DSN-0822 by ensembleiq

DRUG STORE NEWS August 2022

AUGUST 2022

Hello Haleon Delivering everyday health with humanity

Haleon, formerly part of GSK

Volume 44, Number 8

Join us at NACDS TSE 2022 Booth 623

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August 2022 DRUGSTORENEWS.COM

I N S I D E

A former Amazon executive offers strategies for beating the e-commerce giant. Page 30

STATE OF

Pharmacists proved themselves during the pandemic, eye additional authorities

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Vol. 44 No. 8

Facebook.com/DrugStoreNews Twitter.com/DrugStoreNews

FEATURES 54

FUTURE 50

Back to the Future

HRG’s annual Future 50 looks at standout new products that hit store shelves in 2021 82

INSIDE BEAUTY: MULTICULTURAL BEAUTY

Multicultural Moves Hydration needs are on the rise for curly, textured tresses 88

Grooming, Man!

STATE

Play

DEPARTMENTS 8

EDITOR’S NOTE

INDUSTRY NEWS

CBD NEWS

PRODUCTS TO WATCH

WOMEN IN THE NEWS

COLUMNS 30

GUEST COLUMN By Allume Group’s Andrea K. Leigh

GUEST COLUMN By CoverMyMeds’ H. John Beardsley

INSIDE BEAUTY: MEN’S GROOMING

GUEST COLUMN By Qtrac by Lavi Industries’ Steve Covate

GUEST COLUMN By VoiceFoundry’s Christian Wagner

ONE-ON-ONE with Pharmavite’s Alan McNamara

ONE-ON-ONE with Kleen Test Products’ Ann Halstead

Men’s grooming sales are on the uptick, but mass marketers need to fine-tune messages to halt migration of younger shoppers to online 94

NACDS TOTAL STORE EXPO

Product Showcase

A look at what’s to come at NACDS Total Show Expo 2022 110 HEALTH: FIRST AID

ONE-ON-ONE with PharmaCare’s Javier Aste

ONE-ON-ONE with Haleon’s Rachel Marler

118 LAST WORD By David Orgel Retailers Retool Loyalty Efforts for New Era

Innovation to the Rescue As first aid products see sales slump, manufacturers develop helpful new items 114 HEALTH: SMOKING CESSATION

Up in Smoke

Which smokingcessation products really help?

DSN (ISSN 0191-7587) is published monthly 12 times a year by EnsembleIQ, 8550 W. Bryn Mawr Ave, Suite 200, Chicago, IL 60631. Subscription rate in the United States: $125 one year; $230 two year; $14 single issue copy; Canada and Mexico: $150 one year; $270 two year; $16 single issue copy; Foreign: $170 one year; $325 two year; $16 single issue copy. Periodicals postage paid at Chicago, IL, and additional mailing offices. POSTMASTER: Please send address changes to DSN, 8550 W. Bryn Mawr Ave, Suite 200, Chicago, IL 60631. Vol. 44 No. 8, August 2022. Copyright © 2022 by EnsembleIQ. All rights reserved.

August 2022 DRUGSTORENEWS.COM

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+70%

of patients purchase the product recommended by their pharmacist*

*Pharmacy Times OTC Products Review Based on a survey of pharmacists who recommend branded vitamins and supplements.

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EDITOR’S NOTE

Thinking Local Retail pharmacy expanded scope during the pandemic, but sees greatest impact at the state level By Nigel F. Maynard

“BUT EVERYONE KNOWS THAT WAITING FOR CONGRESS TO ACT ON LEGISLATION IS ABOUT THE LONG GAME — VERY LONG.”

There’s a saying that “all politics is local.” The same thinking can be applied to retail pharmacies, especially as they transition into becoming healthcare destinations. You only need to look at the last three years or so to see what I mean. Everyone in the industry is now familiar with the story: When the pandemic hit, retail pharmacies stepped up in neighborhoods, providing services, COVID-19 testing, vaccinations and even seeing patients for a variety of ailments and issues. Retail pharmacies were supporting their communities (large and small) from East to West and in every area in between. Naturally, retail pharmacy wants to hold onto the gains and strides it made during the pandemic and is eyeing changes at the federal level. But everyone knows that waiting for Congress to act on legislation is about the long game — very long. Focusing on state legislation probably yields better results. “I think there’s a good opportunity to work at the federal level and see what we can make permanent, since we’ve made so many strides at that level,” Sara Roszak, senior vice president of health and wellness strategy and policy at NACDS, told Drug Store News a couple of months ago. “But at the same time, we continue to do outreach and pursue efforts at the state level.” In other words, you have to think local. For this month’s cover story (page 60), we take a look at what’s been happening at the state level. Who allows what, which ones create an atmosphere that allows pharmacists to practice at the top of their license and which ones are the most progressive? Our list of nine states is by no means comprehensive, but it gives you a glimpse of those that give patients access to the panoply of pandemic and nonpandemic-related health services provided by pharmacists. “The more we can unleash these services, the more value there will be for the public,” said Mike Ayotte, senior vice president of pharmacy, transformation and advocacy at NACDS. “People want to get services that are local, accessible and work on their timelines.” dsn

An EnsembleIQ Publication 8550 W. Bryn Mawr Ave Suite 200 Chicago, IL 60631 Senior Vice President, Publisher John Kenlon (516) 650-2064, jkenlon@ensembleiq.com Editor-in-Chief | Editorial Director Nigel F. Maynard nigelmaynard@ensembleiq.com

EDITORIAL

Managing Editor Hannah Esper (773) 992-4449, hesper@ensembleiq.com Senior Editor Sandra Levy (845) 893-9573, slevy@ensembleiq.com Desk Editor Maria Manliclic (212) 756-5093, mmanliclic@ensembleiq.com Online Editor Gisselle Gaitan (212) 756-5138, ggaitan@ensembleiq.com

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EDITORIAL ADVISORY BOARD John Beckner, NCPA Becky Dant, Costco J. Jeremy Faulks, Thrifty White Pharmacy Doug M. Long, IQVIA Nancy Lyons, Health Mart Pharmacy Katie Scanlon, Publix Super Markets Heidi Snyder, Drug World Pharmacies

CORPORATE OFFICERS Chief Executive Officer, Jennifer Litterick Chief Financial Officer, Jane Volland Chief Human Resources Officer, Ann Jadown EVP, Operations, Derek Estey

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INDUSTRY NEWS

CVS Health Appoints New Executive

Kroger’s Boost Membership Launches Nationally Kroger is expanding its loyalty program by rolling out Boost by Kroger nationally. The annual membership provides shoppers with unlimited free grocery delivery on orders more than $35, as well as fuel discounts of up to $1 per gallon and additional savings on its Our Brand products. “As customers continue to evolve how they shop and eat, this expansion of our loyalty program offers more personalized value in groceries and fuel, alongside easier access to convenient shopping solutions, such as delivery,” said Yael Cosset, senior vice president and chief information officer at Kroger. “We are committed to consistently delivering a best-in-class seamless experience with zero compromise — the fresh and quality products our customers want, how they want it and when they want it. We recognize this is especially important as our customers are facing an inflationary environment and rising fuel prices.” Currently, Boost expands on savings available to customers through the retailer’s free loyalty program in two annual membership levels — $59 or $99 — that offer free next-day delivery or free delivery in as little as two hours respectively, the company said. In addition, Boost members are eligible for two times fuel points for every dollar spent and savings on Our Brands products that include Murray’s Cheese, Vitacost, HomeChef, Simple Truth and Private Selection. “Boost contributes to our rapidly expanding seamless ecosystem, bringing value and convenience to many more families across America as we roll out new delivery fulfillment centers,” said Bill Bennett, Kroger vice president and head of e-commerce. “Through Boost, Kroger is uniquely positioned to be Fresh for Everyone, making grocery delivery accessible to more customers through the industry’s most affordable grocery delivery membership program. Combine this with our industryleading fuel points program, we are confident we have built a differentiated membership program that our customers will love.” During the last several months, Kroger piloted Boost in four divisions, which resulted in a growing number of new members and an increase in delivery sales compared to its non-Boost divisions, the retailer said.

CVS Health has welcomed a new executive leader. Tilak Mandadi has joined the company as executive vice president and chief data, digital and Tilak Mandadi technology officer, a newly created position, effective July 25. Mandadi will be responsible for the company’s data, digital and technology strategy while overseeing growth and innovation through digital-led, consumerfocused experiences and services. “Technology is a catalyst for valuecreation and growth at CVS Health,” said president and CEO Karen Lynch. “It is crucial that we continue to enhance customer engagement and experiences, and we’re confident Tilak will drive these efforts as we prioritize serving consumers wherever and whenever they need health care.” Mandadi joins CVS Health from MGM Resorts International, where he served as chief strategy, innovation and technology officer. Prior to that, he served in senior digital strategy roles at Disney Parks, Experiences and Products and American Express. “CVS Health serves more than 44 million unique digital customers and is increasingly integrating digital solutions into the consumer healthcare experience,” Mandadi said. “I look forward to helping make health care more seamless, convenient and personalized, and driving business agility and growth through technology, data, digital and experiential innovations.” Mandadi will become a member of the company’s executive leadership team and will report directly to Lynch. He has a master’s degree in computer science from the University of Oregon.

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INDUSTRY NEWS

Rite Aid Opens New Headquarters in Philadelphia’s Navy Yard Rite Aid has opened its brand-new headquarters in Philadelphia’s Navy Yard district. Dubbed the Rite Aid Collaboration Center, it is located on the second floor of 1200 Intrepid Ave., and will bring its remote corporate workforce and associates together in a modern space with stateof-the-art amenities, the retailer said. “This new collaboration space represents how we are modernizing our brand from the inside out,” said Rite Aid president and CEO Heyward Donigan. “We are not only transforming our business to better serve our customers, but we are embracing new ways of working that blend a remote-first corporate workforce with opportunities for in-person collaboration. We are proud to join the Philadelphia community and

continue our rich history in Pennsylvania as we work to improve health outcomes for our customers and communities.” Accessible to major transportation, the new headquarters offers teams across the retailer’s various businesses a space to meet, collaborate, engage clients and partners, and work on cultivating professional relationships, the company said. Designed by Wynnewood-based Meyer Designed, the facility features a variety of conference rooms equipped for video conferencing, a digital/video studio, Genius Bar to support IT needs and such associate amenities as a catering kitchen, multiple food and beverage stations, a business center, and respire room for nursing, prayer and meditation. Previously, Rite Aid had its headquarters in Camp Hill, Pa. The company currently operates 2,350 stores across 17 states, including 223 in Philadelphia and its surrounding area.

Amber Specialty Pharmacy Extends Evusheld Services Amber Specialty Pharmacy, a Hy-Vee subsidiary, is offering expanded Evusheld services. The Food and Drug Administration has issued an emergency use authorization for AstraZeneca’s Evusheld (tixagevimab co-packaged with cilgavimab) for the pre-exposure prophylaxis of COVID-19 in adults and pediatric individuals aged 12 years old and older weighing at least 40 kg. Evusheld may be prescribed for individuals who are not currently infected with SARS-CoV-2 who have not had a known recent exposure to an individual infected with SARS-CoV-2 and who are moderate to severe immune compromised due to a medical condition or receipt of immunosuppressive medications or treatments and may not mount an adequate immune response to COVID-19 vaccination or for whom vaccination with any available COVID-19 vaccine, according to the approved or authorized schedule, which is not recommended due to a history of severe adverse reaction to a COVID-19 vaccine(s) and/or COVID-19 vaccine component(s). This can include transplant recipients, as well as oncology and other immunocompromised patients. Amber Specialty Pharmacy’s high-touch service model is designed to support prescribers, like

transplant programs, oncologists and others, who may have patients who might be prescribed Evusheld. The pharmacy provides comprehensive services beginning at the moment of referral, through delivery and beyond, to ensure the best possible patient outcomes, the company said. “Throughout the pandemic, Amber Specialty Pharmacy has consistently risen to the occasion to take care of our patients. Through the administration of monoclonal antibodies, we kept our focus on delivering solutions when our patients needed them the most,” said Kristin Williams, president of Amber Specialty Pharmacy. “Our expanded Evusheld services represent our continued commitment to caring for our patients, especially those who have been without therapeutic options that provided adequate immune response.” Amber Specialty Pharmacy will offer Evusheld at its 19 locations throughout the United States. It also coordinates delivery and nursing for at-home administration, if needed, the company said.

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INDUSTRY NEWS

Perrigo’s HRA Pharma Submits FDA Application for OTC Birth Control

Schnucks, DoorDash Expand Partnership to 25 Locations After initially launching a partnership with DoorDash in 2021, Schnuck Markets is expanding on that alliance. The St. Louis-based retailer said that the two companies have worked together to bring delivery services to 25 stores that serve the Midwest. Delivery options available from Schnucks include prepared foods from its deli, such as rotisserie chicken, sandwiches, chicken wings, pulled pork, side dishes and side salads. “Schnucks’ expanded partnership with DoorDash allows us to reach more customers and gives them greater access to our delicious deli and prepared food options and Schnucks signature items,” said Chace MacMullan, senior director of digital experience. “Through DoorDash and our many other e-commerce options such as Schnucks Delivers, Deli Order Ahead, Party Planning Order Ahead and Custom Cake Order Ahead, Schnucks continues to meet our customers where and when it’s most convenient for them.” DoorDash will deliver to addresses within 3.7 miles of select Schnucks locations across Missouri, including Richardson Crossing, Ballwin, Kehrs Mill, Brentwood, Cape Girardeau, Columbia, Town Square, Fenton, Florissant, Dorsett, Zumbehl, Lindell, Loughborough, Mid Rivers, Webster Groves and Wentzville. In Illinois, locations include Alton, Bloomington, Champaign, Collinsville, Market Place, East State, Montvale and Swansea. In Indiana, the Lawndale location currently offers the service. Customers can place a DoorDash order by visiting the Schnucks Rewards app and selecting the DoorDash link, or they can visit the DoorDash app or website directly. Orders are typically delivered within 30 minutes, pending DoorDash driver availability and demand, the company said.

Perrigo’s HRA Pharma is looking to make birth control pills easier to obtain. The company announced the submission of its application to the U.S. Food and Drug Administration for its first-ever over-the-counter birth control pill. An application was submitted for an Rx-to-OTC switch for Opill, a progestin-only daily birth control pill, which is also referred to as a mini pill or nonestrogen pill. If approved, this would be the first daily birth control pill available without a prescription in the United States, the company said. “This historic application marks a groundbreaking moment in contraceptive access and reproductive equity in the U.S.,” said Frédérique Welgryn, chief strategic operations and innovation officer at HRA Pharma. “More than 60 years ago, prescription birth control pills in the U.S. empowered women to plan if and when they want to get pregnant. Moving a safe and effective prescription birth control pill to OTC will help even more women and people access contraception without facing unnecessary barriers.” Opill consists of 0.075 mg of norgestrel and has been used to prevent pregnancy in women in the United States since it was approved in 1973, the company said. Several organizations are already applauding this move, including the Consumer Healthcare Products Association. “CHPA is pleased to see the Rx-to-OTC switch pathway being used to broaden access to oral contraception. CHPA is committed to empowering self-care. If approved based on the safety and other scientific data provided by the sponsor, this switch will help ensure all Americans have greater access to basic and essential healthcare products,” said Scott Melville, CHPA’s president and CEO. “According to survey results released this month by Data for Progress, an overwhelming majority of adults across the U.S. consider birth control to be a basic and essential part of women’s health care. Providing OTC access to daily oral contraception is a long-sought objective for women’s health advocates, care providers and policymakers that is also supported by more than 70% of voters in the U.S.,” he said.

August 2022 DRUGSTORENEWS.COM

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INDUSTRY NEWS

Yes Sales, Booby Tape Among Top Picks at ECRM’s Natural & Clean Beauty Session

Yes Sales won the Drug Store News Buyers’ Choice Award for its Ongredients Jeju Green Tea Cleansing Ball during ECRM’s Skin Care, Bath, Cosmetics, Natural & Clean Beauty session in June. Booby Tape was a finalist for its Nude Booby Tape. The products were selected from dozens of entries submitted by participating suppliers. Buyers were able to evaluate each entry and cast their votes based on product packaging and innovation via the Drug Store News-branded Buyers’ Choice Awards section of the ECRM Connect platform. “Our Buyers’ Choice Award winners are two great examples of product innovation in the beauty category,” said Craig Chmielowicz, senior vice president of health and beauty care at ECRM. “One provides a natural and sustainable way of achieving healthy skin, while the other addresses the challenge many women face wearing outfits without the use of a bra. Congratulations to both winners.” Ongredients is a vegan, cruelty-free and organiccertified brand that prioritizes skin minimalism, sustainability, innovation, clean products and vegan/organic ingredients. The brand caters to consumers who are environmentally conscious and seek clean, efficient products, and strives to help the environment by lowering its carbon footprint,

eliminating labels and providing recyclable, biodegradable and reusable containers. Its Cleansing Ball comes in three varieties: Centella for soothing, Butterfly Pea Flower for antiaging and Jeju Green Tea for hydrating the skin. Each line contains ingredients that aid in their specific function. The Jeju Green Tea Cleansing Ball is made of organic green tea and comes in a biodegradable pouch. It focuses on hydration, moisturizing and soothing the skin. The cleansing ball dissolves as it is used, adding to the product’s sustainability. Booby Tape was created by co-owners Bianca and Bridgett Roccisano to address their frustration of not being able to wear outfits without a bra or having to use painful options such as duct tape and other hardware tapes to be able to do so. The philosophy behind Booby Tape is devoted entirely to the breast and décolletage area to help keep it healthy and ultimately making women feel beautiful. To use, consumers simply cut the tape to the desired length and use the brand’s recommended methods to achieve their breast lift goals. According to the company, Booby Tape lifts any size bust and is latex free. It comes in a 5-meter roll and a nude version that is perfect underneath colored clothing.

Trojan Intros BareSkin Raw Condoms Trojan is adding a new product to its offerings — BareSkin Raw condoms. Designed to provide a barely there experience, the latex condom features a virtually invisible barrier for a closer and more intimate experience, the company said. Featuring a silky-smooth lubricant to increase comfort and sensitivity, the product features premium latex to help reduce the risk of pregnancy and STDs, according to the brand. Currently, Trojan BareSkin Raw condoms are available in counts of three, 10 and 24 packs that can be found at retailers nationwide, including Walmart and Target, as well as online at Amazon.

August 2022 DRUGSTORENEWS.COM

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INDUSTRY NEWS

Dollar General’s CEO to Retire Dollar General is about to undergo a change in its leadership. The Goodlettsville, Tenn.-based company announced that Todd Vasos will be retiring from his role as CEO on Nov. 1. Following the Jeffery Owen announcement, the retailer shared that its board of directors approved Jeffery Owen, chief operating officer since 2019, as its incoming CEO. “On behalf of the board of directors, I want to thank Todd for his many years of service to Dollar General, his outstanding leadership, commitment to our values and dedication to the company, its employees, customers, communities and shareholders,” said Michael Calbert, chairman of Dollar General’s board of directors. “Todd led Dollar General through a period of significant transformation, accelerated growth and innovation. We are a stronger, more resilient, and longer-term strategically driven organization than when he took the reins in 2015.” Calbert continued, “DG is a better company today as a result of Todd’s leadership. The board is looking forward to continuing this strong trajectory under the leadership of Jeff Owen, who is a strategic thinker, strong collaborator and proven leader known for his motivational leadership and deep knowledge of DG.” To assist in the transition of leadership, Vasos is expected to serve in a senior advisory position from Nov. 1 to April 1, 2023, at which time he will retire from the company. In addition, Vasos is expected to enter into a two-year consulting agreement and continue to serve as a member of the board following his retirement, the company said. Vasos served as CEO and as a member of the board of directors since June 2015. He joined Dollar General in 2008 as executive vice president, division president and chief merchandising officer, and also served as chief operating officer from 2013 until being named CEO.

