DSN_FEB_2025

February 2025 DRUGSTORENEWS.COM

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 ©2025 Dr. Reddy’s Laboratories, Inc. All rights reserved. RDY-0420-291

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Total Sales based on Circana MULO + SPINS Natural Channel Retailers + Nielsen Whole Foods + Stackline Atlas Amazon, Data, Elderberry Gummy Category L52W ending 10/6/24.

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INSIDE DIABETES DEVELOPMENTS Page 42 THE FUTURE OF PHARMA

by Jamil Ahmed Page 16 February 2025 DRUGSTORENEWS.COM

WHO’S

NEXT?

mission: zero touch Reinvent Pharmacy Less Complexity. More Time.

Transform pharmacy by automating virtually every aspect of prescription filling and pickup.

MORE INSIGHTS

2.25 Vol. 47 No. 2

WHO’S

FEATURES

NEXT?

22 DEPARTMENTS 7

EDITOR’S NOTE

8

INDUSTRY NEWS

14

PRODUCTS TO WATCH

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

38

INSIDE BEAUTY Retailers look for fresh ways to build hair care volume

30

PHARMACY: GENERIC DRUGS Generic drug suppliers weigh predictable and unpredictable factors that could impact the category in 2025

42

HEALTH: DIABETES New technology, more product offerings and better awareness are changing diabetes management

46

HEALTH: VITAMINS Consumers are seeking innovation in how vitamins and supplements are delivered

COLUMNS 16

GUEST COLUMN

by Jamil Ahmed

50

LAST WORD

by G. Cameron Deemer

18 DSN INDUSTRY ISSUES SUMMIT

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: $158 one year; $290 two year; $17.85 single issue copy; Foreign: $214 one year; $409 two year; $21.40 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. 47 No 2, February 2025.

Copyright © 2025 by EnsembleIQ. All rights reserved.

6 February 2025 DRUGSTORENEWS.COM

EDITOR’S NOTE

Who’s Next?

As pharmacists quit or enter other areas of industry, who will replace them and what will the pharmacy look like?

“THE INTEGRATION OF COMMUNITY PHARMACY INTO THE GREATER HEALTHCARE ECOSYSTEM CAN ONLY SUCCEED, HOWEVER, IF PHARMACY BUSINESS MODELS EVOLVE THAT ENABLE PHARMACISTS TO RECEIVE APPROPRIATE LEVELS OF COMPENSATION FOR THE VALUE THEY PROVIDE.”

Last month, we looked at the declining number of students entering pharmacy schools. As a reminder, in 2022, the United States graduated 13,323 new pharmacists from 136 pharmacy schools reporting to the American Association of Colleges of Pharmacy. This number was down from 14,223 the previous year, marking the largest drop since 1983.

More alarming, though, is that only 9,743 students were accepted through the Pharmacy College Application Service by the application deadline of June 2023, which means there will be a sharp decrease in new entrants to the job market within the next four years.

There is an added wrinkle. According to recent data, the pharmacy quit rate is around 21% with many pharmacy administrators reporting technician turnover rates between 21% and 30% based on surveys from the American Society of HealthSystem Pharmacists. This indicates that a significant number of pharmacy technicians are leaving their positions each year.

For this month’s cover story (page 22), we look at these numbers through the lens of a rapidly evolving industry. It’s just as important to look at what kind of pharmacy these new graduates will encounter and the new set of opportunities and challenges in the ever-changing environment.

“The pharmacists of tomorrow will encounter a more integrated model of patient care, in which pharmacists are gaining more responsibilities and working more closely with hospitals, doctors and other medical professionals,” our contributor writes. As pharmacists’ roles become more intertwined with the overall healthcare system, their scope of practice is likely to continue to expand to include more medication therapy management, more diagnosis and treatment, and other functions that contribute to patient well-being.

The integration of community pharmacy into the greater healthcare ecosystem can only succeed, however, if pharmacy business models evolve that enable pharmacists to receive appropriate levels of compensation for the value they provide.

For that reason, the next generation of pharmacists will also need to be leaders and industry advocates, innovating to develop new business models and championing a pharmacy-friendly policy environment.

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 Sales Account 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 Maria del Mar Rubio mrubio@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 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

INDUSTRY NEWS

“We understand that wellness is deeply personal, and it spans many different aspects of people’s lives, so at Target our approach to wellness reaches into every category of our assortment.”

- Rick Gomez, executive vice president and chief commercial officer, Target

TARGET ADDS VARIETY TO WELLNESS ASSORTMENT

•

Beauty and health self-care: Some of the products and partnerships consumers can only find at Target include a new haircare line from Being Frenshe, founded by Ashley Tisdale; Blake Brown haircare from founder Blake Lively; and Lemme Tone gummies from Kourtney Kardashian Barker’s Lemme brand. Consumers will also discover newness through brands like Daise body care and a limited-edition collection from Native, Native x Jarritos.

•

Men’s wellness: Target is also bringing newness to its men’s wellness assortment, including Dr. Squatch body care, new products from Dwayne “The Rock” Johnson’s Papatui men’s care line and a new men’s fragrance from clean, vegan brand Fin’ery.

•

Nutrition and gut health: Items that support gut health include new all-in-one nutrition shake flavors from Ka’Chava and a high protein shake from up&up.

Target will also introduce three wellness discovery kits (wellness, kids and fitness) that will let consumers try out the latest in self-care. Target’s food and beverage brand Good & Gather will expand with more than 250 new items aligned with consumers’ focus on wellness.

•

Wellness tech: Consumers can discover more than 140 new wellness technology items including seven exclusive, innovative infrared products like SLF’s

Target shoppers are about to see a wider range of wellness-focused products and brands on store shelves. The retailer announced plans to roll out more than 2,000 new items across a variety of categories, with more than half the new items priced under $10.

“We understand that wellness is deeply personal, and it spans many different aspects of people’s lives, so at Target our approach to wellness reaches into every category of our assortment,” said Rick Gomez, executive vice president and chief commercial officer. “Across beauty, personal care, tech, food, beverage, nutrition and more, we’re adding exciting new products to make it easier for people to find everything they need at prices that allow them to take care of themselves and their families without having to spend a lot of money.”

Some of the new products that shoppers can expect to see includes: •

Functional and non-alcoholic beverages: Consumers can explore functional beverages (non-alcoholic drinks that contain ingredients to provide health benefits beyond basic hydration) including Target exclusives like strawberry flavored Bloom colostrum & collagen and Poppi prebiotic cream soda; and non-alcoholic beverages like Bero, a new premium non-alcoholic beer brand co-founded by actor Tom Holland.

8 February 2025 DRUGSTORENEWS.COM

INDUSTRY NEWS

red light therapy LED Face Mask and Therabody’s SmartGoggles sleep technology, and the latest Oura Ring.

•

Activewear and loungewear: A new 80-piece apparel and accessories collection from Blogilates by Cassey Ho, all $40 and under, will build on the success of Target’s Blogilates sporting goods partnership. Target’s All in Motion brand will also introduce new items for kids, men and women. New Auden pajamas with HeiQ Smart Temp dynamic cooling treated fabric start at just $10, which consumers can pair with new Casaluna bedding for a relaxing night of sleep.

Guests will find options starting at the front of the store, where the Blogilates for Target collection is available alongside a wellness experience featuring beauty, health and beverage items. Throughout the store, prominent displays will feature supplements and hydration, protein, health, sporting good items and more, the company shared.

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ULTA BEAUTY OFFERING SAME-DAY DELIVERY VIA INSTACART Instacart and Ulta Beauty announced that same-day delivery of products from the beauty retailer is now available at more than 1,400 locations nationwide.

