PharmaCon 2018 Expo

PharmaCon 0RLANDO, FL | JUNE 8-9 Dispensing innovation in

independent pharmacy practice 2nd Annual

APPA SUPER - CONFERENCE AMERICAN PHARMACY PURCHASING ALLIANCE

Proudly sponsored by

Opening message from

Brandon K. Welch Dear members and guests, Welcome to the 2nd Annual PharmaCon Conference. It’s an honor to bring to you an enthralling experience filled with some of the top industry professionals to network and learn from. I want to start off by thanking you for your influence in the pharmacy profession. It’s our duty as one of the most trusted professions to remain game-changers in our evolving industry.

As an industry, it’s important for us to stay united and embrace the continuous change around our healthcare ecosystem. As we continue to face challenges and vicissitudes on an ongoing basis, it’s critical that we lock arms as an independent pharmacy community and be a monumental voice to tackle some of the most critical issues affecting our daily practice.

I’m committed to not leave any pharmacy owner behind in our quest to keep our head above the water and serve our community to the best of our ability. Our patients need us now more than ever.

With collective wisdom, it becomes easier for us to compete and thrive in this emerging marketplace. It’s no longer acceptable as a business to be just ordinary. We have to be remarkable. One thing I love about this industry, is we all have a voracious appetite to be exceptional. Our expectations are no longer static-they only go up.

Our rearview mirror is foggy and forgotten. Our focus is now helping to leave behind a novel experience and creating a future of healthcare that is unprecedented. Let’s propel our profession forward and continue to open new doors. I sincerely hope to have the opportunity to meet the majority of you and thank you for your attendance and support of APPA. Our conference exists to furnish a novel experience by providing you with essential tools for imposing long-term business success. This conference is where the most innovative minds come together to share ideas in a unique consortium that deliberately affects your business acumen. The more knowledge you’re exposed to, the more impact you have will have. Open your mind, dress to impress, and enjoy your time. Thank you all for your presence.

Your humble apprentice, Brandon Welch President American Pharmacy Purchasing Alliance

PHARMACON EXPO 2018 | 3

Contents

06 22 4 |

03

Opening message from Brandon K. Welch

08

Independent but Not Alone: CPESN

10

Agenda

14

Floor Plan

18

Speakers

PHARMACON EXPO 2018

26 22 26

How Physician and Pharmacist Integration generates Innovation

29

What Can We Expect from Pharmacy Benefit Managers in 2022?

Exhibitors Directory

Pharmacon Presents

Music by Business Casual

M I S S I O N O BJ E C T I V E :

SAVE + REVITALIZE INDEPENDENT PHARMACY

TAC T I C A L PHARMACY OVERVIEW

• Seamless Integration of Medication Synchronization

• Experienced Designated Account Manager and Proactive Engagement

• Increased Productivity with Rapid Data Entry

• Weekly Automatic User-Driven Feature Updates

• Integrated Profit and Audit Protection

• Integrated E-Care Plan and Coordination of Care

• Cloud Server Backup for Quick Disaster Recovery

6 |

PHARMACON EXPO 2018

WHY ARE MORE

PHARMACIES CHOOSING PIONEERRX? Almost 40% of Independent Pharmacies

PAT I E N T C A R E

HEALTHY + PROFITABLE

• Boost Your CMS Five Star Rating

by Increasing Patients Adherence • Identify Patients at High Risk of Hospitalization • Seamless Integration of Medication Synchronization

who convert pharmacy software choose

• Patient Messaging Engine with Automatic and Manual Options

PioneerRx. Why you ask? Well that’s

• Patient Lab Management

easy. PioneerRx’s mission is to Save

• Automated Patient Care Plans with Scheduling and Tracking

+ Revitalize independent pharmacy by making patient care a competitive and profitable advantage again. With powerful and customizable features we have created what we call Tactical Pharmacy. To be and offer the best, you have to work with the best tools.

PROFIT BOOSTER

SMART + EFFICIENT

• Fully Customizable Workflow with Configurable Profit and Patient Interventions • Experience Accounting Support • Multiple Wholesaler Recommended Ordering and Returns • Competitive Pricing Analysis

Schedule a Demo CALL: 866.201.8958

• Pharmacy Focused Touch Screen Point of Sale with Will Call Management • Easy Data Mining • DIR Fee management and Tracking

V I S I T: PIONEERRX.COM

PHARMACON EXPO 2018 | 7

Independent, But Not Alone: CPESN Community Pharmacy Enhanced Services Networks In an industry riddled with acronyms, one is emerging as the future of community-based pharmacy: CPESNSM. What began as a three-year grant has now become a nationwide movement for pharmacy’s role in healthcare reform.

Community pharmacy enhanced services networks was an idea conceived by a group of primary care providers in North Carolina who had a vision of collaborating closely with community pharmacies to help manage complex patients in early 2013. Not long after a CPESNSM network was formed in North Carolina, CMMI (The Center for Medicare & Medicaid Innovation) recognized the promise of these open networks that were focused on improving the outcomes of high-risk patients who tend to visit their pharmacies more than their physicians and awarded them with a demonstration project to figure out how to integrate pharmacies with the rest of the care team.

These networks seek to unite all members of the patient’s healthcare management team to optimize the use of medications and lower overall healthcare costs. Additionally, it gives pharmacists the tools to coordinate medicine-centric care for patients by promoting services such as compliance packaging, hand delivery, and synchronization.