CVS Pharmacy Pilots Skin Care Center CVS Pharmacy is piloting a new concept store to step up the beauty experience for shoppers. The retailer announced that its Skin Care Center format, which launched in three locations, features a wholly owned shop-in-shop experience that provides consumers with enhanced access to skin health innovations. Building upon the success of its BeautyIRL experiential store format, the Skin Care Center will help consumers address individual skin needs with tools, education and products previously only found in prestige beauty retail, the company said. “With the success of our BeautyIRL store formats, we’re making a move to provide new health-focused, innovative offerings with our Skin Care Center, an elevated in-store experience designed to help customers navigate personal skin health solutions,” said Andrea Harrison, vice president of merchandising, beauty and personal care at CVS Health. “We have a proven ability to influence the industry, and we’ll continue to expand that impact through customized experiences and purpose-led commitments that inspire trust, discovery, self-expression and confidence in our customers.” In the new format, consumers can find such prestige brands as Wander Beauty, Blume and Volition Beauty, as well as dermatologist-tested and recommended brands such as CeraVe, La Roche-Posay and Vichy. The center will feature on-site skin diagnostic tools to help consumers assess their specific needs and identify customized skin solutions by leveraging advanced LED technology from SkinScope and ModiFace’s Derma Skin analyzer. Each of the locations will have guidance from CVS Beauty Consultants, including licensed estheticians who are trained in diagnostics by L’Oréal experts. In addition, CVS Pharmacy has eliminated skin care items with an SPF below 15 from its shelves and through its Tested to Be Trusted program, as well as required third-party testing of all vitamins and supplements sold in stores and online. The Skin Care Center is now in select locations across New York; Woodland Hills, Calif.; and Walnut Creek, Calif.

August 2022 DRUGSTORENEWS.COM

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INDUSTRY NEWS

CVS Health Breaks with NACDS CVS Health has left the National Association of Chain Drug Stores. “Every day, CVS Pharmacy delivers innovative, community-based solutions to make health care simpler, more affordable and more accessible in communities across the country, and our pharmacy care teams provide trusted advice and counsel to help our patients get and stay healthy,” CVS spokesperson Matt Blanchette told Drug Store News in a statement. “While we have made the decision to step away from the association, we are fully committed to advancing and supporting the value of pharmacy and the critical role that pharmacists play as healthcare providers in their communities.” NACDS issued a statement which said: “For the 89 years since the association was established, NACDS has remained singularly focused and extremely effective on the pharmacy, health and wellness issues of critical importance to patients and the pharmacies that serve them. That has never changed. These issues include putting patients first, advancing pharmacies and pharmacy teams as the face of neighborhood health care, and establishing fairness for pharmacies and for patients on increasingly consequential payer and PBM issues. Thanks to the engagement and unity of the diverse NACDS

chain and supplier membership, and to the leadership of the NACDS board of directors, NACDS remains duly focused and stands in the strongest financial position in our 89-year history. NACDS has always acted as the collective and collaborative will of our members and we always will.” News of the departure first broke via a report from Politico that noted that the exit from NACDS comes at a time when there is a broader push in the pharma ecosystem to blame rising drug costs on PBMs, which health insurers, employers and the government hire to manage prescription benefits for their health plans. CVS Caremark controls the largest portion of the market among PBMs, being one of three companies that controls 80% of the PBM market, according to Health Industries Research, the report said.

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SPONSORED CONTENT PET SPECIALTY

SUPPLIER PERSPECTIVES

Service Dogs Provide Life-Changing Benefits to Veterans By Joe Toscano, Vice President, Trade & Industry Development at Purina Purina Dog Chow has proudly supported the military since its founding almost 100 years ago, and the strong commitment to service members continues today. In fact, Dog Chow is celebrating five years of its Service Dog Salute campaign, which highlights the life-changing benefits that service dogs provide to veterans experiencing posttraumatic stress disorder (PTSD). Approximately 3.5 million military veterans suffer from PTSD, and while service dogs are demonstrated to reduce the severity of PTSD symptoms and suicidal behaviors, only one in 100 of those in need who seek a service dog receive one each year. Dog Chow is on a mission to help. This year marks $1 million in donations from Dog Chow to service dog organizations since the start of the Service Dog Salute program in 2018. These donations help support the care and training of more service dogs for veterans with PTSD. PTSD service dogs are NOT the same as emotional support, therapy or companion dogs. Like service dogs for the blind, deaf and physically disabled, PTSD service dogs for veterans must be specifically trained to help their handler perform tasks they cannot otherwise perform on their own. As part of this year’s Service Dog Salute program, Dog Chow has launched its first-ever Visible Impact Award in partnership with the Association of Service Dog Providers for Military Veterans. The award celebrates the remarkable impact PTSD service

dogs have on veterans’ daily lives and recognizes these outstanding service dogs and the organizations that trained them.

depression and increased social participation compared to those who utilize more traditional clinical care for PTSD alone.

Starting September 1, 2022, dog lovers can join in selecting the first-ever Dog Chow Visible Impact Award winner by voting on the selected finalists at DogChow.com/ service. For every vote, Dog Chow will donate $5 to the Association of Service Dog Providers for Military Veterans (up to $75,000 total) to help train more PTSD service dogs at no cost to veterans. Additionally, the winning dog’s veteran will receive a $10,000 cash prize and $25,000 for the organization that trained the service dog.

Dog Chow and Purina associates are working to bring more awareness and support to veteran service dogs. Soon, you’ll see our mission highlighted on every bag of Dog Chow that arrives in retail stores. Retailers can make an impact by carrying special Service Dog Salute in-store signage designed to drive attention and awareness for the program. Contact your Purina sales rep to learn more.

The Dog Chow Visible Impact Award complements ongoing research that shows most veterans with trained service dogs exhibit lower symptoms of PTSD, reduced Purina trademarks are owned by Société des Produits Nestlé S.A.

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8/2/22 12:06 PM

INDUSTRY NEWS

International Delight Celebrates Christmas in July with Grinch-themed Creamers International Delight is bringing the magic of the holiday season to the warm summer months via a new partnership with Dr. Seuss Enterprises. The Broomfield, Colo.-based company is stamping the Grinch’s sneaky grin on every bottle of the limited-edition launch, which consists of three new flavors: • Gingerbread Cookie Dough: A blend of sweet buttery dough, brown sugar and hints of ginger and cinnamon; • Peppermint Mocha: A recipe that contains a mix of chocolate and mint notes; and • Frosted Sugar Cookie: A sweet, silky-smooth flavor reminiscent of Santa’s holiday cookies. “At International Delight, we aspire to create room to party in every coffee cup by delivering exceptional and delightful creamer flavors yearround — and especially during the holidays,” said Kallie Goodwin, vice president of marketing. “With our latest partnership, International Delight is presenting three tasty creamers for our flavor-obsessed fans, along

with the nostalgia of the season’s most beloved tale, ‘How the Grinch Stole Christmas!’. These flavors are sure to warm the hearts of even the grouchiest and greenest Grinches out there!” International Delight’s three Grinch-inspired creamers, which come in the brand’s new modernized packaging, are available through December in 32-oz. bottles that retail for $3.99 at major retailers.

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CB D N E WS

CBD Pet Products to See Double-digit Growth

Uncle Bud’s Partners with Boxing Promoter Golden Boy Uncle Bud’s Hemp & CBD has formed a health-and-wellness partnership with U.S.-based boxing promoter Golden Boy. Debuting at a July 16 fight between Ryan Garcia and former two-time world champion Javier Fortuna, Uncle Bud’s entered the boxing community with an array of pain relief products that will help users heal and recover more quickly, the company said. The Golden Boy partnership is one of a string of collaborations that Uncle Bud’s Hemp & CBD has finalized, including alliances with NBA Hall of Famer and entrepreneur Earvin “Magic” Johnson, Grammy Award-winning recording artist Toni Braxton and NHL Blackhawks star defenseman Seth Jones. “Golden Boy has an excellent position in the boxing space, and it is an honor to partner alongside the company to highlight the importance of hemp and CBD for athletes everywhere,” said founder Bruno Schiavi. “As part of our exclusive partnership, we are excited to introduce our pain relief and recovery products to our new community of boxers and fans alike.” The connection with Uncle Bud’s Hemp & CBD and 10-time world champion and Hall of Fame boxer Oscar De La Hoya’s company, Golden Boy, will continue the brand’s mission to expand its footprint around the athletic space and advance the relationship between 100% hemp-derived CBD products and athlete wellness and recovery.

A new report concludes that the global CBD pet products market is anticipated to see a compound annual growth rate of 12% from 2022 to 2027. During the COVID-19 pandemic, the market studied did not experience any negative consequences, the report said. In addition, there were no new entrants during the pandemic, so the existing players enjoyed the oligopoly from the growing demand for CBD pet products. “The sales were spiked due to the availability of the products on e-commerce platforms, which made it easier for pet owners to access and have products delivered to their doorsteps during the pandemic-induced lockdowns,” the report said. Yet, the unfavorable and stringent government regulations in several developing countries due to social constraints have affected the demand for CBD pet products since cannabis is considered unhealthy for pets. This can be attributed to the lack of awareness among pet owners as well. While traditional dog or cat products currently dominate the market, those targeted for equine and other domesticated animals are on the horizon. As pet and animal products are focused on treats, supplements and food additives, therapeutic CBD with antianxiety and anti-inflammation properties is expected to remain the top-selling product. “North America dominates the market,” the report said. “CBD pet supplements are primarily fueled by increasing consumer awareness about natural supplements and the current spotlight on the medical and therapeutic benefits of cannabis. Additionally, the rise in the adoption of pets and increasing demand for premium care products are a few factors that are expected to drive the market growth. Moreover, in 2018, in the United States, pet care accounted for nearly 3% of the overall revenue of the legal cannabis industry.” According to the American Pet Products Association, U.S. pet owners are estimated to have spent about $95.5 billion in 2020 on pet supplies, treatments and veterinary care. As CBD pet products are becoming more readily available and accepted, well-positioned suppliers and distributors will be able to exploit the tremendous opportunities for growth in CBD pet sales. CBD Pet Products Market - Growth, Trends, COVID19 Impact, and Forecasts (2022-2027) is available at researchandmarkets.com, a market research store.

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CB D N E WS

Harrington Wellness, NBPA Team up Re+Play, the performance-based wellness and recovery line of Harrington Wellness, has formed a multi-year partnership with The National Basketball Players Association, or NBPA, and will sell its recovery-promoting products at Amazon and Walmart. The multi-year product development plan brings products to the masses, including topicals, kinesiology tape and massage guns, among other naturally infused pain products. “Re+Play’s partnership with the NBPA will provide consumers with a wealth of trusted, technology-driven products to help them recover like a pro,” said Al Harrington, CEO of Harrington Wellness and former NBPA member. “As we move into the next phase of the

Re+Play brand with our strategic partners at Amazon, the NBPA and Walmart, we are excited to once again reimagine how we help athletes of all levels recover from pain with CBD and other innovative technology,” he said. The first product release from this new union is a line of recovery creams developed in partnership with Avicanna, a biopharmaceutical company focused on the development of plant-derived, cannabinoid-based products. “It was important that we developed a product that was clearly evidencebased and targeted at improving muscle recovery,” said Sanford Kunkel, chief medical officer at Harrington Wellness and Re+Play. “Through our partnership with Avicanna, we were able to develop

our line at its R&D headquarters in the Johnson & Johnson Innovation Center, JLABS, giving us a significant competitive product advantage.’’ This new Re+Play product can be purchased at replayrecovery.com and will soon be available through the Replay Recovery Store on amazon. com and walmart.com.

CBD Move Free Adds New Pocket-sized Balm to its Line CBD Move Free has launched a new pocket-sized balm to give users relief on the go. Developed to be more affordable and provide users with a travel-size option, CBD Move Free 350 mg is a smaller version of the brand’s original CBD-infused balm, designed to fit into any pocket or purse for on-the-go relief of joint and muscle aches. CBD Move Free is also expanding its retail presence, announcing that leading grocery chain Market of Choice will now carry select products. “We’re very excited to be expanding our brand in various ways, from adding new products to onboarding new retail partners,” said CEO and co-founder Jonas Roeser. “As we develop new products and work with more retailers, we wanted to create a high-quality product without the high price tag that comes with so many other CBD products. We’re thrilled to announce our newest product that provides a solution to the high price point and also gives our retail partners a product that’s perfectly suited for shelves.” The new balm comes in a 2-oz. size and retails for $19.99, enabling consumers to bring CBD Move Free with them anywhere to fight inflammation and calm joint discomfort or muscle aches at a moment’s notice. The product is created from a blend of key nutrients and organic ingredients, according to CBD Move Free.

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8/2/22 12:08 PM

P R O D U CTS TO WATCH

New & Noteworthy HRG’s five notable products from July 2022

After a slump, product introductions picked up again in July, as suppliers overlooked inflation fears, rising gas prices and doubts about the economy. For the month, suppliers unveiled 120 new products. Waukesha, Wis.-based HRG reviewed 38 products in the health category, 31 in the wellness sector and 51 beauty items to see which ones stood out as Products to Watch. Here is what they found:

1. Salonpas FLEX Patch Hisamitsu’s Salonpas FLEX Patch provides temporary pain relief with maximum OTC strength lidocaine, the manufacturer said. Made of Hisamitsu’s most advanced fabric, the patch is thin, stretchable and contours to the body. Plus the company said the adhesive is designed to stay on for up to eight hours, even when the body moves, bends and twists. It comes in a 7-count pack.

2. Differin Acne-Clearing Body Spray Galderma Laboratories’ Differin Acne-Clearing Body Spray contains 2% salicylic acid to treat swelling and redness, and to unclog blocked pores. It also features 3% glycolic acid to gently exfoliate and smooth skin, and 2.5% witch hazel to tighten the appearance of pores. The 360-degree spray pump is designed to get to the hardest-to-reach areas of the body and is formulated to dry quickly with no residue, the brand said. It comes in a 6-oz. bottle.

3. NyQuil High Blood Pressure Cold & Flu Liquid NyQuil High Blood Pressure Cold & Flu from Procter & Gamble was developed to provide relief from headaches, fever, sore throat, minor aches, sneezing, runny nose and cough. The product contains acetaminophen and is formulated with no alcohol or sugar, specifically for consumers with high blood pressure, the brand added. It comes in a 8-oz. bottle.

4. Astepro Allergy Nasal Spray Bayer’s Astepro Allergy Nasal Spray is a Rx-to-OTC switch for adults and children aged 12 years old and older. The prescription-strength antihistamine is designed to treat nasal congestion, sneezing and itchy and runny nose. Formulated as a nonsteroidal spray containing azelastine HCl, it is meant to provide up to 24-hour allergy relief in as quickly as 30 minutes, and can be used up to two times daily.

5. Dr. Scholl’s Instant Cool Athlete’s Foot Treatment Spray Dr. Scholl’s Instant Cool Athlete’s Foot Treatment Spray by Scholl’s Wellness is designed to offer relief from itching and burning with tolnaftate and menthol. The spray is formulated to treat athlete’s foot and ringworm, leaving no powdery residue, the brand said. Available in a 5.3-oz. bottle, the product can be used twice daily for up to four weeks. dsn

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8/2/22 12:10 PM

GUEST COLUMN

Beating Amazon at its Own Game

Amazon is a force, but a tried-and-true strategy of differentiation could help retail pharmacy compete By Andrea K. Leigh

Andrea K. Leigh is an e-commerce educator, entrepreneur and 10-year former Amazon executive with more than 20 years of e-commerce experience. Leigh is founder and CEO of the Allume Group, an e-commerce education and community company.

Amazon’s success, bolstered by the pandemic-driven shift to e-commerce, is inarguable. With revenue of $302 billion in 2021 and more than 157 million Amazon Prime members, the company is a formidable competitor to most retailers. What’s more, it is now expanding into the pharmacy space with its “Basic Care” private label line of over-the-counter medications and Amazon Care clinic launches. While Amazon may seem like it’s doing everything right to win the customer, it also faces significant challenges and limitations. Shopper trust continues to be a struggle, as Amazon appears in the news regularly with claims of counterfeit goods and fake reviews. The lack of curation creates headaches for shoppers. Buying cross-category in a one-size-fits-all shopping experience can be challenging for shoppers, and for conversion. Lastly, a pure-play e-commerce model presents financial headwinds to long-term profitability in the retail pharmacy space. While it’s tempting to race to beat Amazon at its own game — offering the fastest ship-to-home options and earth’s largest selection — retail pharmacy is a long-standing retail format that shoppers know and love. Many retailers have spent decades honing their assortment strategies, understanding their customer, and developing trust and training their staff to help guide shoppers to live their best life. The limitations of e-commerce marketplaces present retail pharmacy with an opportunity to differentiate — and win. Rather than focus on the fastest shipping or largest assortment, a tried-and-true strategy of differentiation will likely produce the best outcomes. Below are four ways to sustainably win against e-commerce giants like Amazon. 1. Build and leverage a trusting relationship with shoppers. For Amazon, shopper trust has wavered in recent years,

compromised by risk of counterfeit goods, third-party sellers and fake reviews. With a low barrier to entry for third-party sellers to list their products, digital marketplaces are ripe for safety issues, often being cited as the least trustworthy sources for products we put in or on our bodies. In fact, 23% of U.S. shoppers describe themselves as being “hesitant” to buy supplements online. As Marketplace Pulse’s Juozas Kaziukenas reported to The Verge in 2019, “The same powers which built Amazon, which is the infinite shop, the infinite shelf, and the open marketplace, is also what’s now causing many of the issues it’s having — the counterfeits and frauds like this hijacking.” Retail pharmacy already has a leg up on Amazon when it comes to relationships, given the human element, product knowledge and expertise available in physical stores and through pharmacists. Ensure you’re fully exploiting this advantage by taking a few extra steps to build shopper trust, both in-store and online: • Make sure the shopper knows that, as a retailer, you carefully select your products and suppliers to maximize quality and safety. Tell this story to your shoppers through your website, signage, email communications and more; • Carefully vet your e-commerce experiences for fake reviews. Take swift action when you find them to protect the shopper experience; and • If you offer marketplaces, slowly add sellers you know and trust, and put thoughtful programs in place to police their actions. 2. Present a curated assortment plan that has a point of view. As more shoppers transition purchase behavior to e-commerce,

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GUEST COLUMN

Amazon’s minimal focus on curation also poses headwinds for growth. While it seems that more assortment would lead to increased sales, more assortment may not drive a great shopper experience or loyalty. In fact, according to a survey conducted by Digital Commerce 360, only 31% of shoppers cited “breadth of assortment” as a key reason they shopped on Amazon. With tens of thousands of search results for any given search term, decision fatigue can hinder shoppers from finding the products they want. In retail pharmacy categories such as health care and beauty, where shoppers often have a shopping list worth of items to buy, each of these small decisions can be overwhelming. As Scott Galloway wrote, “Choice is a tax on your time and attention. Consumers don’t want more choice, they want confidence in the choices presented. They want someone else to do the research and curate options for them.” Here are ways that retailers can maximize the benefits of a curated assortment: • Keep a tightly curated, easily shoppable assortment that represents your shopper’s needs. Is your shopper interested in new beauty, cruelty-free products or brands that help them manage issues related to aging? Whatever it is, ensure your brands and products speak to your shopper and drive a cohesive message; and • Ensure the physical and online experiences are easily navigable to save your shopper time and energy relative to the competition. Ensure signage and online search directs shoppers to the products they’re looking for. Make sure product categorization is clear. 3. Customize the shopping experience for the category. In addition, Amazon’s one-size-fits-all shopping experience offers little room for category-level customization, such as shopping by medical issue (i.e., sore feet) or by ingredients (i.e., paraben free). Lastly, category-specific loyalty programs are difficult for retailers such as Amazon to replicate due to selling products across so many categories. • Customize the online shopping experience for the category. With fewer SKUs than Amazon and a focus on many fewer categories, retail pharmacy has an opportunity to get more granular in site navigation, such as allowing a shopper to select Skin Care > Moisturizers > Facial Moisturizers > Oil Free Moisturizers; • Offer product reviews on specific attributes such as fragrance, ingredients, etc.; and • Take full advantage of your shopper loyalty and sampling programs. Understanding the shopper and offering benefits and customized, category-specific offerings that suit their demographics and needs is a clear point of differentiation. Ensure these programs transition easily between in-store and online. 4. Leverage physical locations as a competitive advantage. Particularly in retail pharmacy, the lack of an omnichannel

experience puts marketplaces such as Amazon at a disadvantage with the shopper. The ability for the shopper to easily compare packaging and ingredients of typical pharmacy items and consult a pharmacist are critical conversion drivers that are challenging, if not impossible, in an e-commerce format. In addition, retail locations provide opportunities for cost savings in programs such as buy-online-pickup-instore (BOPIS), gaining efficiencies by picking from stores, and larger basket building. While Amazon has been quick to offer same-day and even one-hour shipping, shoppers aren’t always looking for the fastest delivery. In fact, a recent study by Coresight Research showed that delivery speed was actually cited by only 40% of survey respondents as the “most important factor” in shopping online.

