus Nigra Fruit Juice to help calm irritation and bring your skin back to balance. Consumers can apply a small amount directly to their blemishes, letting it dry for 2 minutes, 2-3 times daily until their blemishes have cleared.

DSN: What is the best way to use Fade Away?

SE: Fade Away is a gentle but powerful spot treatment that is formulated to treat painful, inflamed acne, especially cystic acne. It is formulated with 5% Benzoyl Peroxide to attack bacteria, as well as Licorice Root Extract to help brighten the skin by halting the production of enzymes that cause dark spots and hyperpigmentation (acne scars). Fade Away can also be applied directly to consumer’s blemishes, and used two to three times daily until the blemishes are cleared. Let the treatment dry for two minutes before using SPF or moisturizers. Remember to just use a little bit! We also want to note that Fade Away and Knock Out can be used on your face together at the same time, but should not be applied to the same blemish at the same time.

DSN: Does Bubble have plans to release more spot treatments in the future?

SE: Bubble has several upcoming product launches that will continue to introduce the brand to new skincare categories: It takes us nearly three years testing new products, along with doing consumer perspective testing, so we are really excited! dsn

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Unlocking Men’s Market Potential Mass marketers are trying new strategies to spark sales in men’s grooming

What do men really want? That’s the question retailers and men’s grooming brands are grappling with as they prepare fresh planograms for 2024.

With the return to offices and social activities combined with more interest in self-care, the U.S. men’s personal care market expanded by 10.7% in 2022 (versus 2021) to hit $5.5 billion, according to Mintel.

Growth aside, the category remains underserved, according to Marie Driscoll, managing director of beauty and luxury for Coresight Research.

The challenge is understanding how to address men, especially since Coresight Research reveals males have different shopping habits than women.

“Nearly one-third of male beauty shoppers are not using traditional channels for product discovery,” she said. (see chart on page 74).

Unlike women, men are less likely, for example, to ask advice from friends, family or even professionals.

Coresight’s research also pinpoints that the mass market has an edge when it comes to men that can be further developed.

“As many men have just started exploring the beauty and cosmetics market, they have a greater need to be understood than their female counterparts; however, a sense of luxury is less important to men compared to women,” Driscoll said.

Retailers realize men are an important component in their business. Now, retailers and brands are courting them

Garcoa’s Daily Results portfolio hits on many key points for men, from personalization to products designed to help men look and feel their best.

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John Legend’s Loved01, sold in CVS and Walmart, is credited with bringing men into mass doors.

with personalized products, special shops within their stores, celebritybacked lines and a balance of legacy and emerging brands. Retailers are searching for how to merchandise best for males. Some create man caves while others integrate men into a general market shelf set.

The biggest questions retailers face is how to balance legacy brands and newcomers and where to merchandise men’s products to get the biggest punch.

“There are a lot more products for men,” said Heather Hughes, Walgreens’ group vice president of beauty, personal care and seasonal.

“There is a premiumization happening as men discover beauty. There is a blend of making sure there are products for him while keeping in mind that 80% of shoppers entering the door are female—but they might be shopping for him.”

Creighton Kiper, merchandising vice president of beauty at Walmart, realized how big of an opportunity men represent after he took on the

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beauty category. Males in meetings frequently asked him what he had in the pipeline for them.

“They especially had questions about skin care, cleansing or acne,” he said. Kiper said Walmart said the chain has recently launched new men’s items and has several in the works, especially in skin care. “There’s more to come for men and I’m really excited about it.”

CVS goes big in men, especially in its BeautyIRL doors. Signs alert shoppers to the men’s aisles and end caps tout brands like Cremo (complete with a red and white barber sign) and Would, a Barstool Brand sold exclusively at CVS. The range includes hair, face, body and beard care.

Target also continues to test and finetune its men’s shop within shops with a clearly defined men’s area. The retailer has a proprietary brand called Goodfellow & Co., as well as several trending brands such as Duke Cannon, Scotch Porter, Harry’s, Method Man and Every Man Jack.

Products that Speak to Males Products for men were ubiquitous at the Cosmoprof North America exhibition in Las Vegas in July. Several brands showed off products designed with men in mind.

Although there has been a growing demand for non-gender specific lines, Emilio Smeke, chief executive officer of Daily Concepts, said it was important in his category to have packaging that stood out for men.

According to Coresight Research, men want to understand how products work, and a sense of value ranks highly with this demographic.

There are a lot more products for men. There is a premiumization happening as men discover beauty.

– Heather Hughes, group vice president of beauty, personal care and seasonal, Walgreens

Target just announced a hair and skin care line created by Houston White, a barber turned beauty entrepreneur.

70 August 2023 DRUGSTORENEWS.COM

Daily Concepts’ After Spa collection, which includes products like exfoliating gloves, washcloths, poufs and scrubbers are colorcoded in a dark green package to help men easily find them on shelves.

“We also have a QR code on products that link to all the different products with videos to show how to use the products,” Smeke said, explaining that helps men who don’t always ask for help know what to buy, he said of the line extension called Mister After Spa. Voesh, a brand known for its spa-at-home products, just launched a men’s version of its moisturizing heel socks to accommodate the size needs of men, said Kim Banchs, senior sales director for Voesh.

Men represent fertile growth opportunities for Okay Pure Naturals, said Chris Lopez, marketing director for the brand. Okay’s men’s range includes everything from muscle and foot soaks to multi-purpose combination products.

“They think like a man,” said Lopez. “The products combine steps to save time and money,” he said, singling out items such as the Okay’s All-Natural Face & Body Wash and the Body Wash & Shampoo and the Growth Oil for Hair & Beard. “These products are currently performing the best in the squeezed marketplace of men’s grooming. They provide retailers with maximum product velocity, even on limited shelf space.”

To make it easier for men to find what they need in a sea of products, Okay is putting

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effort into packaging and marketing messages that will help its products pop on shelves, Lopez said.

Allan Lever, owner, founder and CEO of Look Beauty, offers Bandito

by Masque Bar (sold in Target’s Men’s Zone department). “We have specific men’s SKUs based on our Korean beauty heritage, but tailored to men,” said Lever. A recent addition to the line is the Men’s Exfoliating Foot Mask, which is larger than the core SKUs. “We had complaints that the sizes were too small for men’s feet,” Lever said.

Men are also tip-toeing into skin care. “Our under-eye treatments are booming. We have a men’s version we call “Pack Your Bags,” which are in black packages rather than our traditional white. They are for reducing bags under your eyes.”

Target just announced a hair and skin care line created by Houston White, a barber turned beauty entrepreneur. There are 11 products in the range, including shampoo, deep conditioner, three-in-one body, scalp and hair scrubs. There are also pomades since White was known for his pomades.

Duke Cannon Supply Co. put its stakes in the ground as firmly positioned for men right from its inception. Featured at chains such as g Target, Walgreens and CVS, Duke Cannon is a one-stop brand for men’s needs with shave, bath and body, deodorant and hair care with “manly” names such as Big Ass Brick of Soap and Thick body wash.

According to Devin O’Brien, vice president of marketing, one of its secret weapons is the popularity of its scents, such as Midnight Swim and Bay Rum. “You can find the same scent across all of our products,” he said, noting that makes it easy for men to shop. The company recently announced reformulated antiperspirants and deodorants that aim to meet the “demand of hardworking men,” he explained. Duke Cannon is the official grooming partner of the annual Army/Navy football game, and a portion of every purchase goes to support U.S. veterans.

Men look for grooming tools curated for their special needs, and that’s helped propel sales of Wahl’s Manscaper. In fact, to leverage the strength of the name, Steven Yde, division vice president for the Wahl Clipper Corp., said the company has carved Manscaper out as a sub-brand with plenty of runway for new product innovations.

Wahl is pumping millions of dollars into a campaign to draw attention to the Manscaper collection, incorporating influencers across all social channels. Yde said Wahl’s recent CVS caters to the men’s aisles by touting end cap signage from brands like Cremo.

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Daily Concepts has products for men under the Mister After Spa brand name.

upgrade addresses every consumer’s grooming needs.

With the influx of new items, shelves are increasingly more challenging to navigate. Another “male-focused” brand, Just For Men, uses technology, according to Stuart Hendrickson, senior marketing director for men’s care at Combe, the parent of Just for Men. The market leader in men’s hair color offers an AI-powered virtual try-on virtual tool so men can “pre-shop” for easy selection in stores.