Director of Strategy and Luminary Development, Joe Moose, recalls 8 |

PHARMACON EXPO 2018

his beginnings with CPESN being chased by a group of psychiatrists.

After explaining Moose Pharmacy’s adherence program to a room of 350 psychiatrists, Moose left the panel with no inclination he had piqued the curiosity of some of the attendees. As he walked down a hallway, he turned around to see a group of psychiatrists running after him and calling out to him.

“They all wanted to know where the other pharmacies that were offering services like adherence were located,” he explains. “That’s when I realized this isn’t a Moose Pharmacy thing – it’s an all pharmacy thing that includes pharmacists who are working at the top of their licenses and the top of their ability.”

Troy Trygstad, Executive Director of CPESN USA, LLC, had a similar moment of realization (without being chased by psychiatrists).

“I’m still an employee of CCNC (Community Care of North Carolina), and I’m a part of this larger medical neighborhood structure where we’re having a lot of conversations about what the next-generation Medicaid program will look like,” Trygstad explains. “It was amazing to me, the level of receptivity outside the pharmacy world. All of these players working outside of the pharmacy bubble, as a whole, were very receptive to this idea of paying pharmacies to provide care management-like services.”

Troy initially approached the CCNC

care managers and physician leaders three years ago and asked if they were already participating in an “unconventional” model of healthcare that involved comanaging patients with pharmacies.

“When I asked them, I figured we’d receive three or four pharmacy names that are doing this,” Troy recounts. “In five business days, we received 147 pharmacy names. Out of those 147 pharmacies, more than 90% of them were independents because they already had these established, local relationships with these practices and had built out these services lines out of a necessity to differentiate themselves.”

If non-pharmacy members of the healthcare system are proving to be open to the idea of interrelated care networks, it certainly begs the question – why hasn’t it always been this way?

Healthcare actually used to be an open network of communication across all members. The conception of pharmacy benefit forced a divide between pharmacy and the rest of the healthcare management team, and since the 1980s, pharmacy has dealt with the negative effects of pharmacy benefit managers.

These include DIR fees, formularies, delayed reimbursements, and many more problems pharmacists currently struggle with. When pharmacists can connect with prescribers and care managers, their patients have a higher chance of staying out of the emergency room.

“Our goal is not to do the fishing for them. Our goal is to have a learning collaborative of fishermen who realize they’re in an ideal position to change how patient care is done,” he says. “Now, we’re helping these fishermen and fisherwomen to have the confidence and the marketing and quality assurance tools to go catch fish.”

Through CPESN, independent pharmacists can finally prove their value and be compensated for it.

leverage their potential and access the Clinical Integration they need to work directly with payers.

Although CPESN originated in North Carolina, Moose and Trygstad are working to make these networks a national standard of care, one Troy describes as a “network of networks.” CPESN has a list of national standards all states should follow, such as medication synchronization, and each state network can establish its own additional local standards. “It’s not about us. It’s about how we are helping these local networks be strong in a decentralized model,” says Trygstad. “How we’re different is we don’t take the approach of gathering as many pharmacies as possible to have a network to contract. That’s not the idea at all.

What we’re trying to do is find that subset of pharmacies that can really knock it out of the park for these other partners within healthcare.”

Individually, pharmacists will struggle to express their value. In a local network, they can band together to

Technology plays a critical role in CPESN’s mission to unite all members of healthcare. There was a pushback in the beginning because pharmacists had to log in outside their workflow, which was inconvenient and time-consuming.

Currently, there are 23 technology vendors working with CPESN to implement new standards and practices with the systems pharmacists are already using.

Moose, who reached out to his own local “network” of colleagues when he was looking for a new pharmacy management system, understands the vital role technology plays. “We think that the technology leaders, just like the pharmacy leaders, will rise to the top in this venture,” he says. “We’re relying on pharmacy management systems and add-on systems to help us with this new workflow model that’s developing.”

Pharmacy technology helps CPESN with initiatives like electronic care

plans that prove pharmacists are improving patient care and delivering outcomes, along with creating a meaningful method of communication between prescribers and pharmacists. “As vendors start to adopt these care plan capabilities, the pharmacies gain the ability to choose the systems that work with them and their workflow to deliver clinical services and communicate with other medical team members,” Trygstad explains.

As Moose, Trygstad, and their team have worked directly with pharmacists to establish local networks, their vision for the future is for pharmacists to be more involved in the process, or in Trygstad’s words, “fish” for local payers and pharmacists who want to be involved in a network.

By empowering pharmacists who want to elevate their care and build relationships with providers, CPESN is knocking down the wall that divides all members of healthcare.

When pharmacists have the means to communicate and strategize with each other and local prescribers, everyone can work together to innovate the future of patient care.

If you’re interested in joining CPESN, go to www.CPESN.com and look for your state on the map. Reach out to the local luminaries in your state, or email info@cpesn.com to be connected with a local network.

Caitlin Sattler PioneerRx | Journalist Contact Information: caitlin.sattler@pioneerrx.com PHARMACON EXPO 2018 | 9

Agenda Friday June 8th

10 |

7:30 AM - 4:00 PM

Registration Open

8:00 AM - 9:00 AM

Obesity 101 (CE) (Ideal Protein)

8:00 AM - 1:15 PM

Trade Show Floor Open

9:00 AM - 10:00 AM

Nutrition 101 (CE) (Ideal Protein)

9:00 AM - 10:00 AM

Cash—Every Pharmacy Needs It! How to Position Yourself and Your Pharmacy to be Properly Capitalized. (CE) (Live Oak Bank)

9:00 AM - 10:00 AM

The Pharmacist’s Role in Obesity, Nutrition, and Weight Management: Putting it all together.

