October/November 2017
Inside: DIFFERENTIATE YOUR RETAIL EXPAND YOUR CLINICAL SIDE KNOW YOUR CUSTOMERS
Beyond the Bottle
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COVER STORY: BEYOND THE BOTTLE The future of a pharmacy — a viable one — lies beyond filling bottles. Whether on the retail side or with patient services, you need to look ahead. Here are some people who do.
3 prescript So much to write, so little space! Membership. Advocacy. Foundation. Events. CEO Bob Coleman offers an update on his first few months at the helm.
4 news
10 legal injection
23 contact us
What’s happening in the Georgia pharmacy world Farewell to a pharmacy champ, patent shenanigans, pharmacists getting the blame, and more — it’s all in the latest news
What keeps pharmacists’ lawyers up at night: All the ways you can be held liable
Who does what at GPhA — and how to reach us
21 PharmPAC Investors in the future of pharmacy in Georgia
24 postscript Step up to the plate You need to do more for your patients
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9 calendar 5
Upcoming events and classes
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SUBSCRIPTIONS
Georgia Pharmacy magazine is the official publication of the Georgia Pharmacy Association. Unless otherwise noted, the entire contents of this publication is licensed under a Creative Commons AttributionNonCommercial-ShareAlike 4.0 International license. Direct any questions to the editor at akantor@gpha.org.
October/November 2017
Chief Executive Officer Bob Coleman President and Chair of the Board Liza Chapman President-Elect Tim Short Immediate Past President Lance Boles
Director of Communications & Editor Andrew Kantor akantor@gpha.org Art Director Carole Erger-Fass ADVERTISING All advertising inquiries should be directed to Denis Mucha at dmucha@gpha.org or (404) 419-8120. Media kit and rates available upon request.
Georgia Pharmacy is distributed as a regular membership service, paid for with membership dues. Non-members can subscribe for $50 per year domestic or $65 per year international. Single issues are $10 per issue domestic and $20 international. Practicing Georgia pharmacists who are not members of GPhA are not eligible for subscriptions.
POSTAL
Georgia Pharmacy (ISSN 1075-6965) is published bi-monthly by GPhA, 6065 Barfield Road NE, Suite 100 Sandy Springs, GA, 30328. Periodicals postage paid at Atlanta, GA and at additional mailing offices. POSTMASTER: Send address changes to Georgia Pharmacy magazine, 6065 Barfield Road NE, Suite 100 Sandy Springs, GA 30328.
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Dedicated to Our Members since 1909. phmic.com
800.247.5930 Our Mission To help our customers attain peace of mind through specialized insurance products, risk management solutions, and superior personal service.
prescript
So much to write, so little space! As I write my sophomore edition of Prescript, I think about what GPhA has accomplished in the last four months — as well as what lies ahead — and I wonder how I’m going to get that all into 450 words! Let me start by saying I could not be BOB COLEMAN more excited about the future of our association. I am happy to report that our membership renewal efforts have been going well. It’s clear that GPhA members see the value! Growing membership is not only about keeping the members we have, but also acquiring new members. I’ve said before that I was counting on you to help grow membership numbers. To help you do that, I’m thrilled to tell you that we’re going to be rolling out two new programs in the next few months: The 100% Club and The President’s Circle. They’re designed to reward you, your co-workers, and your staff for helping to grow GPhA membership. Look for details coming soon. GPhA’s core competency is advocating for you in the halls, nooks, and crannies of government. Just before I wrote this, GPhA’s Legislative Policy Committee met and made its recommendations for the issues we should work on in the upcoming legislative session, and the board of directors approved those recommendations. As always, please consider making an investment in PharmPAC. It’s our future! The Georgia Pharmacy Foundation Board met recently as well. We congratulate Jim Bartling on being voted in as the new chair of the board and thank John T. Sherrer for his dedicated service as the outgoing chair. We welcome Lindsey Welch to the Foundation Board, and welcome back Liza Chapman and Brian Robinson who accepted reappointments. If you haven’t made a contribution to the foundation yet, please do so as soon as possible. I was October/November 2017
GPHA’S CORE COMPETENCY IS ADVOCATING FOR YOU IN THE HALLS, NOOKS, AND CRANNIES OF GOVERNMENT.” moved by a $300 contribution made recently by a GPhA member who received a foundation grant when she was a student and wanted to pay it forward. A few more updates In July, GPhA hosted the Southeastern Pharmacy Officers Conference, with representatives from the pharmacy associations of Alabama, Florida, Louisiana, South Carolina, Tennessee, and Virginia visiting to share ideas and hear from speakers from CPESN and the Tennessee Pharmacy Association. Dates have been set for GPhA’s Fall Regional Legislative Briefings. Please make sure to attend the one in your area. Check out GPhA.org/ briefings for dates, times, and locations. I’m looking forward to meeting many of you during these events. Lastly, I’m heading off to Nashville to make sure everything is set for the 2018 Georgia Pharmacy Convention (June 20-24). We’ll be scouting the best venues for event activities and entertainment. As always, watch your e-mail and check the GPhA website for more information as we get closer. We enjoy hearing from you. Please feel free to offer criticism, compliments, thoughts, or ideas anytime. We appreciate them all. Georgia Pharmacy A S S O C I AT I O N
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Bob Coleman is chief executive officer of the Georgia Pharmacy Association. Georgia Pharmacy
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news GEORGIA’S UNINSURED RATE IS BETTER, BUT STILL BAD Georgia’s uninsured rate dropped to only 12.9 percent — but we’ve still got the third-highest rate in the nation according to the CDC’s 2016 figures. (Only Texas and Oklahoma are worse.) And did you know that it’s illegal in Georgia for a state employee to advocate for Medicaid expansion?
WHAT’S YOUR CPE LOOK LIKE? Let’s see… 30 hours every two years, so you should have about 10.4 hours of CPE completed by now. Are you behind? You might want to check out our CPEasy webinars, or even our print-and-mail CPE lessons. It’s all available on GPhA.org/education. Or you could, you know, just panic next October when the licensure deadline looms. Your call.
read more @ gphabuzz.com
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BRUCE BROADRICK RESIGNS Georgia representative and pharmacist Bruce Broadrick has announced his resignation, citing health issues that limit his ability to travel to Atlanta. Here is where we would normally write the usual, “We enjoyed working with him and wish him the best,” but in Broadrick’s case that wouldn’t be nearly enough. We loved working with Bruce. He was — he is — dedicated, intelligent, passionate, accessible, and supportive: a true professional in every sense of the word, and a champion for pharmacists in the five years he’s been in the legislature, as well as a tireless worker for all the citizens of his district. Broadrick’s pharmacy leadership began even before he was a state representative — he was also an active member of GPhA, and served as the association’s president from 1995 to 1997. In 1999, he was presented with Bowl of Hygeia, the highest honor the association bestows upon a pharmacist. Reach out to Bruce. Thank him for all he’s done. You may not realize all the ways he’s helped make it easier to practice pharmacy in Georgia, and to better care for your patients,
but believe us — he’s been on the front lines fighting for you. A virtual handshake, pat on the back, and sincere thank you is in order from all of us. Broadrick’s September 15 resignation was effective immediately. Governor Deal has not yet announced when a special election will be held to fill the seat.