“Our partnership with Ulta Beauty comes at a perfect time when millions of Instacart customers are setting new intentions, focusing on wellness, and envisioning aspirational versions of themselves,” said Blake Wallace, senior director of retail partnerships at Instacart. “With Ulta Beauty’s wide range of products now available on Instacart, we’re giving customers more selection, convenience, and beauty options in the New Year and beyond.”

Members of Ulta Beauty Rewards will be able to integrate their accounts into the Instacart app, allowing shoppers to earn points on every purchase.

“Reimagining how and where beauty lovers can shop with us has always been at the core of Ulta Beauty’s mission,” said Jodi Williams, vice president of e-commerce at Ulta Beauty. “Our collaboration with Instacart allows us to meet guests in even more places, offering fast and seamless access to the products they love. With self-care top of mind in the New Year, this partnership debuts at the perfect time to help guests refresh their rituals and routines with ease.”

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10 February 2025 DRUGSTORENEWS.COM

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INDUSTRY NEWS

“ As industry research shows, many consumers visit their pharmacist far more frequently than their healthcare provider as patient appointments can take weeks to secure.”

- Karen Staniforth, chief pharmacy officer at Rite Aid

RITE AID HIGHLIGHTS GAPS IN CONSUMER AWARENESS, UTILIZATION OF PHARMACIST EXPERTISE Rite Aid has released the results of a new survey to understand better the ways in which consumers engage with their pharmacists and uncover additional ways pharmacists can support their overall health.

“As industry research shows, many consumers visit their pharmacist far more frequently than their healthcare provider as patient appointments can take weeks to secure,” said Karen Staniforth, chief pharmacy officer at Rite Aid. “Over the years, I’ve seen firsthand the positive impact personalized pharmacist-consumer relationships can have on health outcomes.

Pharmacists can speak to and advise on many aspects of an individual’s health, from medication management, testing for flu and strep and travel health consultations, to prescribing certain medications in select states. Despite their accessibility in the community, we’re seeing a gap in how consumers are utilizing their pharmacy or pharmacist to their full capabilities.”

Key findings of the survey results include: Consumers’ traditional perceptions of the role of a pharmacist: A majority of survey respondents are familiar with more traditional pharmacy services, such as dispensing medication (72%), over-the-counter product guidance (64%), health and wellness advice (53%) and immunizations (53%). However, many are unaware of other pharmacy services, which may include:

30%

27%

23%

24%

Prescribing certain medications in select state Medication therapy management Point-of-care testing in select states Smoking cessation programs

12 February 2025 DRUGSTORENEWS.COM

While more than half of respondents (55%) believe pharmacists can assist with minor healthcare and wellness concerns, many are less aware of the support available for other health areas, such as sexual health (29%) and women’s health (26%).

Gap in view of pharmacists and personal interactions: Though 62% of respondents view their pharmacist as part of their health and wellness care team, three-quarters of these respondents lack a personal relationship with one.

Additionally, many aren’t connecting with their pharmacy to discuss precautions for their medication and supplement intake. Of the respondents, 68% take more than one medication and/or supplement, but only 46% reported they have discussed potential interactions or side effects with their pharmacist.

Generational divides on pharmacist functions and services: Younger generation respondents report spending more time with pharmacists than older respondents, with 55% of Gen Z and 50% of millennial respondents engaging with them for more than five minutes, compared to 35% of Gen X and 27% of baby boomer respondents.

They also report more awareness of and have used pharmacists’ clinical services more than older generations.

29% of Gen Z and 25% of millennial respondents visit their pharmacist to have select medications prescribed (where permitted), compared to 20% of Gen X and 12% of baby boomer respondents.

Older generations view medication dispensing as the primary service for which they have used their pharmacist: 73% of baby boomers and 67% of Gen X, compared to 52% of millennials and 43% of Gen Z. “The results show that the role of pharmacists is underutilized and also widely unknown,” Staniforth said. “At Rite Aid, our pharmacists are dedicated to serving and supporting the community, making health care both accessible and personal. We’re committed to providing trusted, individualized clinical care to support our customers, wherever they are on their healthcare journey.” dsn

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PRODUCTS TO WATCH

New and Noteworthy HRG’s five notable products from January

1

3

2 After finishing the year on a high note in December, product introductions saw a strong January and extended its streak with a third straight month of increases.

In January, suppliers introduced 192 new products, 52 more items than the 140 they released in December. Waukesha, Wis.-based HRG reviewed five products in the health category, 47 items in the wellness sector and 140 products in the beauty aisle to see which ones stood out as Products to Watch.

1. Aquaphor Lip Repair Stick Aloe Vera

Beiersdorf Inc.’s Aquaphor Lip Repair Stick with aloe vera is designed to provide immediate relief for very dry lips. The product delivers long-lasting moisture protection and soothes chapped, cracked lips, the company said. It comes in a .17-oz. tube.

2. Bausch + Lomb Advanced Eye Relief Drops

Bausch Health said its once daily Advanced Eye Relief drops are designed to provide eye allergy itch relief from allergens such as pet dander, pollen, grass and ragweed. The drops contain olopatadine hydrochloride ophthalmic solution and USP 0.2% antihistamine. Bausch claims this original prescription strength formula works in minutes for all day relief. The drops come in a 3.5-ml. bottle.

14 February 2025 DRUGSTORENEWS.COM

5

4 3. Sarna Eczema Relief Lotion Sarna Eczema Relief Lotion by Crown Laboratories is a skin protectant containing 2% colloidal oatmeal, shea butter, jojoba oil and beta glucan. The lotion is designed to help restore skin’s moisture barrier while temporarily protecting and relieving minor skin irritation and itching. It’s hypoallergenic and contains no fragrances, parabens and phthalates. It’s sold in a 7.5-oz. bottle.

4. MG217 Medicated Exfoliating Face & Body Wash

MG217 Medicated Exfoliating Face & Body Wash by Wisconsin Pharmacal Co. contains 2.5% salicylic acid and botanicals to cleanse, moisturize and help restore a healthy skin barrier.

Wisconsin Pharmacal claims the wash helps control itch and redness and softens, lifts and removes scales and plaque associated with psoriasis. The product comes in a 8-oz. bottle.

5. O’Keeffe’s Working Hands Hand & Body Lotion

O’Keeffe’s developed Working Hands Hand & Body Lotion formulation for daily use. The product is formulated to heal, relieve and repair extremely dry, itchy skin for elbows, knees, heels and knuckles. The lightweight lotion is designed to provide 48-hour moisture all over, and the bottle is made with recyclable materials, the company said. It comes in a 12-oz. bottle. dsn

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GUEST COLUMN

The Future of Pharma Technology can set the stage for a more predictable and secure medication landscape

By Jamil Ahmed

Jamil Ahmed is director of solution engineering, UK&I, at Solace, a middleware company that manufactures and sells message-oriented middleware appliances and software.

The pharmaceutical industry plays a vital role in safeguarding public health. However, in recent years the public has witnessed a concerning rise in drug shortages, disrupting patient care and causing anxiety. It’s essential to explore how the industry can leverage real-time data and modern approaches to prevent these shortages.

Drug shortages are a complex issue with cascading effects.

They can occur due to various factors, including manufacturing disruptions, quality control issues and economic pressures. When a critical medication becomes unavailable, healthcare providers scramble to find alternatives, potentially compromising treatment.

Patients may experience delays in care, anxiety and even adverse effects from switching medications. More drastic effects occur when patients are left without medication alternatives.

The problem is recurrent and widespread: In 2022 and 2023, national pharmacy bodies across 26 European countries reported shortages, with the picture worsening last year. In the United Kingdom, specifically, 99 generic drugs were short in January, double the number from two years ago, according to the British Generic Manufacturers Association. This has affected supplies of hormone replacement therapies and ADHD treatments, partly due to spikes in demand.