18.21 Man Made just introduced a scent designed with men’s preferences in mind, inspired by the heritage of Route 66. “Our Beard, Hair and Skin Oil is a professional-grade, premium oil blend that locks in healthy hydration for weightless, conditioning strength in skin and strands,” said Aston LaFon, president and cofounder of the brand. He sees a fertile future for the category as men take control of their grooming routines.

“I’d love to see more dialogue around men being more preventive with their hair, scalp and skin care routines. I think many of us wait until we’re bald and go, ‘what should we get for baldness?’ versus using a product like elixir 13 (from 18.21 Man Made) as a preventative to promote healthy hair and scalp and target the main cause of hair loss when you are young.”

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Value Drives Men’s Decisions

to products that help men look and feel their best.

The assortment includes a Daily Results Beard Shampoo, Daily Results Aftershave Balm, Daily Results Transparent Shaving Gel and Daily Results Beard Conditioner. Each is on par with premium products such as those sold by Barbary Brothers.

Quality products at accessible prices are important to men, according to Coresight Research. Garcoa teams up with retailers to deliver quality options to national brands. The company’s portfolio hits on many key points for men, from personalization

WHAT BEAUTY SHOPPERS WANT FROM A BEAUTY BRAND, BY GENDER (% of Respondents)

Sense of value Male Female

47.7% 49.1%

Sense of understanding Male Female

26.6% 26.0%

Sense of caring Male Female

21.3%

None of these Male Female

21.1% 23.7%

Sense of achievement Male Female

18.8% 18.3%

Sense of recognition Male Female Sense of luxury Male Female: Sense of belonging Male Female Sense of charity Male Female

26.6%

16.4% 16.0% 14.8%

23.7%

14.1% 16.0% 12.5% 10.7%

Key takeaway: For male beauty shoppers, a sense of understanding ranks higher than females, while a sense of luxury is less important.

Source: Coresight Research | Marie Driscoll, CFA, Managing Director, Luxury & Beauty https://coresight.com/research/diving-into-the-diverse-underserved-segments-of-the-us-beauty-market/

74 August 2023 DRUGSTORENEWS.COM

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Celebrities Are Marketing to Males Famous faces, such as John Legend, Harry Styles, Machine Gun Kelly, Brad Pitt, Travis Barker and Pharrell, are behind launches that are targeted directly to men or with a unisex positioning.

John Legend’s Loved01, sold in CVS and Walmart, is credited with bringing men into mass doors. The brand resonated with Andrea Harrison, vice president, merchandising beauty at CVS, because of its positioning for melanin-rich skin.

Legend created the brand in partnership with Dr. Naana Boakye.

“With Loved01, we were intrigued with the formulation because it was created with skin with more melanin in mind. We felt it was speaking to a consumer who might not feel seen. Personalization at the shelf is about feeling more reflected.

The customer is looking for new and we want to be where the customer is,” said Harrison. Legend even made an appearance in a store in Los Angeles posing as a CVS employee for social media content.

Harry Styles is revving up his Pleasing line, which debuted with a nail polish collection. Recently the company tapped Shaun Kearney as its first CEO. He is tasked with taking Pleasing into its next chapter.

Men’s skin and personal care videos are surging on social media sites like TikTok.

I’d love to see more dialogue around men being more preventive with their hair, scalp and skin care routines.

– Aston LaFon, president and cofounder, 18.21 Man Made

Sustainability Gains in Importance Men, especially Gen Z, seek brands with conscious ingredients and packaging.

Edgewell Personal Care Co. just released its fiscal 2022 Sustainability Report, which spotlights gains the company made over the past year. Edgewell has a goal to make 100% of its plastic packaging recyclable, compostable or reusable and to use recycled and/or certified responsible sourced fiber for fiber packaging.

Those efforts are reflected in the company’s Jack Black range. For example, the Brightening Booster Vitamin C Serum is made with ingredients like sustainably farmed green microalgae, which helps protect against the damaging effects of blue light, and black myrobalan, a tree native to South Asia whose fruits contain powerful antioxidants.

Launched in 2022, Edgwell’s Fieldtrip is a Gen Z-focused, gender-inclusive skin care brand formulated with nature-found ingredients from around the world.

TikTok Made Them Buy It Would, a Barstool Brand sold exclusively at CVS, offers a range of products, including hair, face, body and beard care.

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Men haven’t been as influenced by social media as women, but that could be changing. Men are tuning into Get Ready With Me videos by male content creators. There is also an uptick in men watching videos under the hashtags #mensskincareroutine (37.8 million views), #mensmakeup (386 million views), #boymakeup (263 million views) and #guyliner (80 million views). dsn

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Plump It Up Beauty trends are circling back to the ‘90s and early 2000s with the return of lip liner and complexion-focused products

By Gisselle Gaitan

Beauty trends come and go as quickly as the seasons—sometimes at quicker speeds thanks to social media. TikTok, to be specific, is home base to an array of microtrends in both the beauty and fashion space, but many of these trends stand the test of time and go on a little longer.

In the last few years, social media has been buzzing over such viral makeup trends as “clean girl” and “minimal product” looks. With 2023 in full swing, consumers are still leaning toward keeping complexions clean and going back in time to the ‘90s and early 2000s.

Lip liner, brown-toned lipsticks, plumping glosses

78 August 2023 DRUGSTORENEWS.COM

and complexion-forward products have been all the rage this year and their popularity is not dying out any time soon.

“We have seen a resurgence in lip with a larger demand than years prior. Consumers are interested in all things lip—lip color, gloss and liner,” said Robin Shandler, vice president of Innovation at e.l.f. Beauty. “We have seen this [‘90s and early 2000s] trend and we already have some great items in our portfolio to help consumers participate in the trend.

We have seen consumers using products like O Face Satin Lipstick and Love Triangle Lip Filler Liner to help bring these looks to life across social media.”

“With the viral TikTok success of our Color Fetish Matte Nude collection, along with our nude-leaning Understatement Lip Liners and Diamond Gloss, we’ve been well equipped to jump on this [‘90s and

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early 2000s] trend, a spokesperson for Milani Cosmetics said. Continuing to build on the success, we’re excited to bring more nude shades into the range with the upcoming shade expansion of our Color Fetish Lip Oil.” Needless to say, social media and influencers are playing a huge role in how these trends come to life. Influencers and professional makeup artists sharing their tips and tricks on TikTok are also influencing the shades and colorfamilies consumers buy when trying to create these looks.

“One of the key ways TikTok has become a melting pot for opportunity within the sector, is its usage as a discovery channel—acting as a search engine for both brands and consumers,”

Buying Under the Influence According to a survey conducted by StyleSeat, a platform that connects clients with hair and beauty stylists, social media has deeply influenced what people buy. Check out some of the key findings from the survey: The hashtag #TikTokMadeMeBuyIt has more than 12 billion views After seeing beauty products on the app, 89% of TikTokkers have purchased them.

57% of social media users have purchased beauty products via a social media platform

Beauty Product Purchases by Platform

89%

66%

59%

THG Ingenuity stated in its Beauty Trends Report. “The quick-fire nature of the videos produced and shared on TikTok have increased the authenticity of beauty content shared, celebrating trends that real people experience with the real people they’ve discovered and trust via the app.”

Though it’s not just throwback lip combos getting all the love. Complexionfocused products also have been in high demand from consumers—mainly products that deliver a natural glow, including blushes and setting sprays.

“An extension of the sought-after dewy complexion that has inspired many makeup products in recent years, facial slugging has appeared as a 2023 iteration that seeks to meet consumer desire for naturally glowing skin,” THG Ingenuity said.

“We have seen complexion products that emphasize and deliver a natural radiant glow, which has been key for consumers. The blush craze continues and is having a big moment across all formats,” said Shandler.

“Setting sprays, historically used more by highly involved beauty consumers, are definitely having a moment as they become a more mainstream makeup must-have. With that, we’re seeing the strong demand from 2022 continuing to accelerate in 2023,” said a spokesperson for Milani Cosmetics.

The no-makeup and barely there complexions are also here to stay. “We’ve seen versions of the no-makeup trend continue to proliferate as TikTok creators come up with new trending hashtags like #cleangirlmakeup, #lazygirlmakeup and #lazymakeup, all tying back to a very similar aesthetic,” said a rep with Milani Cosmetics.

THG Ingenuity said lazy girl makeup and minimalistic looks are a move toward embracing the natural. “Triggered in part by less time spent out of the house during the pandemic as well as a rising rejection of heavily digitally edited images, this trend is challenging conventional notions of beauty through a series of trends increasing in popularity.”

One of the key ways TikTok has become a melting pot for opportunity within the sector, is its usage as a discovery channel—acting as a search engine for both brands and consumers.

