Latest / Pharmacy Podcast Network / The 2026 McKesson ideaShare Rewind | Part One

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The 2026 McKesson ideaShare Rewind | Part One · Pharmacy Podcast Network

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  Speaker 1: You are listening to the global network of podcasters dedicated
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  Speaker 1: to the pharmacy profession. Welcome to the Pharmacy Podcast Network.
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  Speaker 2: Welcome to the twenty twenty six McKesson Idea Share Rewind,
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  Speaker 2: a Pharmacy Podcast Network exclusive series of on site interviews
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  Speaker 2: captured inside the exhibit hall of one of the largest
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  Speaker 2: community pharmacy brainstorm events, empowering current and future independent pharmacists
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  Speaker 2: with deeper connections, new ways to innovate and strengthen numbers
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  Speaker 2: for the voice of community pharmacy. This four part series
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  Speaker 2: brings you back to the action in Denver, Colorado. Thank
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  Speaker 2: you to the Independent Pharmacy Cooperative IPC for sponsoring this
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  Speaker 2: coverage of the twenty twenty six mckasson Idea Share.
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  Speaker 3: I'm Mark Kenney.
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  Speaker 4: I'm the EVP of Government Relations for Independent Pharmacy Cooperative
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  Speaker 4: and you're listening to the Pharmacy Podcast Network.
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  Speaker 5: Mark. It's so good to see you here at the
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  Speaker 5: McKesson Idea Share once again. I love being part of
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  Speaker 5: the IPC team here at the booth. It's been a
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  Speaker 5: wonderful show so far. How's it been for you guys.
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  Speaker 4: It's been fantastic. Todd and I'd live here in Denver, so.
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  Speaker 6: Lucky, Yeah, lucky, no airports for you, huh right, yeah,
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  Speaker 6: and that doesn't happen very often, and so I'm glad
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  Speaker 6: everyone can come out and see my hometown and get
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  Speaker 6: a chance to hopefully get up into the mountains.
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  Speaker 4: And I know that a lot of people are going
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  Speaker 4: to the Colorado Rockies games tonight.
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  Speaker 5: That's terrific. So let's talk about something. You were telling
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  Speaker 5: me that there was some legislation that's been passed. It's
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  Speaker 5: impacted twelve states out of our fifty states, and it's
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  Speaker 5: supposed to position our community independent community pharmacies in a
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  Speaker 5: better position for getting reimbursed, and now it's being stalled by,
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  Speaker 5: of course, the antics of the PBMs itself. Talk to
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  Speaker 5: our listeners, what was that that was passed, and then
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  Speaker 5: what's the impact of the next steps.
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  Speaker 3: Yeah.
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  Speaker 4: These are referred to as commercial rate floors, and while
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  Speaker 4: there's been some cost based models and medicaid, it's now
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  Speaker 4: being expanded out to the commercial populations as well. And
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  Speaker 4: what this does is bring a transparent, objective payment model
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  Speaker 4: for pharmacies, community pharmacies, and this allows, I think for
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  Speaker 4: everyone to see under the hood as far is what
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  Speaker 4: pharmacies are getting paid. These are generally surveyed actual costs.
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  Speaker 4: Some states have adopted on the product acquisition side the
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  Speaker 4: Nate Act, but then there's also a professional dispensing fee
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  Speaker 4: that's associated with that, and those are surveyed. And many
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  Speaker 4: times the company that's doing that out in the States
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  Speaker 4: is Meyer Staffer. They do it for medicaid, but now
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  Speaker 4: they also are starting to do it on the commercial side.
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  Speaker 4: And we've just been really successful. As you mentioned, there's
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  Speaker 4: twelve maybe twelve plus now after this last session, and
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  Speaker 4: I've worked personally in Montana and Colorado, Iowa. I know
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  Speaker 4: that Arkansas has passed a Rory Good bill as well.
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  Speaker 3: In Kentucky recently.
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  Speaker 4: But what we found is the challenge is that while
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  Speaker 4: these laws go into effects, have still found ways to
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  Speaker 4: either delay it or in some cases just say that
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  Speaker 4: you know, they're not going to pay what the state
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  Speaker 4: law mandates.
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  Speaker 5: It's just like a statement from them without saying anything,
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  Speaker 5: where there's like, well just come after it. Then like
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  Speaker 5: come after us. And it's going to put it into
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  Speaker 5: legal it's going to put it into the courts. It's
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  Speaker 5: going to take longer, it's going to cost more money.
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  Speaker 5: It's just it seems like it's a game.
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  Speaker 3: Now, that's exactly right.
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  Speaker 4: And most of these statutes, the enforcement authority resides at
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  Speaker 4: the Department of Insurance in that each state, and so
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  Speaker 4: what we have to do is go knock on the
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  Speaker 4: door the insurance commissioner and say, look, you need to
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  Speaker 4: enforce these laws.
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  Speaker 3: Sometimes that's received very well.
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  Speaker 4: Other times the insurance department is saying, well, you know,
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  Speaker 4: we don't have the staff, we don't have the time.
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  Speaker 3: We don't have the resources. And so.
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  Speaker 4: What we've done also has tried to bring in the
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  Speaker 4: state attorney general's offices to get them involved.
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  Speaker 3: Uh.
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  Speaker 4: Sometimes that means running additional legislation to make sure that
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  Speaker 4: they have enforcement authority as well. Other times, here in Colorado,
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  Speaker 4: i think the Attorney General's office has been very receptive to,
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  Speaker 4: you know, helping find solutions, you know, to making sure
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  Speaker 4: that these these pharmacies that you know, it was designed
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  Speaker 4: to be a lifeline for a community pharmacy.
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  Speaker 3: We know that many pharmacies are.
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  Speaker 4: Closing down across the country, not only independence but chain
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  Speaker 4: pharmacies as well.
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  Speaker 3: So this really was design.
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  Speaker 4: You know, when we're at hearings at state capitals, you know,
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  Speaker 4: where everyone knows what this is for generally they pass overwhelmingly,
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  Speaker 4: and yet what we find is when they're supposed to
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  Speaker 4: start generally, you know, beginning of the year, and that
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  Speaker 4: our pharmacists report that they don't see any change.
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  Speaker 3: In some cases, it's.
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  Speaker 4: Actually even worse than that, because the PBMs will take
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  Speaker 4: the product.
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  Speaker 3: Acquisition cost being nateak.
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  Speaker 4: And then implement that, but won't implement the additional professional
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  Speaker 4: dispensing fee. So that actually puts our pharmacies in a
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  Speaker 4: worse position. And I had a pharmacy share with me
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  Speaker 4: just earlier this week, and we did meet with the
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  Speaker 4: Department of the Insurance here in Colorado, but that pharmacy
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  Speaker 4: shared the remitment statements showing that they got a ten
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  Speaker 4: cent dispensing fee and a thirty four cents fee for
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  Speaker 4: the transmission of the claim. So not only were they
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  Speaker 4: getting paid hopefully their cost for the product acquisition.
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  Speaker 3: But on the product, on the professional.
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  Speaker 4: Dispensing fee, they were actually losing twenty cents.
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  Speaker 3: Twenty four cents.
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  Speaker 5: Sure, it's crazy. There's no way to stay in business
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  Speaker 5: that way.
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  Speaker 3: There isn't.
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  Speaker 4: And you know, some of it is, you know, I
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  Speaker 4: think purposeful, but others is another example that that pharmacy
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  Speaker 4: brought was the same patient, same plan.
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  Speaker 3: They did get paid in Colorado.
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  Speaker 4: It's fourteen dollars and fourteen cent professional dispensing fee on
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  Speaker 4: the other drug again was the it was like a buck.
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  Speaker 4: So you know, some of that is just you know,
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  Speaker 4: maybe in competence. I don't know, but what we what
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  Speaker 4: we're seeing is it takes a long time. In Montana,
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  Speaker 4: we've passed it. It's been in effect now for over
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  Speaker 4: six months. They're starting to catch up, but only because
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  Speaker 4: we've had to go to the regulators, right the AG's office,
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  Speaker 4: the Department of Insurance, have them send out letters saying, hey,
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  Speaker 4: you need to follow the state law.
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  Speaker 5: Mark. This has been good to catch up with you
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  Speaker 5: here in Denver. We so much appreciate your insights and
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  Speaker 5: what you do for independent community pharmacy, and we love
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  Speaker 5: your partnership with IPC, So thank you absolutely.
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  Speaker 3: Thanks Tom.
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  Speaker 7: Hi, this is Eddie six Swatt, senior vice president of
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  Speaker 7: Commercial Strategy and Innovation at McKesson, and you're listening to
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  Speaker 7: the Pharmacy Podcast.