WOOF! This story is getting so much airtime we had to include it. Yes, apparently sleeping with your dog in the room is a good thing according to a Mayo Clinic study — but not actually in the bed, which can make sleeping more difficult.
October/November 2017
(American) Indian giving Got a patent you want to protect? Why not sell it to the Mohawk Tribe? That’s just what Allergan did for its dryeye drug Restasis: It’s paying the tribe $13.75 million to take the patent; in exchange, the Mohawk will claim sovereign immunity in order to dismiss a patent challenge in the United
States Patent and Trademark Office. The tribe will then lease the patents back to Allergan, and will receive $15 million in annual royalties as long as the patents remain valid. Pundits wonder: Could Pfizer be next (think Prevnar 13)? Or AbbVie?
HOW MUCH NALOXONE SHOULD FIRST RESPONDERS CARRY? Georgia’s PharmD on Demand crunched the numbers. THE ANSWERS?
Do you really need to finish your antibiotics? You absolutely must take your full course of antibiotics, right? That’s been the conventional wisdom to prevent antibiotic-resistant drugs. But that might not be right. A July 27 paper in the British Medical Journal, “The antibiotic course has had its day,” points out that, “With little evidence that failing to complete a prescribed antibiotic course contributes to antibiotic resistance, it’s time for policy
makers, educators, and doctors to drop this message.” One physician wholeheartedly agrees, writing: “[I]n the last two decades, we actually have had dozens of clinical trials published demonstrating that shorter courses of antibiotics are just as effective as longer courses. Furthermore, the shorter-course regimens led to lower rates of antibiotic resistance.”
JAPANESE STUDENTS PAY A VISIT
October/November 2017
LAW ENFORCEMENT 4 mg nasal spray per officer and 4 mg available for K-9 partner (usual dose 0.04-0.1mg/kg nasally)
EMS FIRST RESPONDERS Two 2-mg naloxone prefilled syringes per EMT
A group of student pharmacists from Hiroshima University stopped by the GPhA Headquarters as part of a week-long visit to learn more about pharmacy in Georgia and the U.S.
EMS DRUG BOXES
GPhA CEO Bob Coleman is on the left, next to Christine Klein, Mercer’s vice chair of experiential education. On the right is 2014 Mercer grad Stephanie White, PharmD.
Four 2-mg naloxone prefilled syringes
Georgia Pharmacy
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news
Representing pharmacists and pharmacies before the Georgia Pharmacy Board, GDNA and DEA.
Georgia gets some cash to fight opioids
AREAS OF PRACTICE Professional Licensing Medicare and Medicaid Fraud and Reimbursement Criminal Defense Administrative Law Healthcare Law Legal Advice for Licensed Professionals
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Georgia Pharmacy
The CDC is giving states, including Georgia, $28.6 million to track — and prevent — opioid abuse. The money is part of three programs: Prescription Drug Overdose: Prevention for States, the Data-Driven Prevention Initiative (DDPI), and Enhanced State Opioid Overdose Surveillance (ESOOS). The latter two include money for Georgia. The DDPI will pay to “scale up prevention activities that include increasing the use of prescription drug monitoring programs and improving clinical feedback from these systems,” and the ESOOS funds will be used by medical examiners and coroners “for enhancing their surveillance activities.”
COST OF DRUGS TOO HIGH? BLAME THE PHARMACY, OF COURSE At least that’s the takeaway from J.D. Power (you know, the company that rates satisfaction). According to the company’s 2017 U.S. Pharmacy Study, decreases in satisfaction with both brick-and-mortar and mail order pharmacies are driven primarily by declines in satisfaction with cost. October/November 2017
SO WHAT DOES IT REALLY COST TO BRING A DRUG TO MARKET?
In case Zika isn’t enough …
A new study that looked at 10 cancer medications found that the median development cost was only $757 million per drug — not the $2.7 billion that companies often cite when justifying soaring drug prices. The drug makers saw a total 700 percent return on investment. But wait! say critics. That doesn’t take into account all the failures that happen before a working medication is created. But wait! point out the authors. Yes, it does. The figures “include the companies’ total spending on research and development, not just what they spent on the drugs that succeeded.” More to come on this, we’re sure.
Every Georgia county will have a health insurance provider in 2018
… you can always worry about West Nile virus, which is already posting bigger-than-average numbers in Georgia this year. The Department of Public Health has confirmed nearly 20 human cases of West Nile virus so far this year, including at least three deaths. In 2016, there were a total of only seven human cases of the virus, and no deaths from it.
Concerned about the USP-800 engineering requirements for your pharmacy?
Blue Cross Blue Shield has agreed to stay in any county — there are 85 — where there’s no other health insurer. However, it will not be available in the 74 counties that have other insurers. Health insurers in Georgia and across the country have left counties where they were losing money when Congress refused to make subsidy payments promised* under the Affordable Care Act. But both Republican and Democratic lawmakers are pushing for those subsidies to be paid, so the insurance picture is likely to change. About 300,000 Georgians buy individual policies from BCBS. Sort of. It’s a legal mess because, while the ACA requires the subsidies, Congress never made an appropriation for them.
