DSN-1224

December 2024 DRUGSTORENEWS.COM

BD N noTM 2n Gen Pen Nee les hel en s el ver he r nsul n orre ly BD NanoTM 2nd Gen Pen Needles have a unique ontoured ase to help compensate for too much injection force, a common challenge for patients injecting insulin.1*

POSTED

CONTOURED

Conventional 4mm pen needle

BD NanoTM 2nd Gen Pen Needle

VS Skin

Skin

Fat (target zone)

Fat (target zone)

Muscle

Muscle

BD NanoTM 2nd Gen Pen Needles are estimated to educe nt muscul nject n sk y 8x vs 4mm posted base pen needles.2† Intramuscular injections have been shown to lead to nc e sed p n nd e te sk yp lycem .3

Cons er s ens ng BD N noTM 2n Gen Pen Nee les.

Experience the difference of a contoured needle base.

NDC: 08290-3205-50

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

INSIDE The Delicate Balance of Old and New Legacy beauty brands are resetting to keep up with new contenders

December 2024 DRUGSTORENEWS.COM

Page 30

NAMED DRUG STORE NEWS’

PHARMACY INNOVATOR OF THE YEAR 2024

WHA

IN A SALES REPRESENTATIVE?

Product Knowledge

Professional

Advocate for You

Helpful

Responsiveness

Honest and Ethical

Likeable and Trusting

Optimistic

Our Goal? The Best Customer Service. Period. ascendlaboratories.com

THIS

I S A M O V E M E N T.

A C C E L E R A T I N G T H E F U T U R E O F P H A R M A C Y. iA® empowers our partners with innovative, scalable fulfillment solutions that unleash their pharmacy’s full potential, streamlining operations, supporting pharmacists, and improving patient care.

Join the Movement! Visit iARx.com to connect with a Pharmacy Fulfillment Specialist.

12.24 Vol. 46 No. 12

Facebook.com/DrugStoreNews linkedin.com/company/drug-store-news/ instagram.com/dsn_media

NAMED DRUG STORE NEWS’

PHARMACY INNOVATOR OF THE YEAR 2024

FEATURES

20

30

DEPARTMENTS

COLUMNS

8

EDITOR’S NOTE

16

10

INDUSTRY NEWS

GUEST COLUMN

by Buford Road Pharmacy’s Ashley Flagg

14

PRODUCTS TO WATCH

18

ONE-ON-ONE with L’Oreal’s Gina Daley

34

LAST WORD

by EmpiRx Health’s Danny Sanchez

INSIDE BEAUTY | THE DELICATE BALANCE OF OLD AND NEW Legacy brands are resetting to keep up with new beauty contenders

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: $150 one year; $276 two year; $17 single issue copy; Canada and Mexico: $204 one year; $390 two year; $20.40 single issue copy; Foreign: $204 one year; $390 two year; $20.40 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. 46 No 1, January 2024. Copyright © 2024 by EnsembleIQ. All rights reserved.

6 December 2024 DRUGSTORENEWS.COM

ACTIONABLE INSIGHTS & CONNECTIONS POWERING BUSINESS GROWTH EnsembleIQ is the premier resource of actionable insights and connections powering business growth throughout the path to purchase. We help retail, technology, consumer goods, healthcare and hospitality professionals make informed decisions and gain a competitive advantage.

EnsembleIQ delivers the most trusted business intelligence from leading industry experts, creative marketing solutions and impactful event experiences that connect best-in-class suppliers and service providers with our vibrant business-building communities.

ENSEMBLEIQ.COM

EDITOR’S NOTE

Looking Ahead What can retail pharmacies expect next year and beyond?

“AS WE APPROACH 2025, THE PHARMACY INDUSTRY IS POISED FOR SIGNIFICANT TRANSFORMATIONS DRIVEN BY TECHNOLOGICAL ADVANCEMENTS, SHIFTING CONSUMER EXPECTATIONS AND EVOLVING HEALTHCARE LANDSCAPES.”

Retail pharmacy is coming off another rough year. And that’s after a turbulent 2022 and 2023. Brands are closing stores, divesting from business segments and cutting staff.

What’s more, retailers small and large are dealing with similar issues.

But what can the industry expect in the near future? Will a right-sized retail footprint help reverse the course? Will Congress pass PBM reform, and, more importantly, will it help?

Retailers already know and are already seeing some of these changes, but they can expect more, according to a 2025 outlook from Deloitte.

“Consumers appear to be catalyzing change in the life sciences and health care sectors as they look beyond traditional care models and sales channels to meet their needs,” wrote Kulleni Gebreyes, M.D., vice chair and U.S. life sciences & health care industry leader at Deloitte. “About one in four consumers (24%) are willing to switch doctors if virtual visit options are not offered, according to results from Deloitte’s 2024 Survey of US Health Care Consumers. And nearly all respondents who have tried a virtual visit are willing to have another.”

Gebreyes also writes that “as convenient, affordable, and consumer-focused products and services become more prevalent, incumbent life sciences and health care organizations could lose margin if they are unable to meet consumers where they are. In 2025, incumbent organizations are likely to pay much closer attention to evolving consumer preferences and expectations. This could help drive convergence among life sciences and health care organizations as innovative companies try to fill gaps in care.”

Only time will tell.

-SCOTT STEINBERG

8550 W. Bryn Mawr Ave., Ste. 200 Chicago, IL 60631 773.992.4450 Fax 773.992.4455 www.drugstorenews.com BRAND MANAGEMENT Senior Vice President & Publisher John Kenlon 516.650.2064 jkenlon@ensembleiq.com EDITORIAL Editor-in-Chief, Editorial Director Nigel F. Maynard nigelmaynard@ensembleiq.com Managing Editor Julianne Mobilian jmobilian @ensembleiq.com Senior Editor Sandra Levy slevy@ensembleiq.com Beauty Editor Gisselle Gaitan ggaitan@ensembleiq.com ADVERTISING SALES & BUSINESS Northeast Manager Alex Tomas 212.756.5155 atomas@ensembleiq.com Regional Manager Steven Werner 312.961.7162 swerner@ensembleiq.com DESIGN/PRODUCTION/MARKETING Art Director Catalina Gutierrez cgutierrez@ensembleiq.com Production Manager Jackie Batson jbatson@ensembleiq.com Marketing Manager Kathryn Abrahamsen kabrahamsen@ensembleiq.com SUBSCRIPTION SERVICES List Rental mbriganti@anteriad.com Subscription Questions contact@drugstorenews.com

CORPORATE OFFICERS Chief Executive Officer Jennifer Litterick Chief Financial Officer Jane Volland Chief People Officer Ann Jadown Chief Strategy Officer Joe Territo Chief Operating Officer Derek Estey

EDITORIAL ADVISORY BOARD John Beckner, NCPA Becky Dant, Costco J. Jeremy Faulks, Thrifty White Pharmacy Doug M. Long, IQVIA Nancy Lyons, Health Mart Pharmacy Katie Scanlon, Publix Super Markets Heidi Snyder, Drug World Pharmacies

8 December 2024 DRUGSTORENEWS.COM

P E T C AT EG O RY

SUPPLIER PERSPECTIVES

Checking the shopping list twice – for treats

By Joe Toscano, Vice President, Trade & Industry Development at Purina The holiday shopping season is a critical time across retail. The season of entertaining and gifting brings consecutive weeks of opportunity for incremental growth across all aisles.

