PSNC TELLS DEPARTMENT TO PAY UP ON SHORTAGES SEE PAGE 3
www.thepharmacyshow.co.uk
HOW DAY LEWIS TOOK ON CATEGORY M – AND WON
EXHIBITION FLOORPLAN & EXHIBITOR LIST SEE PAGES 4 & 5
SEE PAGE 6
@pharmacyshow
Post Show Review, November 2012
THE PHARMACY SHOW – MEETING THE NEEDS FOR COMMUNITY PHARMACY With community pharmacy in the midst of such change, there’s never been a greater need for the Pharmacy Show. Pharmacists are facing a host of challenges in these tough times, from medicine shortages to declining NHS margins, whilst on the other end of the scale, a variety of opportunities including Medicine User Reviews and the New Medicine Service can considerably benefit pharmacy businesses.
P Medicines supply dominates Pharmacy Show 2012 agenda Regulator reassures registrants that professionalism is safe. Proposed changes to allow the self- selection of Pharmacy (P) medicines dominated conversations at this year’s Pharmacy Show. The new regulator of pharmacy, the General Pharmaceutical Council, made presentations to packed audiences on both days of the Show to reassure BOB NICHOLLS pharmacy professionals and over the counter medicines suppliers that changes to the current P medicines supply protocol will only be made if patient safety and registrants’ professionalism can be assured. Speaking on Sunday, GPhC Chairman Bob Nicholls told the packed keynote conference hall: “The GPhC is against fixed rules in general, but if self-selection cannot be done safely, then it can’t be done.”
“Pharmacy is changing all the time and there’s nothing like the art of getting together and having conversations with people to share opinions. This is the ideal place for the industry to share its views,” says Peter Bainbridge, Director of Pharmacy at Boots. With pharmacists moving into the frontline role of patient delivery and public health, there was a major focus on clinical education this year. Covering a wide range of topics from training in respiratory MURs to the latest in cardiology, the show offered two clinical and services streams designed to give community pharmacists the skills they need to make the most of the New Medicine Service. More than 6,250 members of the pharmacy community gathered at the NEC in Birmingham on Sunday 30th September and Monday 1st October to benefit from the show’s proven format which combines relevant and practical education with a thriving trade show floor. As the sectors biggest event the Pharmacy Show really is the best place to get the very latest information on all of the changes taking place in the sector, as well as advice from leading experts on how they can adapt to take advantage of the opportunities. More than 55 hours of free business and clinical CPD education were available in 6 conference streams across five theatres giving visitors access to the knowledge and expertise of some of the industry’s most respected professionals as well as the opportunity to debate some of the key issues that will shape the future of pharmacy. Supported by
“This is the ideal place to find out what’s going on in the profession. You can read a magazine or a trade journal, but it doesn’t compare to coming to this show where you get the opportunity to listen and talk to experts and learn from their experience,” says pharmacist Adeola Olayde. “The Pharmacy Show is a celebration of pharmacy. It brings together all parts of the supply chain and is a great opportunity to see what’s going on, gain some CPD and to meet colleagues. It’s a fantastic event,” says John D’Arcy, Managing Director of Numark.
“This is the ideal place to find out what’s going on in the profession” Adeola Olayde, pharmacist.
David Mitchell, Head of Pharmacy at Johnson & Johnson/McNeil, says: “This is a very professional event and it improves each year. The size, scale and diversity of exhibitors at the show are impressive and the focus on clinical services is just right.” As pharmacy moves away from the business of supply into service delivery, it’s more important than ever that pharmacists re-examine how they run their business to ensure future success. As the UK’s most important pharmacy industry event, the Pharmacy Show is a showcase for the widest and most exciting range of products and services. More than 360 companies and specialist suppliers exhibited at this year’s show making up 10,000sqm of exhibition space and allowing pharmacists to Continued on page 2
The P medicine proposals, which were first revealed in September in the GPhC’s new draft Standards for Registered Pharmacies, confirm the GPhC’s desire to implement standards based on outcomes not processes. Nicholls said that in his experience supervision of P medicines varies between pharmacies: “Some small independents don’t need to keep P medicines behind the counter as they know their patients and they are not afraid to have conversations; in some multiples I wouldn’t allow this at all.” From the audience, Trevor Gore, Global Healthcare Training Manager at Reckitt Benckiser UK, chipped in: “UK pharmacies have not got a great record in getting POM-P medicines out there.” Continuing the discussion on P medicines right through to the last conference session on Day Two of the Show, GPhC Chief Executive and registrar Duncan Rudkin confirmed the GPhC view and said: “Rules let people and organisations of the hook. It is how people behave that makes a difference to patient safety. Professionalism provides the better protection.” Rudkin told delegates in his presentation, Modernising the regulation of registered pharmacies, that the GPhC will be consulting extensively with the profession and with the public to ‘sense-check’ its draft standards, and that registrants will be supported through new obligations on pharmacy owners that prioritise professionalism. He added that as well as guidance, there would also be new inspection processes, including site visits and face to face meetings with owners/superintendent pharmacists. The approach will facilitate “a two-way flow of information” and will evidence pharmacies’ compliance with standards. He pledged: “Council will not plough on regardless.”
