Sunday, October 27

Reinvent Your Pharmacy into a Destination Business

Sunday, October 27
7:45-9:15 a.m.

The nationwide emphasis on “shopping local” gives you and your pharmacy a huge competitive advantage IF you know how to market and position yourself correctly using your own uniqueness. Jon Schallert works with communities and small businesses across the country, developing plans of how to change a business that is location-dependent into one that defies the demographics of its area and consistently pulls customers from a greater distance. Find out how to get customers to see your business differently in the first seven seconds, grow your market size, and more in this session.

Walk away with:

  • Communication tactics for making even far away customers want to visit your pharmacy.
  • Steps for creating free marketing opportunities that are 12 times more powerful and believable than any form of advertising.
  • Action-oriented tactics and suggestions that you can put into place immediately upon returning to your business.

Jon Schallert, destination business expert. Jon is the only business consultant teaching businesses and communities how to reinvent themselves into consumer destinations. Jon speaks to thousands annually on his trademarked 14-step “Destination Business” process, which he developed over the last 31 years after interviewing more than 10,000 business owners in more than 500 communities. Jon’s insight is seen in publications, such as The Wall Street Journal, The Washington Post, and Entrepreneur magazine. He is a member of the International Downtown Association, the International Economic Development Council, and the National Main Street Network.

Pharmacist and Pharmacy Technician Learning Objectives:

  1. Identify four key areas of a pharmacy that patients are drawn to upon entering.
  2. Recognize three product spotlighting techniques that can take product selection from typical to attention-getting, attracting more consumers and media attention.
  3. Identify and utilize three key advertising principles of a destination business and five marketing principles that consumers today find credible.

ACPE UAN: 0207-0000-19-310-L04-P | ACPE UAN: 0207-0000-19-310-L04-T | 1.5 contact hours (0.15 CEUs) | Activity Type: Knowledge-Based

Expanding the Market for Your Packaging Services

Sunday, October 27
7:45-8:45 a.m. (followed by a non-CE Shoot the Breeze® from 8:45-9:15 a.m.)

You know adherence packaging helps patients and improves workflow, but how can you justify the technology investment? The most successful convenience packaging pharmacies have grown their market share by packaging their services to benefit their most high-risk patients — and you can too. Referral sources from caregivers, providers, and nursing facilities can be game changers with your offering. Providing “medical-at-home” or concierge-like packaging services to patients who might otherwise be in a nursing home can help patients stay home and in the community longer. Get the ins-and-outs on potential services, billing procedures, and referral sources in this session.

 Walk away with:

  • Best practices on how to get started with convenience packaging.
  • Communication tips for relationship-building with referral sources.
  • An understanding of medical-at-home services.

Steve Adkins, PharmD, owner, Health Park Pharmacy. Steve has grown his packaging program to well over 1,000 patients by working with home health agencies, discharge nurses, and social workers from nursing facilities.

Susan Rhodus, RPh, senior vice president, contract administration, Gerimed. Susan has been a leader in the long-term care industry for more than 30 years and is a leading advocate for medical-at-home services.

 Pharmacist and Pharmacy Technician Learning Objectives:

  1. Discuss best practices for operating a convenience packaging service in your pharmacy.
  2. Discuss strategies for collaboration with home health agencies and obtaining referral sources with physicians.
  3. Discuss NCPDP codes, billing considerations, and existing payment programs for medical-at-home services.

ACPE UAN: 0207-0000-19-309-L04-P | ACPE UAN: 0207-0000-19-309-L04-T | 1.0 contact hours (0.1 CEUs) | Activity Type: Knowledge-Based

Community Health Worker: The Staff Position You Never Knew You Needed

Sunday, October 27
7:45-9:15 a.m.

For many Medicaid plans, net drug spend is only half of what is spent on care coordination activities. Imagine if the care coordination your pharmacy offers (or could offer) qualified to be a paid covered service. Community health workers are new types of professionals who are increasingly recognized and being called upon to help patients and lower total health care costs. Hear from pharmacy owners that have trained some of their staff as community health workers (CHWs) to expand the walls of their pharmacy out into their community to reach patients who need their pharmacy’s services. CHWs in pharmacies refer patients for assistance with adherence, affordability, and access issues. CHWs will be in your community, why not in your pharmacy?

Walk away with:

  • A reference for state CHW training requirements.
  • Real-world success stories.
  • Patient assessment tools for your pharmacy team.

