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Skin Care is Health Care; How Quality Products Generate Income And Build Relationships | Pharmacy Crossroads · Pharmacy Podcast Network

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  Speaker 1: We're a family owned and family operated business and we
• 0:03
  Speaker 1: want to keep our business as long as possible. We
• 0:05
  Speaker 1: want to stay in this game, and we will fight
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  Speaker 1: in claw to the day we die. That's what it
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  Speaker 1: comes down to. You are listening to the global network
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  Speaker 1: of podcasters dedicated to the pharmacy profession. Welcome to the
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  Speaker 1: Pharmacy Podcast Network.
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  Speaker 2: This is Pharmacy Crossroads with your host, community pharmacy business veteran,
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  Speaker 2: the road Trip goth, Bruce Leeland. Community pharmacy is at
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  Speaker 2: a crossroads. Pharmacy owners across the country are evolving their
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  Speaker 2: pharmacy businesses and making a bigger impact on their communities.
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  Speaker 2: Bruce talks with the most innovative community pharmacy owners, pharmacy
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  Speaker 2: industry experts, and people who are past about the business
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  Speaker 2: of pharmacy and its impact on community healthcare. Pharmacy Crossroads
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  Speaker 2: is a member of the Pharmacy Podcast Network. And now
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  Speaker 2: here's our host, Bruce Neeland.
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  Speaker 3: Well, hello everybody, this is Bruce Neeland again bringing you
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  Speaker 3: another episode of Pharmacy Crossroads. And I got to tell
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  Speaker 3: you one of the things I love about being this
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  Speaker 3: podcast position is I get to meet some marvelous people
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  Speaker 3: who I never would have had a chance to meet otherwise,
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  Speaker 3: and today is a perfect example of that. I have
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  Speaker 3: on the line with me today two people who I've
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  Speaker 3: never met face to face, Mike Carugan and Mike. Did
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  Speaker 3: I do that pretty good?
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  Speaker 4: Oh? Yes, you got it?
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  Speaker 3: Okay. Mike is a partner in amazing operation out in
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  Speaker 3: New York and whenever I say New York, I think Manhattan,
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  Speaker 3: but Mike lives out on Long Island and I've been
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  Speaker 3: out there on a business trip a couple of times.
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  Speaker 3: It's one of the most gorgeous places I've ever been.
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  Speaker 3: And he's a partner in Value Drugs. Mike, Well, I'm
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  Speaker 3: going to go ahead and introduce Bob. Bob. Bob is
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  Speaker 3: the chief marketing officer for FC sturt event better known
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  Speaker 3: as the Columbia Skincare product, and we're meeting with Mike
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  Speaker 3: today because he's one of the favorite customers of Colombia. Bob,
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  Speaker 3: say hello and introduce yourself.
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  Speaker 5: Hi, Broson, Mike. It's pleasure to be with you both. Yeah,
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  Speaker 5: I'm with the Columbia Skincare. We are the oldest skincare
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  Speaker 5: company in the US. We've been working with independent pharmacies
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  Speaker 5: for over one hundred and forty years from big ones
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  Speaker 5: to small ones, and Mike, I think we've been working
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  Speaker 5: with Value Drugs for quite a number of years. And yeah,
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  Speaker 5: we're just excited to be sponsoring the pharmacy Crossroads.
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  Speaker 3: Well, and we got two oldest We got the oldest
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  Speaker 3: skincare company and the oldest podcaster. So what a great
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  Speaker 3: way to start middle Mike, Value Drugs is a pretty
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  Speaker 3: significant operation on Long Island. Tell us a little bit
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  Speaker 3: about it, and you know, I mean we don't need
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  Speaker 3: to know who owns it and all that stuff, but
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  Speaker 3: how many stores you got, what's the focus and what's
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  Speaker 3: one or two things you're doing there that you think
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  Speaker 3: makes you different from everybody else.
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  Speaker 1: Well, we currently have five locations, two out in Long
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  Speaker 1: Island in Huntington and Green Lawn, and then the other
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  Speaker 1: three in Westchester County in Bronxville, Eastchester and Briarcliffe, Manor.