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  Speaker 5: Eddie Suksquat, the senior vice president of Commercial Strategy and
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  Speaker 5: Innovation from McKesson. At the McKesson Ida Share twenty twenty six.
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  Speaker 5: It's so good to see you.
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  Speaker 7: Thank you.
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  Speaker 3: It's great to be here all.
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  Speaker 5: Right, first time on the Pharmacy Podcast Network.
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  Speaker 8: Are you a podcast listener?
• 8:47
  Speaker 3: I do. I do listen to podcasts.
• 8:49
  Speaker 5: You have to subscribe now to the network. We have
• 8:51
  Speaker 5: forty two different shows on the network covering pediatrics and
• 8:56
  Speaker 5: geriatrics and technology, and of course we're all aways press
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  Speaker 5: conference at press coverage at the major conferences. Idea Share
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  Speaker 5: is one of our favorite to be at because the
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  Speaker 5: energy here is so important to recharge as a collective
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  Speaker 5: independent community pharmacy base, to get together to share ideas.
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  Speaker 5: That's kind of how idea started, Ideas Share started. We
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  Speaker 5: know that pharmacies are taking on some more things, more
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  Speaker 5: responsibilities in terms of patient care. So from your perspective,
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  Speaker 5: what should they keep in mind when they evaluate tools
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  Speaker 5: and technologies and even AI to help support their growth.
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  Speaker 3: Oh, it's great question.
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  Speaker 7: You're absolutely right. Pharmacies today are being asked to do
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  Speaker 7: more and more and this is a shift that's been
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  Speaker 7: driven by patient needs, by regulatory and just overall market dynamics.
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  Speaker 7: So community pharmacies, I believe play a huge role in
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  Speaker 7: that and a vital role in patient cares. So when
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  Speaker 7: we think about technology, the goal isn't more technology. The
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  Speaker 7: goal is better outcomes for patients and then ultimately better
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  Speaker 7: experience for patients. So when we think about technology, and
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  Speaker 7: when pharmacies think about technology, you know, those that will
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  Speaker 7: succeed will be more intentional and strategic about how they
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  Speaker 7: deploy technologies, where they deploy technologies in their workflow, and
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  Speaker 7: where they use it to help improve outcomes and patient
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  Speaker 7: patient experience.
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  Speaker 5: All Right, So you and I before we started recording
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  Speaker 5: talking about the pedigree and the deep adoption of technology
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  Speaker 5: inside McKesson in supporting independent community pharmacies. You guys have
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  Speaker 5: always been a technology leader. Talk to us about specific
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  Speaker 5: tools that McKesson has available to support our independent community pharmacies.
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  Speaker 3: Absolutely.
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  Speaker 7: I mean, I'm fortunate enough to lead a lot of
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  Speaker 7: the technology businesses that support our McKesson distribution customers. And
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  Speaker 7: what we've learned is that technology is a fragmented like
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  Speaker 7: people are shifting from fragmented systems to more connected ecosystems,
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  Speaker 7: and those connected ecosystems link everything from ordering to inventory,
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  Speaker 7: to clinical insights to patient engagement, and our tools at
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  Speaker 7: McKesson really aim to support that shift. So it's really
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  Speaker 7: about giving pharmacies the tools to run better, to operate
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  Speaker 7: more efficiently, and then ultimately manage.
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  Speaker 3: Their businesses day in and day out.
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  Speaker 7: So across our portfolio technology solutions, we look to address
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  Speaker 7: a lot of these pain points and opportunities that exist
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  Speaker 7: within the pharmacy. So Supply Logics it really is one
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  Speaker 7: of our products that connects real time inventory and automated
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  Speaker 7: ordering to align supply and demand and minimize manual work
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  Speaker 7: within the pharmacy, which is critical in a community pharmacy
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  Speaker 7: where staffing levels are always going to be a challenge.
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  Speaker 7: We have services like central Pill as a service which
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  Speaker 7: helped pharmacies manage peak prescription volume and staffing constraints by
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  Speaker 7: offloading high volume dispensing. And then we have loop rx
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  Speaker 7: which is featured here on the floor, which supports pharmacies
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  Speaker 7: by streamlining three P forty B replenishment workflows. Yeah, so
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  Speaker 7: I mean it's a fantastic solution. It really reduces administrative burden.
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  Speaker 7: It ties manual processes and start to remove those manual
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  Speaker 7: processes by improving visibility to inventory and transaction credits. And
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  Speaker 7: then we have connect which is really how all of
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  Speaker 7: this comes to life. I think of McKesson Connect as
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  Speaker 7: the front door to our mccuesson experience, and it's more
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  Speaker 7: than just an ordering platform. It brings together inventory, ordering
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  Speaker 7: and insights into one place where workflows are designed around
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  Speaker 7: helping pharmacies when they need it and simplifying their processes
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  Speaker 7: for how they order and how they engage with PIKESSI.
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  Speaker 5: So Eddie. When I started in pharmacy, it came out
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  Speaker 5: of telecommunications in two thousand and four. The big deal
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  Speaker 5: back then was moving from these closed database pharmacy management
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  Speaker 5: systems moving to open database like SEQL or something. That
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  Speaker 5: was a pretty big deal. Now we jet us in
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  Speaker 5: ahead twenty years later and we're on the advent of
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  Speaker 5: a deep use of AI in our businesses. And as
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  Speaker 5: a publisher, I'm using AI to spell correct, which I
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  Speaker 5: know that's not a very intelligent way per se to
• 13:44
  Speaker 5: use it, but I'm always using it to spell correct everything.
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  Speaker 5: But I'm also asking it to better lay out complex
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  Speaker 5: topics into an easy way to understand, to help our
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  Speaker 5: listeners get more information quicker. Now that's from a publishing
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  Speaker 5: there's a lot of conversation around AI and pharmacy where
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  Speaker 5: do you think it is having a real impact today
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  Speaker 5: and how should pharmacies think about using it effectively and safely?
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  Speaker 7: Yeah, and I think that's a great theme that you're
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  Speaker 7: seeing throughout the idea Share. But what we're seeing is
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  Speaker 7: AI is making already making a big difference in pharmacies
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  Speaker 7: where it's applied to more routine and time consuming tasks.
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  Speaker 7: So I think pharmacies are less focused on using it
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  Speaker 7: to augment their clinical.
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  Speaker 3: Processes, right.
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  Speaker 7: I think there are repeatable things that can leverage AI
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  Speaker 7: to really create more time and space for pharmacies to
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  Speaker 7: spend at the counter with their patients and being able
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  Speaker 7: to work through their needs and building those relationships and
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  Speaker 7: ultimately helping the outcomes for their patients. So pharmacies that
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  Speaker 7: really leverage AI to create that space within their within
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  Speaker 7: their practices is where we're seeing a lot of the value.
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  Speaker 3: That is creating in the front in their space.
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  Speaker 5: All Right, how many Ideas Shares has this been for you? Eddie?
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  Speaker 3: This will be my third time? Nice?
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  Speaker 5: Yeah, they think this is my fifth. And I just love,
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  Speaker 5: like I said, I love coming, I love the vibe,
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  Speaker 5: I love the energy. In closing, what are you most
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  Speaker 5: excited about in the in the future of independent community
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  Speaker 5: of pharmacy.
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  Speaker 7: Yeah, I think that, you know, AI is going to
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  Speaker 7: be something that will give time back, improve processes, improve workflow,
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  Speaker 7: and provide insights back to the pharmacists and their staff.
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  Speaker 7: So really they can get back to why they became
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  Speaker 7: a pharmacist, which is caring for patients, helping their community,
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  Speaker 7: and being a critical part of the.
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  Speaker 5: Healthcare delivery system.
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  Speaker 7: And I think pharmacies are positioned well to leverage some
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  Speaker 7: of these capabilities and start to expexperiment let them to
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  Speaker 7: ultimately improve how they can deliver care.
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  Speaker 5: Bettie, thanks so much for being on the show.
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  Speaker 7: Thank you, I appreciate it.
• 16:10
  Speaker 9: Independent pharmacy is the heart of community care. At Independent
• 16:15
  Speaker 9: Pharmacy Cooperative, we believe your success strengthens the health and
• 16:19
  Speaker 9: well being of the communities you serve. As the nation's
• 16:22
  Speaker 9: largest member owned GPO, IPC helps pharmacies thrive with competitive pricing,
• 16:27
  Speaker 9: profit sharing, and the support of a team who shares
• 16:29
  Speaker 9: your vision. Let's build the future of independent pharmacy together
• 16:33
  Speaker 9: and gain the freedom to farm. Visit ipcrex dot com
• 16:36
  Speaker 9: to start the conversation with an IPC representative.
• 16:39
  Speaker 10: Today, we are here at the twenty twenty six Idea Share,
• 16:56
  Speaker 10: the McKesson Idea Share and I finally get to meet
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  Speaker 10: in person Kevin Bosen from Outcomes.
