Bigger than Band Aids: Revenue Building Opportunities In Wound Care - PDF document

10/10/2017 Bigger than Band ‐ Aids: Revenue ‐ Building Opportunities In Wound Care NCPA Annual Convention 2017 Jack Dunn RPh Les Krenk RPh Gabe Trahan, Senior Director NCPA Disclosure • Jack Dunn declares no conflicts of interest or financial interest in any product or service mentioned in this program, including grants, employment, gifts, stock holdings, and honoraria. • Les Krenk declares no conflicts of interest or financial interest in any product or service mentioned in this program, including grants, employment, gifts, stock holdings, and honoraria. • Gabe Trahan is the Senior Director of Store Operations and Marketing with NCPA. The conflict of interest was resolved by peer review of the slide content. 1

10/10/2017 Learning Objectives 1. Outline how to evaluate the wound care niche in your marketplace. 2. Analyze appropriate categories of products that you need to establish a comprehensive wound care section. 3. Discuss potential marketing targets and approaches for promoting and building the wound care market niche. Jasper Drug Store 2

10/10/2017 Jack Dunn and the Wound Care Bag! Wound Care Bag Wound cleanser for debriding  Simple saline ‐ for wound washing  Latex free gloves  2 ‐ different sizes of gauze  Gauze for debriding Wound  Wash Sterile alcohol pads  6 inch cotton tipped applicator  4 different tapes for application  a. 2 tapes for sensitive skin b. 2 tapes regular tape 3

10/10/2017 Wound Care Bag  Syringes of drug for debriding ( collegnease/urea formulation) 8x3 non ‐ adherent dressing  ABD pads  Tweezer  2 tape scissors  Glasses  Ruler  Sterile pads  3” x 4” non ‐ adherent pads  Wound Care Bag  Measurement tool  Camera / Iphone  List of Doctors and phone numbers 4

10/10/2017 Know your patient!  You need to do a through investigation of the patient i.e. Diseases, eating habits , drugs , vitamins.  Allow 20 minutes + ‐ for appointments  Ask how the wound occurred.  What stage is the wound in the process of healing.  What has the patient done for healing process. Know your patient!  Have the patient involved in the would process  Identification of the wound.  Alcohol, Smoker, liver disease, Diabetic, High blood pressure, High cholesterol, Nutritional deficiency? 5

10/10/2017 Questions to ask  How many meals do you eat in a day?  Did you know that proteins aid in healing?  Diabetic? Odor? Getting larger?  Is your wound getting redder?  How much sleep do you get in one night? Communication  Review the healing process of a wound.  Know what part of the process you are treating.  Know what drugs worked on those processes.  Call the doctor and communicate with the process you are taking for healing.  Thank the doctor for allowing you to be a part of healing process. 6

10/10/2017 Marketing  Show before and after photos to the doctors.  Speak to those shopping for bandages and ask, “ What if I told you I know of a way to heal the wound faster and better ?  Work with the local hospitals.  Testimonials. Photos and Testimonials 7

10/10/2017 Photos and Testimonials Maui Clinic Pharmacy • Retail pharmacy store totaling 2,000 square feet includes: Offices Compounding area Prescription area 300 square feet OTC and waiting area 500 square feet 8

10/10/2017 30 Feet from this door to exit door 30 Feet from this door to exit 9

10/10/2017 33 Feet from this door to cash register 10

10/10/2017 Wound care supplies • Gauze (sterile & non ‐ sterile) • Sponges (sterile & non ‐ sterile) • Trauma dressings • Transparent dressings • ABD pads (sterile & non ‐ sterile) • Stretch gauze rolls (sterile & non ‐ sterile) • Wound dressing & ointments • Irrigation solutions Retail store wall 11

10/10/2017 Items available OTC and behind the counter 12

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10/10/2017 Gauze sponges Must have –buy one at a time from your wholesaler 14

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10/10/2017 Irrigation solutions/wound wash (These are for initial stocking) (These are for initial stocking) 17

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10/10/2017 Medical Tape • Micropore • Transpore • Durapore • Medipore • Microfoam • Paper tape 19

10/10/2017 Must have or at least the generic 20

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10/10/2017 Eye care • Oval eye pad • Eye wash • Ventilated shield • Eye drops • Eyelid wipes 22

10/10/2017 Urology Supplies Catheters: • Foley, Self ‐ catheter, Condom catheter Leg bags • Drain bags • Catheter tip syringe • Insertion trays • Leg straps • Tubing • Miscellaneous supplies • 23

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10/10/2017 Miscellaneous Supplies Gloves • Tongue depressors • Cotton tip applicators • Skin preps • Cleansers • 27

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10/10/2017 Ostomy • Ostomy waffers & pouches ConvaTec & Hollister brands • Cleansers • Deodarizer 29

10/10/2017 Questions! Join Us! Shoot the Breeze! 30