Countdown to McKesson ideaShare 2013: MiS to compile best thinking, new ideas for independent pharmacy

BY Michael Johnsen

LAS VEGAS — They call it “idea-share” for a reason. Attendees of this year’s McKesson ideaShare 2013 Conference, which will be held from June 26 through 30 at The Venetian Casino and Resort, will be exposed to some of the best thinking and new ideas for improving their independent pharmacy businesses. From topnotch speakers, continuing education sessions, hands-on workshops and business coaching seminars, McKesson ideaShare 2013 will offer independent pharmacy owners myriad opportunities to capitalize on today’s business climate.

This year’s McKesson ideaShare has been organized across four central themes that play out both in the programming, as well as on the exhibit floor: Better Business, aimed at improving owner profitability; Better Results for patient outcomes; Better Future as it relates to the practice of pharmacy as an industry, and Better Together, focusing on the merchandising and marketing services available through McKesson’s national Health Mart brand.

Headlining this year’s opening general session is best-selling author and futurist David Houle. Houle’s latest book, “The Future of Healthcare in America,” looks at the transformational changes going on today and what health care will look like in the years ahead. Drawing from this book, as well as his latest book, “Entering the Shift Age” — which lays out the dynamics that have shaped our world and will continue to reshape it for the next 20 years — Houle will deliver a keynote presentation to attendees on “The New Health Age and Emerging Pharmacy Trends."

Additionally, guest policy speaker Jon Kingsdale will headline the conference’s Public Policy Forum. As the managing director and co-founder of Wakely Consulting Group’s Boston office, and one of the nation’s leading consultants on healthcare legislation, including the Accountable Care Act (ACA) and the 2006 implementation of Massachusetts’ healthcare reform legislation, will discuss the real-world opportunities for independent pharmacy to take advantage of the changes coming under the ACA.

McKesson ideaShare 2013 also will offer attendees up to 30 hours of pharmacy continuing education — for more details, see the preview of key CE lessons at this year’s conference. According to a June 5th post on the McKesson ideaShare Facebook page, the five most popular CE programs based on total pre-registrants were:

  • Annual public policy forum;
  • Access to lives: How payer incentives are presenting an opportunity for community pharmacy;
  • Staying a click ahead: using digital marketing to connect to your consumers;
  • How successful pharmacy managers make it happen; and
  • Legislative and regulatory update.

In all, more than 200 exhibitors will line the exhibit floor. Highlights will include:

  • Better Business Pavilion – Special offers for McKesson ideaShare attendees through McKesson’s OneStop Generics program, which offers aggressive pricing on a special portfolio of more than 100 items; important BrandRx learning opportunities through Medicare Part B reimbursement changes and immunizations workshops;
  • Better Results Pavilion – New Clinical Services and the new Health Mart mobile app will help independent owners drive better outcomes for their patients;
  • Better Future Pavilion – Since 2007, McKesson’s RxOwnership program has helped more than 500 independent pharmacies start up a new business and 1,000 transfer ownership of the business to another independent operator. This year’s program also will offer personalized physician outreach demos; and
  • Better Together Pavilion – New Local Marketing Support services include the Marketing Hub and several new social media-based solutions. Attendees will also receive a free professional headshot for use in local marketing efforts. New store design and décor packages will also be on display, including the latest Health Mart store design.

McKesson will also host the Health Mart Annual Meeting at the show, which is open to all attendees, although pre-registration is required. This year, the focus will be on improving the consumer experience, creating stronger relationships within the healthcare space, and measuring a pharmacy’s impact on patient results and overall healthcare costs. McKesson’s Health Mart group, currently numbers more than 3,100 pharmacies, and has ranked highest in customer satisfaction in J.D. Power and Associates’ U.S. Pharmacy Study for three times in the last four years.

And families can once again take advantage of the Camp McKesson program, offering licensed child care and a full schedule of activities for children ages 3 years to 17 years.

For more information, or to register for McKesson ideaShare 2013, visit


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Which area of the industry do you think Amazon’s entry would shake up the most?

Award-winning McKesson Patient Relationship Solutions on display at McKesson ideaShare 2013

BY Antoinette Alexander

SCOTTSDALE, Ariz. — One of the greatest challenges facing the pharmaceutical industry today is medication non-adherence — a fact that has not gone unnoticed by McKesson.

A variety of pharmacy-based solutions, designed to help pharmacy owners drive better results both from a patient outcomes and a profitability standpoint by offering services that promote long-term adherence and opportunities for patients to enroll in clinical trials, will be on display for ideaShare attendees through McKesson’s Clinical Services network.

These types of services and solutions recently drew praise from the Center for Business Intelligence, which recognized McKesson Patient Relationship Solutions in April at its 12th Annual Patient Adherence and Support Summit. McKesson earned the Strategic Patient Adherence Award for its Pharmacy Intervention Program — Diabetes Platform.