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October/November 2017
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news
GDNA’s Rick Allen Retires The seven-year tenure of Rick Allen, director of the Georgia Drugs and Narcotics Agency, has ended with his retirement on August 31. A licensed pharmacist and 1974 graduate of the UGA College of Pharmacy, Allen spent 15 years as a GDNA agent and later senior agent; in fact, he joined the agency in 1976 when it was still known as the “Office of the Chief Drug Inspector.” He became GDNA’s interim director in 1991, and served as deputy director from 1992 to 2010. In April 2010 he took over as director. On the national front, Allen was appointed in 2015 to the National Methamphetamine Pharmaceutical Initiative Advisory Committee of the Office of National Drug Control Policy — a public health and safety initiative for which he received accolades from the Georgia Board of Pharmacy. Beyond his official duties, he was named president of the International Narcotic Enforcement Officers Association in 1997, and president of the UGA College of Pharmacy Alumni Association for 2010 to 2011. Allen was well-respected and well-liked throughout the pharmacy community. From GPhA’s perspective, working with Rick was a pleasure; he was a consummate professional who was always receptive and accessible. We wish him an enjoyable and long retirement — it was certainly well earned. Allen is succeeded by Dennis Troughton, a former retail pharmacist and independent pharmacy owner from Kennesaw. October/November 2017
New GPhA Members GPhA welcomes our newest members (as of September 15, 2017). Pharmacists Ken Guthrie; Kennesaw Brett Jones; Cairo Lee Canterbury; Kathleen Holly Tanner; Douglas Laura Peavy; Fort Valley Chris Land; Canton Betsy McKamey; Canton Charlene Singer; Tifton Asher Jones; Douglasville David Gamadanis; Acworth Emily Kawesa; Hiram Beau Sinyard; Albany Jake Davis; Macon Emily Clance; Canton Ashley Seaman; St Simons Island Alejandra Ozuna; Valdosta Catherine Worley; Peachtree City Erica Tolle; Cincinnati, OH Kate O’Connor; Augusta Amy Ryan; Thomasville Laurence Ryan; Thomasville Kimberly Curl; Acworth Amanda Cherry; Forsyth Tim Cherry; Forsyth Trudi Hull; Savannah Brian Buck; Athens Turkesia Robertson-Jones; Atlanta
Emily Rourk; Augusta Rejani Rajan; Decatur Mohammad Alsharhan; Atlanta Harriet Anyiwo; Cleveland, OH Anita Ben-Obi; Aurora, CO Chandra Browning; Tallahassee, FL Jordan Burt; Eva, AL Jarrid Casimir; Auburn Yisel Castaneira; Evans Wonsuk Cha; Suwanee Dennis Choi; Pensacola, FL Jerry DeBuhr; Knoxville, TN Tenzing Dolkar; Athens Christie Hamm; Opelika, AL Crystal Harrison; Augusta Meredith Higley; Savannah Kenneth Horton; Chelsea, AL Alison Moore; Colchester, VT Julie Obenauer; Williamsville, NY Benjamin Obi; Aurora, CO Olawumi Oladapo; Shul Hyung Park; Columbus Katina Richmond; Conway, SC Jasmin Venz; Sacramento, CA Xin Wang; Hubert, NC Courtney Wilborn; Roswell Geraldine Hankla; Lilburn Robert Black; Statham
Elizabeth Carroll; Americus Amy Williams; Hazelhurst Kevin Corby; Port Charlotte, FL Jeff Barwick; Centerville Vicki DeAtley; Port Charlotte, FL Jessica Cobb; Cobb Shery Eskandar; Marietta Jodie Cohan; Marietta Sheri Forman; Canton Deonna Darling; Warner Robbins Eddy Hemingway; Bethel, NC Kayci Jackson; Kathleen Shawn Klyachman; Miami, FL Timothy Jewett; Kathleen Derek Leung; Cumming Kevin Kaiser; Evans Motrinna Stryker; Atlanta Dakotah Mallery; Kennesaw Sean Sweet; Chattanooga, TN Amanda Pradarits; Bonaire Amanda Tanner; Valdosta Weaver; Cornelia GeorgiaKasie Pharmacy A S S O C I AT I O N Williams; Evans Leverett Tan Tsang; Gaithersburg, MD Courtney Robert Klem; Indian Shores, FL Prentiss Jeffery; Lithonia Pharmacy Technicians Allison Lee; Wrightsville Erin Hale; Watkinsville Marissa Peterson; Monroe Jeffery Bray; North Salt Lake, UT Shirin Zadeh; Atlanta David Collins; LaGrange Licensed Academics Rahmon Adeola; Douglasville Pooja Patel; Columbia, SC Kyndal Bayman; Valdosta Janice Ivery; Stone Mountain Kahrene Browne; Sandy Springs BLACK & WHITE OPEN Rodney Burris; Valdosta Michael Patillo; Hoschton Millie Tanner; Commerce Jeb Watkins; Toccoa Rachel Holloway; Monticello Robert Murry; Watkinsville Ivy Simmons; Savannah
New GPhA Members
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For details, registration, and more info visit GPhA.org/calendar.
calendar September 28 – October 26 Fall Regional Legislative Briefings. See GPhA.org/ briefings for details. October 5 Pharmacy Abbreviations and Calculations for Technicians October 12 Laws and Regulations in Georgia: What Pharmacy Technicians Must Know (Webinar) October 14 - 18 2017 NCPA Annual Convention Orlando, Fla. October/November 2017
October 17 Basic Training: 30 Medications and Classifications Pharmacy Technicians Need to Know (CPEasy) October 21 APhA’s The Pharmacist & Patient-Centered Diabetes Care October 22 2017 AIP Fall Meeting APhA’s Delivering Medication Therapy Management Services
November 9 Lean In: Quality Improvement in the Highly Efficient Pharmacy (CPEasy)
December 7 Medication Errors and Adverse Drug Event Prevention: New Quality Measures (CPEasy)
November 16 The Pharmacist’s Role in Improving Quality Measures and Coordination of Care (CPEasy)
December 9 Quality Prescribing National Action Plan for ADE Prevention (CPEasy)
December 3 APhA’s Pharmacy-Based Immunization Delivery: A Certificate Program for Pharmacists
December 12 Pharmacogenomics of Drug Metabolism: A New Opportunity for Pharmacists (CPEasy)
Georgia Pharmacy
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legal injection
The fault in our meds Greg Reybold, GPhA‘s vice president of public policy and association counsel, offers his perspective on issues specific to pharmacy. As a reminder, nothing in this column constitutes legal advice. If you have a legal issue or question, consult your own attorney. What types of potential liability does a pharmacist have when there has been an adverse drug event? First, it’s important to remember that just because there is an adverse drug GREG REYBOLD event doesn’t mean the pharmacist was in any way negligent. However, where there has been an adverse drug event and it may have been caused in whole or in part by a pharmacist’s action or inaction, there may be potential civil liability arising out of that pharmacist’s negligence, gross negligence or intentional misconduct. Additionally, a pharmacist may face potential licensing action if actions did not comport with Georgia law or Board of Pharmacy rules. Finally, in extremely rare cases, there may be possible criminal prosecution (e.g., if the pharmacist was filling a prescription for a scheduled drug that the pharmacist knew was not for a legitimate medical purpose). What are some common sources of liability for pharmacists? Dispensing errors that cause or contribute to an adverse drug event are the most common source of liability for pharmacists. For example, dispensing the wrong drug is the subject of many lawsuits. Suits for other errors — e.g., ‘right drug wrong dosage’ or ‘right drug, right dosage, improper instructions’ — can also occur.
Common causes for these types of errors include poor handwriting, look-alike/sound-alike drugs, unclear verbal orders, volume, and failure to properly review. These errors also sometimes go unnoticed as a result of failing to counsel the patient. Significantly, in a message to licensed pharmacists in Georgia, the Board of Pharmacy noted that “[I]n most cases, if the patient or caregiver had been counseled, the misfill of prescriptions would not have occurred or would not have left the pharmacy.”