– THG Ingenuity, Beauty Trends Report

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56%

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Another key clean-girl makeup trend that does not seem to be slowing down anytime soon is sunscreen. Maintaining healthy skin and protecting it from UV rays continues to be popular with brands and influencers alike throughout the social media world.

Milani Cosmetics has blended together the best of both worlds by building complexions and setting makeup with its Make It Last Sunscreen Setting Spray SPF 30 and its SPF BFF 30 Primer.

E.l.f. Beauty has also cornered its own space in the sunscreen industry with its popular and viral Suntouchable! All Set for Sun SPF 45.

In the past, trends may have heavily leaned towards smoky eyes, carved-out brows and layers of foundation and concealer, but these days, consumers are all about keeping their beauty routines to a minimum.

“Shunning decades-old pressures to only show fully made-up, ‘beat’ complexions, that

Social Media Users’ Most Purchased Beauty Products SKIN CARE

MAKEUP

HAIR CARE

Moisturizer

(e.g., foundation, concealer)

Skin

Shampoo and conditioner

Sunscreen

(e.g., mascara, eyeshadow)

Serum

(e.g., bronzer, highlighter)

Eye

Cheek

Leave-in treatments Styling tools

Source: https://www.styleseat.com/blog/social-media-influencers/

are pimple and wrinkle free, consumers are now embracing the realities of their hair and skincare—pores and all!,” THG Ingenuity said.

Needless to say, beauty consumers these days are all about embracing nostalgia and showcasing their imperfections any which way. dsn

Product Picks

Pixi — CC Crayon SRP: $11

A concentrated color-correcting crayon, the product aims to neutralize darkness around the eye. Available in bright undereye and bye undereye shades, the CC Crayon can be worn for sheer coverage or built up for additional coverage on any part of the face that needs color correction.

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Milani Cosmetics — Conceal + Perfect Blur Out Powder SRP: $10.99

This lightweight and finely milled powder looks to create a flawless veil on the skin to help blur imperfections, pores and wrinkles. Designed to work across a range of skin tones, the powder is available in banana and translucent shades.

LaBomme Beauty — Angle Baby SRP: $20

An eyeliner pen that rotates 360 degrees and flexes at every angle, it aims to help users comfortably apply their liner at any angle. The design, which also aims to help prevent wrist pain, allows the liner to be applied effortlessly around eyelash extensions to create any design or line.

NACDS TOTAL STORE EXPO

Product Showcase Check out some of the latest products and innovations at NACDS Total Store Expo 2023 COMPILED BY THE DSN EDITORS

There’s plenty in store for attendees at this year’s National Association of Chain Drug Stores’ annual Total Store Expo. The event, which takes place Aug. 12-14 in San Diego, will be attended by retailers and suppliers who can expect a variety of new services and products. Check out some of the latest offerings you can expect to find at the show, and get a sneak peek at the latest innovations hitting the exhibit floor.

Amici Pharmaceuticals, LLC. Booth #3437 Amici Pharmaceuticals is a privately held, U.S.-based generic healthcare company with a focus on delivering affordable prescription products to the U.S. patient population. Founded in 2014, the company offers a niche portfolio including ophthalmic, oral solid and solution products and continues to work with domestic and global partners to augment its increasing line of items.

Cutting-edge technology sets Amici apart from its competitors as seen through award-winning, customer service and supply chain excellence. The company is an industry leader as evidenced by DSCSA readiness, now providing a serialized portfolio before the trade standard and compliance deadline.

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Better Quality Today, Better Outcomes Tomorrow.

Visit us at NACDS San Diego August 12-14

Booth 3437

Haloperidol Tablets Metolazone Tablets Flurbiprofen Ophthalmic Solution Digoxin Oral Solution Propranolol Tablets Diclofenac Potassium Tablets Captopril Tablets Pilocarpine Tablets Metronidazole Tablets

NACDS TOTAL STORE EXPO

Ascend Labs Booth #3231 Ascend Labs has announced its upcoming launch of vancomycin for oral solution, the first vancomycin product with an approval comparable to Firvanq. Ascend has received FDA approval and anticipates a near term launch that will include an exclusivity period for being the first to file on this drug. Ascend believes it will be the only ANDA generic available during this exclusivity period. Ascend will launch the product in a 25 mg strength in both a 150 ml and 300 ml size along with a 50 mg also in 150 ml and 300 ml sizes.

Aurobindo Pharma Booth #112 Aurobindo Pharma USA is continuously striving to achieve product differentiation, specifically through formulation development and novel delivery methods of complex products. A recent announcement the company shared is that iTimolol Maleate Ophthalmic Gel Forming Solution (0.5%) received FDA approval. It is indicated in the treatment of elevated intraocular pressure in patients with ocular hypertension or open-angle glaucoma. Timolol Maleate Ophthalmic Gel Forming Solution has an estimated market size of US $34.7 million for the twelve months ending May 2023, as per IQVIA. Aurobindo continues to invest in infrastructure in terms of plant and capacity expansions and building new facilities, all of which will fuel the company’s growth. The company has announced that its new Luoxin facility, located in China, will produce the blow-fillseal inhalation products. The first will be levalbuterol, followed by albuterol, ipratropium, and others, beginning early 2024, if all goes to plan.

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Bausch + Lomb Booth #619 Bausch + Lomb has added two innovations to its eye care portfolio. Biotrue Hydration Boost for Contacts is the first preservative-free rehydrating drop in a multi-dose bottle that lubricates and rewets all types of contact lenses. Containing a combination of naturally inspired ingredients, these drops provide up to eight hours of moisture to lenses.* PreserVision AREDS 2 Formula eye vitamins are now available in a t two-in-one supplement with CoQ10.

Bausch + Lomb also recently announced an affiliate purchased the Blink product line of eye and contact lens drops from Johnson & Johnson Vision. The addition of Blink expands Bausch + Lomb’s OTC eye care portfolio, providing more choices for consumers and eye care professionals. *laboratory study based

Lifelab.Health.Full.pg.Drug.Store.News.August.2023.pdf

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NACDS TOTAL STORE EXPO

Cotton Incorporated Booth #1047 Cotton Incorporated is celebrating the 50th anniversary of the Seal of Cotton trademark at Total Store Expo. The company is proud that today, more than 8 in 10 consumers recognize its trademark and trust it to identify natural, reliable and hypoallergenic products. From packaging to signage, the Seal of Cotton trademark is a point of distinction and powerful sales builder for brands seeking to grow their business, stand out for sustainability and more, the company said.

Boiron Booth #129 New this year for arthritis relief is the latest addition to Boiron’s line of Arnica-based pain relievers. Arnicare Arthritis Cream provides temporary relief of minor joint pain, muscle pain and stiffness due to arthritis for ages 12 and older.* It is one of the first arthritis topical medicines containing Harpagophytum (an herbal plant remedy known as devil’s claw throughout Europe) available in the U.S. by a major brand.

Arnicare Arthritis Cream is manufactured by Boiron, a company specializing in homeopathic medicines. The Arnicare line includes topicals, oral pellets and tablets and arthritis tablets.

Arnicare Arthritis Cream can be applied to all joints to address minor arthritis pain in the hands, hips, knees, feet and lower back. The cream is also fragrance-free and does not contain camphor, menthol and other counterirritants that can burn or sting the skin. *Claims based on traditional homeopathic practice, not accepted medical evidence. Not FDA evaluated.

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Dr. Reddy’s Laboratories Booth #2922 Introducing Premama Wellness, a nutritional supplement brand that exists to support women with science-backed supplements that provide all the vitamins needed throughout fertility, pregnancy and postpartum. The Premama Wellness portfolio includes seven commercial products, including Premama’s signature line of supplements designed to support the entire motherhood journey in four stages: Balance (for pregnancy preparation); Conceive (for fertility support for him and her); Carry (for vitamin support during pregnancy); and Care (for post-natal health). Premama is currently marketed as a premium supplement brand and will be sold directly to consumers on its own website, as well as via Amazon and Walmart with additional retailers coming in the near future. Premama products serve the unmet needs of moms and their families as they embark on, and progress through, the maternity journey.

Demand less. Expect more.

Rethink everything.

KNAPP is on a mission to transform pharmacy by automating virtually every aspect of prescription filling and pickup.

Visit us at NACDS TSE Booth # 1721

Making complexity simple

NACDS TOTAL STORE EXPO

Embecta Booth #511 Not all 4mm pen needles are the same. Embecta said BD Nano 2nd Gen Pen Needles can help patients deliver their insulin correctly. With its ergonomic design, the BD Nano 2nd Gen Pen Needles feature a wider outer cover, a larger inner needle shield and a contoured needle base. “You may be surprised how the innovative design of a pen needle can help,” the company said.