Media partners
www.thepharmacyshow.co.uk
The Pharmacy Show is organised by CloserStill Media Healthcare Limited George House, Coventry Business Park, Herald Avenue, Coventry CV5 6UB. Tel: 02476 717151 www.ThePharmacyShow.co.uk
Matthew Butler, Group Event Director m.butler@closerstillmedia.com Esther Beal, Show Manager e.beal@closerstillmedia.com Garry Tyson, Sales Executive g.tyson@closerstillmedia.com Lucy Pitt, Group Marketing Manager l.pitt@closerstillmedia.com Mike Hulse, Marketing Executive m.hulse@closerstillmedia.com Julia Danmeri, Head of Operations j.danmeri@closerstillmedia.com Kate Jackson, Conference & Speaker Manager k.jackson@closerstillmedia.com Debbie Wilson, Credit Controller d.wilson@closerstillmedia.com Daphne Parez, Event Administrator d.perez@closerstillmedia.com
Generating over * £60m of sales for the pharmacy market – don’t miss your slice for 2013! WHAT WE SAY • 6,280 attendees at 2012 show • Consistent growth YOY with unique attendance +46% in last three years • Showcase to the whole pharmacy market from major multiples, independents & wholesalers • Supported by all the industry associations
CloserStill Media Healthcare Ltd Michael Westcott, Managing Director m.westcott@closerstillmedia.com Andy Center, Chief Executive a.center@closerstillmedia.com Phil Nelson, Commercial Director p.nelson@closerstillmedia.com Jonathan Wood, Director of Finance j.wood@closerstillmedia.com Phil Soar, Chairman
Continued from page 1
“We’ve used the Pharmacy Show as a launch pad for our new product and have been astonished at the success,” says Martin Crockard, scientific expert at Confidante. From engaging with new and existing customers to raising brand profile, there really is no better place to do business, says Yvonne Raven, D irector of Babystart. “Where better to get your message out to pharmacists than at the Pharmacy Show? You’ve got much more control at event like this than advertising in magazines. People approach you, so you know they’re interested in your product. The Pharmacy Show is the place to be.” Matthew Butler, Event Director of The Pharmacy Show added “We are thrilled to see the show continue to grow and develop in line with the changes within community pharmacy. It is really important to us that the show maintains a balanced education programme and offers a full spectrum of trade suppliers which enables us to consistently deliver a jam-packed two day event that is ultimately led by the industry, for the industry.”
83.3% of the pharmacy audience came with a specific intention to source new products and suppliers, and to meet existing suppliers.
63% of visitors have less than 2 hours, to no time at all to see sales
11 17
reps of products and services they don’t currently stock.
%
72
48% of visitors have either already placed an order or plan to place
an order in the next 12 months.
79.6% plan to attend the 2013 show, with 81% recommending to their colleagues.
Healthcare professional Allied healthcare professionals Wholesaler / Distributor
The Pharmacy Show attendees come with specific intention to buy… 35.8%
35
31%
30
27.3%
25 20
16.6%
15.5%
15
12.8%
18.7% 15.0%
16%
13.9%
13.4% 10.2%
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18.7%
15% 15.5% 11.2%
10.7%
15.5%
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7%
5 0
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13.9%
3.7%
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Over 360 companies made their exhibition debut at the Pharmacy Show this year including Vapestick. Paul Cohen, Head of Commercial Operations, says: “This was our first year exhibiting at the show and it’s been so good that we’ve already committed to next year with double the size of stand.”