THE BOARD DOES NOT REQUIRE YOU TO COUNSEL EVERY PATIENT BUT IT DOES REQUIRE THAT YOU OFFER TO COUNSEL Do I have to counsel every patient? The Georgia Board of Pharmacy rules do not require that you counsel every patient but it does require that you personally offer to counsel. Here’s the specific rule: Upon receipt of a prescription drug order and following a review of the patient’s record, the dispensing pharmacist shall personally offer to discuss matters which will enhance or optimize drug therapy with each patient or caregiver of such patient. Such discussion shall be in person, whenever practicable, or by telephone, and shall include appropriate elements of patient counseling, based on the professional judgment of the pharmacist.
DO YOU HAVE AN ISSUE YOU’D LIKE TO SEE ADDRESSED IN THIS COLUMN? LET US KNOW — SUBMIT IT TO GREG AT GREYBOLD@GPHA.ORG.
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Such elements may include but are not limited to the following:
actions to be taken in event of missed dose; pharmacist comments If I am made aware of an adverse drug event arising out of a prescription I filled, do I have any obligations under the law?
• name & description of drug; • dosage form, dose, route of administration, duration of drug therapy • intended use of the drug and expected action; • special directions and precautions for preparation, administration, and use by the patient; • common severe side or adverse effects or interactions and therapeutic contraindications that may be encountered, including their avoidance, and the action required if they occur; and • techniques for self-monitoring drug therapy; proper storage; prescription refill information;
Board of Pharmacy rules require immediate notification to the Board of an “[o]ccurrence at a licensed pharmacy of a significant adverse drug reaction by a customer or person receiving medication dispensed or compounded by the licensed pharmacy.” There will also likely be time sensitive notice requirements set forth in applicable insurance liability policies. Georgia Pharmacy A S S O C I AT I O N
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Use of this article, or the information it contains, does not constitute any legal advice, does NOT establish any attorney-client relationship, and does NOT create any legal duty on the part of the author or the Georgia Pharmacy Association. When making a decision that may have legal consequences, readers should consult with qualified legal counsel.
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Georgia Pharmacy 11
cover story
Beyond the Bottle Pharmacy has changed; you need to change with it. Here’s how some people have done just that. BY PHIL RATLIFF
I
f you’re not doing more than putting pills in a bottle, you’re not going to be here in five years.” So warns Jim Richards, owner of Corner Drugs in Chatsworth. We don’t need to remind you: With a few exceptions, pharmacy margins are slim; filling prescriptions alone often doesn’t pay all the bills anymore. The quaint corner pharmacy with a druggist in the back and some candy and greeting cards in the front … well, that may not cut it in the age of Amazon, MTM, big-box stores, and workplace wellness. You’re faced with a two-front war: the retail side of the pharmacy and the clinical services you can provide. Success for your practice — and your business — is a matter of finding the perfect balance.
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ways to widen razor thin margins
Differentiate your products. Don’t compete with the big guys. Why sell toothpaste at a price that won’t be competitive, when you can sell boutique items that customers can’t get anywhere else? Focus on better products with higher margins for which you are the sole supplier. Optimize your inventory. Be smart about what products you sell and unflinching about cutting those that you don’t. Constantly evaluate and be willing to change. Space is limited. Make every inch count; fill it only with moneymakers. Cross-sell. When you’re filling a prescription, recommend a product or nutritional supplement targeted for your patient. By paying attention, you can start to hone your instincts about what patients will likely need.
Think both/and, not either/or. Use your front of store’s unique products to build your dispensing business. Use your dispensing business to pull customers through an enticing gift shop. Make it all about turning patients into customers and customers into patients. Keep your pharmacy in the race. Go to health fairs and post health updates on social media tied to services you offer. Use clinical services like immunizations and diabetes coaching to drive your dispensing business — even if you aren’t billing for them. The race to expand your patient base is often won by inches, not miles. Take a fresh look. To drive up sales at Pembroke Pharmacy in Pembroke, owner Billy Conley hired his granddaughter, Kaylen Minis, as floor manager. Minis, a 20-year old business school student, has been working at Pembroke since she was 13. It turns out that she has a keen eye for what customers want: she stocked the front-end with baby clothes, tee shirts, toys, and patriotic gifts — all items that seemed to her well matched to the people of Pembroke. (When Kalen noticed flags on Pembroke front porches and storefronts, she ordered several for the store.) Thanks to her knack, gift sales at Pembroke Pharmacy shot up 30 percent. Examine your compensation structure. Incentivize your staff to help your business grow by including commissions, bonuses, etc., to reward them for increasing your sales. (Be sure to set clear sales goals for them to achieve, and to celebrate their successes.) Georgia Pharmacy 13
Coverage You Need. Service You Deserve. A Price You Can Afford.
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REINVENT FRONT-OF-STORE SALES Corner Drugs’ Jim Richards heeds his own warning — he plans to be around in five years. To make sure he’s keeping the doors open at Corner, he’s introduced an array of unique products and services, and by objective measures, Corner Drugs has found a wildly successful formula. Today, its non-pharmacy side brings in around $15,000 a month, generating eight to 10 percent of total sales — that’s up from $1,000 a month and less than one percent of sales five years ago. After accounting for profit margins — about four percent on the pharmacy side and 40 percent in the front of the store — it’s safe to say that Richards has reinvented his business model. Richards attributes his success to filling his front-end pharmacy with unique products and services designed to catch the eye of patients who walk through the store to fill a prescription. Out are items like toothbrushes and toothpaste. “Walmart does that cheaper and better,” he says. In are boutique services like monogramming and nutritional counseling. ‘Nutraceuticals’ now drives about 40 percent of front-of-store sales. Richards isn’t the only independent pharmacist to show his creative side. Another Georgia success story, Little Five Points Pharmacy owner Ira Katz, has been studying alternative income models for 25 years — when GPhA first formed the Academy of Independent Pharmacy. For Katz, changing his store’s model started in what may seem like a strange place — vials. Thanks to October/November 2017
an AIP buying plan (shameless plug), Katz was able to drive down his cost by around 30 percent. Sourcing this ubiquitous must-have through AIP convinced Katz that there were other cost savings lurking out there that he’d been missing. Over the years, Katz brought to Little Five Points an eclectic mix of unique brands. Take, for example, Katz’s line of incontinence products. “Why should we carry Depends and Attends when Costco, Target, and Walmart are?” Katz wondered. Echoing Richards’s tack of not trying to compete with the big-box stores, Little Five Points
“THE MARGINS ON, SAY, A HIGH-END PROBIOTIC CAN BE AS HIGH AS 50 PERCENT.” discovered Seni products, a high-end brand popular in Europe that customers won’t find in American big boxes. Katz developed a brisk niche selling products from Advanced Orthopedics, a well-regarded brand that’s competitive in price with Futuro and 3M — and only sells to smaller stores. But it’s nutritional supplements — and the simple but effective way he markets them — that Katz counts as his most promising revenue generator. Here, too, Katz looked to brands that patients Georgia Pharmacy 15
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can’t find in the larger chains (Orthomolecular and Nordic Naturals, to name two), but product differentiation is but one reason this part of his business is thriving. It’s his judicious system of matching patients to the supplements that nutritional science says they’re likely to need — upselling, in sales lingo. The simple tactic: Katz took the guesswork out of upselling by using colored sticky dots, matching supplements to several popular prescription medications. People taking statins can benefit from coenzyme Q-10, for example, while women on birth control need folate and B complex supplements. The math behind this strategy is solid. Katz’s margins on prescription drugs have declined over the past couple of decades to around four to five percent — a fairly typical number. But the margins on, say, a high-end probiotic can be as high as 50 percent. The extra bump from physician referrals (doctors like the added health benefits he’s providing, Katz says), and tying prescription drug sales to supplements can help offset the pharmacy end’s razor-thin margins.