Haleon Booth #217 Haleon continues to bring together its deep human understanding and trusted science to deliver new product launches that consumers can enjoy life better with. The New, Advil Dual Action Back Pain is an FDAapproved combination of acetaminophen and ibuprofen that provides eight hours of targeted back relief with two analgesics.

These two analgesics are the most widely used pain-fighting ingredients and work together to fight back pain in two ways: Acetaminophen blocks pain signals, Advil* targets pain at the site of inflammation. Advil Dual Action Back Pain quickly relieves tough back pain and lasts for eight hours.

More than one in two people experience back pain every month.1 When it comes to their current back pain treatment, only 20% of patients are fully satisfied.2 Advil Dual Action Back Pain can also be used to temporarily relieve minor aches and pains due to headaches, muscular aches, minor arthritis, toothache, common cold or menstrual cramps.

1. Linus Ethnographic 2022 2. Nielsen Retail Ready *Refers to Ibuprofen

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Hyland’s Naturals Booth #806 Hyland’s Naturals, a company specializing in consumer health products in the pediatric and wellness categories, is expanding into women’s health and sleep.

The Women’s Multi + PMS Rescue is the only complete vegan multivitamin for women that has a proprietary blend for menstrual support and PMS symptom relief, the company said. The Prenatal Multi + Digestion & Morning Sickness is a complete prenatal vitamin with folate, DHA, and choline to support baby’s development while easing pregnancy side effects including morning sickness and digestive issues. The Menopause Multi + Youthful Skin provides 18 essential nutrients combined with chasteberry and red clover for menopause support plus biotin and collagen to support glowing skin.

The Los Angeles-based company’s latest innovation also includes a new line of adult and kids sleep products with immune health. The Zen Sleep & Immunity melatonin gummies support occasional sleeplessness along with a proprietary blend to support calm and immunity for adults. For children, Hyland’s Naturals has developed an all-in-one Sleep, Calm + Immunity supplement with a unique blend of low dose melatonin plus calm and immune support for the occasional rough nights. An Organic Sleep Calm + Immunity offers a melatonin-free alternative for gentle sleep support. Both formulations are available in liquid and gummy format.

PLAN B: COMMITTED TO ACCESS WeÕre committed to: Access Our commitment to OTC availability ensures all women have access to emergency contraception whenever, wherever they need it—No ID, no Rx required.

Education Our campaigns are backed by research driven messaging that not only empowers women but educates them—allowing them to make wellinformed decisions when choosing emergency contraception.

Advocacy We’ve donated over 250,000 (and counting!) Plan B products free of charge to advocacy organizations that support women in under-served communities throughout the United States.

© 2023 Foundation Consumer Healthcare, LLC.

NACDS TOTAL STORE EXPO

iA

Kiss

Booth #539

Booth #1838

iA provides a pharmacy fulfillment platform designed to scale and optimize fulfillment solutions. Through our proprietary hardware and leading-edge enterprise software, NEXiA, iA offers centralized and community fulfillment Solutions. iA Centralized Fulfillment Solutions range from high volume, scalable, software-enabled pharmacy automation solutions, to smaller solutions that all optimize prescription fulfillment, empower pharmacists to deliver impactful patient care, and provide choice to patients on prescription delivery. iA Community Fulfillment Solutions can be tailored for almost any community pharmacy setting, by providing fulfillment solutions featuring one of the smallest footprints in the industry and are designed to scale while connecting community pharmacy operations to a centralized fulfillment operations.

KISS Products said its mPRESS Press-on Falsies are the first self-adhesive, pre-bonded lashes that go underneath natural lashes. The pressure sensitive adhesive provides an instant hold in one step and lasts up to 24 hours.

Unlike strip lashes, these are placed under natural lashes, so the look is natural.

The company launched imPRESS Press-On Manicure over a decade ago, and it quickly became the No. 1 brand in the Kiss portfolio thanks to its easy, no glue needed application and trendy styles, the company said. Most recently, the brand brought this same press-and-go technology to the lash category with imPRESS Falsies. The easy, one-step process is perfect for lash beginners and experts alike, leaving no mess and no mistakes.

i-Health

Knapp

Booth #2731

Booth #1721

Take charge of your unique needs with Culturelle Women’s 4-in-1 Protection.

Designed with a synergistic blend of probiotics and prebiotics that provide women with complete feminine care—four benefits in one capsule: vaginal, urinary, digestive and immune health.* It is formulated by women, for women, with the only clinically proven probiotic blend of four lactobacilli most commonly found in healthy women, plus Lactobacillus rhamnosus GG. The unique feminine prebiotic blend starts working within 24 hours.* *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. Culturelle is a trademark of DSM and LGG is a trademark of Chr. Hansen A/S.

KNAPP Pharmacy Solutions has expanded their retail offerings in North America to provide workflow solutions that deliver new revenue streams, lower costs and expanded patient access. The A3000 systems, currently in 1300+ pharmacies globally, have been upgraded to meet the current challenges of the US and Canadian pharmacy market. The new systems: • Reduce the put-away time for incoming medications • Automate the required DSCSA scan for dispensers • Provide complete visualization of inventory including quarantine of recalled meds • Secure controlled and other sensitive medications • Reduce the access time for stock bottle management picking and put away • Reduce patient pick up time for prescriptions in-store and at the drive-through • Open space for additional clinical activities and revenue streams

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#1 brand purchased by first-time category buyers.

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NACDS TOTAL STORE EXPO

L’Oreal Dermatological Beauty Booth #129 All CeraVe products contain a unique blend of three essential ceramides that are identical to those found naturally in your skin. CeraVe’s range of fragrance-free products are formulated to lock in moisture and help maintain your skin’s protective barrier. Whether it’s products for sensitive, oily, acne-prone, combination or normal skin, soothing moisturizer for babies, specific skin concerns, like eczema or psoriasis, or want a hydrating serum or anti-aging cream, CeraVe can help, the brand said.

Liquid I.V.

Lupin Pharmaceuticals, Inc.

Booth #129

Booth #2205

Liquid I.V., announced an exclusive expansion of their product portfolio with the new Hydration Multiplier Sugar-Free launch.

The formula will be available on shelves nationwide in the flavor lemon lime, as well as two new flavors, green grape and white peach. Liquid I.V.’s Hydration Multiplier in Sugar-Free is the brand’s largest innovation launch to date, taking two years to develop and take to market.

Liquid I.V. is the first on the market to launch an allulose-based product at this scale. The new Sugar-Free product is more hydrating than water alone, with five essential vitamins (B3, B5, B6, B12 and vitamin C), and three times the electrolytes of the leading sports drinks without the sugar and artificial sweeteners. Offering consumers a solution for better hydration, the first-of-its-kind allulose amino acid blend is Osmolabs certified.

The Sugar-free serving sticks offer a mix of vitamins and electrolytes, with an all-natural, proprietary amino acid blend of L-glutamine, L-alanine and allulose.

Allulose is a rare, naturally-occurring sweetener, found in certain fruits including jackfruit, figs and raisins. Other sugar-free hydration mixes on the market contain artificial sweeteners like aspartame and sucralose.

Lupin Pharmaceuticals, Inc. recently launched Darunavir Tablets 600 mg and 800 mg, Thiamine Hydrochloride Injection and Rufinamide Oral Suspension. Lupin is exclusive on the 800 mg and has shared exclusivity on the 600 mg for Darunavir Tablets.

Lupin aims to continue to strengthen its market presence by launching new products and expanding its pipeline to offer medications in new therapeutic areas such as Dermatology, Pediatrics, Women’s Health, Inhalation and Complex Injectables. Lupin’s commitment to quality and reliability will position the company to ensure customer satisfaction for years to come, the company said.

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Nestlé Health Sciences Booth #516 Nature’s Bounty launched several new products this year, including its new Optimal Solutions Hair Growth, which features Advanced Hair Complex—clinically shown to help grow thicker, fuller hair in three months. The one-per-day formula contains arginine silicate and magnesium biotinate, and is non-GMO, gelatin-free and vegetarian-friendly.

Nature’s Bounty Sleep3 gummies offer a new format of the Sleep3 tablets. The new Sleep3 gummies feature L-theanine, quick release melatonin, and time release melatonin in a convenient gummy format to help prepare the body for a good night’s sleep and promote long-lasting sleep for adults experiencing occasional sleeplessness.