“The limitations of e-commerce marketplaces present retail pharmacy with an opportunity to differentiate — and win.” If retailers offer — and focus — on fast online shipping options, they’ll do so at a great cost, which might not translate into value for the shopper. As Rodey Wing of Kearney says, “Delivery doesn’t have to be a hero moment.” • Ensure store staff and pharmacists are well-trained on everything from the store format to product assortment so they can easily answer shopper questions and provide insight; and • Encourage fulfillment methods that contribute to longterm financial sustainability. While a ship-to-home option is critical in today’s competitive e-commerce landscape, encourage the shopper to visit the store for special offers or displays, and ensure your BOPIS experience is easy and convenient. Takeaways While Amazon may seem like a formidable competitor, it isn’t perfect. Knowing its risk areas — such as shopper trust; a challenging, one-size-fits-all shopping experience; shopper decision fatigue; and financial vulnerabilities related to ship-to-home — will help competing retailers develop differentiated strategies. Focusing on building shopper trust, a curated assortment, category-level shopping customization, as well as leveraging physical locations for economic sustainability, will help retail pharmacy and other competitors to e-commerce marketplaces succeed long-term. dsn

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GUEST COLUMN

Embracing New Digital Tools To prepare for new responsibilities, pharmacists should explore and embrace patient-centric digital health solutions By H. John Beardsley

H. John Beardsley, senior vice president, corporate strategy, CoverMyMeds

Pharmacists today stand before an open horizon teeming with possibility. In recent years, they’ve navigated the tumultuous waters and rocky cliffs of the COVID-19 pandemic and built new vehicles to deliver care to patients. Best of all, these evolved roles significantly benefited both patients and pharmacies. For instance, the 2022 Medication Access Report found 79% of patients experienced sticker shock at the pharmacy in 2021 when picking up their prescription — up from 67% the year prior. In turn, pharmacists often helped provide a cash price or cheaper alternative, and even explained condition and medication information, as well as benefit and payment options. Pharmacists appear to be embracing these new responsibilities, with more than half saying that helping patients afford their medications was a fulfilling or very fulfilling part of their job. In other words, pharmacists have entered a new frontier. And though the path forward might still be rocky, and they might have to navigate it amid burnout and exhaustion, the direction is nonetheless clear. For pharmacists to survive and thrive in this ever-changing landscape, they must keep exploring and embracing patient-centric digital health tools. How Pharmacy Pressures Could Yield ‘Diamonds’ Market dynamics have left pharmacies facing pressure on multiple fronts. Contending with burnout and exhaustion amid the risk of losing patients who can’t afford their medications, even with insurance, hasn’t been easy. And those challenges are only the beginning. New entrants offering patient consumerism tools and services abound. The latest, Mark Cuban Cost Plus Drug, is an online pharmacy with potentially big implications for retail and independent pharmacies. Its success might still be undecided, but with patients still experiencing medication affordability challenges, pharmacists must accommodate the new company regardless. New responsibilities will require new tools, too — especially those alleviating manual processes and surfacing the best price

for patients within existing workflows. Readily available access to prescription pricing can save valuable time and energy when a patient can’t afford medication or uses an unfamiliar cash discount card. Too often, pharmacists don’t have that option, though. Only 36% said patient-specific benefit information is in their system and just 41% can surface discount card options. Direct connections with biopharma companies, however, could help surface discount card options, programs and educational materials. The right technology can quickly and accurately do the heavy lifting on repetitive tasks, too — enabling pharmacists to spend more time with patients. Pharmacies with strong recurring patient bases could benefit from automation especially.

“For pharmacists to survive and thrive in this ever-changing landscape, they must keep exploring and embracing patient-centric digital health tools.” Automated central fill models can make dispensing prescriptions more efficient and help scale direct-to-patient delivery. Central fill operations can also enable scheduled pick up for patients, while reminders can alert patients via text or the retailer’s preferred patient app about pickups or refills. Reminders also can help patients stay adherent and give the pharmacy more predictable windows for in-store medication availability when home delivery isn’t preferred. Any time and resource savings could be crucial since half of surveyed pharmacists don’t have time most days to complete their job effectively. Because when pressure mounts, time could be the difference between a pile of dust and diamonds. The latter is a boon to patients and pharmacists, while the former is a future no one wants to see. dsn Have something to say? Drug Store News accepts guest columns on a rolling basis. Please send all contributions to nmaynard@ensembleiq.com.

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Virtual Queuing

The technology is opening the door to a wide array of opportunities By Steve Covate

Steve Covate, vice president of sales, Qtrac by Lavi Industries

Before 2020, improving the customer experience and expanding sales opportunities were already top of mind for many drug stores and retail pharmacies. COVID-19 changed everything. Those changes are still in progress, but customer experience and sales expansion haven’t disappeared as worthy goals. The opportunities to further these initiatives expanded during the pandemic. Virtual queuing is opening the door to some of these opportunities. The technology is straightforward: A digital system manages the queue and all but replaces physical lines and waiting areas. However, a virtual queue offers much more than just a different way for people to wait for service. How Virtual Queuing Works Many pharmacies offer some sort of digital system to manage prescriptions, refills and vaccination appointments. A virtual queuing system doesn’t differ much in theory. Instead, it manages customers at the store as they wait for service. The process starts simply: Customers arrive at the pharmacy counter and enter the virtual queue by scanning a QR code, sending a text message or inputting their information at a kiosk. Customers then receive notifications on their smartphones on estimated wait times, as well as an alert to return to the counter for service. This technology delivers better organization by handling all the queue management tasks that staff members would otherwise manage. Moreover, the system can be configured to prioritize certain customers based on their needs. For example, someone dropping off a prescription shouldn’t have to wait a long time for something that usually is quick. Increased Sales Customers in a waiting area tend to be stuck there. By keeping people informed via their smartphones, virtual queuing opens the entire store to customers while they wait. The opportunity for additional sales increases, which benefits retail pharmacies and smaller drug stores alike.

Furthermore, some digital queuing platforms can send promotions, coupons and other offers directly to customers’ phones as they wait. These promotions can be part of a standard strategy, or they can be a peace offering triggered when a certain event occurs (e.g., “We know you’ve been waiting a long time; here’s a coupon for a $1 off a latte at the coffee counter!”). A Better Customer Experience While benefiting the pharmacy operation, virtual queuing

“While benefiting the pharmacy operation, virtual queuing also improves the customer experience.”

also improves the customer experience. Some of the ways this happens include: • Customers know exactly how long they’ll wait and receive regular updates; • Staffers already know what service customers require as well as any special needs they may have. This speeds up the service and creates a more personalized experience; • Customers don’t have to worry that a careless employee will inadvertently divulge personal information. Virtual queuing provides an added layer of discretion, all in a secure HIPAAcompliant platform; and • The efficiency gained often leads to faster wait times, which customers always appreciate. That last benefit underscores another reason virtual queuing has become attractive. Waiting in a crowded space with other possibly sick people wasn’t comfortable before the pandemic, and it has only gotten worse. Virtual queuing gives customers the power to wait how they want. It can thin crowds in waiting areas, and someone can choose to move somewhere else while knowing their place in line is secure. The customer experience forever changed as a result of COVID19. Virtual queue management offers a small way to make a big impact on that experience at a time when your customers want to feel confident and accommodated. dsn

August 2022 DRUGSTORENEWS.COM

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8/2/22 12:16 PM

GUEST COLUMN

Customer Support How data and AI enable adaptability and more personalization for heightened customer experiences By Christian Wagner

Christian Wagner, CEO, VoiceFoundry

Retail workers across industries are currently experiencing an unfortunate crunch on two fronts. Ongoing supply chain challenges drive customers to reach out with concerns, and retailers, like many other businesses, continue to suffer the effects of the Great Resignation. Pharmacies in particular have been hit hard. Heightened risk from the pandemic, ongoing staffing challenges, compiling responsibilities and an increase in number of patient questions result in increased delays and wait times for patients and higher staff burnout. As a result, stress levels for pharmacists have increased dramatically, with burnout rates anywhere from 50% to 70%, according to RXinsider. How can pharmacies better support their employees while navigating these challenges? 1. Processes Automation: Pharmacies can leverage AI, machine learning and automation capabilities to automate high-frequency, low-skill tasks and take some of the pressure and strain off workers. Leveraging automation technology in this way can help streamline and simplify staff processes, reduce time-intensive and repetitive tasks while also driving efficiencies across the interaction experience. Investing in these process automation, robotics and intelligent tools will cut back on time spent navigating complex tasks. 2. Self-service Solutions: Offering self-service options through digital channels — such as incorporating a chat bot on the website — automates simpler service requests like refilling a prescription, freeing up more time for staff to handle more complex or unique service requests. These automated interaction channels also offer customers more convenient options and control of when and where they can get answers to frequently asked or easily automated questions. 3. Data Application: The same AI and machine learning that power automated self-service solutions can also be used to collect and deliver the right data to retail workers and pharmacists. This data empowers them with contextually rich information they need to provide the best, most personalized customer experience.

But it’s not just employee experience that’s been impacted over the last few years. The pandemic has also changed customers’ expectations and desires. Convenience, service and ease reign supreme in 2022, and retail pharmacies will need to adapt to these experience expectations or risk losing even the most loyal customers. What investments can your organization make to more successfully adapt to the current and evolving needs of your customers? 1. Cloud-based Technology: Cloud technology is, by nature, agile and adaptive. Unlike infrastructure-based systems, cloud-based systems reduce the need for frequent maintenance and patching, freeing up more time and resources to focus on the unique, higher-value needs of the business. Cloud-based offerings further enable agility by fueling a spirit of experimentation, allowing companies to quickly react to new demands and experiment with technologies without investing capital resources for an outcome that may not be guaranteed. 2. Intelligent Automation: There has been a recent explosion of innovation in automation capabilities. What’s possible today was not possible even just a year ago. Businesses today can use intelligent, automated technologies that learn and evolve in step with the evolving needs of the business and customers. Investing in these capabilities, especially in your contact center, will power up your ability to remain adaptive, so you can exceed expectations and outcomes in every customer interaction. 3. Data Automation and Intelligence: Becoming more adept and sophisticated with your data is part strategy, part orchestration. You can figure out ways to make better use of the tools and capabilities you already have — to get more out of your data — but, without smarter data solutions like AI, machine learning, predictive and conversational analytics, or intelligent automation, your data strategies are likely going to fall short of the competition. It is more important than ever to consider these innovative, agile data solutions to successfully meet your customers’ expectations — now and in the future. Businesses that wish to remain competitive must build agility and adaptability into their strategies to meet current and future challenges. This includes taking pressure off employees when and where possible, and giving them the best tools and technology to make nuanced, data-driven and, ultimately, human-based decisions. dsn

August 2022 DRUGSTORENEWS.COM

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ONE-ON-ONE

A Wellness Edit Pharmavite’s Alan McNamara explains how Nature Made is partnering with The Home Edit founders Nature Made is teaming up with home organization experts Clea Shearer and Joanna Teplin, stars of the hit Netflix series “Get Organized with The Home Edit.” Earlier this year, the brand launched Wellblends — a supplement line to support the complex interplay between sleep, stress and immune health. The partnership will aid the company’s goal to inspire people to optimize their wellness routines and keep these areas of health in balance. Recently, Drug Store News spoke with Alan McNamara, vice president of communications and public relations at Pharmavite, about the company’s unique partnership with The Home Edit as part of a larger media campaign. Alan McNamara, vice president of communications and public relations, Pharmavite

Drug Store News: How did the partnership between Nature Made and The Home Edit team come about? Alan McNamara: When we started planning the Wellblends launch well over a year ago, we knew instantly that the Home Edit would be the perfect partner to help tell an important story around balancing your wellness, and we are thrilled to finally launch this exciting partnership. Keeping our sleep, stress and immune health systems in balance is essential for achieving optimal health and wellness, and as Joanna and Clea share so well, the best organized system is one you can actually stick to and use. DSN: How will the show’s hosts help to promote the Wellblends product line? AM: Through the partnership, The Home Edit duo will share their own experiences as well as how Wellblends targeted solutions help them proactively support their overall wellbeing as they navigate running their business, motherhood, busy schedules, travel and life’s stressors. The Home Edit will be featured in digital and social ads as part of the larger 360-degree Wellblends campaign, showcasing how Nature Made Wellblends shows up within unique moments of their lives when it comes to sleep, stress and immune health needs. In addition, the @naturemadevitamins and @thehomteedit will share content on their social channels highlighting The Home Edit’s organizational tips and the ways that they incorporate Wellblends into their daily routines.

DSN: What is Nature Made hoping to achieve with this partnership? AM: Not With the “Life Calls for Wellblends” campaign and The Home Edit partnership, we want consumers to know that Wellblends can help them in their daily goals and wellness needs whether they are looking for sleep, stress or immune health support. The Wellblends consumer has a strong desire to live better and be stronger in their daily lives and be successful in everything they do — work, daily, leisure, health and wellness, etc. This always-on approach can be challenging to maintain, but with Wellblends consumers have an ally to help them stay balanced and committed to their VMS routine. Overall, our goal is to keep Nature Made Wellblends top of mind for consumers as life happens, meeting them as a ready resource wherever their day takes them. DSN: How does the partnership fit into the larger Wellblends media campaign? AM: The “Life Calls for Wellblends” campaign launched at the end of May, kicking off with TV on traditional and streaming channels such as ABC, NBC, HGTV, Food Network, Hulu, Amazon, Roku and more, followed by the announcement of Wellblends’ partnership with The Home Edit on June 22. The campaign builds upon the consumer insight that many of us face challenges in our daily lives that impact our ability to accomplish what we “should be doing,” such as getting eight hours of sleep, reducing stress and eating healthier foods. dsn

August 2022 DRUGSTORENEWS.COM

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8/2/22 12:18 PM

ONE-ON-ONE

Looking to the Future Pharma-C-Wipes adapts new name, new logo to better reflect its broad offerings Based in Port Washington, Wis., Pharma-C Wipes offers a variety of consumer products that include adult care, OTC and first aid. But the company has undergone some changes. Ann Halstead, marketing director of Kleen Test Products, parent company of Pharma-C, said the changes are designed to better represent the full scale of the brand’s offerings and to enhance consumer appeal and in-store shelf presence. Drug Store News recently sat down with Halstead to get a sense and scale of the changes and what they will mean for consumers.

Ann Halstead, director of marketing, Kleen Test Products

Drug Store News: What are the changes for your company and why did you make them? Ann Halstead: Pharma-C-Wipes has grown up! We are now The Pharma-C Company. For over 15 years, Pharma-C-Wipes has been developing and marketing products designed specifically to address some of the issues associated with first aid and home health care. Today, Pharma-C-Wipes products are trusted and loved by healthcare providers and those providing care for loved ones at home. But our products are also used by general consumers to address many home health needs. Additionally, our product line has expanded beyond the “wipes” format. Our new name, The Pharma-C Company, better represents our current product offerings and allows us to expand with products targeting categories such as first aid, incontinence care, digestive care, home health care and personal care. DSN: How are you innovating the categories in which you play? AH: Innovation is a part of The Pharma-C Company DNA. It was a personal need of our brand founder that led to our first product, and we have been innovating ever since. The Pharma-C Company continues to bring new products to the first aid, incontinence care and digestive care categories. We have been successful by developing new forms of traditional products such as Witch Hazel Wipes and by creating new applications for existing products such as our new Hemorrhoidal Foam, which turns regular toilet paper into a flushable wipe. DSN: What are you doing to enhance consumer appeal and in-store shelf presence? AH: The Pharma-C Company has just completed

a total product line packaging update. The new packages are more modern and approachable, and are designed to appeal to a broader audience. Additionally, the designs utilize color to differentiate the product categories. For example, blue is the primary color used for the first aid products while purple is the primary color for the digestive care line. DSN: What new products are you developing? AH: The Pharma-C Company views new product development in three primary buckets. The first of these is focused on expanding offerings within our traditional categories with traditional products delivered in new ways. Two recent examples of this approach include our The Pharma-C Company Witch Hazel Wipes, traditional witch hazel delivered in a wipe format, and our brand-new The Pharma-C Company Medicated Foam, which allows toilet paper to be used as a flushable hemorrhoidal wipe. The second area of focus is on expanding into new but adjacent categories. Here we are looking at potential new offerings in categories such as skin care and personal care. The third product development bucket is all about creating new products that add innovative twists to existing categories and products. DSN: What is the future of the company? AH: The future of The Pharma-C Company is bright! There are two trends that are going to contribute to growth for our business. One trend is the aging U.S. population combined with an increased desire to care for loved ones in the home rather than pursue an institutional solution. The second trend is a desire to use more traditional remedies like our grandparents used over more modern pharmaceutical remedies. dsn

August 2022 DRUGSTORENEWS.COM

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ONE-ON-ONE

Lead On PharmaCare US makes key leadership changes to usher in next chapter

Javier Aste, president of the Americas, PharmaCare

PharmaCare US, a specialty generic and brand pharmaceutical wholesaler and maker of Sambucol Black Elderberry Advanced Immune products, is focused on supporting the health and well-being of consumers. Established in 2009, the company is looking forward to the next chapter of leadership and has announced two executives with diverse backgrounds in the consumer packaged goods industry. Recently, the company appointed Javier Aste as new president of the Americas and Jeff Dotzler as new vice president of sales for North America. Art Rowe-Cerveny, founding member of the company’s U.S. division, will now serve as the executive vice president of marketing for the Americas. Recently, Aste spoke with Drug Store News about the leadership changes and the company’s growth strategy.