(CE) (Ideal Protein)

10:00 AM - 11:00 PM

Healthcare Trends and Quality – Leveraging Community Pharmacy in Value-based Payment Models and Providing Patient Centric Care. (CE) Presented by: Mindy Smith, BSPharm, RPh, Vice President of Pharmacy Practice Innovation (PrescribeWellness)

11:00 AM - 12:00 PM

Revenue Opportunities with Disease-Targeted OTCs Presented by: Devin Patel, PharmD. and Founder of (Zen Nutrients)

1:45 PM - 2:10 PM

Opening Discussion - To 2025 and beyond... navigating your success in specialty pharmacy. Presented by: Suzette DiMascio , president and CEO of CSI Specialty Group.

2:00 PM - 3:00 PM

General Sessions - Exposing The PBM Mafia: PBM Panel Discussion Presented by: Tom Coumo, RPh (Former Florida Pharmacy Association President) Allen David Knee, RPh, Daniel Sternthal, J.D., Jeff Davis, J.D., James Wright, PharmD. & former FPA Government Affairs committee member

3:00 PM - 4:00 PM

General Sessions - Pharmacist - Physician Collaborative Practice Business Models Presented By: Dr. Kevin Olson, PharmD., MBA Dr. Sarah Hurty, M.D. , Dr. Adel Eldin, M.D. & Dr. Cristina Cortes, M.D.

4:00 PM - 5:00 PM

General Sessions (Keynote Speaker) - Orphan Drugs: The Reinvention of Specialty Pharmacy Presented By: Dr. Gordon Vanscoy, PharmD., MBA, CEO & Chairman of PantheRx Specialty Pharmacy

6:15 PM - 8:00 PM

Reception and Industry Awards

7:00 PM - 8:00 PM

Industry Awards and Reception

8:30 PM - 12:00 AM

Mafia Party (Dress to Impress)

PHARMACON EXPO 2018

Saturday June 9th 7:00 AM - 4:00 PM

Registration Open

8:00 AM - 9:00 AM

The Amazonification of Pharmacy (Kulkarni Law Firm)

8:00 AM - 12:30 PM

Trade Show Floor Open

9:00 AM - 10:00 AM

Top Five Tax Reform Issues Impacting Pharmacies (Sykes & Company)

10:00 AM - 11:00 AM

Inventory Control: Managing Your Greatest Asset Successfully (CE) (Inventory IQ)

10:00 AM - 11:00 AM

A New Niche in Chronic Pain/Disease Management for Independent Pharmacies (ByPro Nutrition)

11:00 AM - 12:00 PM

DIR Fee Mitigation (CE) (Amplicare)

1:00 PM - 2:30 PM

Industry Luncheon: (Keynote Speakers) Presented by: Dr. Michael Castagna, PharmD., MBA & CEO of Mannkind Corporation and Larry Twersky, CEO of TimerCap

2:45 PM - 6:00 PM

Trade Show Floor Open - Giveaways, Passport To Prizes, Door Prizes and Much Much More...

PHARMACON EXPO 2018 | 11

Give your pharmacy an edge

by offering our proven Weight Management Program.

Visit Booth #1406 It is our most consistent revenue stream with great margins!

1

Jami Helm, Owner/PIC Montezuma Drug Health Mart

Get Patient Outcomes & Cash Based Revenue 1. Statements are made by individuals who own and operate clinics that offer the Ideal Protein Protocol and sell Ideal Protein products.

12 |

PHARMACON EXPO 2018

“

Healthcare industry is changing, whether we like it or not. I always try to look ahead and see what is on the horizon. Healthcare plans are looking to find ways to keep

same amount of money they made the year before.

If your a pharmacy owner reading this, you know exactly what I mean. So, we must diversify ourselves and use our medical knowledge to get people healthier without the PBM middle man.

For me, Ideal Protein seemed like the right place to start.

I first tried the protocol myself to see how well it worked. I lost 37 pounds in just under 8 weeks (and the food actually tastes good.) It has been almost 5 months My customers come into my store and ask me how I lost all the weight. I explain to them the Ideal Protein protocol, and we get them started. It is truly that easy.

I also have a technician who lost over 30 pounds. She is one of my 3 coaches. My coaches meet every week with the customers to go over their meals and the weight they lost. I monitor everything in the background. I have built an office out front in one of my stores to display the program. the local cardiology group and endocrinology groups. My goal will be to have a

”

Vinny Chiffy

TM

do not guarantee or predict future results, and you should not specifically expect to experience these results. Individual experiences while following the Ideal Protein Protocol are unique and may vary for each

PHARMACON EXPO 2018 | 13

14 |

PHARMACON EXPO 2018

Exhibitor By Booth Number Booth

Company

Booth

Company

1106 1107 1108 1109 1110 1111 1112 1113 1114 1115 1116 1117 1118 1119 1120 1121 1123

Pharmacy-Lite Benzer Pharmacy Franchise Pharmacy-Lite Benzer Pharmacy Franchise Bio Protein Tech Bonum Health Inventory IQ Paws 4 Liberty Langermania Pharmacy Eye Wear Pharmacy Podcast Windmill Health Pharmacy Edge Stallion Express The Oval Group MicroMerchant PharmaCanna