EXPAND YOUR CLINICAL SERVICES It’s the pharmacy end, however, where other Georgia pharmacies are looking to generate new sales. Barney’s in Augusta is building its patient base by offering an array of pharmacist-driven services, ranging from diabetes education to smoking cessation. Ashley London, Barney’s director of clinical services, praises her company’s pharmacist-first approach. She says that owner Barry Bryant “encourages all of us to follow our passions” to develop clinical programs for niche patient populations. Barney’s has a robust residency program, bringing in a steady supply of up-and-comers trained in the latest in clinical services. Many who come through the residency program end up at Barney’s as staff pharmacists, where they continue to offer such services. “We had a resident with a passion for psychiatric pharmacy, so we added a behavioral health institute,” London says. “One of my passions is specialty pharmacy. When I first came on, I put in a lot of time bringing in information and building Continued on page 19
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Differentiating yourself
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hen Carlie Traylor was a first-year pharmacy resident in 2014, she knew that she wanted to work at Chancy Drugs in Adel as its clinical services manager. She also knew that she’d have to convince owner Hugh Chancy to create her dream position from scratch. Helping her case: Traylor had a tested template to point to, and experience implementing it during her PGY1 residency. Traylor also credits the mentors who helped refine her concept of community pharmacy. When Traylor entered pharmacy school, she had no idea at first where it’d take her. “I envisioned working at a chain drugstore, but a week into pharmacy school I learned that pharmacy was a much larger world. There were so many options and fields to pursue. I couldn’t articulate what I wanted until a year later,” Traylor says. The epiphany came during her summer internship at Chancy Drugs after her first year of pharmacy school. She got the opportunity to teach her first diabetes class, and Traylor, a born teacher, lit up at the opportunity. She loved the interpersonal interaction. She loved knowing that what she was telling patients would improve their lives. She knew she wanted a job in pharmacy that would let her do this every day. Traylor discussed her experience with UGA professor Jake Galdo. He offered some ready advice. “My advice was not really [about] the job, but who do you want to be when you grow up,” Galdo says. He encourages students to find someone they want to be like — and then mimic that person’s career path. After some discussion, Traylor and Galdo landed on a model. Although she was reluctant at first, Galdo eventually persuaded Traylor to pursue a community pharmacy residency at her top choice, University of North Carolina-Chapel Hill. UNC has one of the first accredited community pharmacy residencies in the country, boasting more than 10 years of graduates practicing as progressive community pharmacists. There, she’d work at a local independent, Moose Pharmacy,
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with their director of clinical services, Ashley Branham. Traylor landed the residency. At Moose Pharmacy, she witnessed firsthand how Branham and owner Joe Moose worked with Community Care of North Carolina to launch the Community Pharmacy Enhanced Clinical Services. Before completing her residency and graduating, Traylor hit the job market and had a couple of job offers to consider. But she also reached out to another former boss, Hugh Chancy. Chancy Drugs was the site of Traylor’s pharmacy internship. Her experience at Moose Pharmacy helped Traylor formulate a pitch for Chancy: coming back to manage their clinical services. “The main thing I shared was my experience at Moose Pharmacy and how similar it was to Chancy Drugs,” Traylor says. Traylor landed her job and immediately dug into establishing relationships with Georgia’s colleges of pharmacy. Today, Chancy Drugs is incorporating IPPE/APPE rotation students into the daily workflow of the pharmacy. Traylor will eventually coordinate students at all six locations. Chancy Drugs will start a residency program in the near future, she says. Traylor also brought efficiencies to Chancy Drugs, managing rules and regulations and bringing administrative functions under one roof. She’s keenly focused on letting pharmacists provide more direct patient care while cost-justifying new services. She revamped their immunization programs to account for new demand after immunization expansion passed and manages the employee wellness program for Chancy Drugs’ contract with a local self insured company. Galdo describes Traylor’s return to Chancy Drugs as “wonderful kismet.” Traylor sees her return as a chance to keep using community pharmacy as a platform to promote the profession. “Seeing how pharmacists in the hospital have gone from the basement to rounding with physicians over the past 30 years was inspiring. We need to see that happen in the community with pharmacists taking more active roles on their patient’s care team. I want to be a part of seeing this movement come to pass,” Traylor says.
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Older pharmacists, newer tactics
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haron Deason graduated pharmacy school in 1975, at a time when pharmacists didn’t administer immunizations. But after pharmacist-administered flu shots became legal in Georgia, Deason knew she’d eventually need to be certified in how to deliver the service. She is glad she did. “Being certified is definitely a plus,” Deason says. “The job market is to the point where you have to be.” With today’s graduates entering the job market with a host of certifications, a candidate who doesn’t require extra training may have an edge. Then there’s the personal satisfaction. In her new role as a flu shot provider, Deason says she feels more valued. “I’m something more than the pill counter and the person ringing up at the register.” Deason so enjoyed her new responsibilities that she added MTM and diabetes certification to her résumé a few years later. (Shameless plug #2: She got her training through GPhA.) Those certifications, too, have upped her level of patient care. Deason recalls one of her first diabetic patients at Publix: “His physician gave him a needle and an insulin prescription but he had no idea how to go from there. We taught him how to administer his shots, to read food labels, to make lifestyle changes.” He told Deason that he learned more from her training than from anyone else he had worked with. “That,” she says, “was fulfilling.” Pharmacies also see benefit in offering immunization, diabetes, and MTM services; they bring in new patients and they build customer loyalty. During flu season, immunizations are a built-in promotion, thanks to insurance that covers all or most of patient costs. And one immunization visit can introduce patients to other services they may not be aware of, like syncing meds and MTM. As Deason puts it, “It’s a cascade effect.” Liza Chapman, pharmacy clinical sales manager with the Kroger Company (and GPhA’s current president), says that she’s come to expect
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that pharmacist applicants are immunization certified. While it’s not a deal breaker, if you don’t have it you’ll be expected to catch up. “If they interview well and have good training, [lack of immunization certification] wouldn’t keep me from offering a job,” Chapman says, “but it will be required of them when they get here.” Two years ago, Deason took her experience in immunization to a new setting: Newnan Plaza Pharmacy, which didn’t have an immunization program. Deason is set to change that by developing one, including lining up the required proto-
“THE BETTER YOU POSITION YOURSELF WITH INCREASED KNOWLEDGE, THE MORE LIKELY YOU ARE TO FIND A JOB BEST SUITED FOR YOU.” col agreements, ordering supplies, and setting up clinics … not to mention getting the word out. Her immunization training has served her well in her new job, she says, a reminder that having certifications squared away is good for pharmacists, their patients, and the bottom line of pharmacies, regardless of setting. Her advice: Seek out all the training courses you can. “It’s always a good idea to increase your marketability in today’s workplace. The better you position yourself with increased knowledge, the more likely you are to find a job best suited for you. If you’re going into pharmacy, you have to wear a lot of different hats, do shots, look at a rash, talk to them about medicines. You need as many weapons in your arsenal as you can. If I think it’ll come in handy,” Deason says, “I sign up for it.”