Drug Store News: PharmaCare announced leadership changes recently, can you tell us what that means for the company? Javier Aste: PharmaCare’s success story has been and will continue to be enriching people’s lives through health and wellness. As the company continues to expand its footprint globally to reach more and more consumers worldwide, talent and development is a pillar of the company’s future. These changes will bring broader views, operational discipline and experiences that will add further value to the operation immediately. DSN: What are the company’s short-term and long-term plans? JA: We strive to be different, innovative and surprising, and to always make a positive difference. Specifically for the U.S. in the short term, we aim to double the number of Sambucol shoppers to empower more people to take control over their own health through natural immune support. In the medium to long-term, our goal is to expand our brand and portfolio in the U.S. market. DSN: What will be the focus of the company going forward? JA: We will continue to drive consumer awareness, drive our distribution to new heights with our partners at The Emerson Group, and drive consumer innovation for now and years to come to

remain the leaders of the black elderberry category and be the preferred supplier of our retailers. DSN: What will the new strategy mean for product development and for consumers? JA: Innovation is the lifeblood of PharmaCare globally, and the U.S. market represents a huge opportunity for extending our brands and product portfolio. Today, the U.S. has a relatively small footprint when compared to global, which launched more than 100 new SKUs in our last fiscal year alone. The new strategy leverages on the global capabilities while the U.S. team designs our future innovations focused on the market needs. DSN: What trends do you see in the supplement market in the next five years? JA: There are clear signs that supplements are becoming an even bigger part of our lifestyles worldwide, and delivery formats have a huge role to play as we have seen already — but there is still much more to come. Easy access and availability (from the shelf to metaverse and beyond) will be a key driver for consumer usage and a KPI to gain share amongst manufacturers and retailers. Also important to mention is how the shopper continues to evolve and become more informed — they will seek more value for their money. This is great news for Sambucol, as we want to become the No. 1 natural immunity supplement brand in the U.S. and worldwide. dsn

August 2022 DRUGSTORENEWS.COM

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8/2/22 12:20 PM

ADVERTORIAL

A Strategic Partner Eagle Labs is on a mission to make consumer products the public can trust Eagle Labs is a fully NSF Certified contract manufacturer of dietary supplements and cosmetics. The company can handle a wide array of product forms and offers collaboration throughout the formulation and product development process. Recently, Michael Law, chief commercial officer, sat down with Drug Store News to talk about the company’s mission and what we can expect from the supplements and cosmetics market in the near future.

Michael Law, chief commercial officer, Eagle Labs

"Our mission is to be an agile, strategic partner with a breadth of collaborative resources."

Drug Store News: What is your company’s history, and what do you see as its mission? Michael Law: Eagle Labs is NSF Certified and FDA registered for dietary supplements, cosmetics and OTCs. We are also Certified Organic and registered with Health Canada. Eagle Labs meets the highest industry standards for manufacturing, testing and process control. Eagle Labs has been a contract manufacturer for over 20 years. Our mission is to be an agile, strategic partner with a breadth of collaborative resources. We bring a strong and experienced management team to help in all areas from R&D and formulation, through packaging design, manufacturing and fulfillment. DSN: Describe your company’s product offerings. What makes the products unique? ML: We manufacture nutritional/dietary supplements (capsules, tablets, powders, gummies and liquids), as well as a wide array of cosmetic skin care products. Eagle Labs has low MOQs for the right strategic partners, so we can grow with them. We spend time to deeply understand the strategies and goals the customer is trying to achieve. Eagle brings leaders from all key functional areas to the earliest stages of a customer engagement to ensure the best solutions are being created. Often this means consulting on ingredient choices, formulations, packaging and claims. Another thing that makes Eagle Labs unique is that we have large e-commerce DTC customers as well as clients with large traditional brick-and-mortar brands. Additionally, we have a strong own brand/private brand business for retail clients.

DSN: What are your thoughts on “what’s next” in supplements and in cosmetic products? ML: There are three key themes: innovation, “natural or free from” and value. Innovation will always have a place for consumers seeking new solutions. This may be in ingredients, product forms, packaging or claims. Within supplements, we are seeing strong growth in powder stick packs and gummies. Traditional capsules and tablets remain strong, but a segment of consumers is looking for new ways to dose themselves to support their healthy lifestyle. Immunity products remain strong, and we expect consumers will continue to seek products that help them reduce the impact of aging and increase wellness. For cosmetics, there have been a lot of disruptive brands entering the category as barriers to entry have fallen. We expect that consumer spending on facial care and hand and body lotions will experience growth postCOVID. Additionally, consumers will continue to seek solutions to help them feel better and look better. Antiaging creams continue to be strong sellers as America ages. DSN: Anything else you’d like our retail readers to know about your company? ML: Eagle Labs can help identify key trends in e-commerce to help support traditional retail clients. Additionally, for e-commerce clients, we can provide support through our high-volume fulfillment center. With a broad array of product forms available and decades of experience on the management team, Eagle can be a strong strategic partner for both large and smaller brands, and also with private label/ own brands. dsn

August 2022 DRUGSTORENEWS.COM

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8/2/22 12:21 PM

ONE-ON-ONE

A Healthy Focus Haleon completes its demerger from GSK to focus solely on consumer health GSK spun off its over-the-counter products business to launch Haleon, an independent entity totally focused on consumer health. The company said the newly listed business is driven by its purpose to deliver better everyday health with humanity. It noted that it will continue to develop category-leading brands that address real consumer health needs while focusing on future innovation across its entire portfolio. Here, Rachel Marler, chief customer officer, U.S. at Haleon, shares the reasons behind making Haleon a standalone company and what’s in store for the spin-off.

Rachel Marler, chief customer officer, U.S. and head, Americas commercial excellence, Haleon

Drug Store News: Why did GSK create Haleon? Rachel Marler: GSK outlined the plan to separate back in 2018, with the strategic rationale to realize the Consumer Healthcare division’s growth potential and unlock the value inherent within the business. In establishing Haleon as an independent company as of July 18, 2022, we have created a new world leader, 100% focused on consumer health, which is an incredible opportunity for us. At a time when consumer interest in health and wellness and proactive self-care are more top of mind than ever before, combined with an aging population, increased pressure on our healthcare systems and sizeable unmet consumer needs, the launch of Haleon as an independent, standalone company, 100% focused on consumer health, is highly significant. DSN: What can retailers expect from the new Haleon spinoff? RM: Our launch as Haleon is not only an exciting and inspiring journey for us, but it is also fortuitous for our customers and consumers. The recent pandemic has further ascertained what we already knew: that health is foundational for both individuals and society as a whole. The pandemic has also changed the role retailers play in consumers’ health. When we look at this rapidly evolving consumer and retailer landscape through the lens of our launch as a standalone, 100% focused on consumer health company, we have a compelling value proposition to bring to our partners. What do I mean by that? Separation from GSK means we can adopt a more agile consumer focus on bringing products to market. We have resources dedicated entirely to the consumer health business — investments for innovation, M&A and capabilities to evolve our portfolio further as we prepare for the

future. As a true consumer health company, we have the advantage of being 100% focused on health and wellness, with enough scale to drive growth, while many of our competitors are attached to pharmaceuticals or multicategory businesses. And as one of the largest consumer health companies globally, touching 1.5 billion consumers globally, we have keen insights into consumers and shoppers, creating growth opportunities for our partners and the industry. DSN: Where does Haleon see itself in three years? RM: Haleon is single-mindedly focused on improving everyday health. It’s all we do. For billions of people, every day, in every corner of the U.S., of the world. We combine decades of scientific and human understanding with the energy and ambition of being a new company and the desire to change everyday health for good. And, in our region, we are starting with a strong record of performance. Not only do we have leadership in our five major categories: oral health, VMS, pain relief, respiratory and digestive health with brands such as Sensodyne, Emergen-C, Centrum, Advil, Robitussin and Tums; we have a clear strategy to deliver sustainable growth as we move forward. We have proven capabilities in brand building, innovation and leveraging healthcare experts — and now, we aim to take all of this to the next level. As a company committed to improving everyday health, we will strongly focus on ESG, tackling the environmental and social barriers and driving health inclusivity. We aim to empower 50 million people annually by 2025 and include them in opportunities for better everyday health. So, e.g., you will see us nurturing brands with purpose as we move forward. dsn

August 2022 DRUGSTORENEWS.COM

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8/2/22 12:21 PM

WOMEN IN THE NEWS

Taking on Trials

Ramita Tandon to lead Walgreens’ new clinical trial business and address diversity challenges By Hannah Esper

In June, Walgreens announced its plans to launch its own clinical trial business. The goal? To redefine the patient experience and increase patient access and retention in drug development research. At the helm of the new business is Ramita Tandon, who has been building and leading high-performing clinical trial businesses and teams at companies such as Trip Health and ICON. Throughout her 25-year career in health care, Tandon has remained focused on finding innovative ways to partner with biopharmaceutical companies and uncover the patient voice to operate trials more effectively. Clinical trials don’t reflect America’s population. Twenty percent of drugs have a variation in responses across ethnic groups, yet 75% of clinical trial participants are white. And only 11% are Hispanic and fewer than 10% are Black and Asian, according to the Food and Drug Administration. The chief clinical trials officer of the new Walgreens business shared with Drug Store News how her team will make clinical trials more accessible, convenient and equitable. Drug Store News: How will you continue to break down barriers for diverse patient populations? Ramita Tandon: I’m a firm believer that everyone should be educated, empowered and given an opportunity to access cuttingedge therapies that improve their health. However, today’s current clinical trials infrastructure and patient demographics are in crisis. We have an overwhelmingly white trial population in centralized zip codes at larger hospital systems and research centers that produce clinical data that may not be relevant to all patients. At Walgreens, we are looking to redefine the patient experience by making participation in clinical trials more accessible, convenient and equitable for the diverse communities we serve.

Ramita Tandon, Walgreens

Clinical trials are not only a research path but also a way to get patients in underserved communities into the overall healthcare system. To do so, we have created the ideal blend of technology, personal connection and flexible care capabilities required to transform clinical trial delivery, with patient security and privacy at the forefront of everything we do. With more than half of Walgreens stores located in socially vulnerable areas, we have a responsibility to stand up and address persistent clinical trials disparities that keep so many of our friends, families and neighbors from being seen and cared for. DSN: How will the clinical trial business differ from others you’ve led in the past? RT: Walgreens’ new clinical trial offering has the potential to forge the missing bond between the public and clinical research, allowing innovation to develop into medicines that inspire trust and improve outcomes. Walgreens is uniquely positioned to deliver flexible clinical trial options that engage patients and address barriers to clinical trial participation, particularly among underserved communities. With our community presence across the nation, combined with our enterprise-wide data and health solutions, including those enabled by Health Corners, Village Medical at Walgreens locations, AllianceRx Walgreens Pharmacy, CareCentrix and Shields Health Solutions, we can unlock a combination of

August 2022 DRUGSTORENEWS.COM

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WOMEN IN THE NEWS

“Because

of patients live more than two hours from the closest clinical research site, my team and I have such a tremendous and exciting opportunity to change the paradigm by creating a model that’s centered around the patient and their needs, instead of the clinic and the industry.”

research site, my team and I have such a tremendous and exciting opportunity to change the paradigm by creating a model that’s centered around the patient and their needs, instead of the clinic and the industry. The newly expanded clinical trials business is another way Walgreens is building its next growth engine of consumer-centric healthcare solutions as we provide patients with complex or chronic conditions another care offering in their treatment journey. We not only want to provide innovative research options for trial patients, but also connect them to our suite of Walgreens pharmacy and healthcare services — prescriptions, vaccines, screenings and more. DSN: Why is being an advocate for women’s equality important to you? RT: Despite a renewed push for gender equality in the life sciences, women remain starkly underrepresented in all roles, especially leadership roles. Men and women enter the workforce with advanced degrees in medicine and science at almost the same rate, but women then either drop out or hit a plateau in their careers. In fact, according to the U.S. Census Bureau, men make up 52% of the U.S. workforce, but 73% of the science, technology, engineering and math, or STEM, workforce. There have been gains made over the years, but there is much work yet to be done. My goal is to drive a more inclusive and diverse culture and mindset to ensure we drive more equity for women within our teams and leadership roles. This push for more equality in women’s rights is a passion of mine. Outside of work, I’m involved with organizations that offer lifesaving care, shelter and support to traumatized women and children living in poverty. Providing education to children can serve as a foundation that keeps their hopes alive, which is extremely important to me. I’m also an advocate for women’s equality. When I wrap up my career in life sciences, my hope is to become an international ambassador for education, health and women’s rights. dsn

in-person, virtual and hybrid clinical trial models at scale to meet patients where they are. This will no doubt help boost patient enrollment, engagement and retention in clinical studies as we offer patients a choice in how they want to participate in trials and promote clinical research as a promising care option. Also, when a trial ends, it doesn’t end for Walgreens. Our goal is to take trial participants, even after they’ve finished their obligations to a clinical trial, and continue their care coordination as part of our commitment for last-mile enablement. DSN: What excites you most about leading this team and the new clinical trials business? RT: There are so many structural and clinical barriers that serve as reasons why patients do not participate in research. Because 70% of patients live more than two hours from the closest clinical

August 2022 DRUGSTORENEWS.COM

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8/2/22 12:23 PM

F U T U R E 50

Back to the Future HRG’s annual Future 50 looks at standout new products that hit store shelves in 2021

The pandemic really did a number on brick-and-mortar retail stores, but the demand for OTC, beauty and wellness products was (is) still there. And, fortunately, suppliers have been on the case, rolling out new products, new formulations and innovative wellness products. HRG has been there every step of the way, analyzing the data to find the hottest ones. The Waukesha, Wis.-based data and analytics company reviewed more than 2,227 products in the health, beauty and wellness

categories in 2021, and came up with its list of the top 50. HRG compiled the list using an unbiased, weighted review of promotional support, product innovation, importance to community pharmacy, earning and category growth potential to determine future performance. HRG’s category research and analysis team reviewed key sales indicators and distribution within community pharmacies to select the new items trending to be the top 50 performers. Here is the list for this year. dsn

DSN FUTURE 50: TOP 2021 NEW ITEM LAUNCHES, POWERED BY HAMACHER RESOURCE GROUP* RANK

PRODUCT DESCRIPTION

MANUFACTURER

CATEGORY

LAUNCH DATE

SUBCATEGORY

AZO Boric Acid Vaginal Suppositories (30 count)

Ihealth

Feminine hygiene

Feminine antifungals

Cetaphil Gentle Clear Clarifying Acne Cream Cleanser 4.2 oz.

Galderma Labs

Skin care

Facial & body acne medications

Nov

Bausch + Lomb Biotrue Hydration Boost Lubricant Eye Drops (10 ml) Bausch + Lomb Biotrue Hydration Boost Lubricant Eye Drops (10 ml 2 pack)

Bausch Health

Eye & ear care

Eye preparations

June

Opti-Nail 2-in-1 Fungal Nail Repair + Antifungal (.169 oz. 2 pack)

Arcadia Consumer

Foot care

Antifungal treatments

Oct

Natrol Kids Sleep + Immune Health Gummies (50 count)

Natrol

Vitamins & dietary supplements

Children’s vitamins & dietary supplements

May

Sensodyne Sensitivity & Gum Toothpaste (3.4 oz. Clean & Fresh)

GSK Consumer

Oral care

Toothpastes & treatments

Jan

Refresh Optive MEGA-3 Lubricant Eye Drops (60 single-use vials)

Allergan

Eye & ear care

Eye preparations

Dec

Unisom Simple Slumbers Gummies (60 count midnight raspberry) Unisom Simple Slumbers Gummies (120 count midnight raspberry)

Sanofi

Pain relief

Sleep aids & stimulants

March

Dr. Scholl’s Arthritis Pain Reliever Gel (50 g) Dr. Scholl’s Arthritis Pain Reliever Gel (100 g)

Scholls Welness

Foot care

Foot grooming & pain relief

April

Preparation H Soothing Relief Cooling Spray (2.7 oz.)

GSK Consumer

Digestive health

Hemorrhoid preparations

March

Nervive Nerve Health Tablets (30 count)

Procter & Gamble

Pain relief

Internal pain relief

March

Old Spice Deodorant (3 oz. Elklord)

Procter & Gamble

Deodorants

Men’s deodorants

Jan

Colgate Total Gum Protection Toothpase (4.8 oz.)

ColgatePalmolive

Oral care

Toothpastes & treatments

Jan

Clear Eyes Sensitive Eyes Drops (.5 oz.)

Medtech Products

Eye & ear care

Eye preparations

June

Bausch + Lomb Alaway Preservative Free Eye Itch Relief Drops (20 count single-use)

Bausch Health

Eye & ear care

Eye preparations

Jan

Salonpas Pain Relief Patch (20 count)

Hisamitsu

Pain relief

External pain relief

Crest Whitening Emulsions (.35 oz.)

Procter & Gamble

Oral care

Toothpastes & treatments

June

Nizoral Psoriasis Scalp Shampoo & Conditioner (11 oz.)

Arcadia Consumer

Hair care

Therapeutic shampoo

Jan

August

*Rankings based on HRG’s proprietary star-rating system, measuring such key criteria as product innovation, promotional support, category growth, product orientation and earning potential.

August 2022 DRUGSTORENEWS.COM

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7/27/22 12:24 PM

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STATE

Play

Pharmacists prove themselves during the pandemic, eye additional authorities

BY M A R K H A MST R A

California

Colorado

Florida

Idaho

Total active physicians: 113,718

Total active physicians: 16,956

Total active physicians: 58,822

Total active physicians: 3,504

Rural area percentage: 5%

Rural area percentage: 14%

Rural area percentage: 9%

Rural area percentage: 29%

Total population: 39,512,223

Retail pharmacists around the country operate under a 50-state patchwork of laws and regulations that dictate what services they can and cannot provide and under what conditions. Some services require advanced training and certifications, others require a collaborative practice agreement with medical professionals, and some can be performed by any licensed pharmacist.

August 2022 DRUGSTORENEWS.COM

060-062_DSN_CoverStory_Intro2_0822_NM_HE_MM.indd 60

Total population: 5,758,736

Total population: 21,477,737

Total population: 1,787,065

SOURCES: NATIONAL POPULAR VOTE BECKER’S HOSPITAL REVIEW

7/28/22 4:59 PM

Wellness & Nutrition for a Better You

Be Your B Best Self S lf Live every day at your best with benefit driven solutions that support you from the inside out

Healthy Aging

Healthy Family

Health & wellness solutions that support an active lifestyle as you age

Give your family the wellness & nutritional support they need to live their best life

These statements have not been evaluated by the Food and Drug Administration. These products are not intended to diagnose, treat, cure or prevent any disease.

715122NHS-GG

Osteo Bi-Flex: 1. Based on the results of the Pharmacy Times Survey of Pharmacists’ OTC Recommendations who recommend a “joint health” dietary supplement, 2021-2022 2. individual results may vary. Nature’s Bounty Sleep Products: For occasional sleeplessness.

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8/2/22 12:27 PM

STATE OF

The following are closer looks at nine states that have granted pharmacists some expanded scope, although the list is not intended to be comprehensive. Other states that have made notable efforts to expand pharmacy scope of practice include Kentucky, New Mexico, Utah, Arkansas and North Carolina, all of which offer some of the same services as the states profiled here. In the wake of the COVID-19 pandemic, when pharmacists across the country were front and center providing testing and vaccinations, thanks to the PREP Act, momentum has been building for pharmacists to retain some of the authorities they acquired during the pandemic and expand their scope of practice even further. “There is a great opportunity here to take all of the wonderful work that pharmacies have done throughout the pandemic, not let those roll back,” said Sara Roszak, senior vice president of health and wellness strategy and policy at the National Association of Chain Drug Stores.

Iowa

Total population: 3,155,070 Total active physicians: 7,056 Rural area percentage: 36%

North Dakota

Total population: 762,062 Total active physicians: 1,826 Rural area percentage: 40%

Oregon

Total population: 4,217,737 Total active physicians: 13,127 Rural area percentage: 19%

To that end, NACDS and other industry groups support the Equitable Community Access to Pharmacist Services Act (HR 7213), bipartisan legislation introduced earlier this year that would ensure patients continue to have access to essential pandemic and pandemic-related health services provided by pharmacists. “The more we can unleash these services, the more value there will be for the public,” said Mike Ayotte, senior vice president of pharmacy, transformation and advocacy at NACDS. “People want to get services that are local, accessible and work on their timelines.” Belawoe Akwakoku, state government affairs manager at the National Community Pharmacists Association, agreed that the time is ripe for pharmacists to attempt to broaden their scope of practice. “I think the pandemic has definitely shown that pharmacists can respond to the challenges, and can respond to the demand,” he said. “Clearly, there’s definitely a lot of opportunity for pharmacists to continue to broaden their scope.”