1206 1207 1208 1209 1210 1211 1212 1213 1214 1215 1216 1217 1218 1219 1220 1221 1222 1223

PrescribeWellness PioneerRx SureCost PioneerRx H.D. Smith Sykes and Company Amplicare Live Oak Bank Shepard Medical Repeat Rewards Blue Flower R.J. Hedges QS/1 RxOneShop BestRx PharmaCanna BestRx PharmaCanna

Booth

Company

Booth

Company

1306 1307 1308 1309 1310 1311 1312 1313 1314 1315 1316 1317 1318 1319 1320 1321 1322 1323

PioneerRx Real Value Rx PioneerRx ZipWhip Anda Republic Pharmaceuticals Prevagen CSI Specialty The Pharmacy Feel Good Inc. Pharmacy Times TimerCap Lightspeed VOICE Wellgistics SuiteRx Wellgistics SuiteRx

1406 Ideal Protein 1407 Pharmacists Mutual 1408 Zill’s 1409 Redmond and Greer Pharmacy Supply 1410 ByPro Nutrition 1411 Independent Pharmacy Distributor 1412 Evoke Neuroscience 1413 Profit Hunters 1414 Evoke Neuroscience 1415 Profit Hunters 1416 1417 Profit Hunters | Fresh Revenues 1418 Trxade 1419 Profit Hunters |

Waypoint Pharmacist Advisors 1420 Jungle Repair 1421 Safe Chain Solutions 1422 Zen Nutrients 1423 Safe Chain Solutions

PHARMACON EXPO 2018 | 15

Are you looking for an affordable, intuitive, cutting-edge pharmacy management system?

Look no further! The BestRx Pharmacy Management and Point-of-sale software system will meet your needs today and well into the future. Since 1985, we have been providing an easy-to-use complete pharmacy software solution. Schedule a demo and you will see why our customers say we are the BEST system on the market today!

1200 Jorie Blvd. Suite 310 Oak Brook, IL 60523 (877) 777-5758 | Fax: (630) 339-3171 sales@bestrx.com | www.bestrx.com

Premier, Professional Line of CBD Products

Pharmacy owners, we’ll see you June 8-9 at the

Visit booth #1221 to meet the country’s only

PHARMACIST OWNED, PHARMACIST FORMULATED, THC-FREE CBD COMPANY

A little about us: PharmaCanna was incorporated in November 2016 by a pharmacy owner due to the “wild,wild west” environment of the CBD industry, and the lack of regulation. They started their own company and incorporated the pharmaceutical process into the industry. Something was done correctly as PharmaCanna products are now in pharmacies, chiropractic and doctor offices across 22 states. Visit booth #1221 to learn more about how to become a wholesale partner.

To learn more about CBD, please call 561.346.3859 or email at info@pharmacanna.us. You can also visit us at www.pharmacanna.us or https://www.facebook.com/pharmacanna .

Speakers Michael Castagna | CEO Michael Castagna is the Chief Executive Officer and serves on the Board of Directors for MannKind Corporation. Dr. Castagna has over 20 years of experience in healthcare, pharmaceutical, biotech and specialty pharmacy industries. He joins MannKind from Amgen, Inc., where he spent over three years as Vice President, Global Commercial Lead for a portfolio of nine biosimilar drugs, and Vice President, Global Lifecycle Management. Prior to Amgen, Dr. Castagna, was Executive Director of BristolMyers Squibb’s Immunology franchise, where he served as co-lead to relaunch Orencia IV and launch Orencia SC, both rheumatoid arthritis drugs. Before BMS, Dr. Castagna was with Sandoz (Novartis) as Vice President and Division Head for Biopharmaceuticals, North America, where he established the US Biologics Business Unit and relaunched its lead product, Omnitrope, a human growth hormone. Prior to Sandoz, Dr. Castagna held a variety of positions with EMD (Merck), Serono, Pharmasset and DuPont Pharmaceuticals. Dr. Castagna serves on the board of directors of Pet Partners headquartered in Bellevue, Washington.Dr. Castagna received his Bachelors of Science – Pharmacy degree from Philadelphia College of Pharmacy, his Doctor of Pharmacy from Massachusetts College of Pharmacy, and his MBA from the Wharton School of Business at the University of Pennsylvania.

Larry Twersky | CEO In the face of the US healthcare challenges, Larry Twersky immediately recognized the importance of the TimerCap and the broad impact it could have on millions of lives. Larry serves as the Company’s Chief Executive Officer where his primary role is keeping the team focused on the company’s mission of engaging current healthcare challenges at the intersection of technology and pharmacy, and bringing them to market. TimerCap LLC creates solution driven products that result in improved healthcare outcomes. Enabling people of all ages to live healthier, more productive lives.

Previously Larry served as President of 1-800-DENTIST making it the largest and most successful dental practice marketing program in the nation. Prior to joining 1-800-DENTIST, Mr. Twersky served as Chief Executive Officer of Solid Climb a technology consulting company with more than 30 years’ experience in Healthcare Marketing, Digital Marketing, Social Media, and Customer Relationship Management (CRM) and considered a pioneer in wireless and Internet-based solutions, having developed the first wireless CRM product for Palm(TM). He also previously served as President of GoldMine Software Corporation’s CRM Division. Prior to that, he founded Corporate Computer Center (CCC) in 1989 as one of the most successful CRM consulting practices.

