Issue link: http://osercommunicationsgroup.uberflip.com/i/562613
C h a i n D r u g s t o r e D a i l y M o n d a y, A u g u s t 2 4 , 2 0 1 5 8 4 unlimit is a made-up word, the term makes a lot of sense to our customers and part- ners, because unlimit is not only a tag line but also a business philosophy. Prasco's corporate approach is to remove barriers for partners and customers – to unlimit them. That is, we desire to introduce to customers and partners opportunities that they would not have otherwise had. CDD: Can you expound upon how the unlimit approach benefits customers? CA: Prasco's approach to business often results in products being available to cus- tomers in generic form for the first time. Since 2004, Prasco has launched 70 Authorized Generic (AG) products, and many times the only generic to the brand product is available exclusively from Prasco. Providing the first and sometimes only generic option to customers is cer- tainly a primary benefit of our unlimit philosophy. CDD: What benefit does your approach provide end-users of Prasco products? CA: End-users, or patients, certainly recognize tangible benefits from Prasco Authorized Generics. First, Prasco AGs allow patients to obtain their prescription at a cost-savings as compared to the brand product. Second, because an Authorized Generic is identical to the brand prod- Prasco (Cont'd. from p. 1) uct in every way, end-users have the same experience with an AG as they have with the brand. Prasco AGs have the same active and inactive ingredi- ents as the brand product, but this is not the case with a typical generic product, which is only required to have the same active ingredients as the brand. We feel that offering end-users an experience with Prasco AGs that is identical to the experience they have had with the brand product can result in patients being more comfortable taking a Prasco AG as compared to a typical generic product. CDD: Authorized Generics have been Prasco's focus for many years. What's next for Prasco in this area? CA: We are a leader in Authorized Generics, and our mission is to extend that lead. Right now, only about half of the products on the market have an AG available, so we still have work to do to increase that number. Recently, Prasco launched several AGs of older brand products. We launched those products due to supply shortages in the market- place. These supply shortages caused a significant negative financial impact on the healthcare industry. This is yet anoth- er example of the need to expand the number of Authorized Generics in the marketplace. For more information about Prasco Authorized Generics, visit booth #1108 or go to www.prasco.com. on animals and do not contain sulfates, parabens, phthalates, paraffin, mineral oil, DEA, artificial fragrance or coloring. Sundial remains a player in the natu- ral space because it continues to listen to its community. "Our products speak to unique needs and solve problems that may not have been traditionally addressed in mass, which defines a mar- ket segment we've coined as 'The New General Market,'" says Richelieu Dennis, Sundial Brands Founder and Chief Executive Officer. This group is composed of a targeted subset of con- sumers who are seeking a healthier lifestyle for themselves and their family, with concern for the environment. Trend drivers include the elevated need for self- expression, individuality, socioeconomic empowerment and a wellness focus, and the market is characterized by inclusion and anchored by motivating forces that are increasingly common to all: natural, green, cause-oriented, social connectivity and innovative solutions. To help retailers attract New General Market consumers, Sundial's role has been to elevate merchandisers' under- standing of trend influences, and estab- lish and implement market differentiation while staying true to their evolving rea- son for being. "It's a psychographic shift in our changing world and the only way brands and retailers can address this is to create a larger, broader and more inclusive mar- Sundial (Cont'd. from p. 1) ketplace and exclusive offerings," Dennis says. "To continue growth in this new market, we must continue to create products that meet the needs of the diverse people who shop their stores." SheaMoisture has experienced a ban- ner year for growth across all its cate- gories, including hair, body, facial skin care, men's shave and groom, baby care and cosmetics. Its SuperFruit Complex bath, body and hair care has expanded into additional major retail outlets throughout the U.S. and won multiple awards, includ- ing SuperFruit Shampoo and Conditioner winning two Allure Readers' Choice Natural Product Awards. Providing color safe hair care with natural ingredients, each 10-in-1 Renewal hair product fea- tures 10 key benefits. SuperFruit Complex bath and body collection contains a pro- prietary blend of mango butter, an emol- lient that intensely moisturizes; green cof- fee bean extract, which contours and smooths dimpled, uneven skin; and an antioxidant-rich complex of super nutri- ents to promote youthful skin. SheaMoisture has expanded its offerings in the youth-care segment, with the launch of Fragrance-Free, Gluten- Free Baby Extra-Mild Wash & Shampoo, and Fragrance-Free, Gluten-Free Baby Healing Lotion. Each product is designed to meet