Rhode Island

Total population: 1,059,361 Total active physicians: 4,063 Rural area percentage: 9%

Washington Total population: 7,614,893 Total active physicians: 21,731 Rural area percentage: 16%

August 2022 DRUGSTORENEWS.COM

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7/28/22 3:55 PM

THE NEW NEI STUDY IS IN: 6,351 EYES. 10 YEARS OF DATA. 1 PROVEN FORMULA. The NEI reconfirms its recommendation of a specific nutrient formulation to help reduce the risk of *‡ AMD progression.

Now there is 10 years of data from the National Eye Institute’s AREDS2 Follow-on Study that supports the AREDS2 formulation.2 This exact nutrient formula is contained in PreserVision AREDS 2 eye vitamins. In fact, PreserVision was the product used in the last 5 years of the NEI’s 10-year follow-on study. Scan and see the data for yourself. Order your samples and patient tools: 1-855-54BL-OTC (1-855-542-5682)

PreserVision is a trademark of Bausch & Lomb Incorporated or its affiliates. AREDS and AREDS2 are registered trademarks of the United States Department of Health and Human Services (HHS). © 2022 Bausch & Lomb Incorporated or its affiliates. PV2.0664.USA.21 2 Chew, Emily Y., et al. JAMA Ophthalmol. Published online June 2, 2022. doi:10.1001/ jamaophthalmol.2022.1640

DSN_Template.indd 1

*These statements have not been evaluated by the Food and Drug Administration. These products are not intended to diagnose, treat, cure or prevent any disease.

†

Based on the AREDS and AREDS2 clinical studies In patients with moderate-to-advanced Age-related Macular Degeneration (AMD) 1 Data on file for #1 Doctor Recommended Brand, Bausch + Lomb

‡

8/2/22 1:59 PM

STATE

Play California: OF

New License Expands Scope for Pharmacists BY MARK HAMSTRA

Pharmacists in California are gaining the ability to perform more and more clinical services, boosted in part by the success they’ve had administering tests and vaccines during the COVID-19 pandemic. Beginning this year, the scope of authority that the state allows has been expanded. Some activities are allowed for all registered pharmacists in the state, while others can be provided through collaborative practice agreements with other medical professionals, and others can be performed by pharmacists who obtain an advanced practice license. “Over the last I think five years, a lot of states, including California, have done a really great job at expanding the services that pharmacists can provide,” said Richard Dang, president at the California Pharmacists Association. With respect to pharmacists’ ability to administer many vaccines, HIV pre-exposure and post-exposure prophylaxis, naloxone, smoking cessation, and hormonal contraception, California is on par with many other states, he said, and in fact has been a leader in some of those practices. The scope of authority that pharmacists have been granted under the new advanced practice license sets the state apart, however. “I think that really puts California ahead of many other states in the sense that it allows licensed advanced practice pharmacists to be able to have that independent authority to initiate, adjust and modify drug therapy, without the restriction of collaborative practice agreements,” Dang said. In order to obtain an advanced practice license, California pharmacists must meet two of three eligibility criteria, which include completing a PGY1 residency program (a 12-month, post-graduate advanced training series), providing clinical services to patients for at least one year under a collaborative practice agreement or protocol or completing an approved certification program. Reimbursement for many pharmacy services remains a challenge, however, and the CPhA is working on expanding the services that the state Medicaid plan, Medi-Cal, will cover. Although the list of pharmacy services that Medi-Cal covers has expanded in recent years, Dang said pharmacists in the state are seeking more coverage. “That’s definitely something that is on our legislative agenda for future cycles,” he said. In the meantime, the CPhA is focusing on supporting the expanded scope that has become available to advanced practice pharmacists.

SCOPE OF PRACTICE •

•

All registered pharmacists are able to provide prescription medications for a variety of conditions or disease states, including emergency contraception, birth control, nicotine replacement products, international travel medications, HIV pre-exposure and post-exposure prophylaxis (PrEP and PEP), and naloxone and administer all approved vaccinations. Pharmacists are also able to order and interpret drug-related laboratory tests and perform several point-of-care CLIAwaived tests; Pharmacists also can enter into collaborative practice agreements with medical care providers, with no explicit restrictions on what can or cannot be done; and Advanced practice pharmacists can perform patient assessments, order and interpret drug therapy-related tests in coordination with a patient’s primary care provider or diagnosing prescriber to monitor patient progress, refer patients to other healthcare providers, participate in the evaluation and management of diseases and health conditions in collaboration with other healthcare providers, and in accordance with a protocol with a physician or facility, a pharmacist can initiate, adjust and discontinue drug therapy upon referral from a patient’s treating prescriber when necessary and medically appropriate.

August 2022 DRUGSTORENEWS.COM

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STATE

Play Colorado: OF

A Framework for Protocols BY MARK HAMSTRA

SCOPE OF PRACTICE Colorado has been expanding the scope of practice for pharmacists in the state for several years, including the 2016 creation of an infrastructure for statewide protocols. “That was really the beginning of independent prescriptive authority for Colorado pharmacists because it created in statute that a statewide protocol could be developed amongst the board of pharmacy, the board of medicine, the board of nursing and the public health department,” said Emily Zadvorny, executive director of the Colorado Pharmacists Society. While the statute itself did not spell out what specific protocols pharmacists could perform, it outlined a process for pharmacists to prescribe independently in certain situations. Hormonal contraception and smoking cessation were among the first protocols created, and since then protocols have also been developed for other activities, including HIV pre- and post-exposure prophylaxis (PrEP and PEP). Recently pharmacists gained the ability to prescribe statins for certain high-risk patients. Hormonal contraception has had the most uptake by pharmacies, Zadvorny said, citing the ability for pharmacists to be reimbursed. Last year, Colorado pharmacists gained additional authority when the state reconsidered its regulation of the pharmacy practice as part of its “sunset” process that takes place every 10 years. In the update, Colorado modeled some language after an Idaho rule that expanded the scope of pharmacist services, including the ability for pharmacists to prescribe beyond the protocols under certain conditions for patients older than 12 years old. Pharmacists can now prescribe medications to patients with self-limiting conditions, such as cold sores or head lice, that have not responded to OTC treatments, or do not require a new diagnosis, for example. Another key development has been the ability for pharmacists to be reimbursed for more services. Despite the expanded scope beginning in 2016, many pharmacists had not been performing those services because of reimbursement challenges, Zadvorny said. However, last year the state passed a provider status bill, allowing Colorado’s Medicaid plan to pay for all of the protocols as well as services provided under collaborative practice agreements. “That has really kicked things into gear as far as people being willing to start new services and get paid for them,” Zadvorny said.

•

The recent passage of Senate Bill 94, part of the state’s “sunset” review of pharmacy practice, greatly expanded the scope of services that pharmacists in the state can provide, including prescribing certain drugs for limited conditions, ordering and evaluating laboratory tests, and performing limited physical assessments; It also adds functions to the scope of practice of a pharmacy technician, such as documenting medical history and replenishing automated dispensing devices; In addition, pharmacists in the state have long been able to prescribe hormonal contraceptives and provide tobacco cessation aids; and Pharmacists in the state have been able to dispense naloxone without a prescription since 2015.

August 2022 DRUGSTORENEWS.COM

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7/28/22 3:59 PM

Start your pharmacy fulfillment n journey

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7/29/22 11:12 AM 8/2/22 12:30 PM

STATE

Play Florida: OF

Overpopulated, Overburdened B Y D E B B Y G A R B AT O

Home to the Mayo Clinic and other top hospitals (Newsweek, “World’s Top Hospitals,” 2021), Florida does not seem like a healthcare desert. However with almost 22 million people, it is the third most populous state and one of the fastest growing. Over 10 years, the population increased 14.6% (U.S. Census Bureau). Twenty percent of residents are immigrants, with 18% of them undocumented (American Immigration Council). Florida also attracts 200,000 seasonal farm workers. And it draws scores of retirees, snowbirds and tourists. Many require accessible, affordable health care in a system that has become overburdened. “A quarter million people move here annually,” said Michael Jackson, executive vice president and CEO of the Florida Pharmacy Association, Tallahassee. “It’s very international and is a destination for theme parks and other recreation. There’s more than 1 million annual visitors. Many seek medical assistance. There probably aren’t enough primary care physicians for everyone.” The Commonwealth Fund’s 2020 Scorecard on State Health System Performance ranked Florida 41st among the 50 states in healthcare quality. It studied access, affordability, avoidable use, consistent pediatric care and overall costs, particularly for the privately insured. COVID-19 pushed Florida’s system to the brink, forcing state legislators to acknowledge pharmacists’ capabilities. Implemented in July 2020, House Bill 389 allows pharmacists who have completed board-approved course work and other requirements to initiate, modify or discontinue drug therapy in collaboration with a physician for more than a half dozen chronic conditions, including asthma and diabetes. HB 389 also lets qualified pharmacists (also under a supervising physician) test, screen for and provide drug therapy for minor, nonchronic conditions, including influenza and minor infections. In July 2021, qualified pharmacists (and pharmacist-supervised interns) gained authorization to administer immunizations/vaccines listed by the Centers for Disease Control and Prevention and those authorized for emergency use by the FDA. “The pandemic opened policy makers’ eyes,” Jackson said. “They realized the nation was shutting down. They made significant changes to deploy pharmacists in additional care areas. This saves patients’ time, frees up physicians and lets pharmacists do what they were trained to.” Changes also keep people out of emergency rooms.

Unfortunately, Medicaid, Medicare and insurance coverage is spotty. And pharmacists do not have as much freedom as in some other states. “Florida is rather restrictive,” said Belawoe Akwakoku, state government affairs manager at the National Community Pharmacists Association. “Services must be under a collaborative practice agreement. It’s hard to expand the scope. It’s a large Medicare state where doctors have much authority.” New legislation’s wording could eventually change this. “There’s a statement that says, ‘other pharmaceutical services,’” Jackson said. “That could open many doors for pharmacists to use their training.”

SCOPE OF PRACTICE •

•

Begin, modify or terminate drug treatment for arthritis, asthma, chronic obstructive pulmonary diseases, Type 2 diabetes, HIV/AIDS, obesity and other chronic conditions. Services must be provided in collaboration with a doctor. Pharmacists must also complete board-approved course work and meet other criteria (House Bill 389, July 2020); Under a physician’s auspices, qualified pharmacists may test, screen for and prescribe prescription medications for minor, nonchronic conditions like influenza, streptococcus, lice, skin conditions (e.g., ringworm, athlete’s foot) and minor infections (House Bill 389, July 2020); Qualified pharmacists and pharmacist-supervised interns can provide immunizations/vaccines listed by the CDC and those approved for emergency use by the FDA (July 2021); Order and dispense opioid antagonists that utilize an autoinjection or intranasal delivery system for patients or caregivers (Senate Bill 544, July 2022); and Board-certified, registered pharmacy technicians who have undergone required training can administer vaccines/immunizations to adults under a certified pharmacist’s supervision (House Bill 1209, July 2022).

August 2022 DRUGSTORENEWS.COM

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7/28/22 4:02 PM

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‡ Based on: Nielsen xAOC 52 W/E 3/26/2022 and the #1 Pharmacist recommended menopause brand based on the 2022 Pharmacy Times OTC Survey. † #1 Most Trusted Brand based on Total AZO Brand Nielsen data through 3/26/2022 (Urinary Pain Relief and Cranberry Supplement categories). †† Based on the number of Lactobacillus rhamnosus GG clinical studies, as of January 2022.

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8/2/22 12:30 PM

STATE

Play Idaho: OF

The Least Regulated State B Y D E B B Y G A R B AT O

When it comes to comprehensive service rosters, Idaho tops the list, providing more leeway for pharmacists than any other state. Among other things, Idaho pharmacists can prescribe myriad types of medications, including oral contraceptives. They can dispense naloxone and emergency supplies for diabetes and other conditions. And both pharmacists and technicians can administer vaccines, giving pharmacists more time flexibility. “Idaho is the most advanced and progressive state in terms of what pharmacists can do, so long as it’s not expressly prohibited by state or federal law and it’s in their educational training and experience,” said Nicki Chopski, executive officer of the Idaho State Board of Pharmacy and bureau chief of the Idaho Division of Occupational and Professional Licenses Health Professions Bureau in Boise. “This is exactly how nursing and medicine are governed. You don’t need to write out every little step pharmacists can take. Pharmacists can perform at the top of their education rather than top of their license.” In 2018, the Idaho Board of Pharmacy literally rewrote the rule book, repealing all old rules and issuing new ones. The goal was to eradicate outdated regulations and ones impeding use of beneficial new technologies and practice models. New rules cut total word count by 55%, removed 62% of restrictions and eliminated six licensure categories. Today, Idaho is the “least regulated state with the most pharmacist services,” said Mike Ayotte, NACDS’ senior vice president of pharmacy, transformation and advocacy. “They didn’t go after specificity. They said, ‘This is what you can do, not what you can’t.’” Changes came out of sheer need. Idaho’s population is nearing 1.8 million. There are just 3,504 active physicians — or 196.1 per 100,000 population (Becker’s Hospital Review). This is the smallest ratio nationwide. Twentynine percent of residents reside in rural communities, often miles from doctorstaffed health facilities (NationalPopulationVote.com). Pharmacists are their most accessible option. “Pharmacies provide access and less treatment delay,” Chopski said. “There are communities where the doctor is an hour away. But most people have a pharmacy fairly close by. They’re open when doctors’ offices are closed. With the provider shortage, pharmacists’ services have relieved some of the burden.” Independent pharmacies have been most aggressive about expanding services. Among large chains, Albertson’s has taken the lead. Services are supported by Medicaid reimbursement.

SCOPE OF PRACTICE •

•

• • •

•

Since July 2018, Idaho pharmacists have been able to prescribe a wide range of medications. Prescribing falls under four pillars: medication for minor and self-limited conditions; emergency drugs (e.g., nitroglycerine); medications for conditions that do not require a new diagnosis; and tests for pregnancy, flu, COVID-19 and other conditions; Since before 2018, pharmacists have been able to prescribe immunizations (starting in 2011), tobacco cessation aids, epinephrine and naloxone; Based on service needs, pharmacists can decide how many technicians they require; most states have a ratio; Pharmacists can prescribe oral contraceptives after evaluating patients’ risk factors; In March 2017, Idaho became the first state to allow pharmacy technicians to administer vaccines under the auspices of an immunizing pharmacist. They must also complete certain training; and Medicaid has recognized Idaho pharmacists as providers since April 2020.

August 2022 DRUGSTORENEWS.COM

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7/28/22 4:03 PM

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8/2/22 12:31 PM

STATE

Play

Iowa:

Practicing Far Afield B Y D E B B Y G A R B AT O

SCOPE OF PRACTICE •

Iowa produces more corn than any other state, yielding 2,552.2 million bushels in 2021 alone (U.S.D.A. National Agricultural Statistics Service). Hence, 36% of Iowans live in small rural communities (NationalPopularVote.com) that often lack doctors or pharmacies. The Bureau of Labor Statistics cited just 1.85 pharmacists per 1,000 population. Iowa has 7,056 active physicians (Becker’s Hospital Review), putting it in 44th place compared with other states. Following decades of work, healthcare options have expanded in rural and other communities. Iowa tested the first telepharmacy in September 2012; in July 2016, the Telepharmacy Practice Bill became law. In May 2021, the Test and Treat/Collaborative Practice bill passed, as did legislation that broadened responsibilities pharmacists can delegate to properly trained technicians. “The goal is to get pharmacists unchained from the dispensing counter,” said Brett Barker, vice president, government affairs at the Des Moines-based Iowa Pharmacy Association. “There’s primary care shortages in rural areas; the pharmacist may be the most highly trained medical professional around.” With telepharmacy, pharmacy techs with additional training dispense drugs in remote locations under the auspices of a pharmacist located elsewhere. “This lets us operate in rural communities,” Barker said. Pharmacy techs also can perform product verifications and administer vaccines. Pharmacists can delegate other tasks “using their professional judgment,” the new ruling said. The Test and Treat/Collaborative practice law lets pharmacists test for strep, flu and COVID-19, and prescribe necessary treatment. “Pharmacists can see any patient who wants a test as long as they qualify for testing under the statewide protocols,” said Emmeline Paintsil, director of professional affairs at the Iowa Pharmacy Association in Des Moines. If the test is positive, the pharmacist can prescribe treatment and follow up with the person’s primary care provider. “One rural pharmacy has provided 857 test-and-treat services for strep and COVID-19 alone,” she said. In July 2021, pharmacists became eligible for provider reimbursement under Iowa Medicaid for vaccines. “People can access services faster at pharmacies,” Paintsil said. “But charging cash is a barrier. This paves the way for other service reimbursements.” Added Barker, “Medicare and Medicaid are another piece. Many private payers will follow their lead.”

•

• •

•

The Iowa Prescription Monitoring Program (March 2009) provides information to authorized prescribers and pharmacies regarding patients’ controlled substance use. This helps determine appropriate prescribing and treatment without contributing to abuse, dependence or diversion of drugs for illicit use; The first telepharmacy was launched in Victor, Iowa, in September 2012, followed by several pilots. The Telepharmacy Practice Bill (SF 453) was signed into law in July 2016; 2016 legislation lets pharmacists dispense naloxone under a statewide standing order. In 2018, additional legislation passed that allows pharmacists to dispense naloxone under a statewide protocol; In 2018, pharmacists became eligible to provide nicotine replacement therapy; The Test and Treat/Collaborative practice law (SF 296/HF 794, July 2021) allows pharmacists to test for and prescribe treatment for strep, flu and COVID-19. It also establishes “broad, collaborative practice authority,” letting them enter into collaborative practice agreements with any physician, dentist, podiatric physician, veterinarian, optometrist or advanced registered nurse practitioner with an active Iowa license to treat any patient in the state; and A May 2021 rule broadened pharmacists’ authority to delegate responsibilities to pharmacy technicians “using their professional judgment.” This includes administering vaccines, which pharmacists also provide.

August 2022 DRUGSTORENEWS.COM

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7/28/22 4:05 PM

Biosimilars: A new choice in therapy Ask us about pharmacist resources for biosimilar success: • State laws for biosimilar interchangeability map • Upcoming biosimilars pipeline • Insulin reference guide • Humira® (adalimumab) landscape overview • Patient-facing biosimilars infographic • 2022 Biosimilars Report: The U.S. Journey and Path Ahead

Access these resources at cardinalhealth.com/Biosimilars © 2022 Cardinal Health. All Rights Reserved. CARDINAL HEALTH and the Cardinal Health LOGO are trademarks of Cardinal Health and may be registered in the US and/or in other countries. All other trademarks are the property of their respective owners. Patent cardinalhealth.com/patents. Lit. No. 1PD22-2050468 (07/2022)

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7/20/22 4:12 PM 8/2/22 12:32 PM

STATE

Play

North Dakota: Broad Scope in Testing Capabilities

SCOPE OF PRACTICE •

BY MARK HAMSTRA

Although North Dakota pharmacists lack the prescribing authority that pharmacists in some other states enjoy, the state allows a broad range of testing, and pharmacists have begun to make progress in terms of gaining reimbursement for more of the services that they provide. “Most states have a pretty good scope of practice,” said Mike Schwab, executive vice president of the North Dakota Pharmacists’ Association. “It’s just a matter of getting your payers to allow you to provide some of those services.” The association has had a strong working relationship with North Dakota Medicaid, he said, which has facilitated reimbursement from that agency for many of the services pharmacists in the state can provide. For many services, pharmacists in the state can bill as a healthcare provider just like physicians. Currently, the association is working on broadening the medical codes that North Dakota pharmacists can bill for, beyond things such as continuous glucose monitoring, immunization and smoking cessation, Schwab said. The industry is seeking to be able to bill for some Chronic Care Management (CCM) and Evaluation and Management (E&M) codes, for example, as well as Transitions of Care Management (TCM) codes. While the industry has made some traction in its efforts with Medicaid, it is also focusing on driving adoption among the state’s largest private insurers. “If we can’t work together and chart our course together, and allow the carriers to have input and say in what they would like to see, well then we’ll probably have to go to our legislature to say, ‘We need to make them do this now,’” Schwab said. The role that pharmacists played during the pandemic, providing testing and administering vaccines, may be helping the state in its efforts, Schwab said. “I think what the pandemic showed us is that individuals really do put a value on accessibility and convenience, and of course your local pharmacies are the most accessible and oftentimes the most convenient.” It also helps that North Dakota is a relatively rural state with a low ratio of doctors to patients, which leaves many communities with pharmacists as the only healthcare providers in the area, Schwab said.

