Saturday, October 26

Adherence Optimization: Targeting Strategies, Pharmacy VIPs, and Payer Programs

Saturday, Oct. 26
10:15-11:45 a.m.

Offering a med sync program is one thing, making it a core tenet of your business is another. You need a critical mass of patients enrolled to achieve inventory, cash flow, and other operating efficiencies. Grow your program strategically by targeting interventions for your most important patients. Love it or hate it, adherence payer programs can make or break your pharmacy profits. Learn how to get the numbers to work in your favor with this program. Join your peers to discuss tested methods for maximizing your pharmacy’s adherence return on investment.

Walk-away with:

  • A targeting map for enrolling VIP patients.
  • Tools to maximize payer program participation.
  • Goal-setting and accountability tools for your pharmacy staff.

Carlie Traylor, PharmD, NCPA associate director of strategic initiatives. During her previous role as director of clinical services for Chancy Drugs, Carlie led initiatives that resulted in a 50-percent increase in the number of patients enrolled in their medication synchronization program.

Dared Price, PharmD, co-owner, Graves Drug Stores. After seeing the business impact of a med sync program with 900 patients, Dared and his wife, Renee, made growing their med sync program a wildly important goal of their business, and the program is still growing.

 Pharmacist and Pharmacy Technician Learning Objectives:

  1. Discuss adherence incentive programs from third party payers.
  2. Write an adherence program patient enrollment SMART goal for your pharmacy.
  3. List benefits to using targeted enrollment on your pharmacy practice.


ACPE UAN: 0207-0000-19-301-L04-P | ACPE UAN: 0207-0000-19-301-L04-T | 1.5 contact hours (0.15 CEUs) | Activity Type: Knowledge-Based

Making Your Mark with Private Label Vitamins and Supplements (non-CE)

Saturday, October 26
1:15-2:45 p.m.

Supplements and vitamins are a nearly $37 billion industry and, for pharmacies, one of the largest profit margin producers. Are you taking full advantage of these OTCs at your pharmacy?  It’s time to put a stop to sales slipping to retail sharks on the internet. With a private label, these products will point customers to your home page.  Learn from a panel of experts what it means to have a private label, how they began to develop their own brand, and how this has improved their practice and profits. It’s time to bust the myths surrounding private label products. This category isn’t just for some, it’s for all!

 Walk away with:

  • An understanding of what it means to carry a private label and why it is important for your business.
  • Examples of pharmacists who have had different levels of adoption for private labels.
  • Ideas for how you can integrate a private label into your practice.


Kathy Campbell, PharmD, owner, Medicap Pharmacy. Developing a private label in her single-pharmacist practice allows Kathy Campbell to ensure that when she works with patients to achieve optimal health, they can walk out of store with her product in hand and keep coming back for more.  Kathy’s expansion into private label products has allowed her to improve her patients’ health and the pharmacy’s supplement profits.


Josh Rimany, RPh, FACA, owner, Dilworth Drug and Wellness Center. Recognizing that his patients were heading to Amazon to buy the same vitamins he was selling, Josh Rimany decided to intervene by making a label they could only get from him  – his own.  Creating a private label has allowed Josh to create brand loyalty and ensure that the profits from supplement sales would stay within his four walls.


Shelley Roberts, PharmD, owner, Grassroots Pharmacy. Opening their pharmacy in 2017, Shelley Roberts and her husband have worked tirelessly to be a wellness hub for their community, which has included private-labeling products. Putting Grassroots’s name on supplements, protein -powders, coffee, and even candles, has allowed them to provide quality products to their patients that they can’t get anywhere else – keeping patients and profits in their store!


Gabe Trahan, NCPA senior director of store operations and marketing. Gabe Trahan has worked with hundreds of community pharmacies of all sizes to help them improve their image and ultimately boost front-end profits. From conducting in-store and virtual consultations to presenting at educational workshops and writing extensively on front-end retailing, Gabe has established himself as the leading expert in effective and innovative front-end design and merchandising.