Visitor Profile
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“I can source everything I need here for my pharmacy from new products and services to new shelving. It’s all here in one place and really helps my business,” says Wu Rong, Director of Seaview Pharmacy.
VITAL STATISTICS
ens in
find everything they need for a thriving business.
Disp
2
*Source: Delegate survey for all visitors who have sole or joint purchasing responsibility.
www.thepharmacyshow.co.uk
3
PSNC tells department to pay up on shortages In-house solution still evades supply chain Five years of shortages – it’s time to build shortage medicines procurement into pharmacy remuneration, a PSNC contract negotiator told delegates at a packed keynote conference debate held at the Pharmacy Show on Monday. Peter Cattee, part of PSNC’s contract negotiating team and chairman of the Association of Independent Multiples, told the Pharmacy Show audience that pharmacy’s annual efficiency uplift payment should now be enhanced to take account of the actual workload implications of sourcing medicines in short supply. This could see it lifted to a 7 or 8% increase. He said: “Medicines shortages are a “valueless burden” to pharmacists’ daily workload. Time spent on sourcing medicines is time not spent on patient care. How does this fit in with the Government’s agenda to see quality, innovation, productivity and prevention of waste embedded into the delivery of health services?” Participants in the panel discussion, ‘Shortages – the way forward debated’, attempted to suggest a solution to medicines shortages, and NPA Chief Executive Mike Holden said that solutions could include better communication and more transparency, particularly around quotas. “The stock is in the system, we just have to make sure that it’s in the right place.” Anup Sodha, Managing Director of wholesale company Lexon UK, added that a solution could lie in lifting quotas, while restricting wholesale dealer licenses at the same time. He also called for more clarity over the rationale for direct to pharmacy deals.
Representing branded medicine suppliers, Samantha Ogden, membership services director of the Association of the British Pharmaceutical Industry, struggled to agree with fellow panellists on the need to lift quotas. Neither did she think that 24-hour supply obligations were the answer. Instead, she suggested that collaboration to support medicines supply during the Olympics should be seen as an example of what is possible when there is “good old fashioned communication”. She said: “We should try and replicate that.” However, agreeing on one point the panel said that the Department of Health has “its head in the sand over medicines shortages” and they predicted that pharmacy minister Earl Howe will just tell pharmacies, wholesalers and suppliers to ‘go and sort it’ when he responds to the recommendations made by the All Party Pharmacy Group (APPG) following its medicines shortage inquiry. The Department of Health has pledged to make its response before the end of November. Holden said the Department of Health had given little indication whether it would support or ignore the APPG’s recommendations, and he warned that even when it did respond, the Government could just adopt a ‘facilitating’ position and would tell the supply chain to “sort the problem.” Numark Managing Director John D’Arcy added: “It will take a “hell of a big public health problem” to force the Government to restrict the free movement of goods, but he added: “Shortages are an accident waiting to happen; it’s a sad situation if it does take a patient to die.” Pharmacy Show organiser and Panel Chairman Michael Westcott revealed that the Department of Health had been invited to take part in the debate, but had declined - “clearly having something better to do”, he said.