•

Pharmacists in North Dakota can prescribe and dispense naloxone and smoking cessation products, and can also perform a range of tests, including drug screening, genomic, bone mass and bone density, vitamin D, thyroid-stimulating hormone testing, HIV, mono, flu testing, strep throat testing, salivary pepsin testing, respiratory syncytial virus testing, and various cholesterol and triglyceride tests; Pharmacists also can enter collaborative practice agreements with physicians or nurse practitioners that could provide the authority to prescribe and dispense; and North Dakota is one of the few states that allows pharmacists to provide medication management therapy for reimbursement under the state’s Medicaid program.

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8/2/22 12:32 PM

STATE

Play Oregon: OF

A Pioneer in Advancing Pharmacy Scope BY MARK HAMSTRA

SCOPE OF PRACTICE •

Oregon has long been a pioneer in the expansion of the scope of pharmacy practice in the state. Pharmacists in Oregon have enjoyed expanded authority through collaborative practice agreements for nearly 40 years, and Oregon was also the first state to allow pharmacists to independently prescribe hormonal contraception (birth control pills and patches) without a prescription from a physician. “That’s been very successful for us,” said Joshua Free, an industry consultant who is the past president of the Oregon Pharmacy Association and currently is chair of the Oregon Pharmacy Coalition. “There are a lot of pharmacists in community settings and other settings that are prescribing birth control very effectively.” He said the process was very well thought out and, importantly, allows pharmacists to bill as medical providers for those clinical encounters. Oregon quickly became a model for other states across the country to allow pharmacists to prescribe hormonal contraceptives. In addition, Oregon in 2015 passed landmark legislation that requires payers to reimburse pharmacists for any clinical services within the state’s pharmacy scope of practice. Then, in 2017, the Oregon Public Health and Pharmacy Formulary Advisory Committee was formed, which has opened the door to further expansion of scope. The committee, which includes three pharmacists, two physicians and two advanced practice registered nurses, allows the Oregon Board of Pharmacy to expand the scope of pharmacy practice without going through the state legislature. “That group reviews requests, usually from pharmacists, for things that pharmacists ought to be able to do independently,” Free said. The goal is for pharmacists to be able to prescribe in specific situations, butnot to diagnose patients’ conditions. “We’re not looking for pharmacists to take over primary care or to be completely independent practitioners,” he said. The committee allows pharmacists to prescribe in situations where the diagnosis is obvious or is already known, or when a diagnosis is not needed. “If a patient needs something as simple as a prescription for a spacer for an inhaler, why go back to the physician for that? Or if they need to re-up on their test strips for their blood glucose,” Free said. “These scenarios happen in retail pharmacies every single day.”

• •

•

Pharmacists can prescribe hormonal contraceptives, tobacco-cessation therapies, naloxone and HIV preexposure and post-exposure prophylaxis (PrEP and PEP); Since 2009, Oregon pharmacists have been able to bill for medication therapy management services; Since 2015, payers have been required to reimburse pharmacists for any clinical services within the state’s pharmacy scope of practice; and In 2017, the creation of the Oregon Public Health and Pharmacy Formulary Advisory Committee further expanded pharmacists’ prescribing authority in the state. The new formulary contains postdiagnostic items, such as diabetic testing supplies, epinephrine autoinjectors, albuterol inhalers, rapid strep tests and spacers for inhalers, among other items. Pharmacists and others can suggest new items to be added to the formulary, and the committee can approve or reject them without going through the state legislature to expand the scope of practice.

August 2022 DRUGSTORENEWS.COM

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STATE

Play Rhode Island: OF

Pharmacists Address Social Issues B Y D E B B Y G A R B AT O

Rhode Island is rather restrictive regarding pharmacists’ scope of practice. Nevertheless, pharmacists are doing everything they can to address issues like unwanted pregnancy, opioid-use disorder, chronic disease management and health care for underserved populations. A decade ago, Rhode Island passed the first “statewide collaborative practice agreement,” allowing pharmacists to accept prescribing authority delegated to them by physicians. Under a federal grant, this is allowing University of Rhode Island College of Pharmacy researchers to study pharmacists’ collaborative role in managing patients for opioid use disorder at six pharmacies. Nineteen specially trained pharmacists interview patients, take medical histories, make opioid withdrawal assessments, test for the presence of various drugs and dispense buprenorphine, said Jeffrey Bratberg, clinical professor at the University of Rhode Island College of Pharmacy and who works closely with the Rhode Island Department of Health. “We do everything a physician would do so people receive care.” In June, the first federally funded pilot COVID-19 test-to-treat center was launched at Clinica Esperanza in Providence. It serves uninsured people, including undocumented immigrants. “It’s a hugely underserved community,” said Chris Federico, president of the Warwick-based Rhode Island Pharmacists Association, or RIPA. “Many patients would otherwise burden the system.” Federico said he hopes to use the treatment model to address other conditions. Rhode Island has an unplanned pregnancy rate of 20%, Bratberg said. For several years, pharmacists and RIPA have supported a bill that would let them prescribe, dispense and receive service reimbursement for FDAapproved hormonal contraceptives. The bill passed the House in March. But when the Senate convened on June 23, it was not considered for a vote — ironically, this was the day before the U.S. Supreme Court voted to overturn Roe v. Wade. Bratberg and Federico are not entirely sure why the bill failed and whether the Roe v. Wade decision was influential. Rhode Island has long supported reproductive freedom and is one of 14 states (plus Washington, D.C.) with laws protecting abortion rights. The contraceptive bill was strongly supported by the American College of Obstetrics & Gynecology and the Rhode Island Medical Society. “We were optimistic,” Federico said. “Now we’ll work on collaborating with bill sponsors for next year.”

SCOPE OF PRACTICE •

•

In 2007, Rhode Island pharmacists gained authority to administer vaccinations. Pharmacy students also can provide them after one year of education, as can pharmacy technicians; and In 2021, Senate Bill 0879A authorized pharmacists’ administration of adult immunizations and medications approved by the Department of Health in consultation with the board of pharmacy pursuant to a valid prescription or physician-approved protocol. Medications have not yet been specified.

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STATE

Play Washington: OF

43 Years of Comprehensive Services B Y D E B B Y G A R B AT O

In 1979, the United States was shaken by several tumultuous events. But Washington state had some bright spots: The Seattle SuperSonics won the NBA Championship against the Washington Bullets, and pharmacists became highly essential healthcare providers, with far more authority than out-of-state colleagues. Pharmacy practice was redefined, making the Evergreen State the first to let pharmacists prescribe oral contraceptives and other narcotic and non-narcotic drugs under collaborative drug therapy, or CDTA, physician agreements. This revised Practice Act also permits direct administration of drugs, drug use monitoring/management and ordering, and reviewing and using lab tests to adjust medication levels. Another first came in 1994, when Washington pharmacists became authorized to provide vaccinations. Prior to COVID-19, it was one of just three states allowing pharmacy technicians to perform this function, which frees up pharmacists’ time. “Pharmacists in many states do similar things,” said Jennifer L. Bacci, a Washington State Pharmacy Association board member and associate professor at the University of Washington School of Pharmacy. “What’s unique is the length of time our pharmacists have been able to perform these functions.” Additional training is not required. “It’s up to pharmacists and their abilities and experience to determine the scope,” Bacci said. “Our political environment acknowledges pharmacists and laws give us broad authority.” Another milestone was the May 2015 passing of ESSB 5557, putting pharmacists’ services on par with those of other healthcare providers and mandating reimbursement by health insurance networks. Elsewhere, this has been a barrier to pharmacies augmenting services. “Pharmacists are passionate about serving patients,” said Belawoe Akwakoku, state government affairs manager at NACDS. “Some independents closed because revenue and payment weren’t there. There were 20,000 U.S. community pharmacies two years ago; now there’s 19,000.” Independent pharmacies have been most aggressive about broadening services. “They tend to be nimble and responsive to local need,” Bacci said. At the Yakima Valley Farm Workers Clinic’s 40 Washington and Oregon locations, on-site pharmacists provide many services. Patients include some of Washington’s estimated 187,000 seasonal agricultural workers, according to the Washington State Department of Commerce. Kroger’s Fred Meyer and

QFC banners have broadened offerings, too. Pharmacists also practice in the sparsely populated Cascade Mountain area where there are few doctors, Bacci said. Pharmacists also serve immigrants, which comprise 14% of Washington’s population of 6.9 million, according to NationalPopularVote.com. Among immigrants, 23% are undocumented.

SCOPE OF PRACTICE •

•

Under a revised Practice Act (1979), Washington became the first state in which pharmacists could prescribe oral contraceptives and other narcotic and non-narcotic drugs under collaborative drug therapy agreements with doctors. This ruling also lets pharmacists directly administer and manage medication regimens, and use lab tests to adjust drug therapies; Washington became the first state in which pharmacists could provide vaccinations (1994) under collaborative agreements with doctors. Prior to COVID-19, it was also one of just three states that also allowed pharmacy technicians to do this. (The other two were Rhode Island and Idaho.); In April 2020, the Washington State Pharmacy Quality Assurance Commission adopted Chapter 246945 of the Washington Administrative Code, thus rewriting the rules for pharmacists. Practice standards spanning 30 chapters now comprise one. New rules modernize outdated practices, eliminate redundancies and allow for professional judgment while prioritizing outcomes, patient safety and access to quality care; Passing of ESSB 5557 (May 2015) mandated that pharmacists be reimbursed by health insurance networks, putting them on even keel with other healthcare providers; and Pharmacists can dispense naloxone without a prescription.

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Multicultural Moves Hydration needs are on the rise for curly, textured tresses By Gisselle Gaitan

No matter the hair type, keeping tresses hydrated and moisturized is a hot topic of conversation for consumers of all ages and genders. Though it’s worth mentioning that those who find themselves with curly, textured, coily or multicultural hair are constantly on the lookout for products that cater to a specific set of needs that differ from those with traditionally straight hair. Several brands with products targeting women of color and multicultural hair types have made waves on retail shelves throughout the years. Although these brands have developed products to help consumers wear their hair naturally, not since

the COVID-19 pandemic has there been a demand for cleaner products for consumers to build their hair strength healthily and wear their hair in natural styles. According to an analysis by Nielsen, 41% of African American women surveyed stated that the pandemic prompted significant changes to their hair styling and maintenance regimens. Some of these changes include a newfound preference for natural beauty and DIY self-care, as well as discovering an entirely new world of products that are specifically geared toward at-home needs, according to the analysis. “Clean ingredients are an expectation of the Black consumer and

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74% claim to have it relaxed/texturized and 66% claim to have worn a protective style within the past 12 months, signaling a change in styling and maintenance. A change in styling and maintenance needs also has prompted the emergence of new brands in this space, including Bread Beauty Supply and Prose, and forced several other long-standing brands to adapt their product range to meet these cleaner standards that consumers now demand. “When it comes to the demand for cleaner products, that expectation was present prior to the pandemic and continues to increase over time,” said Erika Taylor, senior director of innovation and new product development at Mielle Organics. “The search for clean beauty started amongst naturally curly and textured hair consumers as they started moving away from relaxers in the early 2000s. We expect the demand for clean beauty to continue on this trajectory, and it remains a top priority for Mielle.”

41%

of African American women surveyed stated that the COVID-19 pandemic prompted significant changes to their hair styling and maintenance regimens. Source: Nielsen

not an exception, especially amongst the Gen Z consumer,” said Carol’s Daughter brand team. “Overall, we saw consumer usage increase versus pre-pandemic, as well as a significant increase in consumers wearing their hair natural. These work hand in hand; natural hair typically requires more maintenance and care.” In addition, consumer research from Carol’s Daughter found that 80% of people claim to wear their hair naturally,

The search for clean beauty started amongst naturally curly and textured hair consumers as they started moving away from relaxers in the early 2000s. — Erika Taylor, senior director of innovation and new product development, Mielle Organics Unlike consumers with typically straight hair, those with tresses who fall under the multicultural category have different needs. The way oil naturally flows from the scalp to ends varies greatly, so these consumers have to search for products — including shampoos, conditioners and styling gels — that help hair retain moisture. “Products formulated for naturally curly or textured hair are different from those formulated for straight hair, primarily because oil naturally flows from the scalp to our ends,” Taylor said. “In straight hair, there is nothing compromising this flow, making it easier to retain moisture, at times to the point of excess resulting in oiliness. Conversely, in curly and coily hair, the oil flowing from the scalp typically gets stuck in the bends of the hair, trapping the oil and preventing it from ever reaching the ends.” This means brands have to turn to natural ingredients such as shea butter, avocado oil and aloe leaf juice, among others, to ensure hair stays hydrated for as long as possible since textured hair can be naturally susceptible to dryness and breakage. “For this reason, it is critical that those with naturally curly hair use products created specifically for hydration, strength and damage repair,” Taylor said. Other key ingredients for curly hair include castor oil and black seed oil, which can help make hair easier to detangle so there is less breakage and hair is able to keep its length, the Carol’s Daughter team said. Although there isn’t a one-size-fits-all remedy for helping textured hair retain its moisture, opting for products that are free of harmful and harsh ingredients, including parabens, petrolatum, mineral oil, sulfates or DMDM is a start. “Clean ingredients are a must-have for the Black consumer. They expect clean products and product efficacy is very important to consumers, and we strive to develop products that address both,” Carol’s Daughter’s team said. “Textured/curly/coily hair consumers should seek out ingredients that have strong moisture-retaining properties.”

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Clean ingredients are an expectation of the Black consumer and not an exception, especially amongst the Gen Z consumer.

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Having to use ingredients that are as clean as possible for many consumers could signal a significant price increase, but Mielle Organics’s CEO and founder Monique Rodriguez strives to provide consumers with a premium experience at an affordable price. A large part of this includes finding out what consumers want. The company does this by using social media to interact with consumers and learn about their hair care needs. Rodriguez not only responds to comments but goes as far as attending consumer events to have face-to-face interactions with shoppers to find out what is on their minds. Finding out what consumers are on the search for has helped the brand curate its line of offerings, which feature tropical and natural ingredients that tackle simple hair care concerns. “We achieve this by formulating our products with a balance of exotic and food-grade ingredients,” Taylor said. “This approach allows us to solve for issues like dryness, breakage and scalp distress with collections like Mielle’s Pomegranate & Honey line for extremely curly dry hair, or our universal Rosemary Mint collection for flourishing hair and scalp.” Clearly, there is not a one-size-fits-all remedy or solution when it comes to addressing the hydration needs of multicultural hair, but learning where to start and what ingredients to look for can be a great place to begin. “Our approach to innovation is a combination of correcting damage unique to natural hair while supporting our consumers’ style goals,” Taylor said. dsn

SRP: $5.97 each Avocado Hydrating Shampoo helps reduce breakage and minimize frizz while also keeping tresses nourished and smooth. Avocado Hydrating Conditioner contains a shea butter formula, avocado oil and vitamin E to soften strands and enhance the hair’s natural shine. Designed to repair dry and brittle hair, the shampoo and conditioner are ideal for those with curly, coily and wavy hair.

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SRP: $20 for 8 oz. and $11 for 4 oz. An ultralight styling foam that delivers weightless volume and touchable hold to curls and coils, Pattern’s Curl Mousse features a flake-free formula. It contains marshmallow root and castor oil to maintain softness and smoothness, is quick-drying and can be applied to wet or dry hair to set desired styles.

Urban Hydration Moisturize & Grow Aloe Vera & Cucumber Leavein Spray Conditioner

SRP: $8.99 Suitable to help detangle hair, Urban Hydration’s leave-in spray conditioner contains aloe vera to help hydrate and leave behind a smooth and enhanced shine. Made to not weigh down tresses or leave behind a greasy feel or appearance, it also contains cucumber extract to hydrate the scalp, help prevent dandruff and promote growth.

Creme of Nature Pure Honey Hair Food 24-Hour Nourishing Cream Oil

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Grooming, Man! Men’s grooming sales are on the uptick, but mass marketers need to fine-tune messages to halt migration of younger shoppers to online How to market men’s grooming is a conundrum that has long held back mass market retailers and brands from achieving the category’s full promise. The challenge is reaching key decision makers in a channel where females are the primary shoppers. According to Forbes, women control or influence 85% of consumer spending and account for about 50% of products typically used by men. Retailers trying to nab a bigger share of men’s grooming are at a crossroads: Should they build bigger men’s departments or integrate the flurry of new men’s products into existing planograms? Another option is to tailor each store’s planogram based on shopping habits — especially based on market demographics (see sidebar). Compounding the puzzle is the emergence of nongender-specific personal care, a trend that could spark a total overhaul of retail shelves. Leading Chains Building Men’s Departments Rite Aid, CVS Health and Target already show support for a “man cave” approach with clearly defined men’s areas. To offer choices to male shoppers,

CVS and Target developed men’s private labels: CVS’ Goodline Grooming Co., and Goodfellow & Co. at Target. The latter encompasses beauty and fashion. Brands such as Duke Cannon Supply, Jack Black and a U.K.-based line aptly called Balls squarely pitch their items at guys. Getting the message right is paramount as mass market retailers strive to keep their dominance in a business on a growth trajectory. Global sales of men’s grooming products are on track to surpass $78.5 billion by 2025, according to Grand View Research, a compound growth rate pegged at 5.2%. “Rising consciousness of beauty among men” is cited as the factor driving the gains. Pharmacies currently dominate sales, although e-commerce is expanding fast, the research firm said. But physical doors still have the competitive advantage of allowing shoppers to experience products before buying. Many brands favor men-centric marketing. “My POV still is [that] most men’s grooming products are purchased by men,” said Steven Yde, division vice president of marketing at Wahl Clipper. “I agree that females in married households [which often skew older] tend to purchase the male products more often. But I would also say about one-half of those purchases are what we call ‘directed purchases,’ explaining that females follow male’s direction of what to buy. Wahl focuses on men for its appliances and tries to strike a balance in “wet” products, such as beard and hair care, where the goal is to offer scents attractive to males and females.