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a program in hepatitis C. Smoking cessation was started by a resident. There’s a pain management program. These niches grow because Barney’s allows pharmacists to follow their dreams.” In and of themselves, these services aren’t big revenue generators, London says. They build patient loyalty to the pharmacy side and drive traffic through other parts of the store. But as Barney’s expands its clinical pharmacy, London and her colleagues will have built a loyal and diverse patient base. Stores like Corner Drugs have also built a solid base of diabetes patients — they make up about 40 percent of Corner’s dispensing market. And with overall profitability at twice that of dispensing, Corner’s immunization practice, especially for summer travelers, will continue to grow. Still, clinical services play a selective role in his revenue profile. Richards says that he’s ruthless about trimming back products and services to only the most profitable. This approach has allowed him to cut his workforce in half over the past five years, reducing Corner’s annual payroll by about $180,000. Incentives, ranging from five-dollar commissions for selling flu shots to a percentage of growth for the store manager, help keep the staff’s focus on Corner’s bottom line. Richards steps in wherever he’s needed, filling prescriptions, running the register — even cutting the grass. Richards has bolstered sales with some savvy marketing strategies, too. Manning booths at community events, establishing a social media presence, and offering Sunday hours have all had strong effects on foot traffic. (Newspaper and radio ads haven’t.) But mostly, it’s word of mouth that’s driving sales. Richards attributes his buzz to simply paying attention to the market. That sounds easy, but applying this principle requires attentiveness to what Richardson calls the “living, breathing animal” that is today’s market. But pay attention you must, he says. “If you’re not careful and you put stuff in your store that doesn’t sell, you end of going out of business and you scratch your head and you don’t know why.” So, will pharmacies that continue to focus only on dispensing disappear in five years? If we were sure of the answer we’d be booking a trip to Vegas. What we do know is that pharmacies that have branched out have increased sales and margins and strengthened their business — and their chances for continued survival in the future.
GO BIG
It’s not just Georgia pharmacies that succeed by looking beyond filling prescriptions. Here’s one success story that comes from a little further away. Thompson Pharmacy is a 52-year old family-run business in with six locations in central Pennsylvania, thriving thanks to a formula that’s equal parts down home-charm and Yankee know-how. Owner Bill Thompson credits most of that growth to a surge he initiated 17 years ago. That’s when he decided to move the store’s retail, pharmacy, and long-term care operations from a 3,000-square-foot building to a 25,000-square-foot former supermarket. “Anything you need, we got it. We wanted it to be a destination place,” Thompson said in a recent phone interview. Thompson Pharmacy is well-stocked with boutique brands, sourced by his wife, Dana, the store’s gift buyer. It carries Vera Bradley purses and Yankee Candles, pet supplies and kids toys, pool supplies and greeting cards, Precious Moments and Willow Tree, and fresh seasonal produce brought in from Amish Country. But don’t expect high prices — most items are currently $30 or less. Pricing wonks will appreciate that the Thompsons index their price points to gas prices. When prices go up to $3.00 or $4.00 a gallon, expect to find less expensive items for sale. People just don’t spend as much on gifts in those times, Thompson, says. Convenience is also part of the customer-friendly equation — especially in his largest two stores. Moms like being able to drop off the kids in the TV area while they fill prescriptions. Everybody likes the in-store post office. Behind the scenes, Thompson has built in some efficiencies. His point of sale system, Epicor, offers immediate feedback on what’s selling and what’s not. If he wants to know how many items he sold at full price, or 50 percent off, or 60 percent off, he uses an app on his phone. “[The] app lets me scan the product, let’s me see what my stock is, how much profit we’ve made,” Thompson says. “That’s the same as the big boxes.” He credits a contract to embed a pharmacist in a free clinic and an array of clinical services with rounding out his revenue profile. All told, Thompson Pharmacy brings in around 80 percent of its revenue on the pharmacy side (with a four to five percent profit margin), and about 20 percent on the front-of-store side (about 30 to 35 percent profit margin). Size, efficiency, product diversity, clinical services, good price points, and customer convenience help make this Pennsylvania pharmacy an attractive alternative to the big chains. Georgia Pharmacy A S S O C I AT I O N
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INVESTING IN PHARMPAC IS INVESTING IN YOUR PRACTICE. 2017 PHARMPAC INVESTORS The following pharmacists, pharmacy technicians, students, and others have joined GPhA’s PharmPAC for the 2017 calendar year. The contribution levels are based on investment through September 15, 2017. Diamond Investors ($4,800 or $400/month)
RALPH BALCHIN Fayetteville
CHARLES BARNES Valdosta
MAC McCORD Atlanta
SCOTT MEEKS Douglas
FRED SHARPE Albany
Titanium Investors ($2,400 or $200/month)
DAVID GRAVES Macon
LON LEWIS St. Simons Island
Platinum Investors ($1,200 or $100/month) DENISE BENNETT
BRUCE BROADRICK THOMAS BRYAN, JR. WILLIAM CAGLE HUGH CHANCY KEITH CHAPMAN WES CHAPMAN DALE COKER BILLY CONLEY BEN CRAVEY BLAKE DANIEL AL DIXON JACK DUNN ROBERT HATTON CASSIE HAYES
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MARSHA KAPILOFF IRA KATZ JEFF LUREY DREW MILLER LAIRD MILLER HOUSTON ROGERS JOHN SANDLIN TIM SHORT TERESA SMITH CARL STANLEY DENNIS STRICKLAND CHRIS THURMOND DANNY TOTH ALEX TUCKER TOMMY WHITWORTH
TOMMY LINDSEY Omega
BRANDALL LOVVORN Bremen
DANIEL ROYAL Tifton
DEAN STONE Metter
Gold Investors ($600 or $50/month) JAMES BARTLING NICHOLAS BLAND LANCE BOLES WILLIAM BREWSTER LIZA CHAPMAN BARON CURTIS MARSHALL CURTIS MAHLON DAVIDSON SHARON DEASON KEVIN FLORENCE KERRY GRIFFIN JOHNATHAN HAMRICK MICHAEL ITEOGU STEPHANIE KIRKLAND ASHLEY KUNKLE
David Graves, Macon, PharmPAC chairman
GEORGE LAUNIUS MACK LOWREY EUGENE MCDONALD BOBBY MOODY SHERRI MOODY SUJAL PATEL WILLIAM PRATHER GREG REYBOLD DARYL REYNOLDS ANDY ROGERS BEN ROSS JOHN SHERRER SHARON SHERRER JEFF SIKES MIKE TARRANT, CFP
JAMES THOMAS WILLIAM TURNER CHUCK WILSON H.D. WILSON III A CADEMY OF STUDENT PHARMACISTS, MERCER UNIVERSITY
Georgia Pharmacy 21
2017 PHARMPAC INVESTORS
(CONTINUED)
HELP US REACH OUR GOAL FOR 2017! $107,547*
Goal: $130,000 $130,000
$0 *As of September 15, 2017
Silver Investors
($300 or $25/month)
Michael Adeleye Nelson Anglin Michael Azzolin Larry Braden Jack Cantrell James Carpenter David Carr Chandler Conner Michael Crooks Ed Dozier Gregory Drake James Elrod Marshall Frost Amy Galloway Becky Hamilton Joe Holt Susan Kane Willie Latch Tracie Lunde Lynn Marshall Hillary Jack Mbadugha Bill McLeer Wallace Partridge Donald Piela, Jr. Jonathan Sinyard Renee Smith Marie Tomblin Austin Tull Andy Ullrich
Bronze Investors
($150 or $12.50/month)
Fred Barber Phil Barfield Claude Bates Thomas Beckham Bryce Carter Jean Cox Ray Crisp Mathew Crist Josh Greeson Douglas Hall Larry Harkleroad Phillip James Jason Jones Josh Kinsey Brenton Lake Micheal Lewis Jonathan Marquess 22 Georgia Pharmacy
Visit GPhA.org/PharmPAC to find out more.