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  Speaker 5: I see you all over LinkedIn. We finally connected through LinkedIn.
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  Speaker 5: But it's better to meet people in person than just online.
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  Speaker 11: I agree, Todd. I'm super excited to be here, super
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  Speaker 11: excited to meet you. Thanks for having me kick this
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  Speaker 11: off with you.
• 17:16
  Speaker 5: All right. I feel like a kid on Christmas morning
• 17:20
  Speaker 5: who can't wait for his parents to get up, and
• 17:22
  Speaker 5: I want to unwrap the present as quickly as possible.
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  Speaker 5: There are some big news in Outcomes that there's a
• 17:29
  Speaker 5: whole new system and platform coming out, and that's the
• 17:33
  Speaker 5: present I want to on wrap. So talk to us
• 17:35
  Speaker 5: about the new system, the upgrades to computer, our X
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  Speaker 5: and RX thirty. Talk to our listeners about what's happening.
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  Speaker 8: Yeah, super glad.
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  Speaker 11: You asked about it, because it's even beyond the platforms itself.
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  Speaker 11: We've done a whole new experience model at Outcomes. We've
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  Speaker 11: really listened to our customer base. We spend a lot
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  Speaker 11: of time with community pharmacists to understand what their needs are,
• 17:56
  Speaker 11: and so we've started with everything from customer supports, better
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  Speaker 11: all of our clients now have a dedicated client success manager.
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  Speaker 11: We've onboarded this fantastic new team, and then we've complemented
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  Speaker 11: that with some really cool feature enhancements. For OURX thirty,
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  Speaker 11: we've redesigned the whole user interface, so if you're an
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  Speaker 11: RX thirty customer who likes what you have today, you
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  Speaker 11: can use it.
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  Speaker 8: If you want a.
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  Speaker 11: Much more modern system, what we have is probably going
• 18:23
  Speaker 11: to be the best in class user interface you've ever seen.
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  Speaker 8: So excited to show that.
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  Speaker 11: We've added things like automated data entry, so there's no
• 18:31
  Speaker 11: more need for pharmacists pharmacy technicians to manually enter those
• 18:35
  Speaker 11: E prescriptions that are coming in.
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  Speaker 8: So super excited about that.
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  Speaker 11: And then for computer RX, we've done a lot of
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  Speaker 11: platform enhancements to improve stability, and then those things like
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  Speaker 11: automated data entry and all those workforce enhancements are now
• 18:49
  Speaker 11: part of that process as well, So you'll see that
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  Speaker 11: rollout over the next couple months as well.
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  Speaker 5: So lots of cool things to be excited about. It's
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  Speaker 5: incredible so outcomes as a company years ago, this is
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  Speaker 5: before your time probably on the team for sure, came
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  Speaker 5: out with a program to help the evolution of a
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  Speaker 5: pharmacist in the position of dispensing to go deeper into
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  Speaker 5: clinical documentation, value based care. I mean, you're kind of
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  Speaker 5: the og in it in some ways. Now everybody, of
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  Speaker 5: course is doing that. But talk to us about the
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  Speaker 5: melding of systems that were there for speed, they were
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  Speaker 5: there for reliability, and now you're starting to layer the
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  Speaker 5: pedigree of what outcomes started from the whole name outcomes
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  Speaker 5: was because hey, we're collecting data that the patient of
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  Speaker 5: what their outcomes will be for the pharmacist interaction.
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  Speaker 8: So talk to us.
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  Speaker 5: About kind of the mixing all of that together.
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  Speaker 11: Yeah, everything that we're doing is designed to put the
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  Speaker 11: community pharmacist at the center primary care. We really believe
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  Speaker 11: as soon as the next three to five years that
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  Speaker 11: the pharmacist will be the core primary care provider for
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  Speaker 11: management or chronic disease. So things that we've done with
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  Speaker 11: our dispensing systems, computer RXRX thirty, some of the workflow
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  Speaker 11: automation tools like pill count virtual verification, are all meant
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  Speaker 11: to free the pharmacists administrative time so that they can
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  Speaker 11: focus on clinical activities.
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  Speaker 8: And so to your point, the.
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  Speaker 11: Outcomes brand comes from our long standing tradition of working
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  Speaker 11: with payers and creating opportunities for pharmacists to earn non
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  Speaker 11: dispensing revenue through clinical services. We're seeing a vast expansion
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  Speaker 11: of those heading from twenty six into twenty seven. So
• 20:38
  Speaker 11: things like comprehensive medication reviews, adherence management, pharmacists doing.
• 20:43
  Speaker 8: Blood pressure A one see.
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  Speaker 11: Checks, asthma reviews, all of those are going to increase
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  Speaker 11: fourfold heading from twenty six to twenty seven. So that
• 20:53
  Speaker 11: whole ecosystem of trying to make sure that the pharmacists
• 20:56
  Speaker 11: have time to do that and then embrace those clinical
• 20:58
  Speaker 11: service so that they are the really true primary care
• 21:02
  Speaker 11: value prop in their communities.
• 21:05
  Speaker 5: I'm also very excited to announce to our listeners that
• 21:08
  Speaker 5: Outcomes has joined the Pharmacy Podcast Network to drive more information,
• 21:14
  Speaker 5: more conversations, more discussions. Do we get you back on
• 21:18
  Speaker 5: the show, Kevin in the future and get you talking
• 21:20
  Speaker 5: with some of your pharmacy owner, the pharmacy owners that
• 21:23
  Speaker 5: are using Outcome systems.
• 21:25
  Speaker 11: Yeah, Todd, I'm so excited that we're part of your network.
• 21:27
  Speaker 11: That's huge for us. It's an honor for us to
• 21:29
  Speaker 11: be included, So thank you for that. I will come
• 21:31
  Speaker 11: back anytime. I love talking about pharmacy. I come from
• 21:34
  Speaker 11: a very big pharmacy family. My brothers, my dad, my wife,
• 21:38
  Speaker 11: We're all pharmacists. Like this is what I'm truly passionate about,
• 21:41
  Speaker 11: so I'm super excited about it. Also invite people to
• 21:44
  Speaker 11: follow us on LinkedIn Instagram. You'll see a greater presence there.
• 21:48
  Speaker 11: So thanks again for including.
• 21:50
  Speaker 5: Us, Kevin. We are thrilled to have you, the intelligence,
• 21:55
  Speaker 5: the camaraderie with the team. Shout out to the Outcomes
• 21:59
  Speaker 5: mar marketing team. I hope this is a great McKesson
• 22:02
  Speaker 5: Idea Share for you twenty twenty six and we'll talk
• 22:04
  Speaker 5: to you soon.
• 22:05
  Speaker 8: Yeah, thanks Todd, You're the best.
• 22:10
  Speaker 12: Outcomes is back with another upcoming podcast series on the
• 22:13
  Speaker 12: Pharmacy Podcast Network. Outcomes New podcast will go in depth
• 22:17
  Speaker 12: on their advanced pharmacy software technologies with powerful clinical documentation
• 22:21
  Speaker 12: modules and treatment management. Don't miss an episode. Subscribe to
• 22:25
  Speaker 12: the Pharmacy Podcast Network wherever you listen to your podcasts.
• 22:31
  Speaker 5: Nick ci Crest here at McKesson Idea Share twenty twenty six. Nick,
• 22:36
  Speaker 5: it's good to run into you and have time with you.
• 22:38
  Speaker 13: It's awesome.
• 22:39
  Speaker 5: I've been watching you in the IPC booth. Every time
• 22:41
  Speaker 5: I turn around, always like, Hey, got to get Nick
• 22:45
  Speaker 5: on the show. You were with the client. It's what
• 22:48
  Speaker 5: you're supposed to be doing. You're supposed to be with
• 22:49
  Speaker 5: the client. But you've been busy. This has been a
• 22:51
  Speaker 5: good show.
• 22:52
  Speaker 13: It's been awesome.
• 22:53
  Speaker 14: Yeah.
• 22:53
  Speaker 13: We've had at with tons and tons of customers and
• 22:57
  Speaker 13: folks that we work with, trying to help them out with,
• 23:01
  Speaker 13: you know, how they're ordering, how to optimize it, how
• 23:02
  Speaker 13: to be better owners, and how to pay closer attention
• 23:05
  Speaker 13: to the details because that's where that's where the dollars
• 23:07
  Speaker 13: are is and the details.
• 23:09
  Speaker 5: If I'm a pharmacy owner, I really don't. I don't.
• 23:12
  Speaker 5: If I were a pharmacy owner, I would not be
• 23:14
  Speaker 5: able to pay attention to things like that. But talk
• 23:17
  Speaker 5: to us about that optimization and how it's the lifeblood
• 23:20
  Speaker 5: to keep your your pharmacy thriving and being able to
• 23:24
  Speaker 5: use that money to build something else for the community exactly.