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  Speaker 4: Okay, yep, yep.
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  Speaker 3: And the stores are not apothec carry what are you
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  Speaker 3: doing that's kind of unique.
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  Speaker 4: We're we're like one of those.
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  Speaker 1: Old school war Worths where we have a lot of variety,
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  Speaker 1: so we provide not just your stereotypical drug store items
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  Speaker 1: you're over the counter medications, your hand creams and that
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  Speaker 1: type of stuff.
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  Speaker 4: We carry in a rye of product.
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  Speaker 1: From toys to clothing, housewares. You can even buy a
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  Speaker 1: patio set from us during the summertime, or you know,
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  Speaker 1: or a barbecue. Whatever you need, we have it. You know,
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  Speaker 1: right now we're in the fourth quarter. We are, you know,
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  Speaker 1: up to our ears in Christmas merchandise. You know, if
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  Speaker 1: you come by any of one of our stores, it
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  Speaker 1: looks like a winter wonderland.
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  Speaker 4: So if you can't get a value drugs, you don't
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  Speaker 4: need it. That's that's our slogan.
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  Speaker 3: That's a pretty good, pretty good slogan. Yeah, the you know,
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  Speaker 3: putching around on your internet page. You've you've also done
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  Speaker 3: a couple of pretty amazing things. The one that I
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  Speaker 3: jumped out at me was the Instacart part and the
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  Speaker 3: I guess the internet commerce. How did you get into that?
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  Speaker 3: And quite frankly, is it a pretty good, pretty good
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  Speaker 3: way to grow your business.
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  Speaker 1: We started last June of twenty twenty four with it.
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  Speaker 1: We said to ourselves, we need to branch out. We're
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  Speaker 1: not selling online through our own website, because you know,
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  Speaker 1: e commerce is quite the beast to take on and
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  Speaker 1: we're not there yet. So we said to ourselves, what's
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  Speaker 1: the next best step. What can we do to provide
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  Speaker 1: service to our customers via the internet, And we fell
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  Speaker 1: that Instacart was one of the better known companies to
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  Speaker 1: go with over the Ubers and the door dashes of
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  Speaker 1: the world. And from there, it's it's been a process.
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  Speaker 1: Trust me, it's it's a lot of it's a lot
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  Speaker 1: more work than I actually thought I was getting myself
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  Speaker 1: into because I started to spearhead this and do all
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  Speaker 1: the work myself. It's drawing data from our system, transmitting
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  Speaker 1: into their system, and knock on wood, it's been it's
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  Speaker 1: been a godsend.
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  Speaker 4: We have we have literally increased our.
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  Speaker 1: Business exponentially from this year from last year to this year.
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  Speaker 4: You know, yes, last year was only six months, but.
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  Speaker 1: You know, right now we've we've I think we're close
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  Speaker 1: to double the amount or close to even triple the
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  Speaker 1: amount of retail sales through Instacart.
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  Speaker 3: And is that in your location primarily or is that
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  Speaker 3: system wise?
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  Speaker 4: It's system wise.
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  Speaker 1: So all five stores you can place your order online
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  Speaker 1: through instacart. The Instacart shopper will come in to whatever
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  Speaker 1: location it's set at and they will pick the order,
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  Speaker 1: they will check out and then deliver it right to
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  Speaker 1: your doorstep.
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  Speaker 3: That's you know, first of all, I love the risk
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  Speaker 3: taking and that knowing and understand you got to do
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  Speaker 3: something to stay up to date. That's impressed even quite frankly.
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  Speaker 3: That's why bring that's what brings us together here. So
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  Speaker 3: Columbia Skincare is the sponsor of this podcast. I've worked
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  Speaker 3: with the owner of the company for about twenty four
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  Speaker 3: twenty five years. He and I met at a trade
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  Speaker 3: show shortly after they had just kind of repackaged their
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  Speaker 3: product and put it into a tamper proof seal and Bob,
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  Speaker 3: that's kind of your opportunity to tell us you've had
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  Speaker 3: to do something else because this Columbia and aiseptic powder
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  Speaker 3: you got tangled up in some marketplace issues there and
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  Speaker 3: you had to take a step back and what did
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  Speaker 3: you guys do with your powder over the last couple
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  Speaker 3: of years.