NACDS TOTAL STORE EXPO

Pharmavite Booth #929

OmniSYS Booth #1806 OmniSYS specializes in providing retail pharmacies with solutions that streamline clinical encounters with the industry’s first electronic, cloud-based, billing-enabled health record and leading medical claim billing system that empowers pharmacists to practice at the top of their license in an expanding role as care providers.

Designed by pharmacists for pharmacists, OmniSYS’s clinical workflow and documentation solution is the industry’s premiere cloud-based electronic health record for retail pharmacy, bringing together key clinical, medical and health information into a longitudinal patient record. Built on a highly secure, scalable and interoperable technology platform, the OmniSYS EHR guides pharmacists through workflows and documentation for every aspect of clinical encounters and automates billing by operating seamlessly with its built-in medical billing solution.

Trusted by more than 30,000 pharmacies across the country, OmniSYS’s medical billing solution is used to manage, document, and bill for professional services, immunizations, durable medical equipment, medical supplies and drugs covered under the medical benefit.

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Pharmavite is a manufacturer in the vitamin, mineral and supplement industry with a wide range of products that help bring the gift of health to life for consumers. Pharmavite’s brands includes Nature Made, which produces a range of USP-verified vitamins and supplements. In addition, Pharmavite offers MegaFood, a premium vitamin and supplement product, and Equelle and Uqora, which underscore the company’s deep focus on women’s health.

Nature Made’s recent innovation includes exciting new offerings across various segments— Magnesium Complex with D3 & Zinc, Vitamin B12 Extra Strength Gummies and Vitamin D3 Extra Strength Fast Dissolve Tablets are just a few of the latest product launches.

Also, from Nature Made comes Nature Made Wellblends, the 2023 Product of the Year winner for the most innovative product within the wellness supplement category. Nature Made Wellblends is a complete line of scientifically designed blends with ingredients to support your customers’ specific sleep, stress and immune health needs.

Piping Rock Health Products Booth #1529 Piping Rock’s flagship vitamin brand, Nature’s Truth, continues to anticipate consumer trends and bring its quality vitamins to market quickly, giving their retail partners and their unique customers the products they are looking for.

The brand has positioned itself as an industry leader by continually researching trends and investing in high-speed equipment to aid in their speed-to-market approach. Nature’s Truth sets retailers up for success as a one-stop destination for vitamin users, providing the right set of supplements for each retail location based on what their shoppers are seeking.

Nature’s Truth recently launched several Electrolyte Hydration formulas in powders, unflavored tablets, and delicious chewables to meet the increasing demand for hydration supplements. The brand’s innovations include hydration powders, unflavored tablets, chewables and gummies, making it easy and convenient for individuals to incorporate them into their daily routines.

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NACDS TOTAL STORE EXPO

Rhinomed

The Compliance Team

Booth #2740

Booth #2841

Did you know that 52% of Americans say they are affected by snoring?

Mute is the simple solution! It opens your nose to increase airflow while you sleep by 38%* which results in less snoring for 75%** of users. Mute is drug-free, ultra-soft and adjustable to create a perfect fit.

New to retail shelves this fall is a sleek, sturdy, brand-focused package that highlights the benefits of Mute and stands out on the shelf. The new dimensions and creative allow for improved shelf stability, making sure Mute draws the eye of every consumer while improving product engagement and understanding. Find our new Mute package in Walgreens and CVS this fall.

During the COVID pandemic, The Compliance Team (TCT) announced its first certification program, Pharmacy Testing Certification, to address the increased testing services that pharmacies were offering.

Since then, TCT introduced additional certification programs and renamed Pharmacy Testing Certification to POC (Point-ofCare) Testing Certification. The program is the first of its kind in the healthcare industry and is derived from The Compliance Team’s long-standing pharmacy quality standards for accreditation. POC Testing Certification provides pharmacies with the education and tools necessary to achieve certification.

Post-pandemic, the POC Testing Certification has garnered more interest due to the expanded role of pharmacies as a go-to for disease testing, such as COVID, flu, strep and A1C. If pharmacies are not already doing testing, this program offers them new revenue opportunities. As a certified testing facility, they can assure their customers, patients, payers, and employees that their testing quality has been validated by a nationally recognized third-party accreditation organization.

Royal Victorian Eye & Ear Hospital, 2003 2014 User Trial, N=118 couples. Results may vary. *

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Surescripts Booth #601 Pharmacists have long been trusted by their patients—and with today’s technology, they are more able to serve as fully integrated members of evolving patient care teams. Surescripts Real-Time Prescription Benefit is aiding the care team evolution by connecting pharmacies to information directly from the benefit plan. “[Surescripts] Real-Time Benefit solution allows us to deliver options and solutions that address the unique needs of each patient,” said Sanjay Sheshadri, PharmD, owner of Staywell Pharmacy.

Before using this technology, Staywell staff would spend 10-15 minutes on each drug to identify an alternative. Sheshadri adds, “a patient would have to wait three to four business days only to find out a particular medication wasn’t going to work.” Now with Surescripts technology, “we know right away.”

Join Surescripts in booth #601 for a Happy Hour on Sunday, Aug. 13, 4-6 p.m. at NACDS TSE to learn more about technology supporting pharmacists like Sheshadri to improve the patient care experience.

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The Relief Products Booth #1807 For over three decades, The Relief Products has been a provider of over-the-counter homeopathic remedies. With a steadfast commitment to quality and innovation, TRP formulates a wide range of products spanning various categories such as eye and ear care, cough-cold relief, digestive health and pain management. Adhering to FDA guidelines and Certified Good Manufacturing Practices, TRP ensures that all its products meet standards.

TRP has unveiled its line of Natural Eyes eye care products.

These formulations leverage the power of plants and minerals to ignite the body’s innate healing response. TRP’s approach to over-the-counter eye care treatments is founded on simplicity, cleanliness, and natural ingredients, offering a comforting alternative for those seeking relief. Natural Eyes products feature 100% natural active ingredients, a track record free of known side effects or interactions. Suitable for individuals aged 2 years and older, these products prioritize safety and efficacy.

Natural Eyes

New Name, Same Natural Ingredients. ª

Available at:

Get Relief for Your Patients at: info@trpcompany.com or Call: 888-969-6855

THE RELIEF PRODUCTS ®

Stay Healthy, Naturally.

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FDA Disclaimer: Claims based on traditional homeopathic practice, not accepted medical evidence. Not FDA evaluated.

NACDS TOTAL STORE EXPO

TruLabs Booth #1948 TruLabs is making waves in the wellness industry with a revolutionary approach to hydration. Leveraging advanced formulation technology, TruLabs’ flagship product, Hydrate, facilitates swift and effective absorption of water along with 18 vital vitamins and minerals including six energy-boosting B vitamins.

This year, the brand is introducing a new flavor to the Hydrate line: watermelon.

Additionally, their Energy + Focus range is expanding with all new Flavor variants.

The introduction of these flavors demonstrates TruLabs’ understanding that wellness isn’t just about health benefits; taste and user experience are integral too.

TruLabs has made a distinctive choice in its formulations. Opting for sodium chloride over the more commonly used sodium citrate, TruLabs ensures a product that is not only efficient but also mindful of consumer safety. Sodium chloride, being the type of sodium used in IV solutions, has a superior safety profile, reducing the risk of adverse reactions or allergies that can be associated with sodium citrate.

Uniweb Booth #3731 For more than five decades, Uniweb, Inc. has been factory-made domestically and delivering durable products in weeks.

Uniweb is custom manufactured and not limited to “fixed” boxes or components. Every square inch of space is fully utilized and offers total flexibility in the room configuration, work counters, RX storage bays, and accessories. Designed with fewer components and engineered with tight tolerances, Uniweb products will not rip or tear and exceed stringent U.L. standards.

Uniweb has proven to increase pharmacy inventory capacity by 30% and reduce project costs by 15-20% over conventional millwork solutions. Furthermore, Uniweb’s modular rooms offer tax advantages—accelerating the return on investment.

Vaxserve Booth #3931 VaxServe, a subsidiary of Sanofi Vaccines and a specialty distributor of vaccines, provides immunization services and solutions to help pharmacies achieve their immunization goals.

VaxServe supports the expansion and success of influenza immunization campaigns with a portfolio that includes influenza vaccines from Sanofi—Fluzone High Dose Quadrivalent (influenza vaccine) and Flublok® Quadrivalent (influenza vaccine)—and from other leading manufacturers. In addition, VaxServe offers a streamlined ordering and fulfillment process and is well-positioned to meet the everyday vaccine needs of pharmacies nationwide.