Previously Larry served as President of 1-800-DENTIST making it the largest and most successful dental practice marketing program in the nation. Prior to joining 1-800-DENTIST, Mr. Twersky served as Chief Executive Officer of Solid Climb a technology consulting company with more than 30 years’ experience in Healthcare Marketing, Digital Marketing, Social Media, and Customer Relationship Management (CRM) and considered a pioneer in wireless and Internet-based solutions, having developed the first wireless CRM product for Palm(TM). He also previously served as President of GoldMine Software Corporation’s CRM Division. Prior to that, he founded Corporate Computer Center (CCC) in 1989 as one of the most successful CRM consulting practices.

18 |

PHARMACON EXPO 2018

Suzette DiMascio | CEO Join us as the specialty pharmacy industry leading strategist, Suzette DiMascio , president and CEO of CSI Specialty Group, looks into her crystal ball to discuss the future of specialty pharmacy and the role we all have in developing the best solutions to enhance the patients we serve.

In this session Suzette will enlighten us with her witty ways of enlightenment as she discusses recent challenges in the marketplace including PBM lockouts, copay accumulators, and the dreaded DIR fees.

By attending this keynote session you will quickly understand why APPA has crowned Suzette as the “queen of specialty pharmacy”! Its a session you will not want to miss and those New to specially pharmacy or industry veterans all will enjoy!

As a thought leader, industry expert, frequent media contributor and sought after speaker on all things pharmacy related; Suzette’s strategic insight on marketplace trends help align and enlighten this continually pivoting industry.

Under Suzette’s leadership, CSI Specialty Group has become known as the industry’s preeminent Specialty Pharmacy Leadership Consulting firm; offering strategic solutions to all healthcare market channels across the spectrum from health systems to manufacturers and was honored as one of Consulting Magazine’s Fastest Growing Firms, ranking 5th out of 50 firms.

Gordon J. Vanscoy | CEO Gordon J. Vanscoy, PharmD, CACP, MBA Chairman and CEO, PANTHERx Specialty Pharmacy; andAssociate Dean for Business Innovation, University of Pittsburgh School of Pharmacy With more than three decades of executive experience creating and developing successful medical and pharmaceutical service business ventures, Dr. Vanscoy is a leader in the healthcare industry. He is the founding Chairman and CEO of PANTHERx Specialty Pharmacy (SP), the nation’s leader in rare disease specialty pharmacy services. PANTHERx is a quad-accredited SP consistently recognized by INC Magazine as one of the fastest growing companies, and by Modern Healthcare as one of the best places to work in the US. In addition, PANTHERx Specialty Pharmacy has won the Zitter Health Insights Patient Satisfaction Award, receiving the highest score ever attained on the survey. Gordon also serves as the Associate Dean for Business Innovation and Associate Professor of Pharmacy and Therapeutics at the University of Pittsburgh (Pitt), where he launched the Master of Science in Pharmacy Business >Administration degree program. Recently, Dr. Vanscoy was conferred the Pitt’s highest recognition as a Distinguished Alumni Fellow. Gordon received his Bachelors of Science in Pharmacy and Masters of Business Administration degrees from the University of Pittsburgh, and his Doctor of Pharmacy degree from Duquesne University. He has completed an ASHP-accredited clinical residency at The Mercy Hospital of Pittsburgh and a faculty fellowship in advanced geriatrics at the University of Pittsburgh Geriatric Education Center.

Dr. Vanscoy has published a number of textbook chapters and over two hundred scientific papers and abstracts.

He has received dozens of research and educational awards and grants, provided hundreds of invited lectures, and served on many national and international boards. Gordon is a past member of the ACPE National CE Provider Committee, the International Society of Pharmaceutical Outcomes (ISPOR) Board of Directors, a member of the Board of Directors at the ASHP Foundation,.and the United States Pharmacopoeia’s (USP) Therapeutic Information Management Advisory Panel. Gordon is a cofounder of the credentialing entity, the Certified Anticoagulation Care Providers (CACP). Dr. Vanscoy currently serves on the Board of Directors of the National Association of Specialty Pharmacy (NASP).

PHARMACON EXPO 2018 | 19

Tom Cuomo »» President/Consultant Pharmacist for Gulf Coast Pharmacy Consultants in Clearwater, Florida »» Past President of Florida Pharmacy Association »» Past Chairman of the Board Florida Pharmacy Association »» Certified in Medication Therapy Management »» Pharmacy Degree from St. John’s University New York

Dr. Adel Eldin Dr. Adel Eldin, MD, FACC Fellow of the American College of Cardiology, FACP Fellow of the American College of Physicians has been in private clinical medical practice in Florida over the past 20 years with Brooksville Cardiology. His work is known nationally for patient advocacy, seniors’ rights, education, and community outreach. He has been published in various journals and took part in multiple clinical and research trials involving treatment of acute myocardial infarction and coronary stent research. He is the proud recipient of many prestigious awards including best small business of the year, First Humanitarian Award, and special recognition from President Obama for serving the community, to name a few.

Dr. Eldin is a serial entrepreneur and the current President of Society of Physician Entrepreneur, Tampa Bay Chapter who has been working on solutions for the healthcare crisis involving Affordable Quality Healthcare Model, for Wellness and Disease Prevention and also founded Florida Medical Tourism in Spring of 2012 to help ease the global health care needs always putting the patient first. He speaks locally and internationally with putting emphasis on “bringing the heart back into Medicine.”