Richard Logan, Jr, PharmD, co-owner, L&S Pharmacy. Richard and his son, Tripp, have worked to train their technician staff members as community health workers and utilize these individuals as an extension of their pharmacy to improve care coordination and save patient lives.

Michelle Pattengill, certified pharmacy technician/community health worker, L&S Pharmacy. In the few short months of becoming a community health worker, Michelle has addressed hundreds of interventions using her additional skill sets that have improved and saved patient lives.

Pharmacist and Pharmacy Technician Learning Objectives:

  1. Identify which pharmacy personnel might make good community health workers.
  2. Describe how training pharmacy staff as CHWs can improve patient care.
  3. Explain why CHWs provide value to your pharmacy business.

ACPE UAN: 0207-0000-19-311-L04-P | ACPE UAN: 0207-0000-19-311-L04-T | 1.5 contact hours (0.15 CEUs) | Activity Type: Knowledge-Based

Impending Inventory Impact – Your Pharmacy and Requirements Under the Drug Supply Chain Security Act

Sunday, October 27
3:30-4:30 p.m.

Did you know after November 2019 your pharmacy may not be able to accept non-serialized drug stock? Or, that saleable returns will have to meet new verification requirements? Current and future requirements under the Drug Supply Chain Security Act, commonly referred to as “track-and-trace” law, will affect your pharmacy business. This program will give an overview of those current and future requirements and discuss pharmacy practices and solutions to help you comply with those requirements.

Walk away with:

  • An understanding of what’s required of you.
  • Questions to ask your wholesalers and solutions providers.
  • Tips for identifying and investigating suspect product.

Kala Shankle, JD, director, NCPA Policy and Regulatory Affairs. She advocates for community pharmacies in front of federal agencies including CMS, FDA, and SBA. As a widely sought out expert on DSCSA, Kala has spoken nationally on DSCSA compliance.

Lisa Schwartz, PharmD, NCPA senior director, Professional Affairs. . Lisa has a strong professional knowledge on pharmacy management issues including pharmacy operations, quality measurement, patient counseling, DSCSA, pharmacy automation, and health IT. She utilizes her unique skills to support pharmacy owners nationwide on a variety of business issues.

Pharmacist and Pharmacy Technician Learning Objectives:

  1. Describe current and future requirements under the DSCSA for community pharmacies.
  2. Discuss processes for identifying and investigating suspect product.
  3. Discuss practices that help your community pharmacy comply with the DSCSA.

ACPE UAN: 0207-0000-19-313-L03-P | ACPE UAN: 0207-0000-19-313-L03-T | 1.5 contact hours (0.15 CEUs) | Activity Type: Knowledge-Based

Implementing Pharmacogenomics in your Business

Sunday, October 27
4:45-5:45 p.m. 
(followed by a non-CE Shoot the Breeze® from 5:45-6:15 p.m.)

It’s no longer a futuristic concept, but a practice reality. With more than 200 drugs with genomic information in their FDA approved package inserts, understanding these drug-gene interactions is just as important as understanding drug-drug or drug-food interactions. Adding pharmacogenomic services to your community or long-term care pharmacy is an opportunity to optimize patients’ therapy and add revenue to your bottom line. Discover the relationships, workflow pearls, and marketing plans that your peers have implemented to make it work.

Walk away with:

  • A how-to guide for implementing a pharmacogenomic service tomorrow.
  • A checklist for identifying and vetting pharmacogenomic lab partnerships.
  • A marketing plan for relationship-building with patients, providers, and group homes.

Amina Abubakar, PharmD, AAHIVP, owner, RxClinic Pharmacy, Charlotte, N.C. Amina is a leader in community pharmacy, always finding a way to implement new services into her business and advance the profession. She has cracked the code and is operating a successful pharmacogenomics program. Amina is an advocate in this space and was recently invited to the White House Office of Science and Technology Policy and to the FDA to discuss the role of pharmacists in pharmacogenomics.

Pharmacist and Pharmacy Technician Learning Objectives:

  1. List strategies for marketing to and building relationships with other health care professionals who could provide enhanced patient care with pharmacogenomic information.
  2. Describe different ways of implementing pharmacogenomic services that benefit your patients and business.
  3. Identify opportunities to determine which patients may be eligible to receive pharmacogenomic services.

ACPE UAN: 0207-0000-19-314-L04-P | ACPE UAN: 0207-0000-19-314-L04-T | 1.0 contact hours (0.1 CEUs) | Activity Type: Knowledge-Based