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Cardinal’s acquisition of Kinray: A smart move

BY Jim Frederick

WHAT IT MEANS AND WHY IT’S IMPORTANT — One of the Big Three in pharmaceutical wholesaling is about to get a lot bigger.

(THE NEWS: Cardinal Health to acquire pharmaceutical distributor Kinray. For the full story, click here)

Cardinal Health revealed Thursday that it had struck a landmark deal to buy Kinray, the nation’s biggest independently owned drug distributor. The $1.3 billion buyout marks the end of Kinray’s remarkable 36-year run as a privately owned growth juggernaut, and a bonanza for its owner and CEO, the colorful and socially connected philanthropist and billionaire Stewart Rahr.

Beginning in the 1970s, Rahr built the Whitestone, N.Y.-based company from a small regional wholesaler doing less than $1 million in sales to a drug distribution and service powerhouse serving more than 2,000 independent drug stores, largely thanks to an obsessive commitment to personalized service, responsiveness to customer needs, high-tech order and fulfillment muscle, and rapid order turnaround. Kinray ships prescription and over-the-counter medicines, health and beauty aids and home health products to stores across the United States, but its real strength lies in its strong customer base in the Northeast, where it generates most of its more than $4.5 billion in annual revenues.

For Cardinal, winning Kinray may prove to be one of the smartest acquisitions every parlayed by a major wholesaler intent on national distribution strength. The merger will boost its core customer base to more than 7,000 independently owned drug stores, vastly adding to its scale vis-a-vis its two primary wholesale rivals, McKesson and AmerisourceBergen. Equally important, the addition of Kinray’s service network propels the company ahead in its efforts to diversify its customer base to include a healthy mix of independents, Medicine Shoppe and Medicap Pharmacy franchisees, and drug chains.

What remains to be seen, of course, is how much of Kinray’s service-obsessed culture works its way through into its new, larger owner. Cardinal also prides itself on customer service and rapid order turnaround, but Kinray’s close ties to its core independent pharmacy owners in the Northeast may have been unrivalled in all of drug wholesaling. Cardinal would do well to incorporate that personalized, you-can-pick-up-the-phone-anytime approach that Rahr always championed with Kinray’s customers.

Granted, applying that kind of personalized culture to the much bigger scale of Cardinal’s business model always will be challenging, but Cardinal chairman and CEO George Barrett appears to put a high premium on Kinray’s customer service standards, saying his company will work “to continue that tradition.”

The pharmacy owners who rely on Kinray also can expect some benefits. Among them: “branded pharmaceutical programs, inventory and pharmacy management tools, and Cardinal Health’s extensive generic drug program,” Barrett said.

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Supervalu EVP transitions to new role

BY Allison Cerra

MINNEAPOLIS — A 20-year veteran at Supervalu will become a senior counselor outside of the company for one year.

David Boehnen, who as EVP was responsible for legal, business development, real estate and store development, as well as government affairs, will leave his post at the retailer but will serve as a senior counselor for Supervalu president and CEO Craig Herkert for one year.

The change is effective Dec. 15.

 

“I have had a close relationship with Supervalu extending for many years, even before I joined the company in early 1991. I will reflect on it fondly as I move into the next phase of my career,” Boehnen said. “While I will no longer be involved in the day-to-day activities of the company, I look forward to working with Craig and the management team in my new capacity.”

 

 

With Boehnen’s new role, Todd Sheldon, group VP legal, will be promoted to SVP and general counsel, reporting to Andy Herring, EVP real estate, market development and legal.

 

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Walgreens inks deal with NRG Energy

BY Allison Cerra

DEERFIELD, Ill. In an effort to extend its environmental stewardship, Walgreens stores in the Houston area soon will feature high-powered rapid charging stations for electric vehicles for customer use, thanks to a new partnership with NRG Energy.

The initial rollout of NRG Energy’s eVgosm charging stations will include installation at 18 Walgreens locations, with the first charging station expected to be installed in February 2011. The partnership is part of the drug store chain’s sustainability efforts, Walgreens said. The eVgosm network, which also will include charging stations at public parking facilities, other retailers and work places in the Houston area, will help ensure anyone with an electric vehicle has a place to charge up within 25 miles of the Houston city center.

 

“Our neighborhood stores will be a great and convenient location for customers to recharge electric vehicles,” said Walgreens director of energy and sustainability Menno Enters. “This is another way we are providing our customers with an environmentally sustainable shopping experience, and it sets us apart as a retailer who is moving clean and green energy alternatives forward.”

 

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