Max Mason Terry Shaw Richard Smith Amanda Stankiewicz Randall Thorton Member Investors
(up to $150)
Michael Adams Stephen Adams Russell Adams Carmen Agnew Thomas Akins Bonnie Ali-Warren William Allen Robert Ault Brandon Bailey Joe Ballew Marla Banks Mark Barnes Crystal Bartlett Richard Bass Larry Batten Robert Bazemore William Bedingfield Stetson Bennett Samuel Bird Fred Bishop Duane Black Lee Boyd Amber Brackett Ben Braddy Jeffery Bray Lawrence Bridges Lawrence Briggs Winston Brock Dan Brock Joe Brogdon Jesse Brown Max Brown Thomas Bruckner Wendy Buttrey Ron Cain Sheryl Cannington Waymon Cannon Sandra Cardell Emile Carr Tina Chancy Mark Click Horace Cline Henry Cobb Dawn Collier Margaret Collins-Free
James Colston Paul Combs Joseph Cook Leslie Cornelison Charles Cosgrove Jean Courson Guy H Cox Merry Culberson Kim Curl Kimberly Curl Suleman Daya Ken DeLay Blake Dennard Richard Dennard Stacy Dickens Ray Dixon Helen DuBiner Sheila Dukes Bill Dunaway Annette Duncan Elizabeth Dunn Terry Dunn Benjamin DuPree Freddie Dwozan Stephen Dyer Alton Dykes Joseph Entrekin Frank Erwin Bruce Faulk Stewart Flanagin Jimmy Flanders Dena Foley Vernon Ford Robert Forehand Tricia Francetich Matthew Frazier Elbert Fricks Raymond Fulp David Gamadanis Charles Gass Julie Gay John Gee John Glenn Samuel Goldberg James Goodson Heather Gourley Melodi Graham Charlene Granberry James Graves Donnie Griffin Marvin Griffin Charles Grogan Erin Hale Maxwell Hancock John Hansford Rodney Harbin
Roland Harbin Gloria Harbuck Buddy Harden James Harris Lori Harvey Hannah Head Earl Henderson John Herndon Gerald Herndon Shawn Hodges
Eric Holgate William Horton Jennifer Huggins Woody Hunt Terry Hurley Iris Ivey Tara Jackson Amy Jacobs Robert Johnston Jami Justus Matt Kent Kenneth Kicklighter Charles King Brenda Kirkland Donald Lane Evan Lane Georgie Langford Edwin Laws Jennifer Leavy John Leffler Stanley Lewis Randel Logue Charles Lott Gloria Machalk Earl Marbut Ralph Marett Shauna MarkesWilson Teresa Marlow Joseph Marlow Mike Martin Merri Mason Cynthia Massengill Sam Massey Hewitt Matthews Roy McClendon Janie McCook Josh McCook Len McCook Charles McDuffie Herbert McGinty Mark McGregor Kathy McLeod Pat McPherson Charles McWilliams James McWilliams
Edward Mills Melissa Minix Joshua Morgan Stephen Morgan John Moseley David Moseley Sandy Moseley Eric Mullins William Murray Clementine Nanje Linton Neal Albert Nichols Charles Nicholson William Nicoletti Thomas Noles Darby Norman Debbie Nowlin Robert Oliver Ricki Oliver Brenda Owens Mi-Deok Park Carl Parker Glenn Parkman Larry Parrish Rhett Paul Donnie Payne Walter Pease William Perry Amon Peters William Phillips Whitney Pickett Cynthia Piela Alex Pinkston Faith Pinnell Lee Pinnell Irvin Pinnell Michael Pitzing Thomas Porter Ali Pouryousefi Milton Powell Jeffery Prentiss Susan Preston Robert Probst Kara Purvis Thomas Rawls Genevieve Regal Stanley Rentz Jennifer Richardson Brian Rickard Donna Riggins Gerald Riggins David Rink Tom Roberts Kenneth L Rogers Stacey Schuessler Edward Schutter
Wade Scott Bryan Scott Edgar Sego Victor Serafy Donal Sharp Nakia Shaw Michael Sims Johannes Smit Amanda Smith Roxanne Smith Tammy Sprayberry Steven Spruill Angela Stadler Carolyn Stephenson Walter Strange William Tatum Richard Taylor Leonard Templeton Patricia Templeton Archie Thompson Sonny Thurmond Tommy Tolbert Sara Traylor Mitchell Trotter David Turner Oby Uyanwune Erica Veasley David Vest Sondi Vest Lindsay Walker Robert Ward Flynn Warren Mitchell Weitman Lindsey Welch Benjamin Wheeler Mark White Jerry White Walter White John Whitehead Jonathon Williams Joseph Williams Paula Williams Timothy Wilson William Wolfe Rogers Wood Carla Woodall Joseph Woodson Kevin Woody Earl Wright Ginny Yates Kelestan Packaging Prescription Packaging Investment
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contact OPEN
Keep in touch
REACH US AT 404.231.5074 OR GPhA.ORG
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GPhA LEADERSHIP President & Chair of the Board LIZA CHAPMAN, Dawsonville liza.chapman@kroger.com President-Elect TIM SHORT, Cumming garph9@aol.com Immediate Past President LANCE BOLES, Hartwell lanceboles@hotmail.com Directors ASHISH ADVANI, Atlanta aaadvani@gmail.com WES CHAPMAN, Bishop weschapmanpc@gmail.com SHARON DEASON, Newnan sdeason99@hotmail.com AMY MILLER, Gainesville amylulapharmacy@gmail.com FRED SHARPE, Albany fsharpe@u-save-it.com JONATHAN SINYARD, Cordele sinyardj@gmail.com KEVIN FLORENCE, Athens add.drug@gmail.com CHRIS THURMOND, Athens vildrug@bellsouth.net Chief Executive Officer BOB COLEMAN bcoleman@gpha.org
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For membership questions Mary Ritchie Director of Membership Operations (404) 419-8115 mritchie@gpha.org For questions about our magazine, blog, websites, or social media Andrew Kantor Director of Communications akantor@gpha.org For questions about our educational offerings Phillip Ratliff Education Consultant pratliff@gpha.org For questions about any of our insurance products Denis Mucha Manager — Member Services (404) 419-8120 dmucha@gpha.org For questions about governmental affairs Greg Reybold Vice President of Public Policy greybold@gpha.org For questions about the Board of Directors or GPhA governance policies Ruth Ann McGehee Executive Assistant and Governance Manager (404) 419-8173 rmcgehee@gpha.org
For operational or accounting questions: Dianne Jones Vice President of Finance & Administration (404) 419-8129 djones@gpha.org Patricia Aguilar Accounting Coordinator (404) 419-8124 paguilar@gpha.org