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  Speaker 5: So our powder, which is really our iconic product, which
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  Speaker 5: we've had almost since our inception, we had to reformulate
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  Speaker 5: because we had talcu in formulation.
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  Speaker 3: And as did everybody, right, So yeah.
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  Speaker 5: As did everyone and most people when they reformulated. They
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  Speaker 5: just switched out with cornstarch, which there's nothing wrong with that,
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  Speaker 5: but there is really not a lot of benefit to
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  Speaker 5: the formulation with that or with the efficacy.
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  Speaker 6: So we we spent.
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  Speaker 5: A few years doing our reformulation which we now use
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  Speaker 5: diatomacious earth instead of cornstarch. It's been out in the
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  Speaker 5: reformulated package since about November of last year, so fairly new.
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  Speaker 4: The reception of it has been great.
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  Speaker 6: It is.
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  Speaker 4: Again our iconic product.
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  Speaker 5: And you know, we're we're pretty excited about the response.
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  Speaker 4: Our customers are.
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  Speaker 6: Been with us, some of them for generations and generations
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  Speaker 6: so and have been using it. And the reception that
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  Speaker 6: we've gotten from them when we reintroduced it, it was
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  Speaker 6: it was very satisfying to us.
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  Speaker 3: So I'm going to go to Mike, how did you
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  Speaker 3: How did you come across Columbia skincare products? And what
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  Speaker 3: are they doing for your store? You got a lot
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  Speaker 3: of stuff you're selling there. How do they how do
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  Speaker 3: they fit into your your management marketing scheme?
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  Speaker 4: Well, Steve.
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  Speaker 1: Has been one of our like, you know, loyal customers
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  Speaker 1: over the years, and he approached us one day many
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  Speaker 1: number of years ago.
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  Speaker 4: To carry his skincare line.
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  Speaker 1: The product itself, you really don't need too much to
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  Speaker 1: sell it. It's a great hand cream. It's one of
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  Speaker 1: those items that you look at the price at first
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  Speaker 1: and you say, wow, thirty five dollars or two for
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  Speaker 1: this hand cream. But once you use it actually it
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  Speaker 1: makes your hands feel nice and soft. It really does work.
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  Speaker 1: We uh, we actually have that right on our front counter,
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  Speaker 1: so you know, at the pharmacy when you check out,
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  Speaker 1: so it's right there that you you can't get a
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  Speaker 1: better product placement for that. Yeah, and you know he
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  Speaker 1: brought in the the antiseptic powder.
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  Speaker 4: A little bit of a slower mover between between both skews.
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  Speaker 1: But where it moves the best for me actually is
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  Speaker 1: in my pet care department. You know, I have a
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  Speaker 1: cross merchandise in first aid and pet care, and it
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  Speaker 1: seems to move a little bit quicker in pet care
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  Speaker 1: because you know, a lot of a lot of people
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  Speaker 1: tend to, you know, treat their pets as their own children,
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  Speaker 1: and they want the best product. And you know, if
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  Speaker 1: their you know, their cat or their dog, whatever it is,
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  Speaker 1: as you know, any sort of wounds, you know, they
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  Speaker 1: use that powder to help, you know, prevent any sort
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  Speaker 1: of you know, infection.
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  Speaker 3: Well, I've meant to be a little bit facetious here
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  Speaker 3: for a minute, but Bob did a great job of
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  Speaker 3: pronouncing that diametrious earth or whatever. I wonder Mike years
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  Speaker 3: trained in chemical names, can you say that name?
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  Speaker 4: I'm not going to even take a shot.