20 |

PHARMACON EXPO 2018

SuiteRx ntelligent harmacy oftware

I P S

With separate retail and long term care workflows, along with advanced compounding and specialty features, IPS is a comprehensive solution that is ideal for combo pharmacies.

% 5 2 F F O

Software License Fee for APPA and Pharmacy Edge Members.

*Mention code: PharmacyEdgeJune for discount. Some restrictions may apply. Expires 12.31.18

www.suiterx.com

|

916-242-8779 ext 4

I n t e l l i g e n t P h a r m a c y S o f t w a re

YOUR PHARMACEUTICAL DISTRIBUTION SPECIALIST

Five Locations tto o Se S Serve rve Yo You You: • Cambridge, MD D - Headqua arter errs e Headquarters • Annapolis, MD D - Sales • Louisville, KY - Di Distribution D ist stri ribu bution o • Miami, FL - S ales Sales • St. George, U T - Di D istribution n UT Distribution

• No Contract Contracts • No Holdbac Holdbacks • DEA License Licensed in 47 States

Licensed for wholesale distribution, including contro controlled substances (schedules II-V) to hospitals, pharmacies, and phys physician offices Licensing in progress

Safe Chain is a full-service distributor of pharmaceutical products and supplies. Our nationwide network allows us to fulfill all your needs while maintaining safety and integrity.

Safe Chain aims to be the comprehensive wholesaler you can rely on. Our offerings include but are not limited to: • API • Controlled Substances II-V • Injectables • Medical Kits • Oral Solids

• OTC Products • Pain Management • Surgical Supplies • Vaccines • Wound Care

Facility Features • DEA vault for the safe storage of controlled substances II-V • 24/7 multi-location, digital temperature/humidity monitoring and reporting • 24/7 security monitoring with strategically placed, high-definition cameras, motion detectors, and door/window sensors

FOR ALL SALES INQUIRIES, PLEASE CONTACT SAFE CHAIN SOLUTIONS, LLC. 822 Chesapeake Drive, Cambridge, MD 21613 1.855.437.5727 or Info@SafeChain.com, and visit us online at www.SafeChain.com

Pharmaceutical Wholesale Distribution Rapid Set Up Time, Implementation & Product Delivery

Next Day Delivery Available

VAWD Accredited

Gain An Economic Advantage Register Today & Learn How Wellgistics Can Help Your Pharmacy Increase Profitability.

www.Wellgistics.com

Wellgistics has been awarded VAWD accreditation

877.654.9599 Registration@Wellgistics.com 480 Eagles Landing Dr, Lakeland, FL 33810

Licensed in All 50 States

PharmaCon Expo Attendee Discounts

Use the following codes for discounts on the Wellgistics website during checkout: 'PharmaCon' - 5% discount on orders for all attendees 'PharmaConNEW' - 10% discount on orders for newly registered users only Coupons cannot be combined. Offer is good through 6/22/18 at 3pm EST

How Physician and Pharmacist Integration generates Innovation

P

hysicians didn’t spend long years in school to have two-thirds of their work-day be comprised of data entry task. Pharmacists didn’t spend long years of school to have two-thirds of their work-day consist of filling and dispensing medications.

Both professions went to school so that they can perform at the top of their license and modernize today’s healthcare era; bringing revolutionary solutions to the healthcare industry. It’s already apparent that we prefer to

avoid the administrative burden, as it disrupts our workflow and takes time away from spending with the patient.

Our reimbursement model has changed and went from fee for service to now value-based care.

“Physicians are the Medicine experts, while Pharmacists are the medication experts. Both professions are considered predominant healthcare leaders in the industry.

Physicians are the first point of contact to diagnose and assess appropriately, while

Pharmacists are the last line of defense to verify that the appropriate treatments were prescribed.

It’s clear that both professions possess a high pedigree of clinical knowledge.

Why do we separate the two entities, instead of bringing them closer together?

Primary-care physicians, participation in a careteam program can ease the burden associated with the management of complex-care patients. It also provides a way to better manage the cost of these patients by optimizing their health and functional status, decreasing excess healthcare use, minimizing emergency department visits and other hospital utilization (including readmissions), and preventing long-term nursing home placement.

What’s going on in the Physician private practice world, is also going on in the pharmacy private practice world.

According to the American Medical Association, less than half of physicians own their medical practice. “First-time ever” its been this low.

24 |

PHARMACON EXPO 2018

According to the NCPA (National Community Pharmacist Association) digest report, there has been a steep drop in independently owned pharmacy practices compared to previous years.

Ownership and employment shifts reflect the industry’s increasing compliance costs and new payment models.

Health systems have been aggressively mopping up the physician practices, while the Large-chained pharmacies have been aggressively mopping up the small mom and pop independent pharmacies.

The common reasons shared for selling their practice: 1.

2.

3.

4.

Low reimbursements High overhead cost Burnout Increased competition by bigger players 5. Lack of innovation With the collaboration of Physician and Pharmacy private practices, it can help eradicate a bulk of the problems both professions face and help revolutionize healthcare.

Ways a Pharmacist can help improved value-based care models for Physicians: 1. Disease-state management therapyMost physicians are trained only to know the contraindications of medications for individual disease states.

Where they may lack is the Pharmacokinetics/ Pharmacodynamics profile, Medicinal chemistry, and the robust intelligence of clinical literature of drugs in certain classes. All of these small intangible things relating to a drug have a significant impact on its effectiveness.