For pharmacies like yours, VaxServe can help expand your immunization program, and maximize its impact in the community, using data-driven business insights and innovative solutions.

A pioneer of pharmacy-based immunization programs, VaxServe has partnered with pharmacies for more than two decades to help keep communities healthy through vaccination. dsn

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Simila

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HEALTH: FIRST AID

The Pharma-C Company’s product line has expanded in recent years to address categories such as first aid, incontinence care, digestive care, home health care and personal care.

Prepared for Anything When it comes to first aid, consumers are looking for natural ingredients, quick healing and convenience

By Sandy Levy

The pandemic may be in the rearview mirror, but it created a new mindset in consumers who are more focused on taking better care of their health. In fact, 59% of Americans say they are more engaged now with proactively managing their health than during pre-pandemic years, according to the 2023 The Vitamin Shoppe’s Health and Wellness Trend Report.

Consumers’ growing interest in self-care bodes well for companies looking to tap into the first aid aisle. Chicago-based research company Circana pegged the first aid sector as having annual sales of $4.1 billion, with accessories at $2.3 billion, bandages at $702 million, treatments at $1.8 billion and ointments/antiseptics at $1.1 billion.

Companies specializing in the first aid category have taken notice of consumers’ new mindset, as evidenced by their latest innovations that include using natural ingredients, providing quick pain relief and convenience. One just has to take a look at Pleasant Prairie, Wis.-based Quest Products, which boasts a portfolio of national brands within several segments, including emergency burn and first aid. Anne Brolly, senior vice president of marketing, said that for the past decade, the company has been

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“More and more people across broad demographic groups are now able to successfully engage with technology and healthcare providers have responded with a multitude of telehealth services.”

– Ann Halstead, director of marketing, The Pharma-C Company

giving consumers the power to solve their own healthcare problems with fast and effective solutions.

“Through the development of products, acquisitions and partnering with entrepreneurs, Quest has brought numerous patented selfcare innovations to retail shelves, online stores and within the medical channels, helping consumers heal and enjoy life on their own terms,” said Brolly. “We have indeed noticed consumers and retailers increasingly looking for products and formulations which include natural ingredients/botanicals as they are seeking better-for-you solutions, and also recognizing the healing powers of traditional botanicals which generations before us have relied upon.”

The search for convenient solutions is still strong, Brolly said, and can take the form of the combination of multiple benefits into one product. “We cannot forget that the baseline that consumers are looking for is efficacy.

Products must not only work and live up to the benefits promised, but also do so quickly,” she said.

To that end, Quest Products is debuting two new items under its Alocane franchise that should continue to strengthen its position

HEALTH: FIRST AID

“as the No. 1 burn solution in the United States,” Brolly said.

Quest Products is unveiling Alocane Max. “We have reformulated our Alocane burn solutions to add an antiseptic ingredient and therefore combine germ killing with burn-pain relief and healing, bringing convenience and value to consumers suffering from minor burns and scrapes,” said Brolly. “It will be available in gel, aerosol and pad form.”

This fall, Quest Products also is launching Alocane Botanicals. “This is our first foray for the Alocane brand into leveraging natural ingredients in our formulation. The product combines the brand’s signature 4% lidocaine to relieve pain, with all the benefits of rich botanicals known to help with healing, including calendula and aloe. We are combining the best of both worlds, efficacy and botanicals,” said Brolly.

Total Resources International offers pet kits that provide first aid care for the pet and owner.

According to the company, Neo G’s products are designed in collaboration with medical experts to deliver enhanced health outcomes and are made to medical-grade standards.

Walnut, Calif.-based Total Resources International, a 32-year-old family and minority-owned company, is a frontrunner in the first aid and emergency preparedness arena under the brand, Be Smart Get Prepared.

Geolyn Gonzalez, vice president of sales and marketing, identified three trends occurring in the first aid space: products that are all natural and green; the shift from traditional wound care products to advanced and active wound care lines; and specialty products.

Responding to these trends, Total Resources International offers its Silvex line, which is an antibacterial solution in the form of wound gel and wound wash, containing nano silver technology.

“Silvex nano silver products are the first line of defense in promoting optimal health for individuals and families,” said Gonzalez. “Silvex products help address consumers’ health from the inside-out. Our Immune Boost strengthens the immune system by clearing a path for probiotics to optimize gut health. It protects the inside of the body from viruses and bacteria. Silvex Wound Gel and Wound Wash boost prevention outside the body by inhibiting infection from bacteria, such as MRSA, VRE and staph, and treating cuts, lacerations, first- and second-degree burns, sunburns and abrasions.”

Gonzalez said consumers are demanding efficacious products and seeking products for infection prevention to help prevent medical procedures as well as for outpatient care, post-op or an ongoing injury. Be Smart Get Prepared also offers wound care kits, which Gonzalez said are designed to empower consumers to treat their wounds at the onset.

Because there is an increasing number of people with diabetes, wound care is growing, Gonzalez said. “Unaffordable medical care leads to more self-treatment.

Our wound care kits help chronic wounds to heal, which is very ideal for skin ulcers associated with diabetes.”

Another innovation from Total Resources International is pet kits that offer first aid care for the pet and owner.

Lastly, Gonzalez said consumers also are looking for products that fit their lifestyles, are portable and convenient to use, as well as good for the environment. Additionally, they want to support Made in the USA products and products that “give back.”

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DSN_

T H E S H ER ATON GR AND CHI CAGO R I VERWAL K

Join us in Chicago to celebrate the honorees!

CHECK OUT OUR TOP WOMEN 2023 AGENDA Tuesday, Nov 14th

Wednesday, Nov 15th

•

Networking Reception, Winners, Guests & Sponsors

•

•

It’s (NOT) A Man’s World: What I learned from Female Managers & How Men can Advocate for Women’s Empowerment in the Workplace

Keynote: Resilience with Dr. G Resilience Expert, Author and Consultant, Dr. Deb Gilboa, will share her insights on how to identify the mindset and strategies to turn stress to an advantage.

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Youth Is Served: The Future of Health, Wellness & Beauty Retailer & Supplier Next-Gens discuss their aspirations, what they’re passionate about and how to recruit more talent to the industry.

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Step Up & Rise The WE Group discusses the power of community and how to harness collective strength in order to build confidence for the next step in your career.

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HEALTH: FIRST AID

Silvex, from Total Resources International, is an antibacterial solution in the form of wound gel and wound wash containing nano silver technology.

To that end, Be Smart Get Prepared, through its social impact program, Every Kit Cares, funds education, community outreach and recovery. “A portion of sales from our kits funds these programs,” said Gonzalez.

Neo G, a manufacturer of medical devices, is not standing on the sidelines. According to the company, Neo G’s products are designed in collaboration with medical experts to deliver enhanced health outcomes and are made to medical-grade standards.

“As we continually strive to solve problems to help everyone live an active life every day, our product range has expanded to include orthotic insoles, medical grade compression hosiery and advanced wound care products,” said Dan Jones, CEO of Neo G. Jones said there are several factors contributing to injuries today. With many people working from home with improper equipment, the company has seen a rise in carpal tunnel syndrome and lower back issues related to poor posture. There also are more injuries due to the emergence of the ultrafit individual. “These individuals are extremely fit and they are looking for supports to help with small injuries picked up during training rather than needing large amounts of support,” he said.

Jones also is seeing a major rise in cases of plantar fasciitis. “To combat this condition, we developed our patented Plantar Fasciitis Every Day Support,” Jones said. “Helping ease symptoms of plantar fasciitis, our patented support is constructed from a specialist breathable fabric, knitted with Multi-Zone Compression for increased blood flow and it also features an anatomical silicone heel insert for advanced cushioning.”

Noting that the company also worked with leading podiatrists to produce NeoThotics Orthotic Insoles, Jones said, “A lack of arch support can be a major contributing factor in the development of Plantar Fasciitis. Our NeoThotics Pro-Expert orthotic insoles feature a full contact, firm arch support that is needed to support the arches of your foot while walking.”

Jones added that the company is constantly innovating to produce

medical grade products that help end users rehabilitate and stay active. “Through that innovation we produced our Variable Compression System range of products, which are our original and most versatile support range, Jones continued.

Additionally, Neo G’s Active supports have been developed to feature Multi-Zone Compression for targeted support, providing a snug yet flexible fit.

Lastly, Neo G has a range of advanced wound care products called Opti-Heal.

Tec Labs, based in Albany, Ore., is not standing on the sidelines when it comes to innovating in the first aid category.