“While the benefits of pharmacy-based, patient adherence support programs are recognized by patients, healthcare providers and manufacturers alike, the industry has struggled to implement successful models that scale across various pharmacy segments, largely due to disparate technology and the complexity of recruiting and training participants,” stated Stacey Irving, VP of strategic channel solutions for McKesson. “Our adherence and disease state knowledge, pharmacy relationships and proprietary coaching program make McKesson uniquely positioned to implement a pharmacy-based behavioral coaching program.”

The Strategic Patient Adherence Awards recognize excellence in adherence programs, acknowledging thought leaders who bring new solutions to the table to address the problem of non-adherence. The medication adherence programs awarded are proven to improve adherence rates, introduce innovative solutions to engage/motivate patients, or are breaking new ground in creating a scientific foundation for future adherence programs.

McKesson’s Pharmacy Intervention Program — Diabetes Platform is designed to expand patient access to one-on-one behavioral coaching from their retail pharmacists to improve medication adherence and ultimately achieve better patient health.

During the course of the targeted, face-to-face coaching sessions, which last for five minutes, pharmacists use open-ended questions to help patients identify their current barriers to success and their motivation for being adherent. These sessions help solidify a partnership between the patient and the pharmacist in order to develop a personalized plan for success as well as a follow-up session at the patient’s next prescription refill.

The Pharmacy Intervention Program found that patients who received face-to-face behavioral coaching showed significant adherence benefits across a variety of brands in the diabetes therapeutic class.

In fact, results from its diabetes portfolio of programs illustrated that patients who received face-to-face behavioral coaching showed an average of four incremental refills over 12 months, and adherence improved by 25%. These gains were achieved both through increased compliance (patients who received coaching returned earlier to fill their diabetes prescriptions) and persistence (patients who received coaching stayed on therapy longer). Furthermore, studies showed sustained adherence impact for these patients through the 18-month mark, demonstrating true health behavior change.

In the United States, adherence rates for chronic medications average only 50%, with one-third of all prescribed medications going unfilled. This lack of adherence not only accounts for 125,000 deaths annually in the United States, but also costs the global pharmaceutical industry an estimated $30 billion per year.


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Which area of the industry do you think Amazon’s entry would shake up the most?

Study: CPG companies might not be converting data into asset

BY Rebecca Haughey

NEW YORK — Consumer packaged goods companies have invested heavily in technology platforms to improve their trade promotion performance but may lack the talent or business proceeds to capitalize on those investments, according to a new study from Accenture.

Accenture’s Perfect Promotion Survey, based on interviews with 350 senior executives at large CPG companies, found that 61% of respondents believe their technology investments have produced a wealth of data that can help improve their trade promotion performance but they lack the talent needed to put the data to its most effective use and boost the return on their analytics investment. In fact, 1-in-5 executives (21%) admit that they trust their intuition more than the available data to make trade promotion-related decisions.

The study also reveals that CPG companies have changed their trade promotion investments since the start of the economic downturn in 2008. According to the study, 71% of CPG companies have increased their trade promotion spending in response to the economic downturn — 23% by more than one. Many executives participating in the study believe the additional investment has delivered additional value: 27% believe their return on investment, or ROI, has increased by more than a quarter since the downturn, while 16% believe that their ROI has declined.

Slightly more than half (53%) believe their company’s trade promotion performance is good, but could be improved. However, 28% believe it to be either “totally ineffective” or in need of significant improvement, and only 19% view their trade promotion performance as industry leading.

“The right approach to trade promotions is to blend leading edge technology with outstanding talent and make better use of predictive analytics and greater process integration across the business,” said Ed Stark, a managing director in Accenture’s Consumer Goods & Services practice. “In many cases, the heroic efforts of individuals in CPG companies can hide many of the failings of their trade promotion efforts, and the successes that are achieved often occur in spite of, not because of, the tools, talent and processes at their disposal.”

According to the survey, most respondents identify predictive analytics as a critical tool for improving trade promotion performance. More than half (54%) view predictive analytics as important or very important for companies seeking improvements in this area, and 56% rated predictive analytics as being very desirable or the most desirable way for their company to improve its trade promotion efforts. However, a significant number (24%) believe predictive analytics has limited importance. “We have detected a strong feeling that companies are not making the most of the data that their technology investments have generated, and, perhaps more worrisome, a large proportion of our survey respondents do not trust the data,” said Alex Kushnir, a managing director in Accenture’s Consumer Goods & Services practice.

Other key findings from the study included:

  • The volatile economic climate has encouraged two-thirds (66%) of CPG companies to switch more than one-quarter of their trade promotion spend to digital channels, and 20% expect to shift more than half of their trade promotion dollars to digital channels during 2013.
  • 28% identified closer collaboration with retailers as being crucial to improving their trade promotions initiatives.
  • 43% of CPG companies believe that greater integration is required between the business functions involved in the trade promotion process.
  • 66% would consider outsourcing all or part of their trade promotion process.
  • The same proportion (66%) would use outsourced talent to help analyze and help them better understand their data.
  • 55% would outsource to help leverage the data they have captured.


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s.roiz says:
Jun-18-2013 09:14 am

These educational programs are really helpful for teachers in their academic career, they can get a great exposures by participating and getting involved in such type of activities.. help with essay



Which area of the industry do you think Amazon’s entry would shake up the most?