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  Speaker 3: That good I have. My esteem of you has just
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  Speaker 3: gone up two levels. Man, You don't you don't try
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  Speaker 3: to false impress. That's great. So Skincare, I love to say,
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  Speaker 3: fifteen percent of your pharmacy customers have hypertension, twenty percent
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  Speaker 3: to have diabetes, one hundred percent of them have skin
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  Speaker 3: and I'm constantly amazed that how little attention pharmacists paid
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  Speaker 3: skin care. Do you find it? It has a value
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  Speaker 3: not only in being efficacious, but I mean customers like it.
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  Speaker 3: What's the feedback? What do you get on skincare bigger
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  Speaker 3: than Columbia just your whole skincare department.
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  Speaker 4: You know a lot of.
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  Speaker 1: The people I've noticed they tend to gravitate toward what's
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  Speaker 1: driven on TV. So you know, the Aqua for the Avenoose,
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  Speaker 1: those name brands that you see on TV are Yes,
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  Speaker 1: they are great sellers, but a lot of people want
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  Speaker 1: a little bit more. So I have a pharmacist that
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  Speaker 1: can really push product and you know, she outsells herself
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  Speaker 1: and every product that we get behind. So Columbia hand
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  Speaker 1: Cream was you know, one of is one of our
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  Speaker 1: top pushers.
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  Speaker 4: Along with you know, coke ten.
• 14:04
  Speaker 1: If you are on a you know, cholesterol medication, then
• 14:09
  Speaker 1: if you're taking antibiotics, she pushes probiotics to taken in
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  Speaker 1: conjunction to because you want to build back those antibodies.
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  Speaker 4: So, you know, as long as you have.
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  Speaker 1: Have a pharmacist who like cares about, you know, the
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  Speaker 1: business and knows how to you know, not just make
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  Speaker 1: money for the company, but take care of the patient
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  Speaker 1: as well, you know, they can push anything. And you know,
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  Speaker 1: I've been blessed to have have great pharmacists and you know,
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  Speaker 1: to push to you know, to.
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  Speaker 4: Help take care of our patients and push that product along.
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  Speaker 3: It's, uh, you know, it is kind of a remarkable thing.
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  Speaker 3: And and you know, Lawyer's taught never to ask a
• 14:55
  Speaker 3: question he doesn't know the answer to. But you know,
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  Speaker 3: one of the things that I'm curious about it like
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  Speaker 3: to see what your comment is. I see a lot
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  Speaker 3: of TV commercials for I want to say trumphaia I
• 15:10
  Speaker 3: you know, for as I understand it, for exema or exit.
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  Speaker 3: I can't even say the words. But skincare stuff that
• 15:18
  Speaker 3: are prescriptions that are expensive. Is there a prescription tie
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  Speaker 3: in to the hand cream or the probiody cream or
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  Speaker 3: any of that stuff that that you guys are tying
• 15:33
  Speaker 3: into like you're doing with statins and co q ten.
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  Speaker 1: Not, to my knowledge, I can't. I can't give you
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  Speaker 1: a definitive answer on that. You know, if I had
• 15:46
  Speaker 1: my pharmacists up here that you know, you know, she.
• 15:50
  Speaker 4: Would be able to help you there. But uh, I
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  Speaker 4: couldn't give you an answer. I'm sorry about that.
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  Speaker 3: Well, it's some future time. I mean, that's an area.
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  Speaker 3: You know, Columbia is wanting me to help them with
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  Speaker 3: some market stuff, and you know, that's one of the
• 16:02
  Speaker 3: first things that pops into my mind is how do
• 16:04
  Speaker 3: we you know, how do we tie it into you know,
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  Speaker 3: a prescription treatment program that would you know, be a
• 16:12
  Speaker 3: drug nutrient depletion or a side effect preventter or something
• 16:18
  Speaker 3: like that. So we'll play around with that. I saw
• 16:24
  Speaker 3: changing the subject briefly. I saw that you guys moved
• 16:29
  Speaker 3: into an empty rite Aide store. You're right, that had
• 16:36
  Speaker 3: to be a fun journey. Tell me how that happened.