Lisa Muller, marketing director of Tec Labs, said that in today’s health-conscious world, people are growing increasingly concerned about what they put on their bodies and as individuals become more mindful of their health, they are actively seeking ways to reduce the unnecessary use of antibiotics.

To that end, Tec Labs is focusing on innovating safe, topical solutions. The company is introducing a breakthrough over-the-counter solution for minor wound care under a new brand, NuNature

by Tecnu First Aid Gel. “For those who enjoy the great outdoors, having a reliable first aid solution is essential,” said Muller, adding, “Unlike traditional wound care

Quest Products is launching Alocane Botanicals this fall, which combines the brand’s lidocaine formula with calendula and aloe botanicals to relieve pain (left). The company is also unveiling Alocane Max, which will be available in gel, aerosol and pad form (right).

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HEALTH: FIRST AID

products that rely on antibiotics, NuNature First Aid Gel uses the power of antiseptics to effectively kill germs and prevent infections in minor cuts, scrapes and burns. The product’s innovative formula ensures germ-free healing and also contains lidocaine for fast, efficient pain relief.”

Muller emphasized that by providing an antibiotic-free alternative, individuals can address their minor wound care needs without the worry of contributing to antibiotic resistance or experiencing adverse reactions.

Another company taking the lead in keeping pace with consumers’ expectations is The Pharma-C Company, Port Washington, Wis., which has been developing and marketing products specifically designed to address some of the issues associated with first aid and home health care for over 15 years.

“Today, The Pharma-C Company products are trusted and loved by healthcare providers and those providing care for loved ones at home. Our products also are used by general consumers to address many home health needs,” said Ann Halstead, director of marketing at The Pharma-C Company.

Pointing out The Pharma-C Company’s product line has expanded in recent years to address categories such as first aid, incontinence care, digestive care, home health care and personal care, Halstead said that one of the trends driving consumer behavior in the first aid and home health care space is a return to more traditional remedies.The move toward more home-based health care is yet another trend, which Halstead said was

Tec Labs’ NuNature First Aid Gel uses antiseptics to kill germs and prevent infections in minor cuts, scrapes and burns. The formula ensures germ-free healing and contains lidocaine for fast, efficient pain relief.

Total Resources International offers kits to help aid in diabetic wound care.

heightened by the pandemic and facilitated by technology.

“More and more people across broad demographic groups are now able to successfully engage with technology and healthcare providers have responded with a multitude of telehealth services,” Halstead said. “This is driving consumers to maintain an ample supply of healthcare products for use at home.”

Halstead said consumers are looking for products that are safer for people, pets and the planet. “Product safety is one of the things that is driving the trend toward using the traditional remedies that our grandmothers used.

These more traditional remedies tend to be made from natural ingredients and contain fewer additives.”

Furthermore, Halstead said that this trend is aligned with a focus on more sustainable packaging that can be reused, recycled or use less plastic.

What new products the first aid category will introduce in the future is anyone’s guess, but one thing is certain, consumer demand for innovation will continue and companies will continue to innovate and educate consumers.

Pointing out that baby boomers continue to be the main consumers and target market, Gonzalez said, “As their generation ages, they demand large quantities of wound care first aid. Consumer education plays a major role in driving sales because people do not know many facts about certain injuries.”

Perhaps Jones summed up best why innovation in the category will continue with this sentiment: “Behaviors and attitudes are changing rapidly, and consumers are becoming more engaged and active in their health care.

Through research, health monitoring technology and access to their medical record data, consumers are using all the tools available to them to be as informed as possible about their own health.” dsn

“As their generation ages, they demand large quantities of wound care first aid. Consumer education plays a major role in driving sales because people do not know many facts about certain injuries.”

– Geolyn Gonzalez, vice president of sales and marketing, Total Resources International

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NACDS 90th Anniversary Ptintable Version_Layout 1 7/20/23 2:05 PM Page 1

Save money. Live better.

HEALTH: SMOKING CESSATION

Resources to Quit Smoking American Lung Association: 1-800-LUNG-USA State tobacco quit lines: 1-800-QUIT-NOW National Cancer Institute’s SmokefreeTXT program: Text QUIT to 47848

T

V

Smoked Out A dive into smoking cessation methods and means of harm reduction

By Patrick Williams

Many of the 7,000 chemicals in cigarettes—some absorbed when the tobacco plant grows and others released when cigarettes are manufactured and smoked—are known to cause major health conditions, such as cancer, COPD and cardiovascular diseases.

So, why are people still smoking?

The highly addictive chemical compound in tobacco is nicotine.

In 2018, 55.1% of adult smokers said they had tried to quit in the past year, while 7.5% of them were successful, according to the Centers for Disease Control and Prevention. In 2016, researchers from the Ontario Tobacco Research Unit, the University of Toronto and Johns Hopkins University published in BMJ Open that many smokers may make at least 30 quit attempts before they stop smoking for good.

While some people quit smoking without using cessation products, the Food and Drug Administration states on its website that “many smokers try to quit ‘cold turkey’ and are not successful.” FDA has approved cessation medications as solutions.

Meanwhile, the agency has authorized tobacco companies to market certain products for reducing harm or disease risks.

FDA has approved seven smoking cessation medications.

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Five fall under the definition of Nicotine Replacement Therapy products: patches, lozenges, gum, oral inhalers and nasal sprays.

NRT products contain a low amount of nicotine that is delivered over a longer timespan than via cigarettes. The other two FDAapproved medications are the prescriptions Verenicline and Bupropion SR, which do not contain nicotine.

Jennifer Folkenroth, national senior director of tobacco programs at the non-profit American Lung Association, said these cessation medications address the physical part of a nicotine addiction, but that psychological and behavioral challenges represent “two other points of the triangle” of addiction.

Folkenroth, a certified tobacco treatment specialist and nicotine dependence specialist with a national certificate in tobacco treatment practice, said behavioral counseling allows quitters to develop a plan in which they can combat psychological and behavioral challenges in addition to physical cravings.

“What are you going to replace? How are you going to overcome those triggers?” Folkenroth said. “How are you going to change up the routine to really avoid the extreme urges that may be experienced—or intensity of urges that are

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HEALTH: SMOKING CESSATION

experienced—through just societal, dayto-day cues to smoke, in addition to the psychological component? If we feel as though we are removing something from our lives, many times we can feel deprived.”

NRT options on the market Dr. Reddy’s Laboratories sells multiple NRT products, including 2-mg and 4-mg nicotine lozenges and transdermal patches with 21-mg, 14-mg and 7-mg nicotine doses. The company sells the products through the Habitrol brand, store brands and the Dr. Reddy’s label, the last of which is available through pharmacies, hospitals, and government channels.

These products alleviate the physiological aspect of nicotine addiction, said Ashish Girotra, senior director and head of marketing, OTC at Dr. Reddy’s.

“In a way, you are avoiding a sharp withdrawal of nicotine to alleviate symptoms by providing some amount of

nicotine without having all the bad effects that smoking a cigarette has,” Girotra said.

The patch treatment has three steps. First, apply 21-mg patches for 24-hour periods for four weeks, then 14-mg patches for two weeks, followed by 7-mg patches for two weeks, Girotra said. Smokers of more than 10 cigarettes per day should start with the 21-mg patch, while smokers of 10 or fewer cigarettes per day should start with the 14-mg patch.

Dr. Reddy’s entire eight-week, step-down patch treatment contrasts with 10-week programs offered by other companies, Girotra said.

Out of customers who use lozenges, those who have their first cigarette within 30 minutes of waking should start with 4 mg, and those who have their first cigarette more than 30 minutes after waking should start with 2 mg.

People can feel the urge to smoke based on multiple triggers, among them stressful or celebratory situations, or substances such as coffee or alcohol, Girotra said.

“To that extent, we truly agree that smoking cessation products like NRT addresses only a part of those needs, and there is definite room for complementing these products with additional benefits, services, offerings like counseling, coaching, motivational tips, financial benefits,” he said.

That thought process was behind the development of an app from Dr. Reddy’s.

Named AIMI by Habitrol, the app allows people who are quitting smoking to track their journey and their urges to smoke, Girotra said. In its current form, the app is designed for patch users. It calculates how much they save by not purchasing cigarettes, provides reminders about product refills and offers healthy tips for overcoming cravings.

“We’ve done extensive training with pharmacists across the nation in conducting a three-minute brief intervention and have seen tremendous success among the number of pharmacists that have been able to evoke behavior modification among current tobacco users.”

