McKesson ideaShare 2015 showcases three key drivers to independent success
SAN DIEGO — Thousands of independent pharmacy owners from across the country are attending McKesson ideaShare 2015, here at the San Diego Convention Center this week, to explore the latest tools and strategies to help independent operators enhance patient care and improve profitability.
“As the industry continues to evolve, pharmacists are being pushed to elevate their role as healthcare service providers,” stated Mark Walchirk, president of McKesson U.S. Pharmaceutical. “McKesson and Health Mart are driving innovation in this environment through continued investment in new business-building tools, clinical solutions and technology being highlighted here at McKesson ideaShare to help impact patient care and outcomes, as well as seize opportunities for growth.”
“Health Mart has experienced tremendous growth over the past several years by providing tools and support that enable members to deliver superior patient care and quality outcomes, bring more patients into their stores and expand their services for more revenue,” added Steve Courtman, Health Mart president. “This week, Health Mart will showcase key solutions designed to help grow their business.”
This year’s McKesson ideaShare 2015 — which opened June 24 and runs through June 28 — focuses on providing solutions across three areas of independent’s business: gaining access to preferred networks, building a patient base within the competitive pharmacy industry, and realizing the promise of reimbursable patient care and disease management services.
The action kicked off Wednesday, where it was standing-room only for the full day of continuing education sessions, covering dozens of critical topics from medication synchronization, marketing in a digital world, building prescriber relationships, and more. In all, McKesson will host more than 30 accredited CE sessions over the course of ideaShare 2015.
Gaining access to preferred networks
Health Mart is focused on helping pharmacies get the credit they deserve for improved patient adherence and quality outcomes, and gain additional access to preferred networks. This year at McKesson ideaShare, Health Mart will focus on two core areas: improving clinical performance and pharmacy-based adherence support.
Health Mart has a number of programs to help pharmacies address nonadherence, including interpreting their EQuIPP scores. More than 80% of Health Mart stores are now enrolled in EQuIPP to track their pharmacy quality performance, and the number of Health Mart stores with one or more measures in the top 20% continues to increase. Health Mart continues to educate members on behavioral coaching, medication synchronization and comprehensive medication reviews, as well as such intervention tools as refill reminders. In the fall, Health Mart will host its third series of Town Hall meetings focused on medication synchronization. The latest edition of Health Mart’s “Drive Improved Pharmacy Performance Playbook” will be highlighted at the conference.
Meanwhile, McKesson’s Sponsored Clinical Services Network will be introducing phone-based pharmacist coaching to expand the reach of its award-winning Pharmacy Intervention Program. These manufacturer-sponsored coaching sessions have consistently increased patient adherence by up to 30%. Launched at McKesson ideaShare 2014, the LoyaltyScript@Retail program provides pharmacists with a timely, convenient means of providing patient savings and enhanced care, with easy, in-store access to co-pay savings offers for a growing list of brands via McKesson’s online portal. More than 13,400 pharmacies are participating in the program, and pharmacists have used the tool at the counter to help patients start their therapy.
Bringing new patients into the store
Competition for patients is stronger than ever, which is why Health Mart continues to invest in national and local marketing tools to help bring more patients into its stores. To help Health Mart owners promote their pharmacy their way, Health Mart pharmacies have access to matching funds for local marketing activities that give owners the flexibility to promote their specific service offerings and distinct strengths, attract new patients and reinforce their value to existing patients. (For an in-depth look at how Health Mart is helping to bring new patients to the store, see DSN’s exclusive interview with Health Mart director of marketing Michelle Gilliam.
Expand patient-centered services for more revenue
Health Mart is helping pharmacies implement vaccination programs and other clinical services that shift the focus to the patient, and help owners grow their pharmacy businesses and drive profitability. At McKesson ideaShare 2015, Health Mart introduced a new Vaccine Starter Kit program and the latest 340B software tools for its Macro Helix solution.
As reimbursement pressures continue to compress retail margins, vaccines offer a unique revenue opportunity for stores. The Vaccine Starter Kit gives pharmacy owners the ability to establish a vaccine practice in their own stores, with 12 months of hands-on customer support from a vaccine subject-matter expert who covers all of the key steps for starting a vaccine administration program. The Vaccine Starter Kit program is open for enrollment at McKesson ideaShare 2015, with services beginning in August 2015.
At the meeting, Macro Helix featured its latest 340B software tools designed to help pharmacies interested in engaging in 340B or who are approached by a 340B clinic about participation as a contract pharmacy. The McKesson 340B team on Thursday morning conducted the CE session, “Strategies to Support a Healthy 340B Contract Pharmacy Program,” outlining attributes of a well-managed 340B contract pharmacy and strategies to build healthy relationships.
McKesson invests in Health Mart
McKesson continues to make investments to help Health Mart and independent pharmacies improve their bottom line, operate more efficiently and thrive in the future, giving them the ability to better serve their patients and grow their pharmacy business.
One of the additional solutions McKesson will offer at ideaShare 2015 is StarWellness for Medication Synchronization. As the pharmacy industry rapidly shifts with an increase of narrow networks and a growing importance on clinical performance as a consideration for network access, AccessHealth is offering this medication synchronization software tool from PrescribeWellness. AccessHealth will highlight this important addition to its suite of services, which helps increase pharmacy efficiencies through consolidated reimbursement processes, and the tools needed to help pharmacies drive better patient outcomes and become top performers.
McKesson also will launch a mobile-optimized McKesson Connect “Mobile Companion,” allowing pharmacies to manage core product search and ordering activities from any mobile device. The McKesson Connect Community, which lets pharmacists and owners collaborate with peers, has grown 40% since last year, with 6,000 members participating in 1,300 discussions.
Each year, McKesson also has emphasized the importance of pharmacy ownership. McKesson’s RxOwne