The retail industry provides a valuable lesson in managing complex supply chains. Retailers seamlessly track inventory based on real-time demand, ensuring products are readily available on shelves. Pharmaceutical companies can emulate this approach by embracing real-time data throughout the manufacturing process and supply chain.

Imagine a system that tracks everything—from the origin of raw materials, to the temperature fluctuations within shipping containers, all in real-time. This can be a reality and this level of transparency empowers companies to optimize stock levels and react swiftly to disruptions.

By employing real-time data, enabled by event-driven architecture, companies can move away from reactive responses

16 February 2025 DRUGSTORENEWS.COM

to disruptions and become proactive in managing their supply chains. This proactive approach has the potential to reduce drug shortages and their associated consequences.

It’s important to address that numerous medications require constant vigilance—especially temperature-sensitive drugs such as insulin or vaccines. Traditional, periodic monitoring methods may miss crucial fluctuations that compromise product quality. By using a real-time data model, it’s possible to track temperature fluctuations within shipping containers.

This allows for immediate adjustments to maintain the optimal environment for medications.

The pharmaceutical industry operates under strict regulations, ensuring the safety and efficacy of medications. However, this shouldn’t hinder progress. Automation, combined with realtime data and AI-powered analytics, can be a powerful force for good.

Automation can handle routine tasks like data collection and analysis. Algorithms can analyze vast datasets, identifying patterns and predicting potential issues before they occur.

For example, think about the benefits that come from a system that automatically alerts to temperature deviations or predicts equipment failures before they happen. This allows for preventive maintenance, ensuring product quality and patient safety.

Real-time data, modern manufacturing practices and intelligent automation hold immense potential to transform the pharmaceutical industry. By embracing these advancements, companies can move towards a future free from drug shortages, ensuring a stable supply of essential medications and, ultimately, prioritizing patient safety.

The road ahead involves collaboration between industry leaders, regulatory bodies and technology providers. By working together, they can develop and implement robust real-time data systems that empower the industry to prevent drug shortages and consistently deliver life-saving medications to patients. dsn

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LexisNexis and the Knowledge Burst logo are registered trademarks of RELX Inc. © 2025 LexisNexis Risk Solutions.

DSN INDUSTRY ISSUES SUMMIT

Speakers Explored Impacts of Tech on Health Outcomes, Connecting Pharmacy to the Front-End How will technology affect health outcomes and what the does the evolution of the pharmacy means for trips?

By Sandra Levy

D

rug Store News’ 26th annual Industry Issues Summit, co-hosted with The CPG Guys, explored the benefits of using technology to enable positive patient outcomes, as well as how to connect pharmacy to the front-end to meet patients’ needs.

The panel, “Connecting Pharmacy to the Front-End,” was moderated by Lari Harding, senior vice president, healthcare marketing and sales enablement at Inmar Intelligence.

Speakers included Colette Heimowitz, VP of nutrition and education at Simply Good Foods Company; Angie Nelson, senior vice president of pharmacy at Hy-Vee and Moira O’Toole, VP of pharmacy services at Ahold Delhaize USA. Nelson opened the discussion talking about the importance of convenience, emphasizing that Hy-Vee strives to be a one stop shopping solution for its customers, as evidenced by its offerings of healthy produce, prescriptions, vitamins and health market organic, natural lifestyle sections.

Nelson said Hy-Vee’s clinicians, pharmacists and dietitians are health ambassadors. In addition to their role behind the counter, “they get out in front and are helping customers find products throughout the store.”

18 February 2025 DRUGSTORENEWS.COM

Nelson also noted that Hy-Vee partners with CPG programs and highlights pharmacist and dietitian recommended products within the store. “We provide additional details on the health benefits of those products and those are a great tool for our customers to navigate and find things in the aisles that our clinicians are recommending,” Nelson said.

Hy-Vee’s latest innovation is its GLP-1 end cap takeover. “We took all the products that a patient on a GLP-1 is often coming to the pharmacy counter asking our pharmacists for and we put them all together on an end cap so it’s easy and convenient for them to find right near our pharmacy counter,” Nelson said. “We added a QR code leading them to additional dietitian resources so they can get all of the nutrition knowledge they’d be looking for.”

Heimowitz explained how Simply Good Foods acts as category advisors for many retailers. “We use our nutrition expertise from my department in advising the category managers on how to place products in our offering, which reflects what our nutritional philosophy is, which is high protein, high fiber and low sugar. We combine that with our merchandise,” she said.

Simply Good Foods offers shakes, bars, treats, desserts and bakery. “The products are all in the same place on the shelf

We optimize the healthcare value chain to improve patient safety, access, and affordability.

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DSN INDUSTRY ISSUES SUMMIT adjacent to pharmacy so that helps not only with a variety of forms, but eating occasions because our products could be used for a lunch, breakfast or a dessert substitute.”

The discussion proceeded with O’Toole addressing the importance of offering patients personalized services.

O’Toole said the company recently launched pharmacy mobile apps for each of its store brands, and while the company is working on growing utilization, about 20% of customers have downloaded the app and are heavily engaged in using it. About 20% of all prescription refills come through the mobile app.

“This adds a lot of engagement and convenience for customers,” O’Toole said, who also highlighted the success of its decade-old med sync program.

“Some of our stores have up to 45% of all refills enrolled in the med sync program. When you couple those two together, the vast majority of all refills are from people that are engaged with our technology,” O’Toole said. She noted that the technology helps to build trust with customers because it enables them to ask for refills ahead of time and allows the pharmacy to make sure the medication is in stock by the time they come in.

A second panel titled, “The Impact of Collaboration & Technology on Health Outcomes,” was moderated by Craig Ford, VP of pharmacy at LexisNexis Healthcare.

Panelists included Steve Donohue, SVP, pharmacy at RevSpring; Josh Howland, president of pharmacy systems at PioneerRx; Sherri Keeth, VP, DMM of healthcare at Sam’s Club and Dain Rusk, VP of pharmacy at Publix.

Rusk said collaboration partnerships are extremely important for Publix because they help deal with patients’ complex health conditions and problems. When it comes to identifying partners, Publix wants to know what their mission, vision, track record and cultural values entail.

Rusk cited the example of a successful partnership that dates back several years, which involves Publix deeply integrating with different health systems where it offers Meds to Beds, which has the retailer delivering medications at bedside to patients.

“It is a partnership that helps drive down healthcare dollars, especially within that space,” Rusk said. “What we’ve learned through many white paper studies is that when patients are discharged from the hospital with their medications, the readmission rate within 30 days drops by almost 80%. It’s a huge number and that’s a big deal for the health system.”

Although the pharmacy is not paid for that service, Rusk said it’s an opportunity to engage with patients.

“Over 50% of the patients we do bedside delivery to may have been a Publix shopper, but they are not a Publix pharmacy customer,” he said “That experience and engagement enables us to convert quite a few of them to become long term Publix shoppers.”

Keeth provided her views on building trust with customers, saying that the club model involves members who are making an investment with the club before they make a purchase.

20 February 2025 DRUGSTORENEWS.COM

“The way we designed our organization and the way we collaborate throughout the club is a way to build trust with our members,” Keeth said. “Because we have a lot of member data we can see that the member journey into health care has a predictable path.”

Members generally start with OTC national brands they know for value, Keeth said. “We have to deliver on that to build that trust every single time to get them into the more higher stakes engagement like a pediatric immunization. You don’t get there overnight.”

Keeth also emphasized that the organization is designed to be collaborative across categories including optical, hearing, OTC and HBA and fresh food so that “we can build that environment of wellness and create the trust that we need to do the most we can for our pharmacy services.”

Next, Donohue discussed RevSpring’s knowledge working in the health care space, including the importance of enabling patients to be able to enter their registration information using technology optical character recognition. “We can eliminate fat thumb mistakes that happen so that we have better data and more correct data,” he said.