But while gifting for human members of the family can take many forms – there is a clear choice for pet owners when considering their dogs and cats: Treats. For pets, it is hard to top the sense of joy and excitement that can be seen with a savory treat – rivaling the delight from a child’s bike or dollhouse under the tree.

So it should come as no surprise that the weeks before the holidays represent the treats’ highest sales volume of the year.

Studies have shown that consumers are more willing to indulge and spend more on themselves and their pets during key seasons and around the holidays. But it isn’t a spike—rather a sustained period of growth starting at Halloween and into Valentine’s Day. And retailers are taking notice.

General grocers and pet specialty retailers can all capitalize on these waves with limited holiday items, seasonal flavors, themed packaging and dedicated displays in premium foot traffic areas. Your own Purina sales representative can provide information on seasonal items and displays from our range of brands. And this year, we are incentivizing consumers more than ever to add to the basket. Through the myPurina app, from October 1st to December 31st, users who spend $25 across all Purina dog treats, cat treats and cat complements save $10 (via a VISA gift card).

But the focus on treats in your aisles doesn’t (and shouldn’t) end on February 15th. Treats build the overall basket and the bottom line at the register. The category is a particular bright spot for retailers as an incremental purchase. Fortunately, there are several strategies you as a retailer can deploy for year-round coverage.

Variety. For treat buyers, variety is key. Dog treat buyers, on average, feed treats eight times a week. Half of buyers reported having two or more varieties

(crunchy, meaty, dental, long-lasting or niche) on hand, and 60% of buyers reported having two-to-five packages on hand. Cat treat consumption has grown and is driven primarily by crunchy form and larger sizes. For year-round coverage, ensure you have a variety of treats including crunchy, meaty, longlasting and functional so that consumers can select multiple treats for the various occasions. Purina has developed several functional treats for each category, such as DentaLife dental chews for dogs with additional benefits, such as immune and digestive support.

Cross-promotion. Retailers can start by bringing in new households with dry pet food cross-promotions focusing on their health benefits and ingredient story.

Disruption. Treats are more likely to be an unplanned purchase than dog and cat food, which means it is beneficial to disrupt consumers on their shopper journey. Try signage and secondary displays to disrupt the shopper in-store.

For online shoppers, banner ads, popups on food pages and add to basket at checkout are beneficial tactics.

Timing. Now, more than ever, consumers want to create those special moments treats provide year-round. Pet retailers should ensure treats are part of their monthly merchandising programs in order to stimulate incremental sales and profits.

Multiples pricing. Because treat consumers are not as price sensitive, stimulate additional purchases by using multiples pricing. Instead of suggesting a $3.49 retail price either in ad or everyday, change to 2/$7.00 and see the incremental purchases and profits soar.

An annual merch plan. Along with your promotion plan, you should also have a merch plan. Purina has merch that can be anchored by treats, as well as additional units available for wet food, dry food and cat litter.

Are you capitalizing on this prime time to sell more treats and drive profitable sales in your stores? There is no better time to get started! Please contact your Purina sales rep for a customized annual plan to take advantage, starting today.

Purina trademarks are owned by Société des Produits Nestlé S.A.

INDUSTRY NEWS

“We have seen strong patient enrollment in the offering and growth to date and the number of patients engaged in the model continues to grow each week”

CVS HEALTH OFFERS MINUTECLINIC AS PRIMARY CARE PROVIDER TO SELECT AETNA MEMBERS CVS Health is offering MinuteClinic as an in-network primary care provider to select Aetna members in Houston, San Antonio and the greater Atlanta area.

“This is a time of unprecedented change in how people access and receive health care,” CVS Health’s Retail Health President Dr. Creagh Milford, MPH, told Drug Store News. “The focus on reducing costs and improving outcomes, changing consumer expectations and advances in technology are creating the necessary conditions for innovation and disruption.”

Milford said that as an industry leader CVS Health is uniquely positioned to transform the delivery of health care.

“With both the scale and capabilities, CVS Health is driving a superior healthcare experience by making care more accessible, affordable and convenient for patients,” Milford said “CVS Health recognizes there is an access problem in the U.S. for primary care. Many of the patients we see at MinuteClinic either don’t have a primary care provider or have not seen one in years. This can lead to increased ER and urgent care utilization as well as gaps in addressing preventive care for our communities.”

In these clinics, nurse practitioners are credentialed as primary care providers, managing end-to-end care with a focus on prevention that includes providing regularly scheduled health maintenance visits, recommending screenings and addressing existing conditions.

“We have seen strong patient enrollment in the offering and growth to date and the number of patients engaged in the

10 December 2024 DRUGSTORENEWS.COM

“This is a time of unprecedented change in how people access and receive health care,” - Creagh Milford, DO, MPH, CVS Health’s Retail Health President

model continues to grow each week,” Milford noted, adding, “Historically MinuteClinic has held an industry leading NPS of over 80, which tracks whether our patients would recommend our services, and we are seeing even better results within our Primary Care clinics—an indicator that this is meeting the needs of our patients and they like the model.”

MinuteClinic, which serves more than five million patients each year and has approximately 1,000 locations nationwide, is one of the largest employers of Advanced Practice Practitioners. MinuteClinic offers most of the services typically found in a primary care office, including wellness and annual exams, chronic condition management and health screenings, as well as labs, diagnostic testing and specialty referrals.

“We are building on these capabilities by investing in our teams, expanded services and technology to support continuous care in our clinics. This includes care coordination and referral management, ensuring patients receive comprehensive care where and when they need it,” Milford said.

FDA ISSUES PROPOSAL TO REMOVE ORAL PHENYLEPHRINE FROM OTC COLD AND COUGH SYRUPS On Nov. 7, the Food and Drug Administration announced it is proposing to remove oral phenylephrine as an active ingredient in over-the-counter monograph drug products for the temporary relief of nasal congestion. The agency reviewed available data and determined that oral phenylephrine is not effective for this use. For now, FDA said companies may continue to market OTC monograph drug products containing oral phenylephrine as a nasal decongestant.

