Covey starts his book with the concept of a Paradigm. The word indicates we all have a “frame
of reference” we use to interpret life’s events. The problem is, as circumstances change, it
is easy to be trapped in a mind-set and that makes it difficult to adapt.
Independent community pharmacy suffers from an old, out of
date paradigm. When we think of
successful pharmacies too many of us think of a pharmacy that fills a lot of
prescriptions. We don’t typically envision
a pharmacy that does other things that help to improve the lives of
patients.
Change is happening fast. Some changes are terrible, but some
are really exciting. The successful
pharmacy of tomorrow will provide a variety of healthcare services. It may help if you see yourself as a
healthcare provider with an expertise in medication.
The good news is that the kinds of services you can provide
are being done by pharmacy owners right now! Just in the past few weeks I have spoken with
a handful of owners who are providing non-dispensing services, and getting
paid. Some by insurance companies, some
from grants and others by consumers. Yes, people
will pay cash. Not all, or most, or even many, but some. Just think what would happen if 10% of your patients paid you for some other healthcare product or service you provide.
One of the most destructive paradigms that has crept into
pharmacy is that if insurance doesn’t cover the cost, people won’t pay. I visited Flower Mound Pharmacy in Texas. The owner charges people for nutritional
supplement consultations. People with chronic
conditions book an appointment, pay a fee, get an evaluation, a formal written report,
recommendations and a care plan. Then,
they go out front and buy the supplements recommended. And to top it off, they get results, feel
better, and suggest that their friends do the same.
I recently did a podcast with a pharmacy owner in Washington state. He tells how a technology company,
AssureCare, is providing him with the tools he needs to provide a profitable
patient care service. The pharmacy
provides a convenient and clinically appropriate place for patients to come, by
appointment, for a series of 30-minute encounters. The one he mentions is
hypertension but there are others. He, and his credentialed staff help patients
understand the seriousness of their condition, teach them how to properly take
their blood pressure at home, and set up a care plan that helps them improve
their diet, exercise and life style. Via
the vendor’s web portal this is all documented, billed and paid for by a
combination of insurance coverage and patient co-pays. Just like if it was done in a physician’s
office.
Good things are happening.
Patients, prescribers, and payers need what community pharmacies can
provide. Here’s hoping you are exploring,
and willing to try some new things. It
is still possible to run a profitable pharmacy.
I know because I get to visit them all the time.