WHAT OUR EXHIBITORS SAY We’ve used the Pharmacy Show as a launch pad for our new product and have been astonished at the success. The show’s been very positive and we’ve had good conversations with pharmacy chains and buyers. A very worthwhile event. Martin Crockard, Confidante For us the show is all about engaging with pharmacy organisations and meeting pharmacists and technicians face to face. It’s an important vehicle for meeting the people we need to meet, to get our key messages out and to learn of any concerns. We’ve had a very successful show. Duncan Rudkin, Chief Executive & Registrar General Pharmaceutical Council The Pharmacy Show is a celebration of pharmacy. It brings together all parts of the supply chain and is a great opportunity to see what’s going on, gain some CPD and meet colleagues. For me, it’s a fantastic opportunity for networking. I have loads of meetings here and catch up with old friends. It’s a fantastic event. John D’Arcy, Managing Director, Numark It’s important for us to be at The Pharmacy Show. Pharmacists come here to learn about new products and it gives us the opportunity to engage one on one with them to explain our brands and talk about new product development. Ray Richardspn, Key Accounts Manager, GSK The Pharmacy Show is the best networking event there is. We have been inundated with people on our stand. All of the key manufacturers are here and they make time to talk to us. Being here pays for itself in terms of the time we save meeting contacts. That’s why I make sure all of my senior management team attend the show. Kirit Patel, Founder and Chief Executive, Day Lewis PLC We’d heard that The Pharmacy Show was the show to be at, so we decided to launch our new product here. It’s proved the perfect opportunity to get into front of 6,000 potential clients and we couldn’t be happier. Jennifer Hughes, Corporate Communications, Helix Health The Pharmacy Show is the perfect opportunity to see our customers in a relaxed environment. You get community and corporate customers over both days and all the opinion leaders are here. We would have to drive for hours, even days, to meet the amount of people that we see here. Paul Wilson, Commercial Accounts Director, Pfizer We came to The Pharmacy Show to launch a new product and the show has delivered the right people in the right numbers. James Wood, Product Manager, Meda Pharmaceuticals
The panel then went on to discuss the reasons for continuing medicines shortages, and in a frank exchange of views, Numark managing director John D’Arcy said: “The market is based on free movement of goods and any such market will find its level. If you make as much product as you can, the price of that product will drop, so quotas are a way to control that.” He added that: “Medicines shortages are linked to the introduction of the Direct to Pharmacy and Reduced Wholesaler Models of distribution.” However, defending the need for quotas, Samantha Ogden, Membership Services Director of the Association of British Pharmaceutical Industry, said: “Would we design the system that we have today? Probably not. But quotas are a necessary position for now. They are a response to the sizable increase in export activity and to do without them would destabilise the supply of medicines substantially. No manufacturer wants to be in a situation where they can’t supply medicines.”
WHAT OUR DELEGATES SAY The Pharmacy Show is an important resource for pharmacists. There’s a good mix of people here and the seminars are extremely topical. We’re disappointed that we didn’t arrange a stand at the show this year, but we’ll definitely exhibit next year. It’s a great show and extremely relevant. Rupinder Sarang, NHS Development Manager, Merck Sharpe Dohme As a pharmacy owner, it’s very interesting for me to learn what’s going on in the industry, pick up new ideas and have face to face contact with the companies we deal with. It’s very useful for a small business like ours. Nikki Cohen, Director, Pharmacist As a hospital pharmacy technician, I make sure I set aside time in my calendar to visit this show. The technician’s forum was excellent, and there are so many opportunities here for me to take advantage of. Diane Meech, Ealing NHS Trust There are lots of smaller companies at the show that I wouldn’t normally come across and I’ve seen lots of new products that I can sell in my pharmacy. There’s nowhere else you can go as a pharmacist to see this range of products. Mohammed Bashier, Pharmacy Owner This is the only show where I can see new products and brush up on my skills at the same time. Rosemary Hutchinson, Pharmacist Pharmacy is changing all the time and there’s nothing like the art of getting together and having conversations with people to share opinions. This is the ideal place for the industry to share its views. People have approached me with