INSPIRING LIFE ON THE GO SINCE 1939

The Inspired Home Show® is the industry epicenter for everything new and next in home + housewares, bringing both enduring and emerging trends to the table. Since 1939, the Show has been a reliable conduit for innovation and incubator for brands to introduce the next must-have products your customers are looking for.

Don’t miss this milestone event where the industry connects around innovation, insight and inspiration.

See what’s new and register for the 125th Show!

TheInspiredHomeShow.com © 2024 International Housewares Association. All Rights Reserved.

INDUSTRY NEWS

This is a proposed order. Only a final order will affect what products can be marketed. The proposed order is based on effectiveness concerns, not on safety concerns, the FDA said.

Currently, oral phenylephrine is widely used as a nasal decongestant active ingredient in many OTC monograph drug products. It is important to note that some products only contain oral phenylephrine as a single, active ingredient. Others contain oral phenylephrine and another active ingredient (e.g., acetaminophen or dextromethorphan), and the presence of oral

12 December 2024 DRUGSTORENEWS.COM

phenylephrine in these medicines does not affect how other active ingredients work to treat the symptoms for which they are intended, FDA said.

“It is the FDA’s role to ensure that drugs are safe and effective,” said Patrizia Cavazzoni, M.D., director of the FDA’s Center for Drug Evaluation and Research. “Based on our review of available data, and consistent with the advice of the advisory committee, we are taking this next step in the process to propose removing oral phenylephrine because it is not effective as a nasal decongestant.”

The agency noted that it conducted a comprehensive review of all available data on the safety and efficacy of oral phenylephrine, including the historical data that were used to support the determination made 30 years ago that oral phenylephrine was effective as a nasal decongestant, as well as newer clinical data on oral phenylephrine that have since become available.

Last fall, the FDA also held a Nonprescription Drug Advisory Committee meeting to discuss the ‘Generally Recognized as Safe and Effective’ status of oral phenylephrine as a nasal decongestant. The committee discussed new data on the effectiveness of orally administered phenylephrine and unanimously concluded that the current scientific data do not support that the recommended dosage in the OTC cold,

cough, allergy, bronchodilator and antiasthmatic drug products monograph for orally administered phenylephrine’s effectiveness as a nasal decongestant.

“Consumers should know that a range of safe and effective drugs and other treatments is available to temporarily relieve congestion symptoms due to allergies or a common cold,” said Theresa Michele, M.D., director of the Office of Nonprescription Drug Products in CDER. “Consumers can also talk to their doctor or pharmacist about ways to treat these symptoms.”

FDA also stated, “Because a variety of different drug products may be sold under the same brand name, consumers should always read the Drug Facts label to determine which ingredients are in a medication, and to be aware of important warnings and directions for use. Phenylephrine is also an ingredient in nasal sprays to treat congestion. The FDA’s action is only related to orally administered phenylephrine and not the nasal spray form.”

The FDA is seeking public comments on this proposed order.

The Consumer Healthcare Products Association responded swiftly to the proposal issuing the following statement from Scott Melville, president and CEO: “CHPA is disappointed in FDA’s proposal to reverse its long-established view of oral PE. For decades, people have relied on oral PE to relieve their nasal congestion. We believe Americans deserve access to safe and effective OTC medicines and the option to choose the products they prefer for self-care.”

Melville continued: “PE is the only oral OTC decongestant available without purchase restrictions and is included in numerous OTC cough and cold medicines labeled with a decongestant claim. Consumers need options for self-care, and freedom of choice for self-care is a core attribute of our nation’s healthcare system. PE should remain an available option for consumers, because Americans deserve the option to choose the safe and effective OTC medicines they prefer and rely on.”

PUBLIX PHARMACY OFFERS MEDICARE PLAN INFORMATION VIA HEALTHPILOT PLATFORM Publix is teaming up with Healthpilot to aid customers in choosing Medicare plans and enrolling in them.

CORRECTION: Drug Store News accidentally omitted Business Excellence Award Winner Larissa Jensen of Circana from its 2024 Top Women in Health, Wellness & Beauty list. The editors deeply regret the oversight and would like to recognize her accomplishments.

Larissa Jensen Circana | Business Excellence Award As senior vice president and global beauty industry advisor at Circana, Larissa leverages her 25 years of experience to provide strategic guidance to beauty brands and retailers, helping them to capitalize on consumer and market opportunities that align with their vision and goals. She also shares her expertise and knowledge with the wider beauty community, as an adjunct professor, advisory board member and high-profile public speaker at beauty industry events.

Through these platforms, she aims to inspire, educate and empower the next generation of beauty leaders.

Publix Pharmacy customers can now visit publix.com/medicare and use Healthpilot’s comparison tool to review and compare all plans in which Publix Pharmacy is a preferred pharmacy and Healthpilot is affiliated.

With an average of 43 Medicare Advantage plans and 21 Part D standalone prescription drug plans to choose from, the comparison process can be complex. The foundation of the private Medicare marketplace operates on the assumption that Medicare beneficiaries will comparison shop to select the best Medicare plan for their individual needs and circumstances. However, according to a Kaiser Family Foundation study of Medicare data, 7 in 10 Seniors do not compare plans, leaving many underinsured and without adequate coverage when they need it most, the company said.

Healthpilot is an AI-powered platform that analyzes customers’ unique needs and preferences, offering personalized Medicare plan recommendations based on each customer’s preferred physician network, pharmacy, prescription drugs, socioeconomic factors and lifestyle needs. dsn

DRUGSTORENEWS.COM December 2024 13

PRODUCTS TO WATCH

New and Noteworthy HRG’s five notable products from November

1

3

2

5

4

Product introductions recovered in November after a dramatic decline in October. Still, the volatile trend continues, and the total number of introductions was relatively small.

In November, suppliers introduced 74 new products, 25 more products than the 49 products they released in October.

Waukesha, Wis.-based HRG reviewed 14 products in the health category, 23 items in the wellness sector and 37 products in the beauty aisle to see which ones stood out as Products to Watch.

Here are the top five:

3. Sambucol Black Elderberry

1. Tylenol Extra Strength Severe

4. Aveeno Daily Moisturizing Cream

Cough & Sore Throat Day/Night

Kenvue said Tylenol Extra Strength Severe Cough & Sore Throat caplets are designed to provide relief for pain associated with colds in a stronger formulation. It comes in two versions: The daytime caplets target relief for head and body aches, fever, sore throat and cough, while the nighttime caplets help combat runny nose. It comes in a 24-ct. pack.

2. TRP Natural Eyes Pink Eye Relief Tabs Natural Eyes Pink Eye Relief by the TRP Company are fastdissolving homeopathic tablets that provide temporary relief from the symptoms associated with pink eye. The tablets contain 100% natural active ingredients and are suitable for adults and children ages 5 and up. One pack comes with 48 tabs.