Donohue added that “estimation and eligibility,” which enables a patient to know upfront what they can expect to pay makes them more likely to make that payment so you’re not chasing payments afterwards.

Lastly, Howland said collaboration is imperative when it comes to PioneerRx working with 12,000 independent pharmacies nationwide particularly because there are new programs and payer strategies as well as provider status regulations that may differ across the country.

“Pharmacies have different ideas about how they want to implement these programs in their states or counties,” Howland said. “You have to bring them along and build software and programs that are really flexible and then be able to translate that data into some type of common platform or format.” dsn

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COVER STORY

WHO’S NEXT? Expanded scope of practice and integrated care models are some opportunites for future pharmacists. But who will these workers be?

By Mark Hamstra

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ommunity pharmacy is evolving rapidly, and the next generation of pharmacists will face a whole new set of opportunities and challenges in the ever-changing environment.

The pharmacists of tomorrow will encounter a more integrated model of patient care, in which pharmacists are gaining more responsibilities and working more closely with hospitals, doctors and other medical professionals.

As pharmacists’ roles become more intertwined with the overall healthcare system, their scope of practice is likely to continue to expand to include more medication therapy management , more diagnosis and treatment and other functions that contribute to patient well-being. The fact that pharmacists are the most accessible healthcare professionals makes them ideally suited for expanding their roles, experts say.

22 February 2025 DRUGSTORENEWS.COM

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COVER STORY The integration of community pharmacy into the greater healthcare ecosystem can only succeed, however, if pharmacy business models evolve that enable pharmacists to receive appropriate levels of compensation for the value they provide. For that reason, the next generation of pharmacists will also need to be leaders and industry advocates, innovating to develop new business models and championing a pharmacy-friendly policy environment.

Meanwhile, much of pharmacy’s evolution will likely be facilitated by technology that is also changing the way community pharmacists operate. Advancements in artificial intelligence, machine learning, and other automated technologies will eliminate some of the more mundane tasks that pharmacists currently perform and allow them to spend more time interacting directly with patients.

Integrating with Healthcare Systems Perhaps no other change will have as big an impact on the next generation of pharmacists than the increasing responsibilities they are gaining within the greater healthcare ecosystem.

“There’s a huge emphasis on interprofessional care,” said Stefanie Ferreri, chair of the Division of Practice Advancement and Clinical Education at the Eshelman School of Pharmacy at the University of North Carolina. “It is becoming more of a team-based approach where the doctor and the pharmacist will work together.”

For many pharmacists, this evolution of the profession will go hand in hand with pharmacists’ increasing connectivity with the communities they serve, she said.

“Every community is a little bit different,” Ferreri said, citing the prevalence of diabetes or HIV in some communities, for example.

Other communities might include food deserts that have a negative

24 February 2025 DRUGSTORENEWS.COM

It’s not really about improving the skills of pharmacists. We already have them. It’s more about utilizing the skills of the pharmacists that are in the field.”

– Ashley Garling, clinical assistant professor at The University of Texas at Austin College of Pharmacy

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COVER STORY

impact on patient health, or they might lack transportation that would help patients reach their local pharmacy.

Pharmacists of the future will increasingly work with others to help solve more of these healthcare shortfalls in the areas where they operate, Ferreri said.

“Perhaps you need to work with a community healthcare worker to identify food resources for patients,” she said.

“Perhaps you might need to work with a social worker to identify housing or transportation.

“Often the pharmacist is the first healthcare provider that the patient may see,” Ferreri added. “They are the first point of contact to connect patients with other members of the healthcare team, and that’s going to increase greatly in the future.”

The challenge is that the traditional community pharmacy business model doesn’t really account for those services, she said.

Schools, such as UNC, are preparing their students for this new environment with more classes that incorporate technologies that will facilitate these new models of care, such as electronic health records, and automated solutions powered by AI. Students are also learning about the existing business models within healthcare and where pharmacy fits into those business models, she said.

26 February 2025 DRUGSTORENEWS.COM

More Opportunities to Provide Care Also contributing to the expanding scope of responsibilities for the next generation of pharmacists is the shortage of physicians, particularly in rural areas, said Amy N. Thompson, clinical professor of pharmacy at the Department of Clinical Pharmacy, University of Michigan.

The American Medical Association predicted that by 2034 the country could see a shortfall of up to 48,000 primary care physicians and up to 77,000 non-primary-care physicians. Rural areas will be particularly hard-hit.

The next generation of pharmacists are studying clinical practice, evidence-based medicine, patient-centered care and learning other skills that will help them serve patients in these underserved areas, Thompson said.

“If they’re able to practice that way, they could close these huge gaps and really help patients and outcomes,” she said. “I feel like there is a huge opportunity for community pharmacists to fill a need.”

In addition to opportunities for preventative care and chronic disease management, Thompson also sees more opportunities for next-generation pharmacists in helping to manage transitional care, such as following up with patients after they are discharged from hospitals.

“If the pharmacist had access to what the patient was supposed to be taking upon discharge, they could help ensure that they’re getting the right medications and that they truly understand what they should be doing, which could be really impactful on hospital readmissions, which are very costly for our health systems, and for insurance,” said Thompson.

She said she sees a “huge opportunity” for pharmacists to expand their scope through collaborative practice agreements, through which medical service providers can delegate certain authority to pharmacists. These agreements are currently allowed to different degrees in different states, but expanding them could help transform the industry, Thompson said.

“The problem is, how are pharmacists going to make time for these things and get paid for these services? These are huge things that we have to overcome,” she said.

Ashley Garling, clinical assistant professor at The University of Texas at Austin College of Pharmacy, agreed that the challenges that many patients face in accessing medical care is creating opportunities for pharmacists to expand their scope of practice, providing services such as prescribing, testing and treating.

“We’re the only doctor-educated professionals that are available to the general public within seconds,” she said. “Community pharmacists have these skills already. It’s more about getting the legislation passed in order to allow pharmacists to do this.

There’s a lot of pushback on scope of practice, but the need is out there.”

The opportunity for pharmacists to gain more scope is particularly evident in Texas, she noted, which is not only among the most populous states but also one of the most rural, and one of the most under-insured and uninsured.

Pharmacists of the future will perform everything from depression screenings to testing and treatment for a range of conditions, including more prescribing authority for medications such as contraceptives, Garling said.

“Really, if you can think of it, we can do it,” she said. “We are trained on physical exams and laboratory work and how to do point-of-care tests … It’s not really about improving the skills of pharmacists. We already have them. It’s more about utilizing the skills of the pharmacists that are in the field.”

The Importance of Advocacy In order to expand their scope of practice, the next generation of pharmacists will need to remain involved in issue advocacy, such as promoting PBM reform and policy changes that have a positive impact on patient care.

“A good friend once told me, ‘You can’t be in pharmacy without being in politics,’ and I’m really seeing how that coming into fruition right now,” said Chris Cella, VP of McKesson

TECHNOLOGY AND AUTOMATION The next generation of pharmacists will work hand in hand with technologies that automate processes and allow pharmacists to spend more time working directly with patients, using their skills such as medication management and proving education to patients, said Stefanie Ferreri, chair of the Division of Practice Advancement and Clinical Education at the Eshelman School of Pharmacy at the University of North Carolina.

“Some people get worried that automation is going to take away a pharmacist’s job, but it’s that a pharmacist’s job is going to look different,” she said.

“A pharmacist’s job is going to be more about direct patient care, more about education, more about helping communities become healthier.”

AI solutions hold promise as a tool in the critical area of patient communications, among other areas, she said. Although the automation and efficiency that AI promises to bring to the table will likely be a boon to the profession, pharmacists will still need to leverage their human skills and training, however, said Ashley Garling, clinical assistant professor at The University of Texas at Austin College of Pharmacy.