• 23:28
  Speaker 3: Yeah.
• 23:28
  Speaker 13: So I think that one of the things that's most
• 23:32
  Speaker 13: often missed just because of the complexity of it, is
• 23:35
  Speaker 13: your primary wholesaler agreement. So we have a couple of
• 23:38
  Speaker 13: great options and a bunch of different partners we work
• 23:40
  Speaker 13: with to help you not only understand your deal, but
• 23:43
  Speaker 13: understand how to best optimize it. So everybody's mix of
• 23:47
  Speaker 13: business is different and how you think through how that
• 23:51
  Speaker 13: mix applies to your customer base and the products that
• 23:54
  Speaker 13: you're purchasing. You know, you want to understand that so
• 23:59
  Speaker 13: that you can best buy. So it's you know, you know,
• 24:03
  Speaker 13: McKesson is a fantastic partner. We love working with them.
• 24:06
  Speaker 13: They're a great resource. And but everybody has a sweet
• 24:09
  Speaker 13: spot in their deal and you just want to make
• 24:10
  Speaker 13: sure you understand that and how to how to best
• 24:12
  Speaker 13: utilize that.
• 24:13
  Speaker 5: So and that's balancing the warehouse opportunities, the generic opportunities
• 24:18
  Speaker 5: with the brand opportunities correct.
• 24:20
  Speaker 13: Yeah, finding that sweet spot in that balance. You know,
• 24:23
  Speaker 13: we have our are one of our agreements that we
• 24:26
  Speaker 13: have mckesson's the Phenomenal deal where we get full cost
• 24:28
  Speaker 13: of goods on g LP. There's a there's a balancing
• 24:30
  Speaker 13: act with that obviously, the economics of how the g
• 24:32
  Speaker 13: LP products work and making sure you understand that per
• 24:35
  Speaker 13: your deal and how to best utilize that great price
• 24:38
  Speaker 13: and we get from mckeesson so that you can maximize
• 24:41
  Speaker 13: the profit that you're that you're uh when you dispensed
• 24:44
  Speaker 13: the prescriptions.
• 24:44
  Speaker 5: So did you feel an energy at IDEA share this
• 24:49
  Speaker 5: year that was different than last year because I seem
• 24:53
  Speaker 5: to get that energy today.
• 24:55
  Speaker 7: Yeah.
• 24:55
  Speaker 13: No, it's been a lot more lively. I think the
• 24:57
  Speaker 13: industry as a whole. Last year, there's a lot of
• 25:02
  Speaker 13: ambiguity still happening. This'spe with the MTF and the IRA
• 25:06
  Speaker 13: changes that were coming. I think that's been that's gone
• 25:09
  Speaker 13: much better than I anticipated to be honest, everybody's gotten
• 25:13
  Speaker 13: a little bit of a cash pump in January because
• 25:15
  Speaker 13: of the price changes that happened, and I would say,
• 25:19
  Speaker 13: on average, on them everybody's financials I look at and
• 25:21
  Speaker 13: the people I talk to, I would say gross margin
• 25:23
  Speaker 13: is flat to even up with TAD this year compared
• 25:26
  Speaker 13: to last year. And definitely the cash flow has been
• 25:29
  Speaker 13: better because of that, those whack changes and stuff like that,
• 25:31
  Speaker 13: which is also bred more opportunities into how there the
• 25:34
  Speaker 13: deals are structured that you're with and how the mixes changed.
• 25:38
  Speaker 13: And then on top of it, the IRA drugs typically
• 25:42
  Speaker 13: you're getting a better reimbursement when they reimburse you back
• 25:44
  Speaker 13: to WAX, so that helps too. So it's been I
• 25:47
  Speaker 13: think it's been a pretty good year. I mean think
• 25:49
  Speaker 13: back over the last ten or fifteen years that I've
• 25:51
  Speaker 13: been around, I would say this is probably one of
• 25:53
  Speaker 13: the more stable to dare I say positive gross margins.
• 25:58
  Speaker 13: I kind of see it more regularly than I have
• 26:00
  Speaker 13: have in a long time, So it definitely prior to
• 26:02
  Speaker 13: dr RS, I would.
• 26:03
  Speaker 5: Say, well, we appreciate you, We appreciate IPC. The energy
• 26:10
  Speaker 5: on this series has been just incredible. The participation has
• 26:13
  Speaker 5: been above average for sure. So we're excited to be
• 26:17
  Speaker 5: part of IPC's communications team. We got to have you
• 26:21
  Speaker 5: back on this Week in Pharmacy and bringing in a
• 26:24
  Speaker 5: couple of your pharmacy owners to really dig down into
• 26:27
  Speaker 5: some of the details and and share their successes.
• 26:30
  Speaker 3: Like what I like.
• 26:30
  Speaker 5: I like sharing with our nation and with our listeners
• 26:34
  Speaker 5: the successes of the community pharmacy. It brings a lot
• 26:36
  Speaker 5: of hope to others.
• 26:37
  Speaker 13: Oh yeah, yeah, and it's there. There's success all over
• 26:39
  Speaker 13: the place, you know, Like I said, the dollars in
• 26:42
  Speaker 13: the detail, right, you gotta you gotta, you gotta see
• 26:45
  Speaker 13: it and believe it and make it happen.
• 26:47
  Speaker 5: So, Nick, it's great to talk with you here at
• 26:50
  Speaker 5: the McKesson Ideas here. Thank you.
• 26:55
  Speaker 15: This is Dave Brandolph and you're listening to the Pharmacy Podcast.
• 27:02
  Speaker 5: Dave Randolph Pharmacy fifty Alumni, most influential people in Pharmacy.
• 27:07
  Speaker 5: I think you're the Pharmacy of the Year award last
• 27:10
  Speaker 5: year too. Here at Ideas Share.
• 27:12
  Speaker 8: Right, Yes, yes, and incredible.
• 27:14
  Speaker 5: It's so good to see you, So good to have
• 27:16
  Speaker 5: you on the show again. All right, there's something happening
• 27:19
  Speaker 5: in tricare that is needes de mystified. I'd like to
• 27:24
  Speaker 5: kind of get an update on it. We were talking
• 27:26
  Speaker 5: about this before we started recording. Give our listeners a
• 27:29
  Speaker 5: little update on what you know.
• 27:31
  Speaker 15: Well, tricare is, of course a network for our veterans
• 27:35
  Speaker 15: and active service members and a lot of independence and
• 27:40
  Speaker 15: change are not participating in tricare because of how bad
• 27:45
  Speaker 15: the reimbursement rates that were put out by the PBM
• 27:48
  Speaker 15: that services out, which is Express Scripts, and literally when
• 27:52
  Speaker 15: you have big boxes not accepting it, you know that
• 27:56
  Speaker 15: it's a garbage contract. Well, in my neck of the woods,
• 28:00
  Speaker 15: which is western Nebraska, basically the only people out there
• 28:04
  Speaker 15: that took it was Safeway and a couple of independents
• 28:07
  Speaker 15: that were just being kind to the veterans that we
• 28:10
  Speaker 15: need to be and they were taking.
• 28:13
  Speaker 3: It at a loss.
• 28:14
  Speaker 15: Well, in one situation, the safeway closed and now those
• 28:19
  Speaker 15: veterans have to go sixty miles.
• 28:22
  Speaker 8: One way to get prescriptions.
• 28:25
  Speaker 15: I don't know how they achieved network adequacy, except they
• 28:28
  Speaker 15: did it by facts.
• 28:29
  Speaker 8: You had to opt out of the contract.
• 28:32
  Speaker 15: They sent you a fax. If you did not fax
• 28:35
  Speaker 15: it back in, you were in the contract. And in
• 28:37
  Speaker 15: fact it happened to me, I was part of the
• 28:40
  Speaker 15: network and even though I opted out and I had
• 28:43
  Speaker 15: to go to Express Scripts and say get me out
• 28:45
  Speaker 15: of this contract. But thankfully, what is finally occurring at
• 28:50
  Speaker 15: in the Senate, Senator Elizabeth Warren put them on the
• 28:56
  Speaker 15: carpet and said, this is going on on. Pharmacies are
• 29:01
  Speaker 15: not being reimbursed what they should be. Veterans and active
• 29:05
  Speaker 15: service members are not having convenient access to pharmaceutical care.
• 29:13
  Speaker 15: And Express Scripts again has been found in several cases
• 29:18
  Speaker 15: as well as other PBMs to be overcharging the state,
• 29:24
  Speaker 15: the government, the employer while pocketing the difference. It's not
• 29:29
  Speaker 15: the pharmacies making the money, obviously, but it's the PBM.