14 December 2024 DRUGSTORENEWS.COM

Triple Immunity Gummies

PharmaCare U.S.’s Sambucol Black Elderberry Triple Immunity gummies are sugar free and contain 40mg of Haschberg black elderberry, 600 mg of vitamin C and 30 mcg of vitamin D to support immune health. The brand said it offers the only sugarfree triple immunity gummy in the vitamin aisle. One pack contains 45 gummies.

Kenvue’s Aveeno Daily Moisturizing Cream is designed to provide 48 hours of hydration for dry skin while instantly strengthening the skin’s moisture barrier. The cream is made with oat butter, a combination of prebiotic oat and shea butter. Kenvue said the rich, creamy, thicker texture is good for normal to dry, sensitive skin and can be used on the body, face and hands. It comes in a 15-oz. jar.

5. Palmer’s Brazilian Coco Cream E.T. Browne said Palmer’s Brazilian Coco Cream is a whipped body cream that is infused with fair trade coconut oil, acai, guarana and Brazilian nuts to firm the bum, bust, belly, arms and thighs. It was developed without parabens, phthalates, mineral oil or dyes, and is dermatologist approved, the brand said. It comes in a 8.8-oz. jar. dsn

MARGINS SERVICE PROGRAMS RETAILS Upgrade Your Greeting Card Department and Switch Today!

CODE: DSN-DEC 8 0 0 . 654 . 696 0 www.designergreetings.com LEARN MORE HERE

GUEST COLUMN

The growing role for pharmacists in pre-travel health consultation Studies demonstrate positive outcomes and patient satisfaction from pharmacist-run travel health clinics

By Ashley Flagg

“

Travel vaccines are often overlooked by travelers, perhaps due to the lack of awareness and education of certain diseases.”

Americans are traveling internationally in larger numbers with a significant increase in visits to Brazil, Argentina, Central America, Asia and the Caribbean. These destinations share a common feature: a large and growing mosquito population. Where mosquitoes thrive, the mosquito-borne diseases follow.

and Spain. This increase is attributed to the explosion of mosquitoes resulting from climate change. In response, we’ve provided education, support and vaccination for mosquito-borne diseases including yellow fever, Chikungunya and Japanese encephalitis.

This creates a pressing need for pre-travel health services and an important role for pharmacists. Many people neglect to seek pre-travel health consultations. Travel vaccines are often overlooked by travelers, perhaps due to the lack of awareness and education of certain diseases. Inadequate preparation can lead to illnesses like diarrhea and skin irritations, or more severe acute and chronic infections. Pharmacists are visible, accessible and ideally positioned to help address these issues, alongside doctors and travel specialists.

The role of the pharmacist has evolved. Our training, skills and role as health educators enable us to provide more services than ever before. Data supports pharmacists expanding into travel health; studies demonstrate positive outcomes and patient satisfaction from pharmacist-run travel health clinics.

I can attest that the response to our travel health services has been very positive. Many of our referrals come from local primary care physicians who aren’t familiar with country specific health recommendations or requirements.

For example, our pharmacy has launched a pre-travel health consultation service. We offer customers a comprehensive and personalized consultation that considers CDC vaccination and medication recommendations, as well as their immunization history, current medications, potential drug interactions and allergies.

As travel increases and climate change fuels mosquito proliferation, pharmacists have a critical role in preparing travelers and protecting public health. In collaboration with doctors, specialty clinics and others, pharmacists can increase awareness, reduce vaccine-preventable and travel-related illnesses.

This approach is a win-win for all. dsn

Recently, we’ve seen an increase in customer travel to destinations with rising cases of mosquito-borne diseases, including previously unaffected areas such as France, Germany, Greece

Ashley Flagg, Pharm.D., is a pharmacist at Buford Road Pharmacy in Richmond, Va.

16 December 2024 DRUGSTORENEWS.COM

BUSINESS 2 BRING IT ON. Your industry. Your agency.

If you’re competing in B2B you need a strategic creative partner that knows your industry inside and out. Only EnsembleIQ’s BrandLab offers full-service marketing capabilities and deep experience across retail, CPG, and technology, infused with industry knowledge and marketing intelligence.

ensembleiq.com/marketing | brandlab@ensembleiq.com

ONE-ON-ONE

SPONSORED

Democratizing Dermatology L’Oréal is paving the way for dermatologic care for all through retail partnerships

Gina Daley, AVP, Integrated Health, L’Oréal Dermatological Beauty

Drug Store News: What is the Dermatology & Retail Alliance?

Gina Daley, AVP, Integrated Health, L’Oréal Dermatological Beauty: The DRA started in 2021 with a simple idea: bring together thought leaders from dermatology and retail to foster collaboration and innovation. Over the years, it has grown into a powerful gathering leading dermatologists specializing in diverse areas of skin health and executives from top retailers, including Amazon, CVS Health, HyVee, H-E-B, Meijer, Kroger, Ulta Beauty, Walgreens, Rite Aid, Target and Walmart.

United by a shared mission, these key players collaborate to democratize access to dermatological expertise.

DSN: How are partnerships between dermatologists and retailers helping streamline product selection and improve consumer skin health outcomes?

GD: Skincare has grown rapidly in recent years. With that growth, we’ve seen an equally rapid rise of “skinfluencers”: some do a great job in educating and breaking preconceived ideas, some though lack skin health expertise, spread misinformation, and lead consumers toward potentially harmful ingredients and overly complicated routines. The Dermatology & Retail Alliance addresses this rise of misinformation by creating direct lines of communication between dermatologists and retailers, equipping retailers with insights on how dermatologists evaluate products, make recommendations and guide consumers toward safe, effective choices.

Access to dermatology is a true matter of public health, in the U.S. and in the world, and we need to join forces all together to address it and make a positive impact.

18 December 2024 DRUGSTORENEWS.COM

DSN: What treatment segment is experiencing the most growth compared to other skin care areas?

GD: The acne segment continues to grow as consumers across various life stages seek effective treatments to address their needs.

The “skinification” of the scalp is continuing to gain traction, leading L’Oréal Dermatological Beauty to launch scalp care lines from both CeraVe and Vichy Dercos.

Sun care is also expanding, though it remains vulnerable to misinformation. To address this, the DRA formed a steering committee in 2022 called “The Sun Care Consortium.” The group put aside competition and collaborated on an unbranded Sun Safety PSA campaign to promote daily SPF use. We’re proud of this work, and we’ll see it come to life and launch with multiple retailers in 2025. We will have an official announcement soon!

DSN: How can retail pharmacists and beauty advisors collaborate to support holistic skin health, particularly for customers dealing with complex health conditions?

GD: Supporting holistic skin health requires continuous collaboration among dermatologists, pharmacists and retailers, each of whom brings unique strengths to those seeking skin health solutions.