While AI might provide guidelines for medication use, “it’s very rare that we find someone that fits into the guidelines exactly,” she said. “That’s really where I think pharmacists have this exceptional role, because we are so well rounded, we really can be patient advocates, and health coaches.”

AI is also being used in diagnostic tools, which can analyze a patient’s symptoms, along with other factors such as height, weight, age, and gender, to generate some potential diagnoses. As with other uses of AI, these tools will require the expertise of a pharmacist to make the final decisions.

“It always requires that human oversight,” Garling said. Other tools such as continuous blood glucose monitors, smart watches and smart rings that record patient data are also creating opportunities for pharmacists to better serve their patients, she said. She also cited the knowledge and communication skills that will be required as patient-specific medications become more commonplace.

“Pharmacogenomics is a big field that’s emerging,” said Garling. “The more we have concierge medication for patients, the more we have to know.”

DRUGSTORENEWS.COM February 2025 27

COVER STORY RxOwnership, which helps pharmacists start, buy or sell a community pharmacy and offers financial analyses and consulting for pharmacies. “We need to fix reimbursements, we need PBM reform, and we need the pharmacists out there to educate everybody and tell them that we need level playing fields.”

Thompson said she stresses the importance of industry advocacy to students in her teaching. “I think we have to give back, and we have to help push our profession as pharmacists,” she said.

Business Efficiency Time management and workplace organization will also remain critical skills for pharmacists, as the pharmacy needs to have efficient processes in place, just like any small business, said Cella.

In the near term at least, the pharmacist of the future will face cost pressures that will necessitate the need to “do more with less,” he said.

“With decreased reimbursements and decreased profitability, you don’t have the luxury of hiring a lot of additional help,” said Cella. “Whether it’s pharmacists or technicians or cashiers, they all have to be operating at the top of their profession and their license.”

Technology will increasingly help pharmacists of the future make business decisions, he said, citing several tools that RxOwnership leverages, from inventory optimization to site selection.

“That computer assistance is what’s going to be able to help you process information very quickly and make a decision that’s best for your business and move forward with it,” Cella said. “Agility is extremely important.”

Garling, who describes community pharmacy as a “lifelong passion,” tells her students that community pharmacy can be one of the most challenging career paths for a pharmacist because of all the management responsibilities that can accompany the job, on top of the duties related to patient well-being.

“You need to be able to manage others—human resources roles, the hiring, the disciplinary actions, the workflow—all of those business skills are things that my generation of pharmacists had to figure out,” she said.

“This is a unique business that we’re in,” said Cella.

“We have patients come to us that often are not healthy, they may be confused, they’re likely not as educated as the pharmacist, and they’re looking for our empathy and our time. We need to be able to run our business and at the same time take care of our patients, because that’s what we’re in business to do.” dsn

28 February 2025 DRUGSTORENEWS.COM

[Pharmacists] are the first point of contact to connect patients with other members of the healthcare team, and that’s going to increase greatly in the future.”

– Stefanie Ferreri, chair of the Division of Practice Advancement and Clinical Education, Eshelman School of Pharmacy, University of North Carolina

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PHARMACY: GENERIC DRUGS

Unsure and Uncertain Generic drug suppliers weigh predictable and unpredictable factors that could impact the category in 2025

By Debby Garbato

I

n 2025, the number of generic drug manufacturers gaining FDA approvals and launching biosimilars and GLP-1 drugs should significantly increase, along with those companies developing generics in other promising areas. But some factors are beyond suppliers’ control, including possible tariff increases, pending legislation and global warfare.

Ongoing price erosion and supply chain problems could also pose challenges.

For generics suppliers, relatively new categories like biosimilars and GLP-1’s generate attractive profits, high demand and less competition than some traditional generics. The GLP-1 market is the hottest new space, with sales totaling $49.3 billion.

Market size is expected to hit $157.5 billion by 2035, growing at a CAGR of 11.1 percent, indicated Roots Analysis. GLP-1 reception agonists are mainly used in type II diabetes treatment.

Some help to treat obesity and cardiovascular disease.

“GLP-1s are all the buzz right now, branded products like Ozempic and Wegovy [both from Novo Nordisk],” said Milan

30 February 2025 DRUGSTORENEWS.COM

Kalawadia, CEO, Dr. Reddy’s. “Initially launched for diabetes, they started to show benefits for weight loss. GLP-1s provide tremendous value from a generic standpoint. They’re the next blockbuster category for generics.”

In June, Teva Pharmaceuticals announced its launch of an authorized generic of Victoza, an injectable drug known as liraglutide. Then in December, Hikma received FDA approval for an abbreviated new drug application and launched liraglutide, the first FDA approved generic version of Victoza, said Dr. Hafrun Fridriksdottir, who was named president of Hikma’s generics division in April. Hikma’s liraglutide, its first retail injectable product, is an adjunct to diet and exercise to improve glycemic control in those with type 2 diabetes.

“This is the latest example of our actions to expand our portfolio in growing therapeutic areas like diabetes and to provide customers and patients with affordable access to a reliable supply of high-quality essential medicines,” said Dr. Bill Larkins, president of injectables, Hikma. According to IQVIA, U.S. sales of

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PHARMACY: GENERIC DRUGS liraglutide injection, 6 mg/mL, were approximately $1.3 billion in the 12 months ending October 2024.

In November, Amneal received FDA approval for exenatide, its first generic injectable glucagon-like peptide-1 (GLP-1) agonist.

This DHE autoinjector can provide lasting pain relief from serious headaches, allowing patients to self-administer at home.

Dr. Reddy’s is also setting the stage to have a significant presence in GLP-1s. “It’s a space Dr. Reddy’s is focused on,” said Kalawadia. “We’re not making definitive statements, but we’re working aggressively to be a major player, which requires meticulous execution.”

BIOSIMILARS Biosimilars have also made inroads among generic suppliers.

But development is lengthy and expensive. McKinsey estimates that it costs $100 to $300 million to develop a biosimilar and that it takes between six to nine years to go from analytical characterization to regulatory approval.

Rewards, however, can be high. The U.S. biosimilars market grew at a CAGR of 21% from 2019 to 2023, with sales rising from $4.5 to $9.3 billion, Alira Health said. Key drivers include regulatory advancements and updated FDA guidance on biosimilar interchangeability. Biosimilars are expected to surpass $64 billion by 2028, buoyed by patent expirations, more biosimilar approvals and more generic suppliers.

Amneal said it has five biosimilars in the pipeline. Three others are already available for treating cancer: Releuko (filgrastim-ayow) and Fylnetra (pegfilgrastim-pbbk), both developed in collaboration with Kashiv Biosciences, LLC, and Alymsys (bevacizumab-maly), created under a partnership with mAbxience. By working with partners, Amneal controls costs and guarantees supplies.

A long time manufacturer of biologics/biosimilars, Dr. Reddy’s plans to increase its presence in these categories worldwide.

32 February 2025 DRUGSTORENEWS.COM

For generics suppliers, relatively new categories like biosimilars and GLP-1s generate attractive profits, high demand and less competition than some traditional generics.

Late last year, the FDA approved Celltrion’s Steqeyma (ustekinumab-stba). The biosimilar “mimics” Johnson & Johnson’s Stelara (ustekinumab) for subcutaneous injection or intravenous infusion in adults and children with plaque psoriasis and psoriatic arthritis, as well as adults with Crohn’s disease and ulcerative colitis. Celltrion also offers Zymfentra (infliximab-dyyb), another immunologyfocused biologic.

Several weeks ago, Fresenius signed a licensing agreement with South Korea’s SamChunDang Pharm. Under the agreement, Fresenius Kabi will exclusively commercialize SCD’s aflibercept biosimilar candidate in the United States and several Latin American countries. Aflibercept is used to treat various ophthalmic disorders, including wet age-related macular degeneration.