• 29:32
  Speaker 15: It's pocketing that difference and she called them to the
• 29:35
  Speaker 15: carpet with the other senators to get an audit of
• 29:40
  Speaker 15: the Tricare system. And now it's got to go to
• 29:44
  Speaker 15: the full House and send it to get it done.
• 29:47
  Speaker 15: But there is a lot of bipartisan support there. We
• 29:52
  Speaker 15: just need to get it done to take care of
• 29:54
  Speaker 15: these people. I mean, they've served us, we need to
• 29:57
  Speaker 15: serve them. And I'm sorry, but I don't know an
• 30:00
  Speaker 15: independent that doesn't want to serve their patients and veterans especially,
• 30:05
  Speaker 15: But we need to be able to do it and
• 30:07
  Speaker 15: actually make money doing it instead of going out of
• 30:10
  Speaker 15: business doing it. And so this is a very positive step,
• 30:14
  Speaker 15: but we need to make sure that your federal legislators know,
• 30:18
  Speaker 15: both in the Senate and the House, that hey, let's
• 30:21
  Speaker 15: get this ball, keep this ball moving going forward, and
• 30:24
  Speaker 15: let's get this done at the federal level, because not
• 30:27
  Speaker 15: only are veterans not getting good care, pharmacies are not
• 30:31
  Speaker 15: able to take care of it, but you and I
• 30:33
  Speaker 15: as taxpayers are footing hundreds of millions of dollars in money,
• 30:41
  Speaker 15: yes for express scripts. And you know, when we're looking
• 30:45
  Speaker 15: to cut money and we've got doge out there looking
• 30:47
  Speaker 15: to cut money. I'm sorry this is low hanging fruit
• 30:50
  Speaker 15: if you go look at PBMs, and the states have
• 30:52
  Speaker 15: already found that. In Tennessee, Ohio, you know, full companies
• 30:55
  Speaker 15: like Ford they found it as well.
• 30:58
  Speaker 3: We need to be looking.
• 30:59
  Speaker 15: At that because I don't know about you, but I'm
• 31:01
  Speaker 15: tired of paying the amount of taxes I'm paying.
• 31:03
  Speaker 5: Every year exactly, and for it, it's supposed to be
• 31:06
  Speaker 5: taking care of our veterans and it's not, and it's
• 31:09
  Speaker 5: just making these organizations wealthy and there's no care. And
• 31:13
  Speaker 5: in some cases, like you said, they're driving sixty miles
• 31:17
  Speaker 5: to go get a prescription from somewhere and it's inconvenient.
• 31:21
  Speaker 5: That's dangerous, especially for some veterans who might not even
• 31:24
  Speaker 5: be able to drive. So yeah, something has to happen
• 31:27
  Speaker 5: for sure.
• 31:28
  Speaker 8: Yeah.
• 31:29
  Speaker 15: And another great example is we i as a president
• 31:32
  Speaker 15: of the association. I was doing visit and I was
• 31:35
  Speaker 15: down in central Nebraska and there was a woman there,
• 31:38
  Speaker 15: a wife of an active service member that was discharged
• 31:42
  Speaker 15: from the hospital with a lengthy list of expensive prescriptions
• 31:46
  Speaker 15: and she was in an independent and couldn't get them
• 31:50
  Speaker 15: filled and didn't know why and couldn't understand. So I
• 31:53
  Speaker 15: sat down with her and explained it to her, and
• 31:57
  Speaker 15: she had to drive an additional sixty miles after her
• 32:01
  Speaker 15: herself was discharged from the hospital, and her husband is
• 32:05
  Speaker 15: currently serving overseas.
• 32:07
  Speaker 8: How fair is that?
• 32:09
  Speaker 15: I mean her husband obviously he's got a lot of
• 32:12
  Speaker 15: more important things on his mind than trying to take
• 32:14
  Speaker 15: care of his wife at home.
• 32:15
  Speaker 3: And you shouldn't have to.
• 32:16
  Speaker 5: Exactly, all right. So for some good news, what is
• 32:20
  Speaker 5: working in your independent community of pharmacy to help you
• 32:24
  Speaker 5: generate additional revenue and connection to your community.
• 32:28
  Speaker 15: Well, we do, of course vaccinations, We do point of
• 32:31
  Speaker 15: care testing for strep and influenza. We do a lot
• 32:35
  Speaker 15: of natural minerals, vitamins, minerals and supplements. Care planning, which
• 32:41
  Speaker 15: I like to look at a patient and say, yeah,
• 32:43
  Speaker 15: we can take care of them with western medicine, but
• 32:46
  Speaker 15: I like to.
• 32:46
  Speaker 3: Look at the whole.
• 32:47
  Speaker 15: Patient because a lot of patients don't want to do that,
• 32:50
  Speaker 15: and in some cases they've suffered from side effects or
• 32:53
  Speaker 15: allergic reactions that we can use a vitamin or a
• 32:56
  Speaker 15: supplement and get the same or similar results. That's going
• 33:00
  Speaker 15: really well. I have a wound care nurse that is
• 33:04
  Speaker 15: seeing patients and that's been a huge blessing. For patients
• 33:07
  Speaker 15: that you know, our healthcare system's overwhelmed. I don't care
• 33:12
  Speaker 15: if you're a hospital, a clinic, PA. So anytime that
• 33:16
  Speaker 15: a pharmacy can step up and help out like we
• 33:20
  Speaker 15: have forever, especially since COVID, we need to do that
• 33:25
  Speaker 15: and we need to be reimbursed for that. But that's
• 33:29
  Speaker 15: something that we've been able to do and offer that
• 33:31
  Speaker 15: service and it has helped out a lot, especially elderly
• 33:34
  Speaker 15: patients in long term care that it's taken a burden
• 33:37
  Speaker 15: off of those facilities so they don't have to drive
• 33:39
  Speaker 15: them in one case, sixty miles one way just for
• 33:43
  Speaker 15: womb care. So that's been really going really well as well.
• 33:46
  Speaker 5: That's really interesting. And what about the evolution of long
• 33:51
  Speaker 5: term care pharmacy services at home and then you get
• 33:55
  Speaker 5: reimbursed at the rate that a long term care pharmacy
• 33:58
  Speaker 5: would get reimbursed. Is that's something else that you're implementing.
• 34:02
  Speaker 3: Yes, we do that as well.
• 34:03
  Speaker 15: Now every insurance does not cover that, but there are
• 34:07
  Speaker 15: a lot that do, and that is a big blessing
• 34:09
  Speaker 15: because let's face it, you heal better, you keep your
• 34:13
  Speaker 15: health bet more or better if you're at home. You know,
• 34:17
  Speaker 15: I don't care if you're fifteen or if you're eighty five,
• 34:20
  Speaker 15: and so if we can keep those people in their
• 34:22
  Speaker 15: homes for a longer period of time, we will see
• 34:26
  Speaker 15: longer life spans, better over all hell.
• 34:30
  Speaker 8: And better quality of life.
• 34:32
  Speaker 15: And let's face it, you know I had a grandparent
• 34:34
  Speaker 15: in the nursing home. It's not the nursing home's fault,
• 34:37
  Speaker 15: the long terms care fault, but they're expensive, and so
• 34:40
  Speaker 15: if we can keep them at home as long as possible,
• 34:43
  Speaker 15: the family can also benefit financially from that too.
• 34:46
  Speaker 5: Excellent Dave Randolph, It's so good to see you. It's
• 34:49
  Speaker 5: so good to have you on the show. Appreciate you
• 34:52
  Speaker 5: and giving us your time. I hope you have a
• 34:54
  Speaker 5: wonderful McKesson Idea Share twenty twenty.
• 34:56
  Speaker 3: Six been good so far.
• 34:58
  Speaker 15: Well, thank you, Tom.
• 35:02
  Speaker 16: Hi, this is Jimmy Pappadae's I'm the chief client officer
• 35:05
  Speaker 16: at Scripted and you're listening to the Pharmacy podcast.
• 35:11
  Speaker 5: All right, I'll write David and Jimmy from Scripted welcome
• 35:16
  Speaker 5: to McKesson Idea Shares podcast Press coverage. It's so good
• 35:21
  Speaker 5: to see you because I've heard about you guys from
• 35:23
  Speaker 5: LinkedIn and I was extremely curious, just right out of
• 35:27
  Speaker 5: the gate, Jimmy, what do you do at scripted? How
• 35:30
  Speaker 5: does scripted work for independent community pharmacy?
• 35:33
  Speaker 3: Yeah?