some really good ideas here – I’m very happy to be involved with the show. Peter Bainbridge, Director of Pharmacy, Boots I’ve been coming to the Pharmacy Show for the last few years to get ideas, see new products and the latest innovations. You need to know what’s going on in the industry and this is the place to do it. Rahim Premji, Pharmacist This is a very professional event and it improves each year. The size, scale and diversity of exhibitors at the show are impressive and the focus on clinical services is just right. David Mitchell, Head of Pharmacy, Johnson & Johnson/McNeil This is my first time at The Pharmacy Show and it’s been incredibly useful to discuss the wider issues taking place in the industry, tap into new business opportunities and meet my current suppliers. Neil Rowland-Hall, Pharmacy Partner
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ONLY STANDS IN WHITE ARE STILL AVAILABLE
5 5 , £1
THE EXHIBITORS 4Little1 Baby nose-clear A. Vogel A+D Medical About Eyes Activa Healthcare Acumag Ltd. AKB Pharmacy Sales Alliance Healthcare Allied Pharmacies UK Ambe Ltd Ansons LLP Solictors ARX Ltd. ARX Ltd. ATL Systems Avicenna Babystart BAPTT Shopfitters BCM Specials Better You Ltd BR Pharmaceuticals Bradford College Braemar Finance Brush-Baby Ltd Buttercups Training Caflon Ltd Calm Natural Limited Cambrian Alliance CAMRx Charles Russell LLP Chemi-Call Ltd Chiesi Christie + Co Church & Dwight CitySprint Healthcare Clement Clarke International Ltd CN Creative Confidante Cooperative Pharmacy CPPE Craig & Hayward CSY Retail Day Lewis Debenham Ottaway Dee Set Logistics Ltd Denward Dudley Hunt Durbin PLC DX East Midlands Pharma Ltd East Stone Specials E-Lites Electronic Cigarettes Erskine Dental Ethigen Ltd Fleming Medical
C92 C31 A25 C95 C107 B108a E93a C50 B103a B14 F70 E20 E21 D35 F62 G71 A110 B88 G20 C90 G43 B90 D103 B108 B91 D91 E10 A15 C14 C101 B38 D88 A100 F91 G83 F93 C36 A90 D105 E60 F25 E114 E112 G96 D80 B105 D108 G54 B112 E104 F60 B80 D16 C99
Fortuna Healthcare Good Night Anti-Snoring Ring Grosvenor Consumer Product GSK Consumer Healthcare Hager & Werken HD Medi Healthaid Healthcare at Home Healthpoint Technologies Ltd. Helix Health Hutchings Consultants Ltd IDIS Ltd. Igennus Healthcare Nutrition Ikon Sales Ltd. IPM IPS SPecials ISTA Technologies J&K Henderson JAK Marketing Jaytec Glass Kinetic Labcold LEC Medical Lightsign Ireland Lipotrim Lloyds Pharmacy Lloyds TSB Healthcare M Cubed Mack's Earplugs Martindale Pharma MASTA Ltd Mawdsleys Meda Pharmaceuticals Ltd Medequip Medilogic Mesmereyez Methameasure MHRA ModiPlus Morrisons MTS Medication Technologies Mundays Naturally Cool Kids Nature's Dream Nature's Plus UK NeatCigs Nekem Nelsons Spatone Network Packaging Nicolites Nova Laboratories nSpire Health Ltd Numark O’Keeffes Company
D102 D95 B103 F100 D101 C20 F12 C83 E12 F20 F51 F74 G10 E93 G21 C70 D30 B104 D97 A62 F92 A80 F110 F10 F61 B82 C109 D110 B110 B83 G40 E80 G91 G101 E94 C100 C85 E99 D106 A94 B35 D99 E91 E90 A60 E70 D96 A74 A30 F44 D65 A102 D20 C91
OK Smokey Parkinsons UK Pasante Healthcare Patterson Medical PDT Solicitors Personal Diagnostics Perspi Guard Antiperspirants Pfizer PG Mutual Pharmacy Medical Pharmacy Partners Pharmarama Physicool Pivotell Ltd. Planet Health Premier Healthcare Products Ltd. Prima Home Test Profoot Prospect Health Protomed Ltd. Quantum Pharmaceutical Ltd R.I.S Products Ltd RA Accountants LLP Readyspex Reckitt Benckiser Regal Healthcare Robotik Technology Royal Pharmaceutical Society Sainsburys Salus UK Ltd Santander Scanlite Visual Communications Scientia Skills Shoreline (UK) Ltd Sinclair IS Pharma Smart Light Europe Special Products Spilly Spoon Surgichem Ltd Symprove Probiotics The General Pharmaceutical Council The Pharmacy Consultancy The Specials Laboratory The Urology Company Thermoskin Vapelux Vitry Vocalzone Throat Pastilles Water - Jel Technologies Willach Pharmacy Solutions GmbH
G82 B101a G108 G105 C102 G30 B94b E30 A10 B95 D10 D60 E95 C103 D12 A62a D98 G31 B100 E51 E50 A57 B16 F62 D70 D86 F30 G100 F40 G94 G61 A35 D90 A55 C80 D104 A92 D92 D31 D116 E102 G33 F80 E76 G65 C106 C34 G51 G73 C21
CATEGORIES AT THE PHARMACY SHOW 2013 • EPOS / IT / Software/Web Design/Telecoms • Monitoring/diagnostics/ Medical Instruments • Naturals & VMS • OTC • Packaging / Monitoring / Dosage • Pharmaceuticals