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Global sales of men’s grooming products are on track to surpass

$78.5 BILLION

by 2025, a compound growth rate pegged at

5.2%

Source: Grand View Research Okay Pure Naturals just released a new men’s shaving collection of barber-approved items consisting of a post-shave liquid, an aftershave balm, an aftershave gel and nonfoaming gel. The male shopper is Okay’s prime target for the new line. But the company noted that women already know the brand from its hair and skin items. “Men are doing more shopping for themselves these days,” said Juan Morillo, spokesman for Okay Pure Naturals. “Many men are single and have no choice but to purchase on their own. I feel that retailers need to carve out a place for men in their skin care ranges.” Cardon, a cactus-based personal care brand tapping Korean beauty technology, is expanding beyond direct-to-consumer to physical doors. The range targets male-specific skin care needs such as redness from shaving, according to company founder and CEO Narae Chung. “Our male customers shop for products for themselves,” Chung said. “They want to have good skin and are interested in learning more about skin care, but they want to minimize efforts to find the right products for them, given there are a lot of other things going on in their life.” The brand, which touts its simplified regimen, has gained interest from exposure in magazines and social sites, said Chung, who sees big potential in men’s skin care. “Twenty percent of our

Cactus-based personal care brand Cardon is expanding beyond direct-to-consumer to physical doors.

customers said that they never used skin care before in their life. The men’s skin care market in the U.S. is at a tipping point of exponential growth.” Retailers’ game plan is to leverage the strength of legendary brands such as Old Spice Deodorants (which ranks No. 10 in the top beauty brands in drug stores, per IRI) and Just For Men’s hair coloring (No. 17) while courting younger shoppers with new, edgier items. It will take a fresh approach to halt the migration of men to online brands, especially Gen Z and Generation Alpha (those born between 2010 and 2025). Raised with the internet and social sites, these cohorts like to do their own research and gravitate toward buying online or from apps, according to research from Wonderman Thompson, an advertising and marketing firm. TikTok, according to Mintel Research, is where more than 50% of Gen Z men get beauty information. Influencers are even launching their own brands. A case in point is Selfless by Hyram, the skin care line launched by Hyram Yarbro, at the request of his 6.3 million TikTok followers. Selfless is for men and women and represents a movement to genderless products. Harry Styles’ new Pleasing, Machine Gun Kelly’s Un/Dn LAQR, Edgewell’s Fieldtrip and Urban Hydration are just a few examples of debuts with nongender-specific positions. Psyche Terry, CEO of Urban Hydration, makes a commitment to products designed for all. “We’ve created products with labels and fragrances that are inclusive and appeal to greater audiences because we feel men are indeed increasing their traffic in personal care.” Searches for genderless products are up over the past year, according to First & First Consulting. Men are 2.4 times more likely to say they prefer gender-neutral or unisex skin care products to more masculine products. They also are 2.5 times more likely to say they don’t mind if products they buy are marketed to women, First & First said. dsn

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Age Matters In an informal poll, women over age 40 predominantly buy for male shoppers. The under 40 is a mixture of men deciding what they want, women in their lives buying for them and those who only want to make their own selections. Younger cohorts, Gen Z and the Alpha Generation, said they select their own products — often online. “The men in my life use what I buy them,” said one 50-plus-yearold woman. “My husband prefers I pick things out for him,” said a 64-yearold female. “I don’t think he has purchased anything like that for himself since I threw out his Right Guard and Hai Karate in 1975.”

Blurring the Boundaries:

Genderless Launches Abound Men are taking better care of their skin and hair, according to a report from Kantar called “Finding the Future.” “With all things nonbinary on the rise, companies have responded and are featuring nonbinary models,” the report said. Here are recent genderless launches.

Edgewell Fieldtrip: The company unveiled a Gen Z-focused gender inclusive, sustainable skin care brand called Fieldtrip. “We’re so excited to bring Fieldtrip to the market to offer younger generations a brand that not only delivers on their skin care expectations but also aligns with their core personal values,” said Gabrielle DeLatin, head of marketing for grooming at Edgewell. “Gen Z consumers expect more than just functional benefits. They seek out brands that are socially responsible and sustainable, offer clean formulations that perform as advertised, and are transparent throughout. This way of thinking really aligned with our core values and inspired Fieldtrip’s launch. Equally important was being able to offer clean, effective products at an affordable price to ensure the line is accessible to all,” she said. All seven of the products retail for under $25. Urban Hydration Castor & Shea Face Wash:

Generation Z means more than just an age, said Psyche Terry, CEO of the brand now sold in retailers including Ulta Beauty, Target, Walgreens, CVS and Sally Beauty. “The ‘gen’ in Gen Z stands for genderless labels,” Terry said. Products such as its Castor & Shea Face Wash ($9.99) sport labels and fragrances that appeal to a greater audience, Terry said.

Ask a 30-yearold, however, and responsibility shifts. “I encouraged [my fiancé] to use a moisturizer and SPF, but he chooses his products based on personal preference.” Younger males, raised on the internet, turn to online research, influencers and friends.

Intimate Men’s Grooming Brand Balls: U.K. import Balls is

entering the U.S. grooming market with a $79 trimmer. Following the trimmer product will be a full range of lotions, washes and replacement blades.

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11,000 seniors age into Medicare every day. If you don’t help them navigate Medicare’s complexity, your competition will. Last year 44% of seniors shopped for new Medicare coverage*, putting them at risk of switching pharmacies to save on copays and premiums. Partner with eHealth today to retain your Medicare customers with our best-in-class turnkey solutions for pharmacies.

Co-branded quoting and enrollment website highlighting Medicare plans where your pharmacy is preferred.

In-store collateral ll to support Medicare customer retention.

Direct marketing campaigns targeted at your patients to reach them at home.

Visit www.ehealth.how/dsn to get started or learn more. *Deft Research, 2021 Medicare Shopping and Switching Study eHealthMedicare.com is a non-government website operated by eHealthInsurance Services, Inc., a licensed health insurance agency that sells Medicare products and does business as eHealth. In NY and OK, we do business as eHealthInsurance Agency. eHealthMedicare.com and eHealth are not affiliated or connected with Medicare or any other government program or agency. eHealth offers plans from a number of insurance companies. This ad solicits insurance prospects for eHealth.

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NACDS TOTAL STORE EXPO

Product Showcase A look at what’s to come at NACDS Total Store Expo 2022 By The Editors

In August, the National Association of Chain Drug Stores will bring together retailers and suppliers in the health-and-wellness space for its Total Store Expo. Taking place Aug. 27 to 29 in Boston, the show is attended by industry decision makers and provides an opportunity to discover new and innovative products, technology and services. Here, we show a sample some of companies that will be showcasing exciting new products and services at the annual event.

Liquid I.V. Booth #2317 Liquid I.V. is launching two new flavors in 2022 for its core product, Hydration Multiplier: Tropical Punch and Concord Grape. In addition, the El Segundo, Calif.-based company is releasing a tart green apple flavor in its Hydration+ Powdered Probiotic Kombucha line. Hydration Multiplier is a non-GMO electrolyte

drink mix that utilizes Cellular Transport Technology, or CTT, to hydrate two times faster and more efficiently than water alone, the company said. According to the company, CTT, which is used in all of its products, is designed to enhance rapid absorption of water and other key ingredients into the bloodstream. Free of any artificial ingredients, Hydration Multiplier contains three times the electrolytes of traditional sports drinks, essential B vitamins and vitamin C. The mission-based company has donated more

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ASC 6ReasonsAd DSN.qxp 1/18/22 1:25 PM Page 1

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than 24 million servings to people in need around the globe as part of its one-to-one program, Giveback Mission to Change the World.

Reserveage Beauty Booth #2313 A category first, Reserveage Beauty says it has cracked the code for a resveratrol gummy, aimed at providing antioxidant and cardiovascular support in a delicious format. It’s one of three new gummy products that are a line extension of the company’s No. 1 best sellers. According to the company, the pectin-based gummies deliver clinically studied dosages of these powerhouse beauty ingredients. The Keratin with Biotin Gummy helps to promote strong, thick hair. The Collagen Builder Gummy uses a dermaval collagen with astaxanthin to support skin and joints. The gummies are low in sugar and are free of artificial colors or flavors. The Boca Raton, Fla.-based company said it believes in the “beauty from the inside out” trend and has leaned into the topical skin care category. The company added that its collection is the perfect complement to its line of collagen-building supplements. Reserveage Beauty – Skincare is a line of four creams designed to address the most visible areas of skin on a woman’s body — the face, eyes, neck and décolleté, and hands and feet — using a proprietary technology for microencapsulated copper peptides because copper induces the formation of collagen. The cruelty-free skin care line is dermatologist-tested, and paraben and sulfate free.

Boiron Booth #131 The latest addition to Boiron’s Arnicare line of arnica-based pain relievers is Arnicare Arthritis Cream, aimed at temporarily relieving minor joint and muscle pain and stiffness due to arthritis, injuries, overexertion, falls and repetitive motions. The cream joins the homeopathic medicine leader’s line of popular topicals, oral pellets and tablets. The fragrance-free cream utilizes Arnica montana, a mountain daisy used traditionally for muscle pain, stiffness and bruising, alongside Harpagophytum, or devil’s claw, which is believed to relieve joint discomfort and stiffness associated with arthritis pain. The cream-gel formula, which comes in a 2.5-oz. tube, absorbs quickly and is suitable for use on all joints for adults and children age 12 years old and older. The Newtown Square, Pa.-based company also launched a new sleep and stress line, featuring a blend of plant-based active ingredients to help relieve symptoms of occasional stress or sleeplessness. StressCalm and SleepCalm are non habit-forming and formulated without melatonin to restore the balance of nighttime and daytime states in the body, rather than masking symptoms with a substance that induces drowsiness. The unflavored melt away tablets dissolve in the mouth without food or water, and are free of artificial sweeteners, flavors, colors or preservatives.

The Relief Products Booth #1361 The Relief Products, or TRP, has been specializing in over-the-counter homeopathic medicine for 34 years and continues to formulate products across a variety of categories, including eye and ear care, cough-cold, digestive health and pain management. All TRP products are manufactured in accordance with FDA guidelines and Certified Good Manufacturing Practices. The company’s latest innovation is its Natural Eyes eye care line, which uses plant- and mineral-based ingredients to stimulate the body’s healing response. These offerings reflect TRP’s continued dedication to promote eye health with products that are clean, simple and naturally formulated

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Delivering evidenced-based drug information anchored in a person-centric experience.

Elsevier’s person-centered medication education brings health information into everyday life by fostering inclusivity, increasing understanding and engages people to manage their health. Experience the difference with a person-centric approach to medication education.

Learn more: elsevier.com/person-centered-medication-education

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— providing a soothing approach to over-thecounter eye care treatment, the company said. Natural Eyes products contain 100% natural active ingredients, have no known side effects or interactions, and are safe for adults and children aged 2 years old and older.

such as peach, papaya, mango, lime and vanilla. The bath and body collection features ingredients that help remove dead skin cells, unclog pores, prevent butt acne and “bacne,” and help renew skin cells with more strength and elasticity, the company said.

Garden House USA Booth #1339

Urban Hydration Booth #131 Frisco, Texas-based Urban Hydration is now tackling care from head to toe by creating an entire clean beauty arsenal for its customers. The Black-owned personal care brand has launched hair care and bath and body collections based on customer research. The company found that one of the most important concerns of its customers is hair loss, which led the company to create its new Aloe & Cucumber and Lemon & Honey hair care collections. These two hair care lines include ingredients to deeply moisturize and help reduce oxidative damage and inflammation on the scalp and skin. The products also contain antibacterial and antifungal properties to keep the scalp healthy. Urban Hydration also sought to address another concern for its customers: moms over the age of 25 whose bodies aren’t producing as much collagen as they did before. The company’s fruit-based skin care formulas are packed with vitamin C and collagen-producing ingredients,

Garden House USA, a subsidiary of Megalabs and makers of Prunelax, has expanded its natural laxative product line with gummies. The new delivery format joins a variety of Prunelax products that includes tablets, teas, liquids and jams for consumers who seek alternatives to pills for laxatives. Prunelax Gummies feature the natural active ingredients dried senna and prune fruit extracts, which relieve occasional constipation and help maintain bowel regularity. Intended for overnight natural relief, the gummies work in as little as eight hours. Prunelax Gummies, specially formulated by Garden House USA, are vegan, gluten free and made with natural flavors and colorants. The product offers a new taste and texture option for the brand’s popular lineup of laxative supplements and is safe for adults and children as young as 4 years old. Prunelax is one of the top natural solutions for digestive disorders in Latin America. The brand recently expanded into Canada, completing the company’s North American expansion.

Piping Rock Health Products Booth #2238 Piping Rock brand Nature’s Truth has unveiled a new look for its line of gummy vitamins. Because gummy vitamins are the No. 1 sales and growth contributor to total vitamins, generating 25% of all sales in the category,

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as well as nearly 40% of all vitamin growth, according to Nielsen, Nature’s Truth is focusing on the customer-favorite line for the refresh. The new shrink sleeve labels, which will hit store shelves this fall, showcase eye-catching colors, enhanced callouts and enticing flavor descriptions. The tamper-proof seal offers an added measure of protection while supplying more real estate for clear-cut messaging.

Bausch + Lomb Booth #644 Bausch + Lomb Biotrue Hydration Plus MultiPurpose Solution, formulated with bio-inspired ingredients, provides more moisture to lenses. Inspired by the biology of the eye, Biotrue Hydration Plus contains 25% more hyaluronan, or HA, a moisturizer found naturally in tears to help keep more moisture on contact lenses, and matches the pH of healthy tears, the company said. The product contains a combination of ingredients informed by the Tear Film and Ocular Surface Society’s DEWS II report, including potassium, an electrolyte found naturally in tears, that plays an important role in ocular surface homeostasis, as well as erythritol, an antioxidant that protects HA against free radicals and also helps maintain ocular surface homeostasis. Revive Custom Soft Contact Lenses is a family of customizable soft contact lenses that come in spherical, toric, multifocal and multifocal toric options. The line is designed to meet the vision needs of more patients, including those with high or unique prescriptions. Made with a non-ionic material that allows for lenses to be worn daily for up to three months, the line is available for frequent or planned replacement modalities.

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Owen Mumford Booth #1459 Because people with diabetes are continually looking for ways to improve the injection therapy experience, and doctors and pharmacists want to improve patient adherence, Owen Mumford developed the Unifine Ultra home use pen needle as a one-of-a-kind product that is designed to make the injection experience smooth from beginning to end. The needle is ergonomically constructed for ease of use, including a flat base to help improve skin contact and a large hub design to aid with grip and handling. It also incorporates SafeControl Technology, which is a lock-out feature that secures both ends of the needle.

Amici Pharmaceuticals Booth #1600 Based in Melville, N.Y., Amici Pharmaceuticals focuses on acquiring and developing niche products via its network of development and manufacturing partners. With a portfolio that includes ophthalmic and oral solid products, Amici focuses on customer service, reliable supply and delivering quality products to the U.S. market. The company’s most recent launches include generic Zaroxolyn (metolazone tablets) and Haldol (haloperidol tablets).

Ascend Labs Booth #2423 Ascend Labs, based in Parsippany, N.J., recently was recognized with two DIANA awards at the HDA conference. Ascend has made many improvements amid the COVID19 period, including infrastructure upgrades and investments to improve capacity and product development, which the company said will support Ascend’s growth over the next decade.

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customized services for pharmacies, hospitals, health systems, laboratories and physicians’ offices worldwide. “Fueled by a relentless commitment to excellence, customer service and continual improvement, we offer a highly regulated supply chain, expert consulting and patient solutions that improve outcomes. As a trusted healthcare partner, Dublin, Ohio-based Cardinal Health offers a suite of innovative solutions that will allow you to expand your business, make more time for patients and improve health care in your community,” the company said. “When you need us, we’re here for you.”

The Compliance Team Camber Booth #715 Camber is rising to the challenges facing today’s marketplace with continuous supply, excellent customer service and an unwavering commitment to its partners and patients, the company said. Camber’s vertical manufacturing capabilities and facilities in both India and the United States ensure that it has a robust pipeline of raw materials (APIs, KSMs, etc.) to maintain an excellent supply of all products. Camber’s upcoming launches include a diversified portfolio of injectable products and other complex molecules, along with an expanding OTC product line. In addition to a comprehensive print and digital marketing program, the Piscataway, N.J.based Camber utilizes new product launch videos as a way to engage its customers and reinforce its brand identity.

Cardinal Health Booth #1251 Cardinal Health is a global, integrated healthcare services and products company, providing

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Booth #2123 Spring House, Pa.-based The Compliance Team’s Clinical Disease Management, or CDM, program, verifies and validates that your pharmacy meets or exceeds established quality standards for delivering focused, high-quality disease management. The goal is to improve operational excellence in the clinical practice of the pharmacy, saving payers and patients money, with an eye on increasing revenue. Under the CDM program, your pharmacy will establish goals for measurable outcomes around a defined group of patients and develop individualized action plans to achieve specific objectives. The program will help pharmacy staff identify tools and resources to enable pharmacists to continuously monitor their patients’ health status.

Knapp Booth #2331 Kennesaw, Ga.-based Knapp is a leader in retail pharmacy automation software and mechanization systems. The company focuses on seamless BOPIS services. Knapp’s intelligent omnichannel solutions are transforming pharmacy — from prescription fulfillment and distribution to point-ofsale and home delivery. A new level of customer convenience can be attained by combining Knapp’s fully automated in-store pharmacy system with its world-leading back-of-store micro-fulfillment system for retail. The system provides customers with 24/7 walk-up and drive-thru access to prescriptions, over-the-counter pharmacy items and groceries.

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Nature is the best ingredient

Natural Eyes by The Relief Products®. ™

TRP’s Natural Eyes™ satisfies our customers’ search for Natural Eye Care. Natural Eyes™ uses what nature provides to help your eyes Stay Healthy, Naturally®. Say goodbye to harsh chemicals and hello to refreshed, clear, and comfortable eyes with Natural Eyes™ the Natural Choice . Get Relief at: https://www.thereliefproducts.com/where-to-buy 888-969-6855

THE RELIEF PRODUCTS ®

Stay Healthy, Naturally.

FDA Disclaimer: Claims based on traditional homeopathic practice, not accepted medical evidence. Not FDA evaluated.

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streams and patient experiences into hyperdrive. With the industry’s most widely adopted billing-enabled EHR, OmniSYS has documentation, claim eligibility and reporting needs covered. OmniSYS is introducing a suite of new, purpose-built services for pharmacy. For example, imagine a pharmacy’s scheduler automatically populating clinical encounter data and point-of-care test results communicating themselves to the patient without your intervention within your existing workflow. That’s callable services at work. The result? Less clicks, accurate claim reimbursements, registry-ready documentation and better cashflow.

LifeLab Health Booth #2343 Based in Coconut Creek, Fla., LifeLab Health has been at the forefront of innovative products since it launched NuSyllium, a USDA-certified organic, GMO-free psyllium fiber that has expanded to four products. Recognizing the need for USDA-Organic Dark Honey certified cough syrups and metereddose throat sprays for the whole family, LifeLab introduced its HoneyWorks brand. Subsequent additions to the LifeLab Health family of brands include NuRelief Liquid Gas Relief and Antacid chewable tablets and BerryWorks Chewable Black Elderberry Tablets for kids and adults. LifeLab Health’s most recent innovation, NuFiber, a cornbased clear soluble prebiotic fiber, is available now. NuFiber will help retailers fill those digestive distribution voids and keep customers happy.

OmniSYS Booth #1409 Dallas-based OmniSYS specializes in smart solutions that put a pharmacy’s clinical revenue

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Hikma Pharmaceuticals USA Booth #404 Hikma helps to put better health within reach, every day. By creating high-quality medicines and making them accessible to the people who need them, Berkeley Heights, N.J.-based Hikma helps to shape a healthier world that enriches all of our communities, the company said. Hikma is a top 10 manufacturer of non-injectable generic medicines for the retail market, including oral medications, nasal sprays and inhalers. Additionally, Hikma is a growing player in the branded pharmaceutical market, currently offering Kloxxado (naloxone) Nasal Spray 8 mg and Mitigare (colchicine capsules). The company is preparing to launch Ryaltris (olopatadine hydrochloride and mometasone furoate) Nasal Spray for seasonal allergic rhinitis.