• 35:33
  Speaker 16: Well, Scripted is a platform and service that helps independent
• 35:37
  Speaker 16: community pharmacies prescribe for medications and also gets them paid,
• 35:44
  Speaker 16: helps them set up a clinical care center, and helps
• 35:48
  Speaker 16: facilitate medical billing in the states that allow it so
• 35:51
  Speaker 16: they can get reimbursed for those same services.
• 35:55
  Speaker 5: All right, So talk to me about the market place, David.
• 36:02
  Speaker 5: What is independent community pharmacy? What is the challenge right
• 36:07
  Speaker 5: now from being dispensing focused to more clinically focused and
• 36:13
  Speaker 5: how does that affect revenue?
• 36:15
  Speaker 8: That's a great question, Todd.
• 36:18
  Speaker 17: The thing is more than three hundred pharmacies closed down
• 36:21
  Speaker 17: last year and they're feeling the squeeze from PBMs cutting
• 36:26
  Speaker 17: down the dispensing margins. So they're looking for additional opportunities
• 36:31
  Speaker 17: and one of those opportunities is providing clinical services.
• 36:35
  Speaker 8: So picture this.
• 36:37
  Speaker 17: Wouldn't you want as a pharmacist owner to allow a
• 36:41
  Speaker 17: patient to walk in, get seen, tested and treated, then
• 36:46
  Speaker 17: have your pharmacists prescribe and fill.
• 36:49
  Speaker 5: The prescription for you.
• 36:51
  Speaker 17: You walked in and then you walk out fifteen minutes
• 36:54
  Speaker 17: later with your prescription in hand, no need to see
• 36:57
  Speaker 17: a doctor, no need to go to urgent care. You're
• 37:00
  Speaker 17: in and out and you're good to go.
• 37:03
  Speaker 5: So where is the prescription initially coming from. Is it
• 37:07
  Speaker 5: a telehealth tie into a physician somewhere else or how
• 37:10
  Speaker 5: is that working?
• 37:11
  Speaker 16: Yeah, so the prescription would be coming from the pharmacist themselves.
• 37:14
  Speaker 16: So we work within the bounds of the state. Right,
• 37:17
  Speaker 16: So there's different states that allow prescriptive authorities in different ways.
• 37:21
  Speaker 16: The most common pathway is going to be a collabative
• 37:23
  Speaker 16: practice agreement. Right, We'll find a physician in that state
• 37:27
  Speaker 16: if it's allowed, and that allows them to have delegated authority.
• 37:30
  Speaker 16: They can follow the protocols that are built into our platform.
• 37:34
  Speaker 16: Makes it very simple to document to know what to ask.
• 37:37
  Speaker 16: Sometimes the questions are asked of the patient, right that
• 37:39
  Speaker 16: can schedule an appointment those questions. They're just reviewing the
• 37:42
  Speaker 16: answers and it basically works like that. The other way
• 37:46
  Speaker 16: that can work is states do have statewide protocols, so
• 37:48
  Speaker 16: we also have protocols that match those. So even if
• 37:50
  Speaker 16: that's just the pathway, they can take advantage of it.
• 37:53
  Speaker 16: They don't have to do documentation on paper. It can
• 37:55
  Speaker 16: be very streamlined.
• 37:57
  Speaker 5: All right, So how does it work with my existence
• 38:00
  Speaker 5: pharmacy management system? Talk to me about the API or
• 38:03
  Speaker 5: the connection or how's that working?
• 38:06
  Speaker 16: Yes, so we like to split it in farmacy management
• 38:09
  Speaker 16: is still core for all prescriptions, anything with inventory or
• 38:13
  Speaker 16: you know, especially for immunizations, going to the registry for
• 38:16
  Speaker 16: clinical things, especially for billing.
• 38:18
  Speaker 8: That's where we come in. We can be just one
• 38:19
  Speaker 8: extra tab.
• 38:22
  Speaker 16: And it's usually pretty seamless when it's done that way
• 38:25
  Speaker 16: because pharmacy managemisms aren't meant to document visits in that way.
• 38:29
  Speaker 8: And it's a collaboration, right, and if.
• 38:32
  Speaker 16: You're doing anything from themization side, we can actually import
• 38:36
  Speaker 16: that data to make it cleaner, right, and we just
• 38:38
  Speaker 16: handle the billing in that case, we're not trying to
• 38:40
  Speaker 16: replicate or duplicate it in that sense.
• 38:44
  Speaker 5: How does a pharmacy owner that's listening to the show
• 38:46
  Speaker 5: right now, what's the best way to get in touch
• 38:49
  Speaker 5: with you so we can get a demo so that
• 38:50
  Speaker 5: they can really learn more about the platform.
• 38:54
  Speaker 17: The best way to get in touch is to check
• 38:56
  Speaker 17: us out on our website. Scripted that coo and from
• 39:01
  Speaker 17: there we will get in touch with you and show
• 39:04
  Speaker 17: you everything that the platform has to offer.
• 39:07
  Speaker 5: David and Jimmy, I want you guys to come back
• 39:10
  Speaker 5: on this week in Pharmacy sometime. Bring a pharmacy owner
• 39:13
  Speaker 5: with you so we can really dig into how the
• 39:15
  Speaker 5: program has impacted their business, how the revenue has increased,
• 39:19
  Speaker 5: and how the value to the community, which is the
• 39:22
  Speaker 5: most important, has really come through scripted in the partnership
• 39:25
  Speaker 5: with Independent Community Pharmacy. Thanks for being on the show.
• 39:28
  Speaker 8: Thank you so much.
• 39:29
  Speaker 3: We love it.
• 39:29
  Speaker 8: Thank you for having us.
• 39:34
  Speaker 9: Hello.
• 39:34
  Speaker 18: I'm Samantha Palmeroy, director of Pharmacy Services at IPC, and
• 39:38
  Speaker 18: you're listening to the Pharmacy Podcast.
• 39:42
  Speaker 5: Sam thanks for joining me on the McKesson Ideas Share
• 39:45
  Speaker 5: twenty twenty sixth post show. This is great to see
• 39:48
  Speaker 5: you and spend some time with you. You've been so
• 39:50
  Speaker 5: busy I have been.
• 39:52
  Speaker 18: It's been a great show. We have a lot of
• 39:54
  Speaker 18: members here this year and we've had some really, really
• 39:56
  Speaker 18: good conversations. It's like air is coming back into my lung.
• 40:00
  Speaker 18: You know what I mean, because you know, I talked
• 40:02
  Speaker 18: to the pharmacies virtually all the time, but getting to
• 40:05
  Speaker 18: see them in person just gives me an extra pep
• 40:07
  Speaker 18: in my step to keep going, and it's like I
• 40:09
  Speaker 18: can breathe erranton my lungs. I'm like, Okay, we're all
• 40:12
  Speaker 18: in this together. We're gonna make it, you know, and
• 40:15
  Speaker 18: and continue on in the next year to do good things.
• 40:17
  Speaker 5: So energy difference from last year's conferences where everybody was
• 40:24
  Speaker 5: so frustrated and we all felt beat up, and then
• 40:26
  Speaker 5: this is a different vibe this year and I like it.
• 40:29
  Speaker 5: I can feel that I can hear the interviews that
• 40:32
  Speaker 5: we've had the partners of IPC, some of your members,
• 40:36
  Speaker 5: it's just been wonderful. You have a program what's old
• 40:40
  Speaker 5: has has become new again. Describe to our listeners kind
• 40:44
  Speaker 5: of like an audit back on some of your own
• 40:48
  Speaker 5: services to assure that members are getting what they should
• 40:51
  Speaker 5: be getting out of their out of their businesses.
• 40:53
  Speaker 19: Yeah.
• 40:54
  Speaker 18: So this year, at the beginning of the year, we
• 40:56
  Speaker 18: have a you know, we work with PQS who hosts
• 40:59
  Speaker 18: the web platform, and we work closely with them to
• 41:03
  Speaker 18: make sure that our members are taking every advantage of
• 41:06
  Speaker 18: the opportunities they have in patient adherence to gain those dollars. Right,
• 41:10
  Speaker 18: and so what we did at the beginning of the
• 41:12
  Speaker 18: year was we really analyzed this data and we saw
• 41:17
  Speaker 18: that so many of our pharmacies don't even log into
• 41:20
  Speaker 18: the equipped platform. And I kind of understand that because
• 41:25
  Speaker 18: when I was behind the counter, you know, the ROI
• 41:28
  Speaker 18: just was not there, which this was about six years ago,
• 41:31
  Speaker 18: So the ROI just wasn't there for us to work
• 41:33
  Speaker 18: on it and you know, put a technician on it
• 41:37
  Speaker 18: or a pharmacist on it, you know.
• 41:38
  Speaker 19: It just it just didn't pay us back to do it.
• 41:41
  Speaker 19: So that's why we say what's old is new.