Dermatologists bring critical expertise, seeing firsthand how skin can react to unsuitable products or photosensitivity from medications taken without proper sun protection. Pharmacists are trusted, accessible healthcare providers who play a crucial role in guiding consumers daily. In fact, they make over 310 million skincare recommendations each year.

Retailers navigate fast-paced consumer

trends, and they understand that skincare goes beyond trends—it’s about health and care for the body’s largest organ. Beauty advisors can play a role in delivering credible skin health education to consumers. Understanding each other’s role in delivering access to care helps remove barriers, drives sales and enhances patient outcomes.

DSN: With the shift toward preventative and science-backed skin care, how are brands like CeraVe and La Roche-Posay adapting to these evolving consumer expectations?

GD: Our mission as L’Oréal Dermatological Beauty is to pioneer life-changing dermatological solutions for all: since their creation, CeraVe and La Roche-Posay are at the forefront of evolving skincare, anticipating and exceeding consumer expectations through dermatologist-developed products that support long-term skin health. Leveraging LDB’s robust market research, we identify emerging trends and translate them into innovative solutions, as exemplified by the CeraVe and Vichy Dercos hair lines, born from the recognized need for effective scalp care. LDB’s unwavering commitment to scientific rigor and carefully curated ingredients ensures that we’re not just reacting to trends but proactively developing targeted therapeutic solutions that address genuine skin and scalp health needs. dsn

Drug Store News

REACHES YOUR TARGET MARKET Connect With Your Customers

31,200

Social Followers

33,000 Circulation

110,000 Avg Monthly Website Users

63,000

AM Daily Newsletter Subscribers

65,000

Inside Beauty Newsletter Weekly Subscribers

Visit drugstorenews.com/media-planners to learn about available advertising programs.

COVER STORY

HY-VEE NAMED DRUG STORE NEWS’ PHARMACY INNOVATOR OF THE YEAR 2024 The West Des Moines, Iowa-based supermarket chain doesn’t leave any stone unturned when it comes to the innovative pharmacy services and resources it implements to improve patient’s health

By Sandra Levy

F

rom offering specialty pharmacy services and durable medical equipment to providing resources for GLP-1 patients and launching mobile pharmacy services, Hy-Vee, which operates 570 retail business units with more than 275 pharmacies across eight Midwestern states, is leading the pack during a crucial time for the industry.

The company’s focus on providing accessible, affordable and convenient care are among the reasons

Hy-Vee has been named the 2024 Drug Store News Pharmacy Innovator of the Year.

20 December 2024 DRUGSTORENEWS.COM

Driving affordable prescriptions for consumers and healthy margins for pharmacies rxsense.com

Powering consumer awareness and profitable scripts for pharmacy partners singlecare.com

Cost-plus savings programs for regional providers and grocers paramountrx.com

COVER STORY

One of the company’s greatest strengths, according to Aaron Wiese, president of Hy-Vee, is its pharmacy team. “We employ the absolute best pharmacists and pharmacy technicians in the industry who are knowledgeable, helpful, friendly and compassionate,” he said. “When it comes to caring for patients, our pharmacy team takes the time to truly listen, ask questions and understand their patients’ needs.”

Because it operates in rural areas across the Midwest, many of Hy-Vee pharmacies serve as the only healthcare providers in their communities, Wiese said, adding that it’s critical that patients in those areas have a provider they can trust and turn to with their medication questions.

“We encourage our pharmacy teams to become involved in their local communities and develop long-lasting relationships with the patients and families they serve,” Wiese said.

One just has to take a look at the new patient-facing services that Hy-Vee is rolling out to understand how crucial a role the retailer plays in the community.

“At Hy-Vee Pharmacy, our goal is to make it easy for patients to access pharmacy services. Over the past year, we’ve added a variety of new services and resources to help our patients manage their health,” said Angie Nelson, Hy-Vee’s senior vice president of pharmacy, noting that resources for GLP-1 patients is one of the latest services.

“Within our stores, we’ve added product displays that feature a curated collection of products selected by our pharmacy and dietitian teams to help manage GLP-1 medication side

22 December 2024 DRUGSTORENEWS.COM

effects,” Nelson continued. “We also encourage our patients to connect with one of our registered dietitians to learn how they can incorporate more nutrients into their diet while on the medications.”

Hy-Vee also has responded to patients who need durable medical equipment. “Within our territory, we are one of the few pharmacies to offer durable medical equipment, such as walkers, blood sugar meters, canes and other medically billed services,” Nelson said.

Hy-Vee also finds it imperative to meet the special needs of seniors. A prime example is its collaboration with the Iowa Area Agencies on Aging for the second year to host a series of Senior Wellness Day events across its pharmacies in Iowa. At each event, individuals ages 60 years and older could access free services, including A1C screenings, vaccinations, Medicare and financial resources. To encourage vaccinations, Hy-Vee offered gift card incentives, courtesy of the AAA, to those who received certain vaccines at each event.

“We designed these events with accessibility in mind, focusing on reaching older patient populations in underserved communities,” Nelson said. “To make the experience easier and eliminate technology barriers, these healthcare services were available on a walk-in basis only with no appointment required.

We also offered large-print vaccine consent forms, as well as Spanish-translated consent forms.”

Providing patients with convenient access to health care is yet another hallmark of Hy-Vee pharmacies. For example, in 2013,

ONE VISION. ONE MISSION.

ONE CAMBER.

SPECIALTY

GENERIC Rx

OTC

POSITIONED FOR GROWTH From Research & Development, to Key Starting Materials, to Active Pharmaceutical Ingredients, to Finished Dose Formulations…

There is only ONE CAMBER.

DOWNLOAD OUR COMPLETE PRODUCT LIST

camberpharma.com

COVER STORY

Bringing basic pharmacy services, like screenings and vaccinations, out into our communities has become essential to our pharmacy strategy.

Our pharmacy teams frequently use these vehicles to host pop-up clinics at workplaces and local events.

– Angie Nelson, SVP, pharmacy, Hy-Vee

Hy-Vee invested in its first mobile health unit, and today it operates 28 vehicles that it deploys throughout its Midwestern territory.

“Bringing basic pharmacy services, like screenings and vaccinations, out into our communities has become essential to our pharmacy strategy. Our pharmacy teams frequently use these vehicles to host pop-up clinics at workplaces and local events,” Nelson said.

Hy-Vee also used its mobile pharmacy services to help support communities in times of need.

Nelson provided the example of when devastating flooding hit Northwest Iowa this year. “After a local pharmacy was forced to temporarily close their brick-and-mortar location due to flooding in Spencer, we deployed our mobile disaster relief pharmacy to the area, so the local pharmacy could continue to fill essential scripts for their patients,” Nelson said.

