12/3/2015. Learning Objectives. Profit Opportunity for Pharmacy the Family Pet Niche. Pets in America. Pets in America. Total US Pet Spending

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1 Learning Objectives Profit Opportunity for Pharmacy the Family Pet Niche 1. Outline the opportunity in pet health care for community pharmacies. 2. Detail how compounding pharmacies can adapt their business to care for family pets. 3. Discuss top products to consider adding to your front end as a pet health section. 4. Consider marketing strategies to build a successful pet care niche. Pets in America Pets in America 65% of American households own a pet There are MILLION cats and dogs living as pets This means they live with A LOT of your patients! Total US Pet Spending Total US Pet Spending SPENDING IN BILLIONS $13.75 Billion NON- INSURANCE! Food Supplies/OTC Medicine Vet Care Live Animal Purchase Pet Services 1

2 Compounding for Companion Animals Chris Simmons, PCCA Compounding for Fursons 2

3 Pain Management Research shows that nonhumans experience pain in much the same way as the human animal Common Signs of Pain in Dogs Decreased social interaction Anxious expression Submissive behavior Refusal to move Whimpering Howling Growling Guarding behavior Aggression; biting Decreased appetite Self-mutilation (chewing) Changes in posture Common Signs of Pain in Cats Reduced activity Loss of appetite Quiet/loss of curiosity Changes in urinary/defecation habits Hiding Hissing or spitting Lack of agility/jumping Excessive licking/grooming Stiff posture/gait Guarding behavior Stops grooming/matted fur Tail flicking Weight loss 3

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5 Other Opportunities for Pet Care in Community Pharmacies Prescription Pet Medications Most veterinarians will fill Rx medications out of their offices For chronic medications, the pharmacy is often both more convenient and less expensive Some states require veterinarians to write a prescription at the patient s (owner) request This number is growing! The American Veterinarian Medical Association (AVMA) Code of Ethics recommends that all veterinarians write prescriptions if requested Prescription Pet Medications Prescriptions Classes for Pets Antibiotics and Antifungals Anti-Inflammatory Medications Antihistamines Diuretics Ear, Eye, and Skin Medications Flea, Tick and Parasite Medications Gastroenterology Medications Heart and Blood Pressure Medications Heartworm Prevention Medications Pain Medications 5

6 Prescription Pet Medications Animal Med Express Most pet specific medications do not have generics Sourcing Prescription Medications: MANY ARE THE SAME AS THE HUMAN DRUGS! Major wholesalers carry some of the most common pet medications Anda (1115) supplies a larger variety of pet prescription medications Plus a line of supplements and OTCs There are many secondary wholesalers who sell pet medications Animal Med Express (636) Partnership with NCPA Fulfill any and all pet prescription or over-the-counter order Direct shipment to your pharmacy Building a Pet-Niche in Your Front End Vitamins/Supplements Vitamins/Supplements Over-the-Counter Medications Pill-Pockets Dental Care Ear Care Healthy Treats Soaps and Shampoos Wound Care Cleaning Products Space Dependent Toys Supplies Food Bags Joint Health Glucosamine Far and away the most common! Multivitamins Coat Health Fatty Acids, Fish Oil GI Health Probiotics, Digestive Enzymes Anti-aging Antioxidants Calming Generally Proprietary Blends Other Common Vitamins Calcium, Vitamin D, Vitamin A, Lysine (cats) Vitamins/Supplements Where to source these? Do your own research so you are happy and confident recommending these products Ask local vets if there are brands they normally use! Vitamins/Supplements Ideally: Pick a brand that offers natural products These pet parents will often be looking for all-natural or organic products! Offers a wide selection of products Offers next day or two day shipping Does not have a minimum order requirement Free shipping Offers information about their products directed at your patients Has good shelf appearance and shelf life 6