• Recruitment • Refrigeration / Drugs Cabinets • Shopfitting / Retail Displays • Specials/Unlicenced Medicines • Wholesales / Distributer • Waste Disposal • Health and Beauty • Hygiene and Infection Control • Mother and Baby
• Weight Management • Potographic/Print Services • Logistics and Storage • Mobility • Buying Group • Consumables • Gluten Free • Electronic Cigarettes
CALL GARRY OR ESTHER TO DISCUSS STAND OPTIONS 0207 348 4903 / 02476 719 684
RESTAURANT & CAFE
RESTAURANT & CAFE
5
G101
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6
3
G96 G90
G94
4
4
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3.5
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6
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Seats 250
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C50
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4
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4 3
PHARMACY MEDICAL
B97 4
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MORRISONS
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B88
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PERSPI-GUARD
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D103
6
C100 MESMEREYEZ C101 CHEMI-CALL C106 2 C102 PDT C104
5
2
3
E82
POSITIVE SOLUTIONS
6
G71
3
3.5
E81
NRS
E88
DE GROUP
D101
4 6
B112
McKEON WAYMADE EAST MIDLANDS PRODUCTS PHARMA 4 3 LTD 5
2
SMARTLIGHT 4 EUROPE LTD
5
1 3 2 PHYSICOOL MHRA NORSEMAN 2 2 2
5
E80
3
3 3
B114
WAYMADE
4
5
HEALTHCARE
E91 E96
3
E95
MEDILOGIC
3
E107
7
2
E92
E105
4 HAGER & WERKEN BRUSH BABY FORTUNA 2 D102
NATURE'S DREAM MANDEVILE NATURALLY 1COOL KIDS E93 E93a AKB IKON 9 1
E94
F62
OKSMOKEY.COM CLEMENT CLARKE 3
F92
3
G83
G80
F91
E90
5
2 2
E100
GPhC 6
CITY SPRINT KINETIC HEALTHCARE
MEDA GALDERMA PHARMA
G82
CN CREATIVE LTD
5
G93
3 3
F93
4
DEE SET SALUS LOGISTICS LTD UK
G91
MAIN AISLE
3 5
5
MEDIQUIP PATTERSON MEDICAL
6
D106 MODIPLUS E143
Seats 250
C110
WAYMADE
3
2
CPPE
C114
M CUBED
3
4
6
E102
MAIN AISLE
4
WAYMADE
D110
D112
SYMPROVE
E103
EAST STONE SPECIALS
5
Seats 250
D116
3
4
E104
PASANTE
E110
DEBENSHAM PHARMACY OTTAWAY EQUIPMENT
5
F100 10
E112
DAY LEWIS
6
G108
RPS
E114
LEC MEDICAL
3
G100 6
Seats 500
F110
MAIN AISLE
3
F116
G110
PHARMACY BUSINESS ACCELLERATOR
OTC ACADEMY
8
ETHIGEN LTD
D12
5
PLANET HEALTH
D10
3
C14
6
PHARMACY CHARLES RUSSELL PARTNERS LLP
3
C10
6
MCS
MAIN AISLE B16
3
B14
13 6
RA ACCOUNTANTS AMBE LTD
B10
3
A10
3
PROFOOT PG MUTUAL
Plan not to scale and subject to change. Correct at the time of print
VISITOR ENTRANCE
KEYNOTE, SKILLS & DEVELOPMENT FORUM
6
www.thepharmacyshow.co.uk
How Day Lewis took on Category M – and won
Boots talks tough as tough times loom delegates that pharmacy has to move with the times, and outlined why and how Boots was changing work processes to enable staff to be as customer-facing as possible.
“The latest Category M squeeze is worse than ever before. If you haven’t prepared for it, do it now, or in January you are in for a shock. Category M is not new, and it is here to stay. There will be clawbacks every year and you must make provision for that.” Speaking to the Pharmacy Show on the eve of adding six pharmacies to the Day Lewis network (including three from former Royal Pharmaceutical Society President Nicholas Wood), company Founder and Chief Executive Kirit Patel said: “Service is the key to survival; service has got to be where pharmacy is going. How else but do you deliver service but through your people?” In a talk entitled, ‘Employee trust – the key to any successful business’, he told delegates that good managers appreciate that pharmacy goodwill lies in people: the people who work in the business and the people who shop there. He said: “It’s an expensive asset, and it needs to be protected. Get it right and your business will go well. Get it wrong and you will lose your pants.” He told delegates that good relationships with employees, built on mutual trust, respect and appreciation, have contributed greatly to the growth of the Day Lewis chain, and he said: “In the past I didn’t show enough care for my people, and as a result they didn’t care for me.” He added: “My employees trust me to know that income from services such as Medicines Use Reviews will be used to protect jobs. That cash in the bank that comes from good stock control is available to pay wages. Today, my philosophy is loyalty, and I find that loyalty breeds loyalty.”