Beyond mobile pharmacy services, Hy-Vee has made an investment in digital tools,” Nelson explained. “This year, we unveiled new enhancements to our online vaccine scheduler to make it faster and easier for patients to schedule multiple vaccines in one appointment. This has been key in promoting vaccine co-administration and increasing vaccination rates in our communities.”

24 December 2024 DRUGSTORENEWS.COM

Hy-Vee also introduced prescription prepay, a tool that allows patients to pay for medications ahead of time online or through the Hy-Vee app. They can get in and out of the pharmacy faster.

“Communication has also been a major focus for us as we seek new ways to connect with our patients,” Nelson said, noting that Hy-Vee recently implemented a new text messaging tool that keeps patients informed about the status of their prescriptions and reminds them when they’re due for routine immunizations using automated technology.

“At the pharmacy level, our staff can also send on-demand messages to their patients, notifying them at different times, such as when a prior authorization is needed,” Nelson said.“Not only does this solution provide a service to our patients, but it also helps improve their medication adherence and reduces the workload on our pharmacies, so they can focus their attention to counseling patients.”

Moreover, Hy-Vee also leveraged its digital channels to help inform and educate patients. Last year, the retailer introduced

COVER STORY

Hy-Vee Health 360, a monthly email newsletter that it developed to keep customers and patients informed of trending health topics, new pharmacy services and nutritional resources from the retailer’s e dietitians.

“As health becomes an increasingly important focus for many, this newsletter has served as an educational resource for our patients and a communication pipeline for us as a provider,” Nelson said.

Hy-Vee also is stepping up to the plate when it comes to addressing mental health. Most recently, in recognition of this year’s Mental Health Awareness Month, Hy-Vee unveiled a free video series that provided a holistic look at how sleep, exercise, nutrition and medication can contribute to mental well-being.

“Bringing together our medical providers, pharmacists, dietitians and fitness experts, we provided tips on how to improve mental health through simple lifestyle changes,” Nelson said.

On the technology front, Hy-Vee is increasing efficiencies and improving patient care. Nelson said it’s critical that pharmacies are maximizing their resources to the fullest in order to remain financially viable and continue to provide essential healthcare access to patients. “At Hy-Vee, we’ve leveraged our pharmacy fulfillment centers to drive efficiencies and better support our pharmacy staff at the retail level, so they can operate at the top of their license and keep their attention focused on what matters most: the patient.”

As a grocer and pharmacy provider, we are uniquely positioned within our communities to reach, engage and support individuals in their journey to better health.”

– Aaron Wiese, president, Hy-Vee

26 December 2024 DRUGSTORENEWS.COM

Hy-Vee prides itself on trying to stay ahead of the curve, Nelson said, noting that its first pharmacy fulfillment center opened in 2013 in Des Moines, Iowa. Today it operates six facilities across the Midwest. “Each facility supports a network of pharmacies throughout our trade territory, dispensing medications and delivering them to our retail pharmacy locations,” Nelson added.

Repeat Refills is yet another tool that Hy-Vee is leveraging to deliver better patient care. Repeat Refills is a free service that patients can enroll in to have their prescriptions automatically refilled based on their refill schedule. “Not only does this offer more convenience to our patients, but it also gives us as providers the ability to monitor for signs of non-adherence and intervene when necessary,” Nelson explained.

In today’s ever evolving healthcare landscape, the ability to form strategic partnerships aimed at reducing accessibility barriers is critical, and Hy-Vee excels in this area.

For example, in October the pharmacy became the first provider in the nation to partner with GoodRx and Affirm to offer a new payment method that allows individuals to pay for their medications over a period of time through the GoodRx app.

In the coming months, this flexible payment option will be available to patients, and they will have the option to order eligible medications to be picked up at a Hy-Vee Pharmacy location or shipped to the home.

“We believe this partnership will be key in removing healthcare barriers for our patients and improving their medication

S TTI W ST R FOR S F TY SICUR P SSIV S F TY L NDC 942 5

DropSafe is the only brand offering the latest innovations to protect immunizers against needlestick injuries and bloodborne pathogen exposure.

National and regional chains have already experienced the evolution of safety in their pharmacies with millions of DropSafe Sicura passive safety needle and Barrier Bandage products used this respiratory season.

Ready to experience the DropSafe difference?

RRI R NDC

In a published study of clinicians using Sicura:

100%

94%

92%

agree that Sicura's passive safety feature could eliminate needlestick injuries.†

rate Sicura as the safest option compared to manual/retractable safety needles.†

agree that Sicura improves workflow and allows them to focus completely on patient care.†

Available direct or at leading wholesalers:

†

McKesson

Cencora

Cardinal

Sicura passive safety needle

2854446

10294399

5877626

Barrier Bandage

2358711

10294151

5745823

Serafin A, Ryk A, Fendler W. Safe and effective use of a passive safety needle by healthcare professionals in a simulated environment, including perceptions and preferences. Expert Rev Med Devices. 2023 Jul-Dec;20(11):963-971. doi: 10.1080/17434440.2023.2254680. Epub 2023 Sep 11. PMID: 37697473 © 2024 HTL-STREFA, Inc., a subsidiary of HTL-STREFA S.A., a company of MTD Group. All rights reserved. Unless otherwise noted, the DropSafe logo and all other trademarks are the property of HTL-STREFA S.A. and/or or its af liates. For more information on our products, contact us at customerservice@htl-strefa.com.

LEARN MORE

COVER STORY

adherence,” Wiese said. “Establishing partnerships with industry leaders has been key to our pharmacy growth strategy and has enabled us to expand our patient reach.”

Another key partnership is with Soda Health.

“To support our Food is Medicine program, this year we entered into a partnership with Soda Health to launch a new Smart Benefits incentivization program that allows Medicaid, Medicare Advantage and other health insurance beneficiaries to receive personalized health and wellness benefits by visiting their local Hy-Vee store,” Wiese said. “These benefits are delivered down to the SKU-level to ensure that dollars are only used on products that contribute to a healthier lifestyle.”

This year Hy-Vee also teamed up with eHealth, an independent health insurance advisor, to help pharmacy customers shop, compare and enroll in Medicare plans for free with no obligation to enroll. “As we continue to expand beyond our pharmacy roots, we’ve formed partnerships in other areas of our health and wellness operations,” Wiese said.

Hy-Vee also expanded into the medical field, becoming a joint owner of Exemplar Care, an Iowa-based direct primary care practice that Wiese said “was designed to disrupt health care as we know it.”