Time is Money: Creating Time in Your Current Staffing Model

Saturday, October 26
1:15-2:45 p.m.

Ready to start a new service in your pharmacy, but can’t seem to find time or a staff member who isn’t too busy? Think you need to hire a new team member just to get new services off the ground? Can’t seem to get your current staff engaged in new clinical ideas? Learn how to maximize staff productivity thereby helping you add a new service to your pharmacy. From this program, you will also know when the time is right to hire another staff member.

Walk-away with:

  • Job-structuring ideas.
  • A key process to develop your model pharmacy schedule, including non-dispensing services.
  • Step-by-step guide for implementing common non-dispensing services such as immunizations, compression stocking fittings, and more.

Travis Wolff, PharmD, BCACP, co-owner of Med-World Pharmacy. Travis is well-read in employee culture, workplace change, and implementation. Travis has applied what he has learned to successfully lead his team to consistently push the envelope of innovation in his pharmacy.

Pharmacist and Pharmacy Technician Objectives:

  1. Discuss strategies for reallocation of tasks based on staff’s different training, qualifications, and certifications to allow everyone to practice at the top of their license.
  2. Identify financial targets when implementing new services, using your data to budget energy, resources, and needs.
  3. Discuss ways to evaluate yields from non-dispensing services.

ACPE UAN: 0207-0000-19-303-L04-P | ACPE UAN: 0207-0000-19-303-L04-T | 1.5 contact hours (0.15 CEUs) | Activity Type: Knowledge-Based

The Long-term Care Pharmacy of the Future, Today

Saturday, October 26
1:15-2:45 p.m.

If operating a thriving, long-term care business were an exam, would you ace the test or need an improvement plan? Top performing LTC pharmacies focus their energy on increasing operational efficiencies and developing facility relationships as a process of continuous improvement. Take a step from back your own operation, and assess your ability to optimize technology, fully utilize tools that are already available in your pharmacy, optimize delivery routes and courier integration, meet your customers’ needs and more during this program.

Walk away with:

  • Self-assessment tool for your LTC business.
  • Questions to ask LTC clients.
  • Lessons learned from other industries.

Paul Shelton, President, PharmaComplete Consulting Services. Paul is an LTC pharmacy distribution, automation and workflow specialist with over 11 years of direct experience in LTC. He has have helped the pharmacies that he works with grow their businesses by tens of thousands of prescriptions per year, and hundreds of thousands of bottom line dollars.

Pharmacist Learning Objectives:

  1. Review key metrics for operating a long-term care pharmacy.
  2. Discuss long-term care technology advancements that improve patient care.
  3. Discuss strategies for addressing facility pain points to grow your business, and retain your current customers.

ACPE UAN: 0207-0000-19-304-L04-P | ACPE UAN: 0207-0000-19-304-L04-T | 1.5 contact hours (0.15 CEUs) | Activity Type: Knowledge-Based

New Ways to Identify and Mitigate Adverse Drug Events and Get Paid for It

Saturday, October 26
1:15-2:45 p.m.

What’s more valuable than knowing common drug side effects and adverse reactions? Understanding how the problem occurs and solving it for the patient and payer. Genetics, body systems, pharmacodynamics, and even dosing times all play a factor in how a medication works for a particular patient. In this session, examine practical strategies to reduce – or even circumvent – adverse drug events by utilizing personalized medicine and the principles you were taught in pharmacy school to get to the root cause.

Walk away with:

  • Actionable steps to help patients avoid and manage adverse drug events.
  • Risk-stratification tools to identify patients and prioritize your efforts.
  • Examples of service payment models.

Calvin H. Knowlton, BScPharm, MDiv, PhD, CEO, chairman, and founder, Tabula Rasa HealthCare One of his companies, CareKensis, is the first national PACE medication risk mitigation company. He has authored and co-authored textbooks, chapters, and articles focused on the role and responsibility of pharmacists in the outcomes of patient-centered medication care.