Pharmacy is not the GPs’ plaything
ALESSI DR CHARLES
“Pharmacy is in the right place to help the Government succeed in its health reform,” NHS clinical lead Dr Charles Alessi told pharmacists attending his Pharmacy Show Clinical and Services Forum lecture, Adherence – it’s about a lot more than medicines.
The Chairman of the National Association of Primary Care said that pharmacists were mistaken if they felt they were being excluded from the new NHS - or that pharmacists were the GPs’ “plaything”. Citing the Healthy Living Pharmacy model as an example of care focussed on health and wellbeing but delivered closer to patients’ homes and in a readily accessible way, he told the audience: “We must embrace health and wellness. Community pharmacies are in the community. You are as close to patients as it is possible to be.” He told delegates that healthcare delivery systems are an important determinant of healthcare value as perceived by patients – yet these systems are flawed. He said: “GPs have developed a language that no-one else understands and we have celebrated professional differences.” Looking at 50% medicines adherence rates at one year, he said: “This system doesn’t seem to be working terribly well.” Other determinants of health include: people’s living arrangements and environment, degree of social isolation, employment status, and lifestyle choices. Healthcare delivery systems are said to contribute about 20% of the total healthcare value experienced by patients.
PETER BAINBRIDGE
These are tough times to be a pharmacy owner; NHS margins are declining and consumers don’t know what pharmacies can do. “Consumer perceptions of pharmacy have not shifted in eight years,” Peter Bainbridge, Boots’ Director of Pharmacy, told a packed Pharmacy Show auditorium. Delivering the first keynote conference presentation of day two of the Pharmacy Show in Birmingham, Bainbridge told
He told delegates that new services such as Medicines Use Reviews and the New Medicine Service were “really important; pharmacy has to do the new services to show its commitment to the new services”. He said that Boots would make its dispensing platform more efficient, and use technology and skill mix to deliver services that offer consumers convenience and comfort, and that appeal to their need for personalised patient care and peer support. He said that thanks to 13,000 or so health ‘Apps’ consumers will increasingly come into pharmacies knowing more about their health conditions than the pharmacy staff. He also told pharmacists to expect consumers who have “never been wealthier and healthier – or older and unhappier”. Among the ways Boots will meet this demand are increasing the number of collocated GP practices to over 100 within the next three years and offering innovative services through the Any Qualified Provider contract model, Bainbridge said.
Numark MD calls for pharmacists to step up and deliver MURs Medicines Use Reviews (MURs) deliver benefits for patients, and result in more prescription business for pharmacies, so why don’t pharmacies believe in in MURs and why don’t you want to talk to patients? Numark Managing Director John D’Arcy asked delegates in the Pharmacy Show presentation, ‘Increasing pharmacy profitability, patient loyalty and prescription volume through patient adherence to medicines’. He said: “After all, it’s the job of a pharmacist to interact with patients.” Presenting research from Numark and Rowlands showing the quantitative and qualitative benefits of pharmacy medicines optimisation, he told delegates attending Day One of the Pharmacy Show in Birmingham that intervention is a way to build patient loyalty. “Pharmacists take patient loyalty for granted but in this increasingly competitive world, patients will choose where they procure pharmacy services. “Pharmacy has got to add value to the intervention and not
just think about how quickly it can bang out the prescription. Optimisation should be at the heart of what you are doing with patients.” He told delegates that medicines optimisation services in the pharmacy contracts the New Medicine Service and MURs in England, the Chronic Medication Service in JOHN D’ARC Y Scotland and Discharge Medication Reviews in Wales – all demonstrated political recognition for pharmacy’s role in medicines optimisation in pharmacy. But he warned: “Pharmacy signed up to this contract. Unless the MUR service is driven home by pharmacy, the government will take it away.“ Defending MUR targets as a way to drive home the MUR business in pharmacy, he said: “Pharmacy is a business and like any business, it needs targets to achieve.”