2. Primary care Pharmacist plans- Yes, Pharmacist can provide care plans.

A clinical pharmacist can also put together a care plan to better assess the patient and provide useful treatment recommendations for the Physicians review.

This can help reduce the administrative task physicians may have to deal with, which in return allows the physician to spend more time with their patient to go over the pathophysiology of their condition.

3. Pharmacoeconomicsthe Pharmacist, have the due-diligent training to evaluate the cost and effectiveness of a pharmaceutical agent against another. This can be referred to as a costbenefit analysis. Hence, pharmacoeconomics can help guide optimal healthcare resource allocation and provide more buy-in from Insurance companies.

How can a Physician be of aid to a Pharmacist: 1. PathophysiologyPhysicians are experts

and well-trained in the pathophysiology of a patient. This is knowledge pharmacist may lack the substance of knowledge in pathophysiology.

Physicians are sharply intelligent in diagnosis criteria’s and general assessment of a patient.

2. Medical KnowledgePhysicians have the medical knowledge to help consult with patients on preventative skills to live a more proactive healthy lifestyle. The more time the Physician has with the patient, the better the outcomes.

In hindsight, Physician & Pharmacist collaboration has the potential to create a robust HealthSystem for patients and also produce a stronger buy-in from insurance companies.

Population health is the current and future trend of healthcare. We can start synergizing our talents and bring out the best in valuebased care practice models.

The more prominent players are already adopting vertical integration strategies to help create a more user-friendly and efficient healthcare system. Why can’t we?

In essence, “we have to STOP advertising and START innovating.”

PHARMACON EXPO 2018 | 25

®

VISIT US AT BOOTH 1413

You are a WINNER! COME BY OUR BOOTH TO PICK UP YOUR WINNINGS!

$9,OOO +

TO BE USED FOR YOUR BUSINESS TUNE-UP

Hire Right Employee Development Sales Training Sales Aids Digital Marketing Revenue Generation Financial Strategies Insurance Solutions

INDEPENDENT PHARMACY IS OUR BUSINESS www.profithunters.biz •214.295.5237

What Can We Expect from Pharmacy Benefit Managers in 2022?

L

ooking 5 years forward, the pharmacy benefits manager (PBMs) industry is expected to grow. Why is this? The number of new generic medications entering the market is expected to slow down, due to these blockbuster drugs loosening their patent exclusivity; diminishing industry revenue.

PBMs are known for negotiating lower prices for generic drugs, which helps increase profitability.

Moreover, viewing this industry from an economic standpoint, we will see more growth in public and private health care insurances, decrease in unemployment rates, and more consumers covered under a prescription drug plan. The Patient Protection and Affordable Care Act (PPACA) is expected to keep expanding over the next five years.

Penalties for uninsured consumers will force new consumers into the marketplace.

According to the IBIS World Pharmacy Benefit Manager Industry report, by 2015 the penalty for being uninsured increased by nearly 1% and nearly doubled in 2016 and will be adjusted for inflation thereafter. 1

While the industry is consolidating, it enables PBMs to have the leverage required to secure low-cost drugs from pharmaceutical manufacturing companies. Major players have aggressively started acquiring smaller companies in an attempt to increase their retail pharmacy network, bargaining power with drug manufacturers and customer base.

28 |

PHARMACON EXPO 2018

PBMs that offer mail-ordering services will begin to see the most vigorous growth.2 This is because of their lower cost of prescription medications they can provide, from selling direct to consumers at a lower operating cost. This is something we’re starting to see more often in the retail setting. More patients are automatically switched over to mail order pharmacy.

Industry profitability is predicted to continue its upward trend over the next couple of years. We will begin to see more specialty medications and biologic therapy. The PPACA will expand consumer access to lower-cost generic drugs by preventing brandname manufacturers from making label changes to the brand name or listed drugs; delaying generic products.

The majority of these therapies are considered small molecule drugs and used to treat common conditions that affect a great size of the population.

This “patent cliff” has started forcing more pharmaceutical companies to pivot their focus on developing large molecule biologic drugs, which are used to treat rare conditions (also called “orphan” medications) that affect a smaller size of the population.

Biologics benefit from a 12-year patent period to justify its investment into innovative treatment. This becomes more advantageous, as you compare this to smaller molecule therapies like your blockbuster drugs, which have only a 5-year patent period. Thus, the PPACA will assist to accelerate generic approval for these

generic alternatives, or biosimilars, to biologics, which are very costly drugs on the market.3 Typically, PBMs benefit from lower cost of generics because of their ability to negotiate stronger discounts. The steady drop in the number of new generics into the marketplace will impel growth in industry profitability. We will see PBMs likely to witness stronger pressure to pass on cost savings to more consumers. Greater regulatory scrutiny is expected to expand compliance costs for PBMs. New regulations will require PBMs to disclose more information on discounts and rebates from pharmaceutical manufacturers, forcing PBMs to become more transparent.

Major companies with most market share 1. CVS Health Corporation 2. Express Scripts Holding Company 3. United Health Group, Inc. 4. Aetna Inc. 5. CIGNA Corporation

We are honored to be named “Pharmacy Technology of the Year� in the 2018 APPA Pharmaceutical Industry Awards.

Are you ready to go #BeyondTheFill?

Visit us at Booth 1206 to learn more.