And earlier this year, Evernorth Health Services announced it will offer a Stelara biosimilar available for $0 out-of-pocket for eligible patients of its specialty pharmacy, Accredo. The interchangeable biosimilar will be produced for Evernorth’s affiliate private label distributor, Quallent Pharmaceuticals.

It will be available for most patients through Quallent’s copay assistance program and is expected to save patients about $4,000 annually. The biosimilar price will be more than 80% lower than the list price of Stelara. Stelara is used to treat moderate to severe plaque psoriasis.

PHARMACY: GENERIC DRUGS

LEGISLATIVE IMPACT For better or for worse, several newly passed and proposed bills and FDA legislation could have a significant impact on the future of the generic drug segment. A big challenge, though, is that there is often a disconnect between reality and how policy makers perceive the industry.

“Many members of Congress know about the generics industry, but many aren’t aware of our challenges or how to help us help Americans,” said Dr. Hafrun Fridriksdottir, president of Hikma’s generics division. “Generic manufacturers are different from Big Pharma—we provide 90% of medicines for less than 20 percent of all dollars spent. We need regulations and policies that favor generics approvals, manufacturing and adoption. In 10 years, generics and biosimilars have saved patients and U.S. healthcare $2.9 trillion.”

Listed below is some potentially important legislation: S. 2305 - Biosimilar Red Tape Elimination Act (introduced 7/13/2023) The bill establishes a presumption that an approved biosimilar is interchangeable with the reference product without the need for additional evidence from the manufacturer. It removes the applicable exclusivity periods for a first interchangeable biosimilar (i.e., a product that is the first interchangeable biosimilar to be approved with respect to the reference product).

S. 2780 & HR 5429- Medication Affordability and Patent Integrity Act (introduced 9/13/2023) This Act would require the sponsor of any application, including any drug or biologic application, to certify to both the FDA and PTO that information submitted to each agency is consistent with information submitted to the other. This clarification will help address gaming of the patent system by brand drug manufacturers.

According to the bills’ sponsors, drug manufacturers are supposedly “able to unfairly extend the exclusivity period for a drug by submitting partial information for their initial patent, in order to help secure subsequent patents down the road” due to “incomplete coordination” between the FDA and PTO.” Proposed legislation aims to “lower prescription drug costs by closing [such] oversight gaps.”

S. 150-Affordable Prescriptions for Patients Act of 2023 (passed 07/11/2024) S. 150 streamlines patent litigation and accelerates patient access to affordable biosimilars by capping the number of patents that brand-name pharmaceutical companies can assert in Biologics Price Competition and Innovation Act patent litigation. By limiting the number of patents that can be asserted, the legislation would prevent brand manufacturers from moving the goalposts and keeping lowercost medications out of patients’ hands.

FDA-The Drug Supply Chain Security Act (DSCSA) (signed into law 2013) The DSCSA became law in 2013. Its primary goal is to prevent counterfeit drugs from entering the pharmaceutical supply chain. It requires manufacturers, wholesalers, re-packager, and dispensers to implement serialization and traceability measures in stages over a 10-year period, culminating in comprehensive system-wide changes and drug manufacturer compliance by November 2024.

34 February 2025 DRUGSTORENEWS.COM

Dr. Reddy’s is focusing on biosimilars in immunology and oncology, with several drugs under development, including Denosumab, for treatment of postmenopausal women with osteoporosis and for preventing skeletal-related events in people with bone metastases from solid tumors. It is also developing Abatacept, for treating adults with moderately to severe active rheumatoid arthritis.

“Much ground work is being done to establish the United States front end while we focus on execution of delivering finished goods,” he added. “We’ve been in biologics for 25 years, primarily in emerging markets. We’re currently building our commercial organization in the United States, scaling up with dedicated manufacturing facilities and a categoryspecific sales and management team. We’re continuing to build awareness of Dr. Reddy’s in this space since FDA regulatory clarity emerged three or four years ago.”

UNITED STATES & WORLD EVENTS The U.S. political climate and world events could also impact the generics industry in 2025. Unfortunately, suppliers have no control. In some cases, they can only choose how to react by preparing alternative resources.

“There’s lots of activities happening globally,” said Kalawadia. “We’re closely watching [possible] geopolitical

According to IQVIA, U.S. sales of liraglutide injection, 6 mg/mL, were approximately $1.3 billion in the 12 months ending October 2024.

PHARMACY: GENERIC DRUGS

According to Milan Kalawadia, CEO, Dr. Reddy’s North America, the company has a 20+ year history of manufacturing and commercializing biologics/biosimilars in various markets throughout the world. Over the next few years, he explains, Dr. Reddy’s North America will focus efforts on becoming a key biologics/biosimilars player in the U.S. market.

risks, what’s happening worldwide, the various wars and how the new administration imposes potential tariffs.

Supply chain is another area we’ll continue monitoring.

Shipping routes have been disrupted and costs associated with shipping have increased. We’re working to secure our supply chain, ensuring we have required inventory for customers.”

As a U.S.-based manufacturer and distributor, Hikma has fewer concerns. But Fridriksdottir does worry about drug shortages and believes “stronger government partnership” could alleviate them. “One example is the widely used ADHD medicine lisdexamfetamine, which has been in short supply for over two years,” she said. “Generic manufacturers like Hikma could quickly help solve shortages if provided adequate quota of Advanced Pharmaceutical Ingredients by the U.S. Drug Enforcement Administration.”

Still, Hikma had a successful 2024 and is bullish on 2025.

“We have many reasons for optimism,” said Fridriksdottir.

“We have great people, a growing portfolio, world-class manufacturing and a quality record. Many medicines we make are essential to the U.S. health care system.” dsn

36 February 2025 DRUGSTORENEWS.COM

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Hair Care Trends for 2025 Retailers look for fresh ways to build hair care volume

M

ass market retailers want to extend their dominance of what is on track to be a $13.75 billion hair care industry in 2025, based on Statista data. The mass market commands 66% of sales, according to Circana.

Drug and discount stores need to contend with specialty and department stores encroaching on their turf to maintain that dominance and tease out more dollars. Prestige hair care sales increased of 9% bested the 2% gains in mass, per Circana. Both Sephora and Ulta Beauty have upped their commitment to hair brands.

To counter those moves, mass merchants are banking on several trends to keep hair care sales healthy. In addition to introducing new merchandising strategies—such as CVS repositioning on-trend brands at the end of aisles and Walmart grouping all brands together in unified displays—retailers are also closely monitoring these emerging trends.

Famed Names Linking with a famous name is a traffic draw and has been a boost for brands, especially when the star is active in its marketing.

Emboldened by Being Frenshe’s skin and body collection’s success, founder Ashley Tisdale, in collaboration with Maesa, expanded into hair care. Beyond her recognizable name, Tisdale had a backstory to entering what she calls “hair wellness” since she suffers from alopecia areata. Her range (exclusively at Target) zeroes in on scalp health and hair hydration.

38 February 2025 DRUGSTORENEWS.COM

I NS I D E

Target identified the debut of Blake Lively’s Blake Brown hair care range as the largest hair care launch in its history. All eyes will be on the rate of return purchase for the fledgling brand.

Courtney Adeleye might not be a celebrity, but she is known in the hair industry thanks to The Mane Choice, which she sold to MAV Beauty Brands in 2023. She’s back in the business with Watch & Sea, a hair care line with ocean-derived ingredients.

The Roots to Success: Ingredient Stories The skinification of hair shows no signs of slowing. Many emerging formulas harness the benefits of skin care ingredients, such as collagen and hyaluronic acid.