— Jennifer Folkenroth, national senior director of tobacco programs, American Lung Association

Highlighting the app’s wellness tips, Girotra said: “In our app, a user can record his or her urge, and right when they record their urge to smoke, they get a tip in terms of practicing mindfulness, breathing exercises, some hand-to-mouth fixations, like pop in a chewing gum or any other candy … or [to] go take a walk or play some small game on the phone.”

Heat-not-burn products and snus Smokers who do not wish to entirely quit using tobacco have the option of using what the FDA calls Modified Risk Tobacco Products.

According to the agency, MRTPs are “tobacco products that are sold or distributed for use to reduce harm or the risk of tobacco-related disease associated

112 August 2023 DRUGSTORENEWS.COM

Habitrol Nicotine Transdermal System Patch Habitrol Nicotine Patches can help reduce nicotine withdrawal symptoms such as irritability, anxiety, depression, sleeplessness, and increased appetite and nicotine cravings. Patches come in three decreasing nicotine levels. During the eightweek step-down program, smokers work your their way through the steps, gradually reducing nicotine dependency.

IQOS Philip Morris International

22nd Century Group VLN

FDA has authorized the IQOS Tobacco Heating System as a Modified Risk Tobacco Product. IQOS is the first heat-not-burn tobacco product to be authorized as an MRTP. The company will commercialize the product in the U.S. in 2024.

22nd Century Group’s VLN King and VLN Menthol King cigarettes are the world’s only combustible cigarettes to receive Modified Risk Tobacco Product authorization from FDA. In granting this designation, the agency established that VLN cigarettes “help reduce exposure to, and consumption of, nicotine for smokers who use them.”

with commercially marketed tobacco products.”

After gathering research from companies that apply for MRTPs and conducting its own science, FDA has so far approved a “heat-not-burn” tobacco product, a brand of low-nicotine cigarettes, two brands of snus and one brand of snuff.

The IQOS Tobacco Heating System from Philip Morris International and General Snus from the company Swedish Match, which PMI acquired a majority stake in late 2022, have been authorized by FDA as MRTPs. IQOS is not currently available in the U.S., but PMI will receive commercialization rights from Altria in April 2024. (In 2008, PMI split from Altria, formerly known as Philip Morris Companies.)

FDA authorized the marketing of IQOS, an electronic device that heats tobacco “sticks” rather than burning tobacco. Per FDA, PMI can state in its marketing: “Scientific studies have shown that switching completely from conventional cigarettes to the IQOS system significantly reduces your body’s exposure to harmful or potentially harmful chemicals.”

Corey Henry, director of U.S. communications at PMI, said: “The IQOS system is designed purposefully to replicate as much as possible the experience that a smoker is accustomed to, so the taste, the ritual, the nicotine content.”

FDA authorized Swedish Match to market eight General Snus smokeless tobacco pouch products,

which are available in the U.S., with the claim: “Using General Snus instead of cigarettes puts you at a lower risk of mouth cancer, heart disease, lung cancer, stroke, emphysema, and chronic bronchitis.”

Henry said the MRTP designation lets smokers know that the products have been third-party tested by FDA scientists. “Our perspective is, you’ve got to help smokers find these products because there is a very good chance, then, that more people will stop smoking,” he said.

“There’s no such thing as a safe tobacco product,” Henry said. “There can be a better alternative to a cigarette.”

Low-nicotine cigarettes Plant biotechnology company 22nd Century Group has received MRTP authorization from FDA for its VLN King and VLN Menthol King cigarettes.

With 95% less nicotine than other cigarettes on the market, the cigarettes’ name comes from their “very low nicotine” levels.

FDA authorized 22nd Century Group to market the cigarettes’ nicotine content relative to conventional cigarettes, in addition to the claims, “Helps reduce your nicotine consumption” and “Greatly reduces your nicotine consumption.” The agency also required all of the company’s reduced-nicotine exposure claims to include the phrase, “Helps you smoke less.”

John Miller, president of 22nd Century Group’s tobacco division, said the company is currently working on education and awareness surrounding VLNs, which were pilot-launched in Illinois and Colorado in 2022 and hit convenience stores in California, Texas and Florida in July.

“In terms of the product efficacy, when people understand the science behind this and what it’s supposed to achieve, they try the product,” Miller said. “It passes all the tests because it is from a tobacco plant, and it does look, feel, smell and taste like your regular cigarette. It just doesn’t have the highly addictive nicotine in it. So, when people understand that they’re like, ‘OK, now I’ve finally found something that is meeting me where I am.’” dsn

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LAST WORD

Reforming PBM Practices The time has come for traditional PBMs to change practices that hurt patients and pharmacies

By Danny Sanchez

The leaders of the nation’s retail pharmacy industry recently gathered in Florida to take part in the National Association of Chain Drug Stores’ Annual Meeting, which was held April 22-25 in Palm Beach. Representing national, regional and statewide pharmacy and grocery chains, these senior executives came together to discuss major issues and opportunities facing the pharmacy industry as it emerges strongly from the challenges posed by the COVID-19 pandemic.

At this year’s NACDS meeting, we expected intense conversations about the pharmacy industry’s increasingly fraught relationship with the largest pharmacy benefits management companies. In fact, the NACDS recently published a very direct video exposing how traditional PBM business practices negatively impact patients and their pharmacies.

The fact is, the largest PBMs continue to operate using a fundamentally flawed and disingenuous business model that prioritizes drug volume to fuel profits. It’s a model that is totally misaligned between the interests of the PBMs and the stakeholders they claim to serve, and pays short shrift to what truly matters, the health outcomes of patients and the long-term success of plan sponsors.

There is a better way. PBMs can and should align their goals and interests with their clients, many of whom include the leading retail pharmacy organizations that particpated in the NACDS meetings. That’s why I am so puzzled by the fact that many retail pharmacy companies continue to work with the largest PBMs, whose business practices are fundamentally opposed to how retail pharmacy companies see the world

114 August 2023 DRUGSTORENEWS.COM

Danny Sanchez, CEO, EmpiRx Health

“The fact is, the largest PBMs continue to operate using a fundamentally flawed and disingenuous business model that prioritizes drug volume to fuel profits.”

and their employees and patients.

I have had the great pleasure of working closely with many of the top pharmacy organizations in the United States. They are justly proud of how the retail pharmacy industry has achieved significant new recognition, respect and growth. During the COVID-19 pandemic, trusted, hard-working pharmacists and techs demonstrated the strong values that have made the neighborhood pharmacy an increasingly important part of the healthcare system. Those values are anchored on patient trust, accessibility and value.

I joined EmpiRx Health earlier this year because I was so impressed with how they transformed the PBM business model by focusing on those same values and prioritizing patient health outcomes and client success. Operating more like a healthcare company than a traditional PBM, EmpiRx Health has redefined the conventional volume-oriented PBM model. For example, unlike legacy PBM companies, our Population Health Management solution centers pharmacists within patient care teams to optimize health and financial outcomes.

As I speak with my pharmacy colleagues who attended the NACDS meeting in Florida, I intend to ask them the following question: Why do you continue to partner with a PBM company operating at cross-purposes with your core business and healthcare values and goals?

As the famed French poet Victor Hugo said: “Nothing is more powerful than an idea whose time has come.” The time has come for the largest PBMs to join EmpiRx Health in revolutionizing our industry by focusing on what matters most: client value and patient health outcomes. dsn

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go.embecta.com/pharmacypartner *N=230 patients with diabetes across Canada. Participants answered a survey as part of the cross-sectional observational behavioral study. BD helped fund this study. † The study used in-silico probability model of needle penetration depth for posted-hub 4mm pen needles and average human tissue thickness measurements across a range of injection forces and recommended sites, pooled across gender and BMI. REFERENCES 1. Bari B, Corbeil MA, Farooqui H, et al. Insulin injection practices in a population of Canadians with diabetes: an observational study. Diabetes Ther.

2020;11(11):2595-2609. . Rini C, Roberts BC, Morel D, et al. Evaluating the impact of human factors and pen needle design on insulin pen injection.

J Diabetes Sci Technol. 2019;13(3):533-545. 3. Frid AH, Kreugel G, Grassi G, et al. New insulin delivery recommendations. Mayo Clin Proc. 2016;91(9):1231-1255. embecta, formerly part of BD. BD is the manufacturer of the advertised products. embecta and the embecta logo are trademarks of Embecta Corp. BD and the BD Logo are trademarks of Becton, Dickinson and Company. All other trademarks are the property of their respective owners. © 2023 Embecta Corp. All rights reserved. BD-85393