Unlike traditional medical practices, Exemplar Care utilizes direct primary care, which offers transparent, low-cost pricing in the form of a monthly health care membership. This membership

28 December 2024 DRUGSTORENEWS.COM

provides patients with unrestricted access to medical providers and a full range of personalized medical services, including urgent care, and can be used independently or layered with a major medical health plan. Under the partnership agreement, all of the medical clinics were renamed to Hy-Vee Health Exemplar Care this year.

Beyond partnerships, Hy-Vee is expanding its telehealth initiatives. The retailer introduced virtual dietitian services in 2021 to stay connected with its customers during the pandemic.“Since then, demand for these virtual services has only continued to grow, allowing us to reach more individuals. By moving our nutrition services online, we’ve been able to expand our reach and make our services more accessible and convenient for our customers,” Wiese said.

The retailer also leaned into telehealth in 2021 to grow its overall health and wellness strategy, launching RedBox Rx, a Hy-Vee subsidiary that provides low-cost telehealth and online pharmacy services, shipping prescribed treatments directly to patients’ homes.

RedBox Rx offers treatments for nearly 30 conditions including men’s health, women’s health, hair and skin, mental health and more.

“Most recently, we’ve added weight loss medications with virtual nutritional counseling available to help support individuals in their health journey. We’ve also expanded our mental health

offerings, launching pay-as-you-go online talk therapy to provide discreet access to licensed therapists. Unlike most other telehealth models, RedBox Rx requires no subscription,” Wiese said.

Hy-Vee also built out its specialty pharmacy offering to meet patients’ needs. The company has operated in the specialty pharmacy field for more than a decade. Its subsidiary, Amber Specialty Pharmacy, provides personalized support to patients across the nation who are living with some of the most chronic and complex medical conditions. Amber specializes in treatments for transplant, oncology and infusion.

“Through Amber Specialty Pharmacy, we also have access to limited distribution drugs,” Wiese said. “This year, Amber Specialty Pharmacy was named the Specialty Pharmacy of the Year by the National Association of Specialty Pharmacy, receiving this honor for the second time since 2020 for our team’s dedication to patient satisfaction, service excellence and cost management.”

Hy-Vee is particularly proud of its efforts to help patients with chronic diseases, especially the collaboration between its pharmacists and nutritionists/dieticians.

“Food is Medicine is one of the most important initiatives that we’ve been focused on developing this year and is largely driven by our pharmacists and registered dietitians,” Wiese said.

The company said that approximately 6 in 10 Americans live with at least one chronic disease, most of which can be prevented by making simple lifestyle changes through nutrition and physical activity. “As a grocer and pharmacy provider, we are uniquely positioned within our communities to reach, engage and support individuals in their journey to better health,” Wiese said.

From a nutrition standpoint, he pointed out that Hy-Vee’s stores offer access to produce, specialty items from our HealthMarket departments, medically tailored meals and in-person and virtual dietitian services.

“From a pharmacy and clinical side, we can provide health screenings, vaccinations, medication therapy management and other pharmacy services in our stores and in the community using our mobile health units,” Wiese said. “Plus, we can incentivize healthier choices through our partnership with Soda Health, which allows Medicaid, Medicare Advantage and other health insurance beneficiaries to receive personalized health and wellness benefits by visiting their local Hy-Vee store.”

Next year, Hy-Vee will be piloting Food is Medicine programs with Tufts University, Iowa Total Care and Nebraska Total Care to measure the effectiveness of pharmacist and dietitian intervention on overall health outcomes.

Nelson said that the company supports its pharmacist 100% and pointed out that Hy-Vee has been recognized as one of

Aaron Wiese

Angie Nelson

the best employers for the benefits it offers and the supportive workplace culture that it promotes.

Among the benefits are competitive pay, a 10% discount on groceries, daily pay, holiday pay, a 401(k) plan, insurance for fulland part-time employees and tuition assistance. Several years ago, Hy-Vee introduced a pharmacy technician apprenticeship, which provides on-the-job training to prepare pharmacy technicians to become nationally certified to administer vaccines. Of its more than 2,300 pharmacy technicians, nearly 60% are certified to immunize.

Lastly, when it comes to fulfilling its mission to improve the patient experience, Hy-Vee values communicating with patients. Before the retailer introduces new services to the marketplace, it often conducts pilots to collect feedback and evaluate their effectiveness.

What does the future hold for Hy-Vee’s pharmacies? “Retail pharmacy has been at the center of Hy-Vee’s operations for 55 years and has served as the foundation of our health and wellness strategy,” Wiese said. “In the years ahead, we look forward to evolving the pharmacy experience and reaching more patients with our services as we continue our mission of making lives easier, healthier and happier.” dsn

DRUGSTORENEWS.COM December 2024 29

I NS I D E

Balancing Old and New Legacy beauty brands are resetting to keep up with the new contenders

I

t’s one of retailers’ biggest challenges—how to offer core beauty items while making sure there is room for new. How much space is the right fit for the OG brands versus yielding footage to buzzy items that attract new shoppers?

“Indie brands with clear strategies and value are taking share from legacy brands in mass channels,” said Ashley Helgans, vice president at Jefferies.

To counter, legacy companies that built the modern beauty business are struggling and looking for a reset.

Estee Lauder’s recent shakeup at the top resulted in the exit of its founding family members from day-to-day management.

The once revered logo has stumbled lately for myriad reasons, including failure to keep up with changing beauty shopping patterns. Attracting Gen Z has been one of its issues.

There are similar stories in the mass market. Iconic names like Revlon, Almay and Maybelline have lost ground to emerging lines such as e.l.f., L.A. Girl, Revolution and Milani.

The numbers tell the story. Maybelline is still the best-selling mascara, a position it has held for decades, but the brand’s sales dropped 5% through the 52 weeks ended April 21, 2024, while E.l.f. mascara sales skyrocketed almost 40%.

30 December 2024 DRUGSTORENEWS.COM

I NS I D E

E.l.f., Milani, Essence and Revolution are among the brands transforming the mass landscape. E.l.f. has posted 23 quarters of growth; Milani produced 12 quarters in the plus column.

Both Essence and Revolution are gaining footage.

Brands and retailers report that they are walking a tightrope with a goal to have the right assortment featuring new and established products. It isn’t an easy task—especially for chains with thousands of doors. Compounding the situation is the constant churn of trends that put pressure on getting items on shelves while they are hot.

“I like the word balance—we have a mix of iconic and emerging brands,” said Michelle LeBlanc, vice president of merchandising for beauty and personal Care and Hispanic Center of Excellence for CVS. She acknowledges the power indie brands have attracting new shoppers. One tactic is using buzzy brands at the entrance of the hair care department to catch attention.

Even with thousands of doors, Walmart jumps onto new items. “We are trying things and failing fast and iterating again.

Just because we have 4,500 stores does not mean we aren’t innovating. We can learn a lot from 200 stores and figure out if the customer likes it and then scale,” said Vimina Shekar, vice president of merchandising and beauty.