• 41:44
  Speaker 18: Again because there's been so many changes that I think
• 41:46
  Speaker 18: that people don't understand with the plan changes and how
• 41:51
  Speaker 18: it is a little bit easier to gain those dollars.
• 41:54
  Speaker 19: So this at IPC for our.
• 41:56
  Speaker 18: Members is called the Top fifty Revenue Recovery Initiative for
• 42:00
  Speaker 18: Payer Performance, And so we chose fifty of our members
• 42:04
  Speaker 18: that had the most potential in dollars in twenty twenty
• 42:07
  Speaker 18: five left on the table that they didn't tap into
• 42:09
  Speaker 18: at all, and over fifty pharmacies, it was four point
• 42:12
  Speaker 18: five million dollars that they didn't tap into. So obviously
• 42:17
  Speaker 18: we want to help them gain that those dollars in
• 42:19
  Speaker 18: twenty twenty six, and that is already something that's currently
• 42:23
  Speaker 18: in their operations and something that they can start working
• 42:26
  Speaker 18: on immediately.
• 42:27
  Speaker 19: You know, it's not a.
• 42:27
  Speaker 18: Program they have to come in and set up and
• 42:30
  Speaker 18: you know, advertise it, and you know it's it's already
• 42:33
  Speaker 18: within their operations. They can truly gain these dollars and
• 42:36
  Speaker 18: have better outcomes. So what I want to say, you know,
• 42:40
  Speaker 18: sitting here talking to you and the listeners, is if
• 42:44
  Speaker 18: you haven't logged into equip, please do so. Senteen has
• 42:48
  Speaker 18: had plan changes to where now in the in the
• 42:53
  Speaker 18: well in the lamp program. Actually there are on time
• 42:56
  Speaker 18: bill bonuses. There are quarterly check ins and for that
• 43:00
  Speaker 18: orly check in. Now you have to call the patient. Well,
• 43:03
  Speaker 18: if the patient doesn't answer, you document that they didn't answer,
• 43:06
  Speaker 18: but you made that attempt to reach the patient. You're
• 43:09
  Speaker 18: still paid those dollars even if you didn't talk to
• 43:11
  Speaker 18: the patient. So there are so many different, you know,
• 43:15
  Speaker 18: new things within there that I think that are it's
• 43:20
  Speaker 18: just easier to reach those dollars, I think than it
• 43:22
  Speaker 18: has been in the year's past. And so we've started
• 43:25
  Speaker 18: working with pharmacies and we are seeing great results.
• 43:28
  Speaker 19: They're already earning dollars, they're calling.
• 43:30
  Speaker 18: Me and saying, Okay, you know, please look at the
• 43:32
  Speaker 18: platform again with me, make sure I'm not missing anything.
• 43:35
  Speaker 18: So what we've gone in and done is help train
• 43:38
  Speaker 18: the technicians and really help them to see where their
• 43:41
  Speaker 18: low hanging fruit is. Because when you log in, if
• 43:44
  Speaker 18: you do have a lot of patients attributed to your
• 43:46
  Speaker 18: pharmacy in those different payer performance programs, it can be
• 43:49
  Speaker 18: a little overwhelming.
• 43:51
  Speaker 19: And so what I do is I will log.
• 43:53
  Speaker 18: In with them and we will target, you know, the
• 43:56
  Speaker 18: patients that's really going to give them the biggest bang
• 43:58
  Speaker 18: for their buck first, so you know, at the end
• 44:01
  Speaker 18: of the year, hopefully they're getting at least seventy percent
• 44:04
  Speaker 18: of those dollars that's attributed to their pharmacy. We do
• 44:07
  Speaker 18: have one pharmacy that had about two hundred and seventy
• 44:10
  Speaker 18: five thousand dollars just in one pharmacy. And he said,
• 44:14
  Speaker 18: you know, Samantha, I haven't logged in in years. I said,
• 44:17
  Speaker 18: I know, I see that you haven't, and.
• 44:19
  Speaker 19: I understand, but let's help you.
• 44:22
  Speaker 18: So we're meeting with them once a month and with
• 44:24
  Speaker 18: their technicians and they have worked it into their workflow
• 44:27
  Speaker 18: and they're doing really, really good. So I just truly
• 44:30
  Speaker 18: feel that these dollars are attainable.
• 44:31
  Speaker 19: For our stores. And so this is I think that
• 44:35
  Speaker 19: this is a really good initiative for IPC to focus
• 44:37
  Speaker 19: on this year.
• 44:38
  Speaker 5: This is wonderful news. We talked with Blair Tilameier from
• 44:41
  Speaker 5: that team.
• 44:42
  Speaker 19: I love Blair. She's an Arkansas girl. Yeah, I'm from Arkansas,
• 44:45
  Speaker 19: so exactly.
• 44:47
  Speaker 5: And it's it's good to see that there are tools
• 44:50
  Speaker 5: out there that can dig into the data and uncover
• 44:53
  Speaker 5: things that you're too busy as a pharmacy owner to
• 44:57
  Speaker 5: sit there with an Excel spreadsheet, a calculated and digging
• 45:00
  Speaker 5: into things. And with today's technology and with artificial intelligence,
• 45:04
  Speaker 5: there's always these tools to uncover pockets of revenue that
• 45:08
  Speaker 5: you may be missing. And you need it. You need
• 45:11
  Speaker 5: it to operate, you need it to keep growing.
• 45:13
  Speaker 19: Absolutely you do.
• 45:14
  Speaker 5: So we want to hear more from you, Samantha. Thank
• 45:17
  Speaker 5: you so much for being on the show participating, and
• 45:21
  Speaker 5: we'll be right back with more coverage of the McKesson
• 45:23
  Speaker 5: ideas here. Thank you.
• 45:28
  Speaker 14: Hi, this is Sally Raffi from Birth Control Pharmacist and
• 45:31
  Speaker 14: you're listening to the Pharmacy Podcast.
• 45:35
  Speaker 5: Sally Raffi back on the Pharmacy Podcast Network. It's so
• 45:39
  Speaker 5: good to see you here in Denver.
• 45:41
  Speaker 19: Always a pleasure, Todd.
• 45:43
  Speaker 5: All right. So the reason why I like having you
• 45:45
  Speaker 5: back for several reasons. Number one, you're just an incredible pharmacist,
• 45:50
  Speaker 5: this very servant leader driven. Your whole mission has been
• 45:54
  Speaker 5: to bring more education, not only the pharmacist, but we
• 45:56
  Speaker 5: know the impact that they make on their community around
• 45:59
  Speaker 5: birth control, around contraception and family planning menopause. There aren't
• 46:06
  Speaker 5: a lot of pharmacists who are really dialed into that
• 46:09
  Speaker 5: portion of healthcare, and women's health has quickly risen to
• 46:14
  Speaker 5: the top of many different podcast discussions that we've had.
• 46:18
  Speaker 5: Let's open up about that. What is it about women's
• 46:23
  Speaker 5: health now that it's getting more attention than ever before.
• 46:27
  Speaker 14: A lot of different pieces are getting attention. Perimenopause and
• 46:31
  Speaker 14: menopause are definitely in the spotlight right now, which is
• 46:34
  Speaker 14: a good thing because people are realizing that a lot
• 46:38
  Speaker 14: of the scary thoughts of hormones were actually based on
• 46:44
  Speaker 14: data that is no longer being misinterpreted, and people are
• 46:49
  Speaker 14: embracing the safety and effectiveness of hormone therapy when initiated
• 46:55
  Speaker 14: in the early menopause years, which is wonderful because women
• 46:59
  Speaker 14: don't need to suffer in silence around that. So I'm
• 47:02
  Speaker 14: so glad that people are more open to getting help
• 47:05
  Speaker 14: with that, and providers also getting more educated because.
• 47:08
  Speaker 19: We need that.
• 47:09
  Speaker 14: On the other side of things, contraception and family planning
• 47:13
  Speaker 14: is also getting a lot of attention. There have been
• 47:16
  Speaker 14: a lot of attacks on reproductive health in this country
• 47:19
  Speaker 14: in the last year and decade even and folks are
• 47:24
  Speaker 14: realizing more and more how essential community pharmacies are as
• 47:29
  Speaker 14: access points to that care.
• 47:32
  Speaker 5: Sally, there are parts of the United States who had
• 47:36
  Speaker 5: centers Planned Parenthood. For example, those centers have been for
• 47:41
  Speaker 5: whatever reason, funding politics, whatever, they've been shut down. The women,
• 47:47
  Speaker 5: the people that go to those centers for services, they're
• 47:51
  Speaker 5: not sure what to do this. I don't know what
• 47:54
  Speaker 5: gong to bang as loud as we can bang it.