Pharmacist Learning Objectives:

  1. Review basic metabolic pathways and pharmacokinetic principles for drug activation and elimination.
  2. Identify common drug combinations that increase a patient’s risk of adverse drug events.
  3. Discuss strategies for mitigating adverse drug events in a community pharmacy setting.

ACPE UAN: 0207-0000-19-302-L01-P |1.5 contact hours (0.15 CEUs) | Activity Type: Knowledge-Based

Hemp: Positioning Yourself as the Truth Expert

Saturday, Oct. 26
3-4:30 p.m.  

Doctors are recommending it, patients are seeking and buying it, all types of stores are selling it, but is hemp right for you? Get the latest on the legal and regulatory front, the business opportunity, potential risks, and the science behind it all.

 Walk away with:

  • Expert knowledge on potential hemp uses.
  • Tips for educating your community on hemp.
  • Resources on where to go for legal and regulatory updates.

Jesica Mills, PharmD, MBA, owner, Owensboro Family Pharmacy and Wellness. Determined to help a sick loved one who had exhausted traditional treatment options, Jesica learned everything she could from her state board of pharmacy, department of agriculture, and local growers on how to provide safe hemp products to her patients. She is adamant about stocking high-quality products and educating patients on hemp-based products.

Karla L. Palmer, director, Hyman, Phelps & McNamara. With 27 years of experience as a litigator, Karla Palmer is an expert on DEA and FDA enforcement and litigation matters. Palmer advises clients throughout the supply chain – from manufacturers and distributors to outsourcing facilities, pharmacies and doctors – on a range of issues including DEA and FDA regulations and guidance, government inspections and investigations, warning letters, consent decrees, and administrative and federal proceedings.

Pharmacist and Pharmacy Technician Objectives:

  1. Discuss federal and state laws related to hemp-based products and associated risks and opportunities.
  2. Identify potential uses, formulation considerations, and potential side effects of hemp.
  3. Describe strategies for educating prescribers, patients, and the community on hemp.


ACPE UAN: 0207-0000-19-306-L04-P | ACPE UAN: 0207-0000-19-306-L04-T | 1.5 contact hours (0.15 CEUs) | Activity Type: Knowledge-Based

Ensuring Terms in Non-Dispensing Contracts Work for You

Saturday, October 26
3:00-4:30 p.m.

Non-dispensing contracts are vital to your business operation and your ability to generate new revenue streams such as compensation for providing services. Yet, many pharmacists don’t review these agreements before signing them. Only afterward, are questions asked: Who “owns” patient data and how can that data be used? Does the contract mean that the vendor and your pharmacy are business partners? Which party will be at risk if the vendor is hacked or data is misused? Learn from legal experts what common contract terms really mean before you sign on the dotted line.

Walk away with:

  • Knowledge of basic contract principles to better evaluate new types of contracts
  • A checklist of common contract terms, what they mean and how they’re used.
  • Ideas of where to turn for help with contract review.

Katherine I. Funk, Washington, D.C. Co-Managing Partner, Lewis Brisbois Bisgaard & Smith Katie has more than 25 years of experience successfully navigating antitrust and business issues on behalf of her clients. Katie works with healthcare clients on the formation and operation of clinically integrated networks, the buying and selling of provider practices, and other healthcare system transactions.

Carrie Meigs, partner, Lewis Brisbois Bisgaard & Smith. Carrie is a health care attorney with over 20 years of experience representing health care providers in the issues that matter to them. In her practice, she has developed an approach that allows her to advise health care providers with respect to the legal, regulatory, and business considerations that they face in their practices all with an understanding of the importance of building and maintaining a health care practice where patients receive excellent care. Because Carrie has seen the long term impacts on her clients of poorly negotiated contracts and other business arrangements, she is able to offer clients a proactive approach to managing the business side of a health care practice.