That’s one reason skin care brand CeraVe is entering the hair category. The launches include the Anti-Dandruff Shampoo and Conditioner, formulated to help eliminate visible flakes without disrupting the scalp barrier. “As we looked ahead to the future of CeraVe, we felt that hair and scalp care were a natural progression for the brand,” said senior vice president and global head of professional sales and marketing for CeraVe, Tom Allison.

Rosemary is a buzzy ingredient that isn’t slowing down.

“Rosemary hair care is super trendy right now because many people are looking for natural ways to make their hair healthier and stronger,” said Juan Morillo, marketing director for Okay Pure Naturals. “Rosemary is a powerful ingredient used for centuries to help hair grow and keep the scalp healthy.”

Ben Huang, president of Luseta Beauty, sees a continued rise in products infused with natural powerhouse ingredients like biotin, collagen and hyaluronic acid. His brand is launching several new collections early this year, including a Nourishing Manuka Honey line.

“Shoppers are approaching hair care much like skin care, focusing on creating a healthy foundation for beautiful hair,” Huang said. “Strengthening treatments, damagerepair solutions, and products offering heat protection are seeing significant demand.” Shoppers also desire muti-multifunctional options.

“As we looked ahead to the future of CeraVe, we felt that hair and scalp care were a natural progression for the brand.”

– Tom Allison, SVP and global head of professional sales and marketing for CeraVe

40 February 2025 DRUGSTORENEWS.COM

BEING FRENSHE Hair care product line There have been purple shampoos to keep blonde hair from fading and now Skin Centrick has a Black Hair shampoo that does double duty by providing hair with a deep, rich black color while also cleansing and conditioning. The formula enhances overall hair health, added Chithra Kannan, founder and CEO of the brands.

Reducing Packaging Waste Solid hair products that eliminate the need for water and excess boxing are expected to achieve critical mass in 2025. Ulta Beauty is getting behind bar products by including Ethique in its mix. Several other mass contenders in the bar category include Kitsch, HiBAR and Love Beauty and Planet.

EVA NYC recently updated its packaging to 25% recycled aluminum and a minimum of 50% post-consumer recycled plastic, reducing total greenhouse gas emissions and making it recyclable.

Boosting Profits with Accessories An assortment of hair care grooming needs is one competitive edge mass marketers possess versus the competition. Firstline is launching a range of products that are strategically aligned with emerging trends. Firstline’s commitment to sustainability is also evident in the CBFF Eco-Friendly Vented Detangler, designed with environmentally conscious materials to deliver tangle-free hair care while minimizing environmental impact.

Firstline addresses men, too, with the expansion of its WavEnforcer line of caps, which offer overnight protection for braids, waves, twists, locs and other textured styles.

“As multi-purpose hair tools and men’s grooming continue to gain momentum, Firstline Brands is at the forefront, offering solutions that blend style, innovation and value,” said Firstline CEO Joni Odum. “With these launches, Firstline is poised to remain the go-to brand for consumers and retailers alike.” dsn

HEALTH: DIABETES

Diabetes Developments New technology, more product offerings and better awareness are changing diabetes management

By Nicole Stempak

A

little more than a century ago, diabetes was a death sentence.

That all changed in January 1922, when a 14-yearold boy in Toronto with type 1 diabetes became the first patient to receive insulin.

In the years since, researchers have advanced their understanding of diabetes mellitus, a chronic disease and metabolic disorder that results in elevated blood glucose levels. An estimated 38.4 million people in the United States have diabetes, or 11.6% of the population, according to the National Diabetes Statistics Report.

Of them, about 90% to 95% have type 2 diabetes. An additional 97.6 million U.S. adults have prediabetes, meaning that they have higher than normal blood sugar and are at increased risk of developing type 2 diabetes.

“Diabetes is a major contributor to the burden of cardiovascular disease, kidney disease, blindness and risk for amputation,”

42 February 2025 DRUGSTORENEWS.COM

“These new advances in technology are improving the quality of life for people living with diabetes.”

— Geolyn Gonzalez, chief sales marketing officer, Total Resources International

said Joshua J. Neumiller, PharmD, CDCES, FADCES, FASCP, president-elect for health care and education at the American Diabetes Association. “Fortunately, therapeutic advances (medications and technologies) and greater public awareness about these risks and the importance of managing blood glucose and other cardiovascular disease risk factors can help reduce an individual’s risks for diabetes-related complications.”

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*

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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

HEALTH: DIABETES

Geolyn Gonzalez, chief sales marketing officer at Total Resources International, said she is seeing an increased technology adaptation for diabetes management. “These new advances in technology are improving the quality of life for people living with diabetes,” she said.

The rapidity of advances in diabetes care can be difficult to believe. The Food and Drug Administration approved the first continuous glucose monitoring system with a fully implantable glucose sensor and compatible app for adults in June 2018.

“The diabetes treatment landscape has changed dramatically over the last five to 10 years, with agents from the GLP-1 receptor agonist and SGLT2 inhibitor classes now recommended for people with type 2 diabetes and established or high-risk for cardiovascular disease, heart failure or kidney disease to protect the heart and kidneys,” Neumiller said. “Over-the-counter CGM devices are also now available for people with prediabetes and people with diabetes not using insulin to provide insights on how medications, diet and physical activity impact their blood glucose.”

The breadth and continual refinement of diabetes testing supplies has also led to better patient outcomes. The Droplet Micron 34G x 3.5mm is the shortest and thinnest pen needle ever and has addressed one of the principal barriers to effective therapy: injection discomfort, said Carl Ward, general manager at HTL-Strefa.

Brandon Faber, director of sales and marketing for Allison Medical, maker of the SureComfort Brand of Insulin Pen Needles and Syringes, said that fierce competition means that beyond quality products, companies also have to provide a consistent experience.

“The diabetic end users can count on the same quality of products and customer care they have experienced and enjoyed for years,” Faber said.

Faber added that consistency is important at the supplier level, too. “The space behind the pharmacy is very crowded,” he said. “Competition is tight. You have to separate yourself and stay consistent and gain the trust of the leaders at the chains and independents.”

Sarah Hanssen, vice president of sales and marketing for UltiMed Inc., said that pharmacists have to be mindful of other topical issues that could affect patient outcomes, such as rising out-of-pocket costs, the FDA’s safety alert about plastic syringes made in China and the recent 100% tariff on syringes and needles from China. A growing number of consumers are concerned about the environment and willing to pay more for a product with sustainable packaging.

“They’re looking for easy solutions to keep needles out of the public waste stream,” Hanssen said. “We see a desire to responsibly dispose of sharps, as evidenced by consumers returning to their pharmacy with makeshift sharps container solutions like a plastic bag or soda bottle full of used sharps.”

The UltiGuard Safe Pack dispenses 100 new pen needles along with a sharps container built right into the packaging.

44 February 2025 DRUGSTORENEWS.COM

Droplet Micron 34G x 3.5mm Pen Needle HTL-Strefa

Treat Urself Diabetic Wound Care Kit Total Resources International

“The UltiGuard Safe Pack is specifically designed to safely contain used needles, preventing accidental injuries and ensuring sharps are disposed of in a manner that protects public and environmental health—all from home,” Hanssen said.

Advancements in diabetes care from a provider perspective and better awareness or understanding of the chronic disease are creating new opportunities for the market, too.

Gonzalez said Total Resources International will be launching four new items at Walmart and Walgreens this year, starting with the Treat Urself Diabetic Wound Care featuring SILVEX wound gel and silicone foam pads to treat foot and leg ulcers.

“We want consumers living with diabetes to be educated on wound care management and have innovative products to treat their wounds,” Gonzalez said. “We also want them to feel empowered to care for their wounds themselves, from the comfort of their own home.”

Thanks to the array of products on the pharmacy shelf and behind the counter, managing diabetes is a lot more personal.