GSK deliver key education for counter assistants The 2012 Pharmacy Show saw GSK Consumer Healthcare deliver a training session entitled Complete Emollient Therapy for Eczema Sufferers in the OTC Academy. The session focused on providing a background to Eczema as a condition, detailed how to identify Eczema symptoms and allowed pharmacy staff to develop skills in counselling and advising patients on better management of their Eczema symptoms. The presentation drew on evidence from a pilot study of community pharmacists’ intervention to promote the effective use of emollients in childhood eczema¹. The study suggested that prior to effective intervention from pharmacy staff, weaknesses in the application of emollient products where apparent and that in some cases the way in which emollients were applied was actually causing a worsening of the condition. The study also suggested that many patients were not clear on the difference between emollients and steroids and in
many cases were applying emollients sparingly as opposed to liberally. The presentation detailed how emollient creams should be applied to help prevent irritation of Eczema flare ups and encouraged pharmacy staff to discuss how much emollient should be applied. The OTC Academy provides an excellent platform for delivering valuable pharmacy learning resources to allow pharmacy staff to provide effective product recommendations and advice.
www.thepharmacyshow.co.uk
7
PSNC brands pharmacy contract ‘a disappointment’ Pharmacy funding has not developed as promised, PSNC’s Chief Executive Sue Sharpe admitted on Sunday at this year’s Pharmacy Show in Birmingham, in front of a packed keynote conference theatre. However, contractors need to think very carefully before new models are progressed: the Scots contract model may have shifted funding from core supply to services, but has it delivered any new money? Speaking less than 24 hours before the latest round of Category M cuts were implemented, Ms Sharpe was asked what the PSNC had done to negotiate more contract services. Attempting to diffuse the highly-charged theatre atmosphere, she replied that during the past two years PSNC had been working with NHS Employers - to E SUE SHARP set the framework for pharmacy services commissioning in the new NHS - but she pointed out: “The NHS is in transit, and not a lot is happening in any contract at the moment.” Leading a panel of speakers representing pharmacy interest groups, Ms Sharpe told delegates that PSNC supported the development of new medicines optimisation services as well as those that reduce use of the GP and emergency care. She added that her organisation also supported the shift of services to primary care, and services that keep people well in their own homes. But this does not necessarily translate into a ‘done-deal’ of new contract services, she said, citing minor ailments services as an example. She said: “Pharmacy minor ailment schemes have been very successful in some areas,
but very unpopular in others.”
patients to get benefit from their medicines.”
Also limiting progress are the ongoing conflicts in the GMS and pharmacy services contracts. Fellow panellist Mike Holden of the National Pharmacy Association said: “The two contracts have pushed [the two professions] apart and we need the contracts to be aligned. Mark Koziol of the Pharmacists’ Defence Association added: “Nationally, there is a desire to see pharmacies release capacity in general practice, and this conversation needs to start.”
Urging pharmacies to do their bit, she said: “Pharmacies will need to sell their story to the new commissioners. It is an important time for pharmacies to share evidence; to build evidence of the impact that pharmacy can have and influence the NHS Commissioning Board at the national level.”
Speaking from the audience, dispensing GP Dr David Baker received a round of applause for suggesting that pharmacists and doctors should work more closely. Taking up the opportunity to give the GP’s perspective, he said: “Cooperation and collaboration – even colocation – where we can share information on the patient - is the way forward; we’ve fought each other for over 1,300 years and this has got to stop.” On behalf of employee pharmacists’ Mark Koziol urged PSNC to refocus contract negotiations on quality of service, not quantity. He told Ms Sharpe: “Workplace pressure has a big impact on patient safety and if pharmacies are underresourced, they are dangerous.” He continued: “The more contracts become about quantity and volume, the more targets will be set; that’s why we’ve got to opt for quality.” Ms Sharpe responded that further negotiation on new services would depend on the forthcoming evaluation of the NMS, and giving little away on the report that the Department of Health will see in December, she would only say: “I am confident that pharmacies will show they can do a lot to help
Supporting her comments, fellow panellist Bob Nicholls of the General Pharmaceutical Council said: “Your USP is the way you manage medicines – but get into CCGs quick.” She also reassured contractors that the current contract funding model would not end up in ‘the survival of the fittest’. Earlier in the keynote theatre session, pharmacy regulator chairman Bob Nicholls told pharmacists of the need to take control of the [P] medicines supply process. Reiterating this call, Ms Sharpe said: “Community pharmacy is a very efficient supplier of medicines and the role of the community pharmacist - in the control of medicines – is recognised. If pharmacists can rise to this challenge then it is a good basis for the role of the community pharmacist. There is room for a strong, vibrant sector, including independents.”
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