Pharmacist Learning Objectives:

  1. Differentiate between common terms such as “data ownership” and “data usage.”
  2. Review common misconceptions, including the obligations that contracting parties legally have to each other.
  3. Discuss strategies for contracting with vendors, business partners, MSO’s and other entities.

You Can Be Successful in Today’s Competitive Market

Saturday, October 26
3:00-4:30 p.m.

Bringing in new patients is necessary for survival and growth, and your brand is a key piece of increasing foot traffic. Your chain and online competitors will out spend you on marketing strategies, but that doesn’t mean you can’t beat them and be successful. Find out what we can learn from pharmacy’s volume giants, and how local pharmacies can succeed. Everything from front-end merchandising tips, ways to target your marketing area digitally, and how to engage the community will be covered in this session.  

Walk away with:  

  • Pricing strategies to boost OTC sales.  
  • Message-crafting ideas that build on your pharmacy’s strengths. 
  • Message-targeting strategies to attract new patients. 

Brittany Sanders, PharmD, co-owner, The Pharmacy at Wellington. After working for a big-chain pharmacy, Brittany and co-owner Nick Dziurkowski were convinced that they could provide patients with better medication and health-related care at a locally-owned pharmacy, where they would not be restricted by corporate policies and be able to give a superior level of service. From this initial concept in December 2014, to the grand opening in November 2015, to today, this belief forms the foundation of the company values at The Pharmacy at Wellington. 

 Gabe Trahan, NCPA senior director of store operations and marketing. Gabe Trahan has worked with hundreds of community pharmacies of all sizes to help them improve their image and ultimately boost front-end profits. From conducting in-store and virtual consultations to presenting at educational workshops and writing extensively on front-end retailing, Gabe has established himself as the leading expert in effective and innovative front-end design and merchandising. 

 Pharmacist and Pharmacy Technician Learning Objectives: 

  1. Identify common industry branding themes.  
  2. Identify your pharmacy strengths to craft marketing messages that build on your capabilities. 
  3. Describe geotargeting and discuss how to keep messages to the point and targeted for your audience. 

 ACPE UAN: 0207-0000-19-305-L04-P | ACPE UAN: 0207-0000-19-305-L04-T | 1.5 contact hours (0.15 CEUs) | Activity Type: Knowledge-Based 

Long-Term Care Pharmacy Audit Prevention and Fraud, Waste, & Abuse Compliance in 2019

Saturday, October 26
3:00-4:30 p.m.

Pharmacy Audits and FWA Compliance are critical to any pharmacy’s profitability and success. With a focus on LTC pharmacy, hear from an industry expert with LTC experience about the unique facets of LTC audits and how you can work to prevent them in your pharmacy. Moreover, enhanced credentialing requirements from PBMs have made it essential to have rigorous compliance programs. Time will be spent discussing FWA compliance program requirements and consequences of non-compliance with LTC examples.

Trenton Thiede, PharmD, MBA, Chief Operating Officer, PAAS National®. Trent helps to ensure the viability of independent community pharmacies nationwide. His company has analyzed more than 80,000 audits and saved members over a half-billion dollars in audit recoupments.

Walk away with:

  • LTC audit, and recoupment, prevention strategies.
  • Insights into how CMS’ final rule for Contract Year 2019 can impact pharmacies.
  • An understanding of the elements needed for a FWA compliance program.

Pharmacist and Pharmacy Technicians Learning Objectives:

  1. Discuss unique challenges with long-term care pharmacy audits.
  2. Identify the 7 required elements of an FWA compliance program.
  3. Discuss consequences of non-compliance with FWA regulations using LTC case examples.

ACPE UAN: 0207-0000-19-308-L04-P | ACPE UAN: 0207-0000-19-308-L04-T | 1.5 contact hours (0.15 CEUs) | Activity Type: Knowledge-Based