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  Speaker 1: So up the street from our Huntington location was a
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  Speaker 1: Right Aid that closed, and we've been eyeing that location
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  Speaker 1: for years and we said, you know, if that building
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  Speaker 1: ever comes available, that's where we're moving.
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  Speaker 4: We're going to move there. And you know, I.
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  Speaker 1: Want to say, it was a long process to actually
• 17:01
  Speaker 1: get the space itself, but once we pictured that, you know,
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  Speaker 1: it took us just under two months to move the
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  Speaker 1: entire store.
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  Speaker 3: Wow. And from reading the press release, it sounds like
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  Speaker 3: it was an interesting double loop kind of thing. I mean,
• 17:21
  Speaker 3: the press release said, you know, you knew the Right
• 17:25
  Speaker 3: Age store was closing, so you were running ads for
• 17:28
  Speaker 3: people to transfer their prescriptions to your store. And then
• 17:33
  Speaker 3: right after that store closes, you move into that location,
• 17:37
  Speaker 3: so you have to start telling people to come back
• 17:39
  Speaker 3: to that location. That had to be a fun experience.
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  Speaker 4: Not so much it was. It wasn't that bad, you know,
• 17:48
  Speaker 4: it was more.
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  Speaker 1: It was more or less just getting the prescriptions sent
• 17:52
  Speaker 1: to our store in the first place, you know, the
• 17:56
  Speaker 1: changeover because you know, obviously you have to call the
• 17:59
  Speaker 1: doctor's office tell them, you know, transfer your prescription to
• 18:02
  Speaker 1: you know, value drugs instead of write aid. It's more
• 18:06
  Speaker 1: or less just an address train change in this in
• 18:09
  Speaker 1: that sense. So we're still the same company, still the
• 18:13
  Speaker 1: same store, just different location.
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  Speaker 4: We're up the street. It's a better location.
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  Speaker 1: In the first place, you know, where the store was
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  Speaker 1: originally based in Huntington, in the heart.
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  Speaker 4: Of the village. A lot of people didn't walk into town.
• 18:27
  Speaker 4: A lot parking.
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  Speaker 1: Was was was a disaster. Now we actually have our
• 18:33
  Speaker 1: own parking spots. We have our own space. You know,
• 18:36
  Speaker 1: we share with one of the local grocers over there
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  Speaker 1: while by nature, and you know, we picked up a
• 18:45
  Speaker 1: lot of new customers from it. We hear every day that, oh,
• 18:51
  Speaker 1: I've never been in your store before. Well we've been
• 18:54
  Speaker 1: in town for twenty six years and you're telling us
• 18:57
  Speaker 1: you've never been.
• 18:58
  Speaker 4: No, never been. But this is beautiful.
• 19:00
  Speaker 1: So you know, just by moving that location up the block,
• 19:04
  Speaker 1: you know, on the main road, has paid some dividends,
• 19:08
  Speaker 1: which is nice.
• 19:10
  Speaker 3: So I mean, we're going to wrap up here and
• 19:12
  Speaker 3: I'm going to do some editorial stuff and invite you
• 19:15
  Speaker 3: to correct me if I'm wrong. But you guys are
• 19:22
  Speaker 3: amazing in that the the bad mouthing of the future
• 19:27
  Speaker 3: of pharmacy is pandemic and the profession, and yet here
• 19:32
  Speaker 3: you are moving into bigger locations, starting instacart programs. What's
• 19:39
  Speaker 3: wrong with you that you're looking forward instead of sideways
• 19:43
  Speaker 3: in the in the business here? What's what's what's behind
• 19:47
  Speaker 3: you and your partners and and building your practice.
• 19:51
  Speaker 4: We got to survive out there.
• 19:52
  Speaker 1: It's we're a family owned and family operated business, and
• 19:55
  Speaker 1: we want to keep our business as long as possible.
• 19:58
  Speaker 1: We want to stay in this game, and we will
• 20:00
  Speaker 1: fight in claw to the day we died. That's what
• 20:04
  Speaker 1: it comes down to, and we will.