7 Vitamins/Supplements Where to source these? Emerson Ecologics (533) PetEdge Pet Naturals of Vermont Dr. Fosters and Smith KV Vet Amazon Chewy.com Vitamins/Supplements Pricing Must be competitive with major retailers Compare online to: Petsmart Petco Target Over-the-Counter Medications Pill Pockets Flea and Tick Prevention and Treatment Frontline K9 Advantix PetArmor Private label All Natural (Pet Naturals) Flea collars Pain and Other Treatments Liquid OTC Medications GI Allergies Scoot Bars Large dogs may need more than the human dose! Most pets do not want to take medications! Especially for cats! Put the medication in a treat! These are a no-brainer if you are selling other medications! Dental Care Toothbrushes Small, soft bristled Some go over the finger Toothpaste (including medicated) No Fluoride! Dentastix or other dental chew Breath Bars Ear Care Goal of ear care is to prevent infections Cleanser Cotton balls or makeup rounds Special cleansing solutions Wet or dry Tweezers to pluck ear hair 7

8 Healthy Treats Everyone loves a (healthy) cookie! If your pharmacy is pet friendly, consider giving out treats to the pets who come in your store! Look for organic/all-natural options Soaps and Shampoos Consider medicated cleaners Oatmeal Anti-Tick and Flea Anti-Bacterial and Fungal Itch Relief De-Shedder Again, All-Natural! Skin Care Pets need sunscreen too! Do NOT use human sunscreens Some may be toxic, especially since it likely will be ingested Offer education about this issue! Pet insect repellent Especially helpful for long hikes, camping trips etc. Wound Care Pets are furry but the concepts of wound care are the same Stop the bleeding, cleaning, bandaging Styptic Pencil good for nicks and nails Elastikon Tape Anti Lick Tape/Strips Pet First Aid Kits You could build and sell! Gauze, pads and roll Nonstick bandages/towels for more serious absorption Adhesive tape Benadryl Others: Small Leash, Milk of Magnesia or Activated Charcoal, Hydrogen Peroxide, Digital Rectal Thermometer, Eye Dropper, Ice Pack, Gloves, Scissors, Sterile Saline, Tea Tree Oil, Tweezers etc. Always encourage owners to keep records in this kit! Cleaning Products Pets make messes, therefore cleaning supplies are important! Stain and odor remover spray Depends on space but many stores will be able to sell For smaller stores, maybe only one product MAKE IT DIFFERENT! Less Healthcare-Focused Ideas Doggie Waste Bags Everyone with a pet section can sell these! Biodegradable! Preferably scented! 8

9 Less Healthcare-Focused Ideas Toys Small toys can be easy impulse sells to dog-lovers It is likely hard to compete on price Keep to one or two options, small balls or bones are probably best Consider some variation every time you order! Less Healthcare-Focused Ideas Supplies Leashes, Collars, Water/Food Bowls, Combs, Brushes, etc. Larger stores may be successful in this area Smaller stores may have to focus on healthcare purely for space Less Healthcare-Focused Ideas Marketing Food Very widely accessible and very competitive Cat and Dog food takes up space Cat and Dog food is expensive There are lots of line extensions in food Most pets do not tolerate switching from one to another very well Have to market to both the veterinarians and the pet owners Start with your patients! 65% of them are pet owners! Make sure they are aware they can ask for a prescription from their vet Heading to the vet? Ask for a written prescription, we can fill it here! Start conversations! (with treats!) Make flyers and resource pages Marketing Marketing If your pharmacy is petfriendly, put signs up letting people know! If it isn t now but could be, consider allowing your patients to bring pets! Take pictures of your patients pets and (with their permission!) use them on social media 9

10 Marketing Marketing Use flyers where pet owners are: Dog Parks Groomers Training schools Kennels Animal Hospitals Pet Adoption Events/Welfare Leagues Other Pet Stores A store that sells just leashes and puppy sweaters might send you the most referrals! Pet-Friendly Establishments Consider events or a board for others to post on Trainers, walkers, sitters, groomers, vets, etc. Detailing Veterinarians: Be careful not to threaten the veterinarian s business Start where they are not: compounding and wound care Ask for suggestions to build rapport Leave cards/flyers for the office Many veterinarians send medications off to mail-order pharmacies, offer better care, locally! 10