• 47:56
  Speaker 5: But it's our independent community pharmacists that have a true
• 47:59
  Speaker 5: opperty unity right now to educate their community and say, listen,
• 48:04
  Speaker 5: you can come to this pharmacy to receive this specialized
• 48:08
  Speaker 5: care and education, which is I think is even more
• 48:12
  Speaker 5: when you couple those two things, it's even more valuable.
• 48:15
  Speaker 5: Talk to me about that, Talk to me about how
• 48:18
  Speaker 5: the independent community pharmacy has a very unique opportunity right now.
• 48:24
  Speaker 14: Yeah, there are gaps that need to be filled, and
• 48:28
  Speaker 14: independent pharmacies, community pharmacies can do that. We can provide
• 48:32
  Speaker 14: that quality care that patients need, those access points. They
• 48:37
  Speaker 14: love the convenience of coming to the pharmacy. That is
• 48:40
  Speaker 14: the number one reason why they might choose to come
• 48:42
  Speaker 14: to the pharmacy. They appreciate and are highly satisfied with
• 48:46
  Speaker 14: the level of care we're providing, the counseling, the experience overall,
• 48:51
  Speaker 14: and it's such a such an easy service to incorporate
• 48:57
  Speaker 14: into the pharmacy's workflow.
• 49:01
  Speaker 5: Then there's the bigger picture. A pharmacist understands other things
• 49:05
  Speaker 5: that are happening with an individual and the time of
• 49:08
  Speaker 5: life that they're in and if they're on other medications,
• 49:12
  Speaker 5: or if they're having allergies, or if they're wanting to
• 49:15
  Speaker 5: get maybe they want to train for a triathlon or
• 49:17
  Speaker 5: whatever's happening. This has also factored into how reproductive health
• 49:24
  Speaker 5: and birth control and menopause services and knowledge kind of
• 49:28
  Speaker 5: plays into that pharmacist opportunity.
• 49:30
  Speaker 14: Yeah, it's a part of every single one of our
• 49:33
  Speaker 14: patient's lives. This is not an isolated patient population, it's everybody.
• 49:39
  Speaker 14: And in the session this morning, we talked about this
• 49:42
  Speaker 14: is a continuum throughout.
• 49:43
  Speaker 19: The woman's lifespan. She's going to.
• 49:45
  Speaker 14: Spend decades preventing pregnancy, but also years trying to get
• 49:50
  Speaker 14: pregnant and recovering from that pregnancy and the postpartum period
• 49:54
  Speaker 14: and the mental health issues, and then transitioning to menopause
• 49:58
  Speaker 14: and throughout the entire life lifespan. There's so much that
• 50:01
  Speaker 14: pharmacies can do to support our patients through this, whether
• 50:04
  Speaker 14: it be through our direct services, clinical prescribing services we're offering,
• 50:08
  Speaker 14: whether it's facilitating care and collaboration with their other providers,
• 50:13
  Speaker 14: providing referrals, helping them with over the counter items, supplements,
• 50:20
  Speaker 14: ovulation tests, pregnancy tests. There is so much pharmacies can
• 50:24
  Speaker 14: be doing. And now with our expanding scope of practice
• 50:27
  Speaker 14: allowing us to either independently prescribe, prescribe under protocol standing orders,
• 50:33
  Speaker 14: we can do the contraception a lot of times directly,
• 50:36
  Speaker 14: STI testing and treatment, HIV testing and prevention. There is
• 50:41
  Speaker 14: so much that our scope of practice is enabling. Depending
• 50:44
  Speaker 14: on the state.
• 50:45
  Speaker 5: You just made a point that just gave me an
• 50:49
  Speaker 5: I mean brought some not necessarily clarity. But this is
• 50:54
  Speaker 5: more than just women's health. This is everybody's health because
• 50:58
  Speaker 5: the education that even a young man is getting or
• 51:01
  Speaker 5: not getting, could they could come and ask questions to
• 51:05
  Speaker 5: their pharmacists. You and I as were walking into the
• 51:08
  Speaker 5: conference hall to get ready for our interview, we were
• 51:11
  Speaker 5: talking about the communication and the marketing of these services.
• 51:15
  Speaker 5: Just because you're capable of doing it, just because you're
• 51:17
  Speaker 5: in a state that allows a pharmacist to prescribe birth
• 51:21
  Speaker 5: control services, the public doesn't have any idea that this
• 51:25
  Speaker 5: might even be available. Would you talk to us about
• 51:28
  Speaker 5: how the birth control pharmacist in your team is helping
• 51:32
  Speaker 5: our independent community pharmacies to build profitable programs that really
• 51:37
  Speaker 5: build that out to the community and communicate that out
• 51:39
  Speaker 5: to the community.
• 51:40
  Speaker 14: Absolutely, we're trying to raise awareness among the general population.
• 51:45
  Speaker 14: Just like they know they can go to the pharmacy
• 51:47
  Speaker 14: for their vaccines, they need to know they can go
• 51:49
  Speaker 14: to the pharmacy for their birth control and these other
• 51:51
  Speaker 14: reproductive health services. We're doing that in a couple different ways.
• 51:55
  Speaker 14: The first is on the internet, because that's a whole
• 51:58
  Speaker 14: lot of people the intro web, the interwebs, so We
• 52:01
  Speaker 14: have a free directory birth control pharmacies dot com. We
• 52:05
  Speaker 14: have one for prep pharmacies dot com, and pharmacies can
• 52:09
  Speaker 14: list themselves there so patients can help find them. Any
• 52:13
  Speaker 14: pharmacy offering the service needs to have this on their website,
• 52:16
  Speaker 14: and surprisingly some don't. In addition, the in store marketing
• 52:22
  Speaker 14: is so low cost and so effective. We have hundreds
• 52:26
  Speaker 14: of people walking through our pharmacy doors every week, and
• 52:30
  Speaker 14: we shouldn't just be trying to target, you know, women
• 52:33
  Speaker 14: between age twenty to forty with this. This is something
• 52:36
  Speaker 14: we should generally be promoting and raising awareness around, whether
• 52:40
  Speaker 14: you're chatting about it during your vaccine appointments, whether it's
• 52:43
  Speaker 14: on your voicemail line, you've got signage in the store.
• 52:47
  Speaker 14: We have counter tents and window clings and bag stuffers
• 52:51
  Speaker 14: for pharmacies, or you can make your own. But you've
• 52:53
  Speaker 14: got to get the word out about this stuff. I
• 52:55
  Speaker 14: always wear my little pins I prescribe birth control pins
• 52:59
  Speaker 14: because it's a conversation starter and you never know when
• 53:02
  Speaker 14: someone says that's so cool, I'm going to tell my
• 53:05
  Speaker 14: daughter about that. I'm gonna tell my granddaughter about that.
• 53:07
  Speaker 14: So we have to plant those seeds, even if it
• 53:09
  Speaker 14: doesn't convert to an immediate patient visit Sally.
• 53:13
  Speaker 5: There are a lot of pharmacists. We just talked to
• 53:16
  Speaker 5: two different technology providers of voice technology that interacts with
• 53:21
  Speaker 5: the incoming phone calls. Another gold idea that Sally just
• 53:25
  Speaker 5: shared for the listeners. If you have a voice system
• 53:29
  Speaker 5: and that is interacting with your caller during that wait time,
• 53:34
  Speaker 5: you should be announcing that, hey, we are a birth
• 53:37
  Speaker 5: control prescribing or family planning you know, assistant pharmacy. Please
• 53:44
  Speaker 5: ask us about family planning, or please ask us about
• 53:46
  Speaker 5: birth control. It gives you an opportunity to let If
• 53:50
  Speaker 5: you don't let them know that you have it, they
• 53:52
  Speaker 5: don't know that you have it. So it's it's not
• 53:54
  Speaker 5: It shouldn't be reactionary. It should be a little bit
• 53:56
  Speaker 5: more proactive so that you get it out into the
• 53:59
  Speaker 5: community that you're actually doing this, so that they'll come
• 54:01
  Speaker 5: to you for these services.
• 54:02
  Speaker 14: Absolutely, and we have a free marketing checklist on our
• 54:05
  Speaker 14: website if folks want to make sure they've hit all
• 54:07
  Speaker 14: of these easy, low cost ways to get the word out.
• 54:11
  Speaker 5: All right, give our listeners the best place to go
• 54:14
  Speaker 5: on the interwebs to get a hold of you and
• 54:16
  Speaker 5: to reach out.
• 54:16
  Speaker 14: Yeah, Birthcontrol Pharmacists dot com is the best way to
• 54:20
  Speaker 14: access all the resources you need to get the started.
• 54:22
  Speaker 5: Doctor Sally Raffie, it's so good to have you on
• 54:24
  Speaker 5: the show again. Thanks for being part of it.
• 54:26
  Speaker 14: Thanks so much.
• 54:27
  Speaker 16: Don