Walmart leaned into the whole-body deodorant trend with Lume but also supported the heritage Old Spice franchise. “Old Spice is an example of a brand that keeps reinventing itself,”

32 December 2024 DRUGSTORENEWS.COM

added Jerit Davis, Walmart’s vice president of merchandising for personal care.

Heritage Brands are Resetting Legacy brands are taking action to regain their luster.

Maybelline New York revived its “Maybe It’s Maybelline,” tagline but with a modernized twist to appeal to younger shoppers. The effort launched on TikTok featuring young famous faces like Gigi Hadid, Storm Reid, Peggy Gou and Shay Mitchell. Maybelline’s parent, L’Oréal, noted the success of the brand’s Sunkisser Blush in its recent financial review.

Following its emergence from bankruptcy, Revlon is testing out new strategies to return to what was once its position as the number one beauty brand. One example is a collaboration with Redecor, a real-life design simulation game.

The company is also harkening back to a famous campaign— Fire and Ice. A Revlon Redecor Eyeshadow Collection launched in tandem with the collaboration.

The venerable CoverGirl brand embarked on a turnaround plan two years ago with clean formulas and innovative skincare infused makeup.

Core Vs Innovation As traditional beauty companies seek a revival, innovative brands are fine tuning portfolios to ensure each SKU is productive enough to earn its place on the shelf.

Mary van Praag had a big decision to make when she assumed the role of CEO of Milani in 2020. Eighty percent of the brand’s business was in existing products under several popular family brands like Conceal + Perfect and Color Fetish. She needed to convince retailers Milani was getting a facelift.

“Rather than create several new franchises, we put ‘new’ under existing brands so that our dollars could go further.

We decided to re-architect our core franchises to make them more relevant, resonate with today’s consumer and communicate their benefits,” she said. Some of the brand’s “newest hits” have come from those portfolio brands like Lip Fetish.

That’s not to say there aren’t new products in her pipeline. “Content creators like to talk about what’s new,” she explained.

E.l.f. also manages to spark sales with existing SKUs while delivering blockbuster launches, especially collaborations.

Part of the magic at e.l.f. is launching items that the brand knows its community craves. For example, e.l.f.’s CEO Tarang Amin listened to TikTok live sessions where consumers were asking for mass market versions of pricey bronzing drops popular in specialty stores. That was in December and by April e.l.f. launched its SKIN Bronzing Drop on shelves and online priced at $12 (versus the popular Drunk Elephant version at $38).

E.l.f. Is expanding with more space in Target and Walgreens and a debut in CVS and Dollar General. “The brand still has significant runway within Walmart and Target given some legacy players carry 16 to 20 feet,” said Jefferies’ Helgans. “E.l.f. has a 21% share at Target, but well under 21% of shelf space.” dsn

MILANI Conceal + Perfect

MILANI Cheek Kiss

E.L.F Power Grip Primer

DRUGSTORENEWS.COM December 2024 33

LAST WORD

Embracing a new PBM model The industry needs new solutions that benefit pharmacy chains, their employees and patients

By Danny Sanchez

“ The irrefutable fact is You are no doubt aware of this famous quote: “The definition of insanity is doing the same thing over and over and expecting different results.”

I believe that quote resonates with our own pharmacy industry because it’s such a good metaphor for the one-sided relationship between the nation’s retail pharmacy/grocery chains and the big three pharmacy benefits management companies. The irrefutable fact is that the business practices of the largest PBMs pose an existential threat to pharmacy chains of all types and sizes. As such, it is kind of “insane” that those pharmacy organizations continue to use the largest PBMs to manage the pharmacy benefits for their own employees.

A recent front-page article in the New York Times brought these concerns into even sharper focus. The article was the latest installment in a blockbuster expose published by the Times this year that highlights the anticompetitive business activities of the big three PBMs. These opaque, self-dealing business practices not only threaten the very existence of community pharmacies across the nation but also hurt the private benefit plans that more than 164 million Americans rely on for their healthcare by raising costs.

Here’s how the Times described the situation in their most recent story: “P.B.M.s frequently pay the pharmacies at rates that do not cover the costs of the drugs, according to more than 100 pharmacists around the country

34 December 2024 DRUGSTORENEWS.COM

““

that the business practices of the largest PBMs pose an existential threat to pharmacy chains of all types and sizes.”

and dozens of examples of insurance paperwork and legal documents…. In every state, the Times identified at least one example since 2022 in which an independent drugstore closed and the pharmacist blamed P.B.M.s. In some states, like Pennsylvania, such closings have become routine.”

“The evidence that P.B.M.s pay their own pharmacies more than independent drugstores for the same medications is not just anecdotal…. Federal and state lawmakers, regulators and attorneys general have been looking into whether P.B.M.s use their own pharmacies and disadvantage rivals in ways that distort competition.”

None of these examples from the Times article will come as a surprise to the readers of Drug Store News. However, given the growing amount of evidence that the business interests of the largest PBMs are essentially misaligned with those of the pharmacy industry, it begs the question why so many chains still turn to the big three when choosing a PBM partner.

To explore these questions further and to create better PBM solutions for the industry, EmpiRx Health has been actively

partnering with industry thought leaders, key legislators, regulators and forwardthinking pharmacy chains on a framework for real change and transparency. There is a growing consensus that it just does not make sense anymore for pharmacy organizations to award their business to PBMs. At EmpiRx Health, we are so committed to these PBM transformation efforts that we recently invested in a full-page advertisement that ran in the Oct. 23 edition of the New York Times. In the ad, we advocated returning pharmacy benefits management and patient care back to the clinically driven healthcare mission that the PBM industry was originally founded on more than a half-century ago.

We look forward to sharing more news with you soon about how pharmacy chain partners are joining together with us to embrace a new way forward. It represents an exciting and innovative new pharmacy care model and vision that delivers strongly on the true promise of lowering prescription drug costs and improving patient health outcomes. dsn Danny Sanchez is chief executive officer of EmpiRx Health.

Keeping people healthy shouldn’t make the planet sick.

Making affordable medicines for good health shouldn’t harm the environment.

At Dr. Reddy’s, our commitment to the planet lies at the heart of all that we do.

We manage our manufacturing and business activities within a sustainable framework: from zero liquid discharge and zero hazardous waste to landfill initiatives, to reducing packaging, green chemistry, and process innovation.

Minimizing the environmental impact of our business operations is our top priority because Good Health Can’t Wait.

www.drreddys.com Dr. Reddy’s Laboratories, Inc. 600 College Road East, Suite 4000, Princeton, NJ 08540-6636 | Tel: 866-375-3444 ©2024 Dr. Reddy’s Laboratories, Inc. All rights reserved. RDY-0420-291