Contact us at (800) 960-8147 or sales@prescribewellness.com

PrescribeWellness.com

Exhibitors

30 |

PHARMACON EXPO 2018

Official Event Host

Exhibitors directory Company Name Jungle Repair Bonum Health Benzer Pharmacy Safe Chain Solutions Shepard Medical H.D. Smith Zills The Oval Group RxOneShop Zen Nutrients ByPro Nutrition Lightspeed VOICE QS/1 Prestige Medical BlueFlower SuiteRx Paws 4 Liberty The Pharmacy (Resturant) Inventory IQ Wellgistics LLC Langermania Independent Pharmacy Distributor PharmaCanna Pharmacy Times Pharmacy Edge Magazine Zipwhip Real Value Rx Repeat Rewards Pharmacy Mutual TimerCap PioneerRx MicroMerchant Amplicare Inc. GRX Marketing SureCost Stallion Express Pharmacy Eye Wear Windmill Health Republic Pharmaceuticals Anda Feel Good Inc. Prevagen Evoke Neuroscience RJ Hedges Live Oak Bank Evoke Neuroscience Bio Protein Sykes and Company Pharmacy-Lite PrescribeWellness BestRx CSI Specialty Ideal Protein Pharmacy Podcast Profit Hunters Trxade

Phone 727-333-0633 813-304-2221 813-304-2221 855-437-5727 630-730-1693 217-670-3203 214-705-3702 804-370-1707 877-476-4761 855-Zen-Vite 573-356-4552 941-564-3010 866-548-9190 313-444-7773 301-659-6000 916-242-8779 561-508-2714 800-805-8705 877-671-5250 972-248-7900 877-690-0473 561-346-3859 714-334-6853 714-334-6853 855-947-9447 855-681-7201 866-877-2737 800-247-5930 818-435-8245 817-933-4824 516-408-3999 704-769-0540 515-280-2914 888-363-7596 347-671-0710 954-816-9046 914-393-6355 800-659-6609 954-217-4643 407-986-3351 877-977-3824 917-261-6096 724-357-8380 910-550-2308 800-280-2456 252-482-7644 440-773-2977 949-313-7615 630-893-9210 866-484-4752 819-303-2914 412-585-4001 214-295-5237 800-805-8705

Email abella502@yahoo.com alpesh@benzerpharmacy.com alpesh@benzerpharmacy.com BlairR@safechain.com chumbert@shepard-medical.com dana.demarco@hdsmith.com debbiemeyer5@msn.com dobbie@ovalgrp.com dougs@rxoneshop.com Dpatel@zennutrients.com Dr.Bynum@ByProNutrition.com dvandyke@lightspeedvoice.com ehuff@qs1.com fadl@lowcost-rx.com gazelle@blueflowerwellness.com Grace@suiterx.com heidi@paws4liberty.org info@thepharmacyorlando.com j.barton@inventoryiq.net jcooke@wellgistics.com jeakins@langermania.com jmattson@ipdpharma.com johnny@pharmacanna.us Josh@joinappa.com Josh@joinappa.com jung@zipwhip.com jynette@realvalueproducts.com krusso@vucahealth.com laurie.harms@phmic.com ltwersky@timercap.com marsha@pioneerrx.com MDANIELS@micromerchantsystems.com nick@amplicare.com nicolle.mcclure@grxmarketing.com ntaylor@emerlyn.com pconway@stallion-express.com pew4Gregory@gmail.com PRicci@windmillvitamins.com purchasing@republicpharma.com Rachelle.Vance@andanet.com rechelle@feelgoodinc.org rliebl@quincybioscience.com sales@evokeneuroscience.com sales@rjhedges.com sarah.carroll@liveoakbank.com sarah@takebackyourpractice.com Scott@bioproteintech.com scott@sykes-cpa.com seanb@pharmacylite.com slewis@prescribewellness.com stephen.barnes@bestrx.com suzette@csigroup.net tbarus@idealprotein.com todd@pharmacypodcast.com TonyDiRico@profithunters.biz trxade

PHARMACON EXPO 2018 | 31

Your patients want to text you. Let them.

Real. Live. Texting.

Enhance patient engagement by providing true two-way messaging using your pharmacy’s phone number.

Direct Response

Your patients are busy and can’t always pick up the phone. Let them reach you quickly when you need to get ahold of them.

More Patient Time

Less phone time by knocking out 50 phone calls with a simple text.

The response to texting has been so much better…

Our patients even thank us for it!

– Srinivas, Independent Pharmacy Owner

Two-Way Texting for Pharmacies

Text or Call (206) 816-3531 for more information | jjung@zipwhip.com | www.zipwhip.com

WE EXCEED EXPECTATIONS Real Value R X is a national distributor of generic pharmaceuticals, providing personalized services and profit-building strategies to pharmacies. Our dedication to excellence is founded on a 32-year legacy in wholesale distribution. We’ll help your pharmacy thrive in a competitive market and move ahead in a dynamic industry. Our service offerings include unique and personalized customer benefits, such as: A Most Valuable Products (MVP) list of high-demand items Savings on reliably sourced short dates Opportunities to maximize drug reimbursements A product portfolio featuring over 150 generic drug manufacturers More than 250 years of combined account management experience Real Value R X is ready to work for your pharmacy. Contact us today to learn more.

LUXURY WATCH GIVEAWAY! Visit us at Booth #1307 for a chance to win a luxury Movado watch!

A Partnership Built On Real Value Phone: 1.855.681.7201 • RealValueProducts.com

Styles May Vary