For assistance with independent-pharmacy issues Jeff Lurey, R.Ph. VP of Independent Pharmacy (404) 419-8103 jlurey@gpha.org For questions about your AIP membership Verouschka “V” Betancourt-Whigham Manager of AIP Member Services (404) 419-8102 vbwhigham@gpha.org AIP Member Service Representatives Rhonda Bonner (229) 854-2797 rbonner@gpha.org Charles Boone (478) 955-7789 cboone@gpha.org
GPhA’S MEMBER SERVICE PARTNERS InfiniTrak infinitrak.us Track and trace compliance software (844) 464-4641 Pharmacy Quality Commitment pqc.net Quality assurance compliance resources (866) 365-7472 Pharmacy Technician Certification Board ptcb.org (800) 363-8012 SoFi sofi.com/gpha Student-loan refinancing (855) 456-7634
Got a concern about a GPhA program or service? Want to compliment or complain? Drop a note to info@gpha.org.
Melissa Metheny (678) 485-6126 mmetheny@gpha.org Gene Smith (423) 667-7949 gsmith@gpha.org
Georgia Pharmacy A S S O C I AT I O N
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postscript
Are you stepping up to the plate? YOU NEED TO BE OFFERING SERVICES BEYOND DISPENSING As Major League Baseball players who have been fortunate enough to play on teams that have made it to this year’s postseason, each player has stepped up to the plate to take his turn at bat. LIZA CHAPMAN Stepping up to the plate is a necessary requirement in the game of baseball whether you’re a professional or just playing on in a recreational league. Taking your turn at bat is to baseball players what dispensing is to pharmacists. And just as professional baseball players have the act of stepping up to the plate down to a science, pharmacists have mastered the craft of dispensing medications to patients. The rules of baseball haven’t changed that much over the past century since its creation by Abner Doubleday, but the profession of pharmacy wouldn’t be remotely recognizable to William Procter, Jr., whose practice emerged during the mid-nineteenth century. How has your practice emerged over the past few years? Have you been called to step up to the plate to provide services beyond dispensing to your patients? Pharmacists across all practice settings have been creative — and extremely successful — developing services to expand patient care through the years, based on the needs of patients and reimbursement by payors. The model of only dispensing prescriptions and selling over-the-counter medications is truly becoming outdated. As pharmacists and pharmacies in the community, health system, or long-term-care facility, our performance is being measured based on the quality of care and the services we provided to the patients we serve. Just as Major League Baseball players are evaluated by their batting average, Star Ratings are grading the performance of pharmacies throughout the State of Georgia and across the country. You need to diversify your practice and offer patient 24 Georgia Pharmacy
care services to have a positive impact on the current ratings. One of the most impactful methods to increase Star Ratings is to offer medication therapy management services. Not only will your rating benefit, but the greatest impact will be on the care of your patients. Simply offering comprehensive and targeted medication reviews can assist with educating your patients on their medication regimens, and provide them with critical information about chronic medical conditions and therapeutic lifestyle changes. During these conversations
THE MODEL OF ONLY DISPENSING PRESCRIPTIONS AND SELLING OTC MEDS IS BECOMING OUTDATED. with patients, pharmacists can also complete assessments to identify the immunization needs based on guidelines and recommendations from the Advisory Committee on Immunization Practices. And what may be the most significant impact of them all: You create a trusting relationship between you and your patients. If you are in need of some extra encouragement or training to be able to step-up to the plate, let the Georgia Pharmacy Association assist with your coaching and training. Through the continuing pharmacy education offerings and certificate training opportunities, GPhA is on your team to take you and your practice into the post season. Take your turn at bat, and hit a home run for your patients by providing valuable patient care services. Georgia Pharmacy A S S O C I AT I O N
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Liza Chapman is GPhA’s 2017-2018 president and pharmacy clinical sales manager for Kroger’s Atlanta division. October/November 2017
YOU DON’T NEED TO GO IT ALONE Introducing the Community Pharmacy Enhanced Services Network ✔ FOR PATIENTS Receive outstanding services from their trusted community pharmacy: counseling, medication synchronization and review, adherence coaching, diabetes management, and more.
✔ FOR PROVIDERS
AND PAYERS
Access to a local network of pharmacies across the state that can help employees and customers stay healthier and more productive while supporting community pharmacy — especially critical in rural areas.
✔ FOR PHARMACIES Be part of a network that allows you to be compensated for the services you can provide — beyond dispensing. Get access to the marketing muscle of a statewide organization that reaches payers, employers, and physicians and other providers across Georgia.
You do more than dispense. Join a network that lets you practice to the full extent of your license. DON’T GO IT ALONE.
For more information, visit CPESN.com or call Verouschka Whigham at (404) 419-8102
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GEORGIA PHARMACY FOUNDATION, INC. 6065 Barfield Road NE | Suite 100 Sandy Springs, GA 30328
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CPA® membership means being part of a large group of smart business owners first, and pharmacy owners second.
> David Graves - Graves Pharmacy
LET CPA® ADVOCATE FOR YOU. call 888.434.0308 visit compliantrx.com email sales@compliantrx.com