• 20:08
  Speaker 4: We'll do anything well.
• 20:10
  Speaker 3: And you're doing You're doing a bunch of things. So
• 20:14
  Speaker 3: uh I my list shows me that Colombia's got six products.
• 20:19
  Speaker 3: It sounds like you're pretty much focused on the hand
• 20:21
  Speaker 3: cream and the antiseptic powder. Do you have any of
• 20:24
  Speaker 3: the others?
• 20:25
  Speaker 4: I do not. I do not.
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  Speaker 1: Okay, yes, Steve hasn't brought those to my attention at all.
• 20:30
  Speaker 1: You know, I'm kind of shocked. You know, I see
• 20:32
  Speaker 1: him as you know I see him at least you know,
• 20:34
  Speaker 1: a couple of times a month.
• 20:36
  Speaker 3: Well, I bet you that gets I get to bet
• 20:39
  Speaker 3: you that gets fixed real quick.
• 20:43
  Speaker 4: I got a funny story.
• 20:45
  Speaker 1: I was in one of the banks around the corner
• 20:48
  Speaker 1: in town and one of the tellers she has the
• 20:51
  Speaker 1: hand cream right by her little station, and I said
• 20:54
  Speaker 1: to her, I go, that's a great product you got there.
• 20:56
  Speaker 4: Where'd you get it? And She's like, oh.
• 20:59
  Speaker 1: No, this gentleman came buying and dropped it all off
• 21:02
  Speaker 1: as a gift. And I'm assuming Steve does some uh
• 21:06
  Speaker 1: you know, some banking over a chase and I'm like, oh,
• 21:11
  Speaker 1: I'm like, well, I'm like, if you ever need a refill,
• 21:13
  Speaker 1: I'm like, you know, just just come to my store
• 21:15
  Speaker 1: over value Drugs on the other side of the track.
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  Speaker 4: I'm like, I got it in stock. I'm like, we
• 21:20
  Speaker 4: never run out.
• 21:21
  Speaker 3: That's that's a that's a great story. Yeah, Mike, God
• 21:28
  Speaker 3: bless you. I'm going to get up that way sometime,
• 21:33
  Speaker 3: probably in the summer, and uh I'll drop in and
• 21:38
  Speaker 3: pay full retail for a tube of hand cream. So
• 21:42
  Speaker 3: you know, it is funny, It's it's skin care is
• 21:45
  Speaker 3: heavy on my mind right now. I went to the
• 21:47
  Speaker 3: dermatolish about a month ago and he saw some stuff
• 21:52
  Speaker 3: sun spots or whatever on my arms and he had
• 21:54
  Speaker 3: me put that fluo coas alone cream on it for
• 22:00
  Speaker 3: two weeks. And I'm in the place now where it's
• 22:02
  Speaker 3: all scabby and itchy, and I'm lotioning my arms ten
• 22:06
  Speaker 3: times a day. I wish I had some Columbia skincare cream. Bob.
• 22:12
  Speaker 3: Maybe you can fix that for me.
• 22:13
  Speaker 4: We shall help you with that, Bruce.
• 22:15
  Speaker 3: Yeah, Mike, thank you for taking the time. I do
• 22:21
  Speaker 3: hope our paths cross sometime soon. And I'm going to
• 22:25
  Speaker 3: sign off now and say hey, ladies and gentlemen, friends
• 22:28
  Speaker 3: and neighbors. This is Bruce Nland concluding another episode of
• 22:34
  Speaker 3: Pharmacy Crossroads, where our goal is always to help, inform
• 22:38
  Speaker 3: and inspire you to do more and be better. Good day.
• 22:43
  Speaker 2: Thanks for listening to Pharmacy Crossroads. If you're interested in
• 22:46
  Speaker 2: talking with Bruce, please contact the show visit Pharmacycrossroads dot com.
• 22:51
  Speaker 2: We look forward to hearing from you.
• 23:00
  Speaker 3: I've got him on it.