“Education and knowledge are essential for people to optimally live with and manage diabetes,” Neumiller said. “It is important for people living with diabetes to communicate closely with their diabetes care team about their management plan, goals and available treatment options.” dsn

HEALTH: VITAMINS

Health and Immunity Focus Consumers are seeking innovation in how vitamins are delivered

By Amanda Baltazar

T

he vitamins, minerals and supplements market was worth $37 billion in the United States in 2024, according to the Nutrition Business Journal, in a forecast developed by market research company Mintel. It’s expected to grow to $41 billion by 2029.

Almost 60% of vitamins, minerals and supplements are sold online, according to a report from Mintel, “Vitamins, Minerals, Supplements – U.S. – 2024.” Data from NielsenIQ shows that drug stores are getting just $3 billion of this business. This means there’s a lot of room for drug stores to grow and a lot of innovation so there’s plenty for stores to tout.

Delivery methods One thing that’s changing is how these products are delivered, said Chuck Tacl, senior vice president of sales and business development, Mason Vitamins, Miami Lakes, Fla.

46 February 2025 DRUGSTORENEWS.COM

“Consumers are leaning toward “ a tailored, one-ingredient approach, compared to the conventional holistic multi-vitamin solutions.”

— Mintel’s Vitamins, Minerals, Supplements U.S. - 2024 report

Gummies are Americans’ favorite format, but as consumers experience “pill fatigue,” other formats are seeing strong growth.

Mason Vitamins is “predicting other forms will pick up.”

NielsenIQ said in-store gummy sales are the most popular, followed by softgels, capsules and tablets.

While gummies continue to be popular in the Nature’s Way portfolio, there’s growth in capsules, tablets, powders and

†This statement has not been evaluated by the Food and Drug Administration.

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*Compared to Magnesium Oxide. **Based on the herbal equivalent of Ceylon Cinnamon 10:1 Extract plus Berberine HCl.

HEALTH: VITAMINS

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liquids, said Laura Chamberlain, chief customer officer. And she thinks consumers can expect more experimental formats.

Consumers want products that are easy to take, said Miranda Lo, VP of Olly, such as gummies, small capsules or lollipops.

According to NielsenIQ data, the biggest categories of vitamins and supplements are general health, digestive supplements, immunity, heart health, beauty, mental performance and sleep aids. And the top products are multi-vitamins (by far), followed by magnesium, vitamin B and vitamin D. Products doing well for Mason Vitamins are magnesium; products for digestive health; probiotics and prebiotics; colon cleanse; prostate therapy; and ashwagandha, said Tacl.

Antioxidants are swinging back into popularity, said Chamberlain, and mood and stress supplementation have continued to be popular, she said.

Last year Pharmavite introduced two new products in response to customer demand: Nature Made Advanced Multivitamins and Zero Sugar Gummies “in response to gaps we identified in the market,” said Rhonda Hoffman, executive vice president, chief growth officer. But she pointed out that consumers lean toward products that are general or preventative and are increasingly seeking focused solutions to meet their unique needs.

Nature’s Way is also seeing a move toward more herbal products in mainstream drug stores. “The natural channel has been our core focus but we’re seeing this emergence of younger consumers dabbling in that space,” said Chamberlain. “We are putting more time and attention to this, [and] it’s an area that will continue to expand.”

A big factor in all of this is personalization, said Chris Czech,

48 February 2025 DRUGSTORENEWS.COM

senior director of sales, Nature’s Way. Many consumers are looking to avoid prescriptions and want products specific to their needs, he said.

Consumers are leaning toward “a tailored, one-ingredient approach, compared to the conventional holistic multi-vitamin solutions,” said Mintel’s report. They’re aiming to care for their own unique health needs and lifestyle choices.

According to the Centers for Disease Control and Prevention, more than 70% of Americans are overweight or obese so the launch of GLP-1 drugs has been revolutionary.

GLP-1s help consumers lose weight by decreasing their cravings and appetite. However, they have other unwelcome side effects, such as GI issues and low energy due to limited food intake.

“Sometimes the unpleasant effects are holding them back from staying with their GLP1 medications,” said Erin Palinski-Wade, a registered dietitian on the advisory board for Replenza. “We want to ensure they’re meeting their nutritional needs and feeling their best.”

Replenza Labs launched Replenza in November to help consumers taking GLP-1 drugs obtain their nutrients. The company offers two products, Daily Replenisher and Daily Nutritional Supplement. The former aids muscle recovery, digestive health, skin elasticity and provides electrolytes; the latter provides 22 vitamins and minerals and supports gut health.

“It’s really helping [people] be more compliant with their GLP1 medications,” said Palinski-Wade.

Replenza products are sold in retail pharmacies, as well as grocery stores and online. In drug stores they’re best merchandised on the pharmacy counter, said Ann-Marie Mullen, senior vice president of marketing, and in the digestive and weight-loss sections of the store “because that’s where people will find us logically.”

Chamberlain of Nature’s Way expects to see more focus on joint health as GLP-1 users lose weight and start being more active. Liquid Joint Movement Glucosamine has been popular and a stick powder is coming out this spring to offer another option to consumers.

Many GLP-1 users also have dietary issues because the drugs slow users’ digestive tract “so probiotics are important, she adds.

And hair, skin and nails can be impacted because they’re often neglected by supplements, which are sending their goodness primarily to internal organs. dsn

Continue reading full story here

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LAST WORD

Fixing the Pharmacy The e-prescribing network in place today has had a good run, but it was built on faulty assumptions

By G. Cameron Deemer

““

Twenty years ago, pharmacy accidentally shot itself in the foot and made it almost impossible for pharmacists to take their place as deeply collaborating members of the patient care team.

The irony is that this mistake came on the heels of a tremendous success.

By the early ’90s, the pharmacy claims process was efficiently digitized. Claims were flowing electronically between pharmacies and PBMs, adjudicated instantly and results were delivered in seconds to the store. No more paper!

The claims networks were highly standardized, making it simple for new entrants in the market to design and certify systems.

By the early ’00s the major PBMs were emboldened to turn the same technology infrastructure into a network for the digitization of the prescription process.

And this is where the problem started.

The pharmacy associations were rightly alarmed that they were not leading this initiative; they saw PBM involvement as disintermediating the pharmacist’s relationship with the

50 February 2025 DRUGSTORENEWS.COM

G. Cameron Deemer is CEO of health technology company DrFirst, which developed the first certified solution for electronic prescribing of controlled substances.

doctor. In reaction, they also created a digital prescription network. But the real issue wasn’t disintermediation, it was the assumptions underlying the design of the network.

Our collective error was applying the same toolset to prescription delivery that made claims processing such a success. It seemed like the right solution in 2001. At that time, prescriptions were paper-based, there was a many-to-many problem and unreliable manual delivery and illegible handwriting were key issues. All those factors led to the obvious conclusion that a claims network would serve well as a prescription network.

But a prescription is not a claim. One is financial, while the other is clinical.

One is transactional, but the other is collaborative. One is simple, and the other is complex.

Treating an electronic prescription as though it were a claim—a paper document to be digitized and handed off from one person to another—effectively limits the pharmacist to acting without clinical context, without collaboration,

even without the systems involved recognizing that workflows differ for different drugs. We can do better.

The e-prescribing network in place today has had a good run, but it was built on faulty assumptions. It solved the simple task of sending a message from here to there, but pharmacists need far more than a copy of the script to fully work at the top of their license.

Innovation is coming, however, and I’m encouraged to see industry leaders and state governments pushing for change. For example, California created regulations that make it easier for more forward-thinking networks to begin serving pharmacies and prescribers.

Pharmacy deserves a prescription network that enables dedicated, skilled and knowledgeable clinicians to apply their minds to each patient’s health conditions and the steps needed to move those patients toward positive outcomes.

Two decades ago, we built the network wrong. Now, let’s build it right. dsn

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