Lupin Pharmaceuticals Booth #1439 Lupin Pharmaceuticals is currently the third largest U.S. pharmaceutical company of unbranded and branded generics prescriptions dispensed (5.2% generic market share). Baltimore-based Lupin markets a total of 166 generic products and has established a leading position in the cephalosporin, ACE-inhibitor and cholesterol-reducing product categories. Lupin continues to strengthen its market presence by launching new products and expanding its pipeline to offer medications in new therapeutic areas such as dermatology, pediatrics, women’s health, inhalation

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Protect your medications and vaccines with precise temperature control

Each year, medications and vaccines ruined by accidental freezing or exposure accounts for millions of dollars in inventory loss. Follett high-performance refrigerators provide the confidence that comes with unmatched precision in temperature control. Our advanced ducted air-distribution system is coupled with a robust suite of features designed to monitor and protect your vulnerable products. Learn more of the benefits that only Follett refrigerators can provide at www.follettpharmacy.com

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and complex injectables. Lupin said its steadfast commitment to quality and reliability will position the company to consistently deliver high-quality products and ensure customer satisfaction for years to come.

reported more than 1 billion immunization events through its Immunization Intelligence Network, ensuring state and federal public health organizations had access to critical data needed to make population-level healthcare decisions. Whether your organization is looking for better data, new revenue streams or a well-established partner to help navigate the complexities of the healthcare ecosystem, STChealth is ready to lend a hand.

ScriptPro Booth #2531 ScriptPro, based in Mission, Kan., notes that with today’s challenges in staffing shortages and rising costs, its vial-filling and medication pouch packaging solutions are key to sustainable and profitable operations. A ScriptPro robot handles up to 60% of Rx filling, giving pharmacists vital time to focus on patients and business. ScriptPro has been providing pharmacy automation solutions for over 25 years.

STChealth Booth #2737 STChealth has provided vaccine intelligence to more than 65,000 pharmacy locations through the STC|ONE Clinical Services platform throughout the pandemic. In 2021, Phoenix-based STChealth

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UltiMed Booth BOOTH #2640 Excelsior, Minn.-based UltiMed, a leading manufacturer of injection devices for people and pets with diabetes and a world leader in safe sharps disposal, has launched a new mail-back disposal kit. The new product features the existing UltiGuard Safe Pack all-in-one solution that combines pen needles or insulin syringes with an FDA-cleared sharps container, and adds a prepaid, pre-addressed mail back for shipment of sharps to a medical waste treatment facility for proper destruction. The kit is available for purchase from all national pharmacy wholesalers.

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Uniweb

Vitry

Booth #2150

Booth #2839

Uniweb manufactures a complete line of American-made modular rooms, telehealth spaces, OTC and retail displays, RX fixtures and counters, locking units, check-out and queuing, and adjustable height workstations. Founded in 1970, Uniweb’s expertise is creating durable components that can easily be reconfigured and updated, giving your space the resources to grow as your sales demands change. Retailers will make better use of their space by re-imagining their approach and employing Uniweb’s more profitable, highdensity fixture line. Their seasoned designers will guide you through your new construction, relocation or renovation. Corona, Calif.-based Uniweb will design, craft, ship and install.

The Pro’Expert Nail Repair Care by Vitry is a concentrated care system that protects, nourishes and repairs soft, thin and split nails, the company said, resulting in nails that are stronger, more resistant and visibly more beautiful after two weeks. The nail care system features silicon to strengthen nails; plasticizer to promote adhesion, shine and hardness; celery root extract for resistance; and glycolic acid to help nails recover faster. The system comes with a rounded, extra-flat brush that molds perfectly to the shape of the nail, adapting to the width of the nail for easy, trace-free application, the company said. It can be used alone or as a base before nail polish. dsn

Outcomes, a Cardinal Health company Booth #1151 Rooted in the pharmacist-patient relationship, Outcomes, a Cardinal Health company, is a unified ecosystem that brings together patient engagement, clinical intervention and pharmacy workflow solutions. The company’s mission is to elevate pharmacy and revolutionize the healthcare journey through an integrated and multichannel experience for everyone.

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Vitry beauty expert since 1795 For over 200 years, several generations of highly qualified workers have taken great care to satisfy our brand’s customers through the elegance and irreproachable quality of our French manufacturing expertise. Manufacturer and distributor - Vitry is specialized in manicure and pedicure accessories and offers a “lifetime guarantee” to products such as tweezers, nail scissors and nail clippers in stainless steel. Vitry is constantly innovating and has over 25 patented or registered designs in its range, allowing the company to benefit from an international reputation. Vitry is also a specialist in gilding fine gold onto stainless steel. Vitry expanded its business by launching a cosmetics line complementary to the accessories one, in partnership with major laboratories that support the development of its formula. Thus, hand care, nail care and foot care lines meet the real needs of consumers worldwide. “La French Fab community is committed on sharing responsible good practices and industrial savoir-faire for more inclusive and competitive jobs in a protected environment.” (La French Fab, 2022)* Vitry is committed in providing quality products that reflect a high degree of excellence since 1795.

salesam@vitry.com vitry.com Vitry Paris

vitry_paris

Vitry will be at

RangeMe

booth 2839

*Business, F.(2022, July 21). La French Fab, The Fabulous French Industry! La French Fab, the Fabulous French industry! Retrieved July 31, 2022, from https://lafrench-fab.com

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HEALTH: FIRST AID

Innovation to the Rescue As first aid products see sales slump, manufacturers develop helpful new items By Nora Caley

Consumers are shopping for fewer first aid products, but that’s not due to a shift in cautious behavior. People are still injuring themselves, especially now that they are outside and engaging in more activities. Manufacturers pointed to several reasons for the sales decline, and are innovating to counteract the slump. “Last year, we saw more consumers shopping in the first aid category,” said Lauri Gosline, director of customer development and insights at Pleasant Prairie, Wis.-based Quest Products. “Driven by a cold spring, pantry loading in 2020 and 2021, and rising prices, the first aid segment has slowed down versus the prior two years.” Citing Nielsen figures, Gosline noted that in 2021 consumers purchased first aid products more frequently, purchased more units per trip and repeated purchases at a higher level than now. On the bright side, those declines are being offset by gains within nonantibiotics, tape and wraps, lice treatments and petroleum jelly. That trend is one of the main drivers behind the company’s development of Alocane Burn Spray. “Through our research, we learned that 41% of burn shoppers actually prefer a spray format,” Gosline said.

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According to Nielsen, in 2021, consumers purchased first aid products more frequently, purchased more units per trip and repeated purchases at a higher level than now.

While innovation can help spur sales, so can educating consumers. Quest offers the Ask Alocane chat line, which provides real-time advice for people who get burned during their summer activities, and includes information about which retailers carry products. Also helpful, Gosline said, is for manufacturers and retailers to offer information about the effectiveness of using first aid products after their expiration dates. Geolyn Gonzalez, vice president of sales and marketing at Total Resources International, said there is increased demand for certain first aid products due to increased safety regulations in work sites, as well as the continued need for at-home first aid kits. There has been a shift from traditional products to advanced wound care. “Products that stop the bleeding, accelerate skin and wound healing, and even prevent a doctor or hospital visit, are necessary to keep up with the active lifestyle of consumers,” she said. “It is apparent now more than ever that self-medication is not only our present, but the future of first aid.” This year TRI, which makes first aid kits, is launching SILVEX Antibacterial Wound Wash and Diabetic Care Kits. The kits are designed to

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#1 Doctor recommended brand for pain relief & fever reduction

Use product only as directed.

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HEALTH: FIRST AID

Nutricare Patch Natural Bamboo Bandages

Curad Kendra Dandy Bandage Variety Pack

SRP: $6.99 for a tube of 25 strips, $7.99 for a 10-pack of large bandages Bamboo fibers are eco-friendly but also safe for sensitive skin. Patch by Nutricare offers hypoallergenic wound care designed for people who get allergic reactions to other adhesive bandages, a sensitivity that the company said affects one of four people. The bamboo bandages, which are vegan friendly and cruelty free, are available in a range of latex-free strips, squares and rectangles.

Quest Alocane Burn Spray

SRP: $11.99 A new offering in the burn segment, Alocane Burn Spray uses 3.5-oz. Bag on Valve Technology, which allows for 100% use-up rate in a continuous spray, coupled with max FDA-allowed 4% lidocaine to relieve pain. Alocane Burn Spray also contains aloe to soothe and vitamin E to heal.

help treat foot and leg ulcers and manage wounds. In more routine care, consumers are looking for new forms of current items. “These new products often have a higher per unit selling price, which helps drive both top and bottom line growth for retailers,” said Doug Arnold, senior vice president of Kleen Test Products, which makes the newly rebranded The Pharma-C items. Among the company’s offerings are wet wipes, a convenient form of delivering witch hazel or hydrogen peroxide, two time-tested solutions that can be messy if applied with cotton balls. New from Kleen Test is a 100-ct. jar of 70% isopropyl alcohol pads for first aid use. Retailers should offer a balance of legacy products and innovative new items. “Consumers will always have a need for the products in this category,” Arnold said. “While they often turn to the tried-and-true products that have been around for generations, they are also looking for new solutions to their problems.” Another entry in the wipes category comes from Tec Labs, which makes Tecnu wipes and Licefreee lice products. The company launched Tecnu Detox Wipes, which are waterless and remove poison ivy and oak oil and other oily substances from skin. The wipes are portable, which is a big demand now. “During the pandemic people were staying closer to home, hiking, camping and gardening,” said Larry Burris, director of sales. “Now with higher gas prices, people are tending to stay closer to home.” dsn

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SRP: $6.99 For people looking for more style in their first aid, this bandage pack features exclusive, fashion-forward designs from renowned artist Kendra Dandy and Curad Flex-Fabric material that stretches for comfortable protection.

Tec Labs Tecnu Detox Wipes

SRP: $18.99 for a 12-pack Waterless Tecnu Detox Wipes are made of rayon derived from bamboo fiber, and they remove poison ivy and oak oil, pitch, tar and other oily substances from skin, equipment, tools, pets and more. The sooner one removes urushiol (rash-causing resin from poison ivy, oak and sumac) from skin with a poison ivy wipe, the better chance of avoiding a poison ivy rash. Tecnu Detox Wipes are individually wrapped, and no water is required.

Band-Aid Band-Aid Brand Sensitive Skin

3M Nexcare Duo Adhesive Gauze Pads

SRP: $5.99 for a 4-pack Nexcare has expanded its new Duo Adhesive line, which the brand launched last year. The bandages feature a flexible, breathable and water-resistant fabric bandage with a solvent-free, skin-friendly silicone adhesive that delivers all-day hold and pain-free removal without irritating the skin. The original line features bandages of traditional sizes for smaller cuts and scrapes, and the new Duo Adhesive Gauze Pads measuring 3 by 4 inches.

SRP: $5.79 for an assorted 20-count size pack or a 7-count extra-large pack These hypoallergenic bandages are designed to provide wound care for sensitive and eczemaprone skin. They utilize SensiLayer technology for painless removal of the bandage with no damage to the skin. The bandage is durable and stays in place for 24 hours even when wet, and is recommended for use after cleaning the wound with an antiseptic wash.

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THE FUTURE OF

FIRST AID

Advanced Wound Care from the FUTURE. SILVEX® Wound Wash is a breakthrough in nano silver technology for any first aid emergency. Use to treat minor injuries & inhibit the growth of MRSA & VRE, Staph & other bacteria. Safe for the entire family. WE GOT YOU: 1st & 2nd Degree Burns • Diabetic & Pressure Ulcers Post Surgical Wounds • Cuts & Lacerations Be Smart Get Prepared® | First Aid & Emergency Essentials besmartgetprepared.com | @besmartgetprepared sales@trikits.com | 1.888.771.7824

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HEALTH: SMOKING CESSATION

Up in Smoke Which smoking-cessation products really help smokers quit? By Taffel Sturgeon

Forty-four-year-old Joan Leigh has been smoking cigarettes most of her adult life and has been trying to quit recently. For years, she saw smoking as “cool,” emblematic of her engraved tin box where she stored her smokes. But middle age has crept up on her, and between coughing fits and her teenager’s constant entreaties, the idea of quitting is starting to gain sway. Cigarettes are used by nearly 38 million Americans, and smoking claims nearly half a million American lives each year — 1,300 a day — making tobacco use the leading cause of preventable disease and death in the United States. Not interested in becoming a statistic, Leigh turned to patches. This discreet transdermal solution delivers the addictive nicotine into her body while it prevents the assault on her lungs. She has also looked at CBD — a study in England gave smokers a CBD vaporizer to use when the urge struck to smoke tobacco cigarettes; those dozen smokers who used CBD smoked 40% fewer cigarettes compared to the placebo group over the course of a week.

Do E-cigs Work?

Smoking claims nearly

half a million

American lives each year —

1,300 a day. Source: CDC

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Other studies have investigated whether electronic cigarettes can help cigarette smokers quit. These e-cigs contain nicotine only (plus carrier oils, typically propylene glycol and glycerol). Researchers from Harvard and the UK conducted a meta-analysis of 50 studies representing more than 12,000 smokers. They focused on four studies with “moderate-certainty evidence” showing nicotine vapes led to an additional four per 100 smokers to quit, with effects lasting at least six months. Four out of 100 may not sound like a lot, but only 7.5 out of 100 smokers successfully quit every year, according to the Centers for Disease Control and Prevention. This is important work because healthcare providers and regulators remain uncertain if e-cigs can truly help smokers quit, and if they can do so safely. The FDA took aim at e-cig market leader Juul, which had 50% market share, and then on

August 2022 DRUGSTORENEWS.COM

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HEALTH: SMOKING CESSATION

July 6 suspended its order to stop the company from selling its vaping products pending a review. Juul would like to define its wares as a “switch” product — i.e., it helps switch consumers away from smoking tobacco with arguably a healthier alternative. The FDA and others, meanwhile, blame it for appealing to children — despite a ban on all smoking and vaping products for those under age 21. Other nicotine replacement therapy, or NRT, approaches include using nicotine gums and reducing tobacco use. A group of British researchers scanned the evidence base and found NRT reduced by half the number of cigarettes smoked daily. Adding talk therapy to the mix also significantly reduced the number of cigarettes smoked but had no effect on absolute cessation. Overall, however, the researchers concluded that the medical literature remains “inadequate” to make firm conclusions.

22nd Century Group VLN

SRP: $9 to $12, depending on tax These normal-looking cigarettes contain tobacco bred to have only 5% of the nicotine in traditional cigarettes. VLN had to go through clinical trials and testing by regulators to receive a “reduced-risk” tobacco product designation by the FDA. A national rollout is expected by the end of 2022.

Juul Juul Device

SRP: $9.99 It kind of looks like a computer memory stick, and in fact it comes with a USB charging dock to keep the vaporizer going. It’s so popular it had 50% market share of e-cigs — until the FDA began its aggressive crackdown on vapes, starting with flavors seen as appealing to children, and potentially the entire category. For now, though, the products are still available; evidence suggests e-cigs may be healthier and may help adults quit.

FDA Considers Low-nic Cigs Reducing the amount of tobacco in cigarettes is a new approach. On June 21, the FDA proposed a rule that would require tobacco companies to make cigarettes less addictive by cutting the amount of nicotine in them. The new standard could take many years to come to fruition, and it could be scrapped altogether as not all big tobacco companies are exactly on board. Yet one tobacco company, 22nd Century Group, is already test marketing in Chicago-area Circle K stores modifiedrelease tobacco products, or MRTP, that contain 95% less nicotine. “VLN from 22nd Century offers a new approach in this fight,” said John Miller, president of 22nd Century’s tobacco programs, “a tobacco cigarette that actually helps adult smokers reduce their nicotine consumption and smoke less.” For Leigh, the quest to quit continues. The health statistics are too hard to ignore. Yet so is the pull of nicotine. Patches remain her go-to solution for now. If nothing else, it helps her lungs, her breath smells better and there are fewer butts in the world. It helps her live on to fight another day. dsn

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GSK Nicorette Gum

Habitrol Nicotine Transdermal System Patch

SRP: $55/110 count Nicotine gum comes in two strengths, 2 mg and 4 mg. For those who like to wake and smoke, the larger dose is better. Gums are also sometimes used in conjunction with patches, with gum employed during cravings. It is also recommended to not eat or drink for 15 minutes before or during chewing. For best results, counsel customers to do the “chew and park” — bite down slowly, then hold it in between the cheek and gums for a good minute.

SRP: $119.99/56 patches (eight-week kit) For serious smokers, who inhale more than 10 cigarettes a day, this threestep patch system also includes a behavior support program self-help guide. The first step is a high dose of nicotine, used for four weeks. Step two lowers the dose for two weeks, and the third weans users to mild doses for an additional two weeks.

August 2022 DRUGSTORENEWS.COM

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LAST WORD

Retailers Retool Loyalty Efforts for New Era Strategies include tying into inflation and leveraging personalization By David Orgel

I once heard a retail expert remark that if you’re looking for loyalty, you should get a dog. That point made sense in the days when many retail loyalty programs looked similar and often ran into challenges generating loyalty. Lately, however, there’s reason to think a dog isn’t the only option. More food and drug retailers, such as Kroger, Giant Eagle and Rite Aid, have been taking unique approaches. Retailers are driving innovation in loyalty efforts amid fast changes in the economy, technology and customer behaviors. This raises the bar for all loyalty strategies.

Inflation as a Driver Inflationary periods are prime opportunities to attract customers to loyalty programs. Retailers are increasingly using messaging about savings as they recruit new customers into programs and deliver robust rewards. A case in point is Giant Eagle, which has rolled out a new pricing initiative that offers savings of up to 20% on more than 1,000 products. Intended for myPerks members, the lower prices are designed to help customers deal with price inflation and will be available at Giant Eagle’s supermarkets and Market District locations.

Personalization Power The ability to personalize loyalty offers for shoppers continues to advance for retailers. More, including Rite Aid, are going in this direction. The company recently replaced its old loyalty program with a new effort called Rite Aid Rewards. The new direction involves personalized offers and challenges, with the latter enabling opportunities for customers to earn even more points when they achieve purchase thresholds on favorite products.

Multilevel Efforts Many loyalty efforts have become multitiered, which may include both free and paid levels. The latter might be referred to as membership programs. Kroger’s new Boost program has two paid

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levels that enable faster turnarounds on deliveries, among other benefits. Albertsons, meanwhile, operates a relatively new free loyalty program, Albertsons for U, and an optional subscription service, Fresh Pass, that offers price breaks on deliveries and additional rewards.

Data Imperative

David Orgel is an award-winning business journalist, industry expert and speaker. He is the principal of David Orgel Consulting.

“This is a good time to review the field and reassess existing strategies for a new era.”

An increasingly essential element for loyalty programs is collecting accurate and comprehensive shopper-identified purchase data, said Gary Hawkins, CEO of the Center for Advancing Retail and Technology, or CART. Hawkins refers to a “shopper intelligence chasm,” in which “a handful of companies are collecting massive stores of shopper-identified data and using AI expert systems to power insights and action.”Which retailers are taking leadership roles? “Companies like Amazon and Kroger are positioned to leverage their data into accelerating performance,” he said.

Creative Opportunities Retailers have opportunities to take more creative approaches, and sometimes these are best accomplished via partnerships. As one example, Save Mart is tying into the electric vehicle trend by expanding its EVgo Advantage program in partnership with EVgo, the public fast-charging network. The program enables drivers to use promotions delivered from EVgo after a charging session is started. In another partnership example, The Fresh Market has unveiled its first-ever loyalty program, called the Ultimate Loyalty Experience, in an alliance with Inmar Intelligence. It will include unique regional and seasonal activations to help capitalize on important sales cycles. Retailers can pull ideas from a growing number of innovative loyalty initiatives. This is a good time to review the field and reassess existing strategies for a new era. Doing this well will lead to programs that resonate with shoppers and drive success for retail businesses. dsn

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