the needs of babies and children with allergies and skin sensitivities, including such conditions as gluten and fragrance intolerance. Visit Sundial at booth #2741. portfolio of capabilities. We support every member of the healthcare ecosystem – providers and payers, pharmaceutical companies and government agencies. Our services allow them to focus on the real business of improving people's lives through better, more accessible and more affordable healthcare. The Xerox portfolio of solutions provides outsourcing services for all aspects of pharmaceutical manufactur- ers' value chain and through each phase of their products' lifecycles. Our clients depend on us for patient acquisition, dis- tribution channel support, HCP education and patient support through therapy suc- cess. The list goes on and continues to grow. Through our global footprint and decades of success, we've become the only partner to touch the entire healthcare ecosystem. Every day, millions of people in healthcare are touched by Xerox services. CDD: Is NACDS a new event for Xerox? SR: Xerox has actually been attending NACDS quietly for some time. TMS Health, A Xerox company has been attending NACDS for nearly 20 years. LearnSomething, also A Xerox company, is another frequent NACDS attendee. We believe emphasizing the Xerox brand will provide opportunities to discuss our broader portfolio of solutions. CDD: What would you say makes Xerox unique? SR: With 140,000 people serving clients in 180 countries and generating over $19 billion in annual revenue, we are the world's leading enterprise for business process and document management. TMS, A Xerox Company, and Xerox (Cont'd. from p. 1) LearnSomething, A Xerox Company, have combined their exceptional industry knowledge and experience with the tech- nology and global capabilities of Xerox. As a result, we are uniquely positioned to help clients achieve their goals. CDD: What are some industry chal- lenges that Xerox can address? SR: Technology and health policies are colliding, creating some of the biggest changes our healthcare system has ever seen. The rapidly changing healthcare system is placing huge demands on healthcare companies. These demands make it essential for information to flow smoothly within and among healthcare organizations. Congestion and silos of information aren't just frustrating – they can jeopard- ize patient safety and impact revenues. As healthcare grows more complex and data-intensive, there is a real risk that technology may interfere with, rather than facilitate, good medicine, if systems are not designed with the user in mind. CDD: What do you anticipate to be your greatest challenge in the year ahead? SR: Our greatest challenge going for- ward is brand awareness in the pharma space. Both TMS Health and LearnSomething are established in the industry and have significant brand recognition. Although the Xerox brand is recognized in other markets, Xerox is fairly new to the pharmaceutical industry. We're looking forward to spreading the word that we do far more than document management. Visit Xerox at booth #419. For more infor- mation, go online at www.tmshealth.com, w w w . l e a r n s o m e t h i n g . c o m , www.xerox.com, call 850.385.7915 or email richard.fuelling@xerox.com. What do we know? Cost-sharing, high copays and high deductibles are all growing trends. Prescription drug prices continue to increase as well, and con- sumers are facing a whole new personal paradigm in healthcare. The financial burden of their out-of-pocket expense is real, and sometimes arduous. Between premiums, high deductibles and copays and generic inflation, patient consumers are getting creative out of necessity. All options are on the table. We also know that the relationship between a patient and their pharmacist is an important one. The value local pharma- cies provide is fundamentally sound, and with people living longer, and sometimes sicker, an opportunity to strengthen this bond exists. Adherence, poly-pharmacy and outcomes are the talk of the day, and quality personal care is a worthy mission. However, it's a sustainable, profitable business that puts you in a position to pro- vide that care, and continue to do so. Recognizing the consumers' new reality is fundamental: the OOPS (out-of- pocket-spend). Producing a competitive price point that drives patient acquisition while simultaneously realizing a profit is challenging. It requires an unbiased per- spective, a sound strategy and the tech- nological and tactical capability to exe- cute effectively in a dynamic market- place. What is your cash business, any- Scriptcycle (Cont'd. from p. 1) way? Not just how much, but how do you define it? Does that definition still apply? It may be much bigger than you think. Consumers are going to leverage cash prescription discount cards, loyalty pro- grams, pharmaceutical coupons and more for all they're worth. Generic inflation is tough. Strategic, responsive management of loyalty program price points is demanding. This is the playing field, and a serious cash strategy is the playbook. This new healthcare market is pro- viding new cash prescription opportuni- ties. Provide excellent care to your patient for a fair price and still mine prof- its across your entire drug product inven- tory. Things have changed. Perhaps it's time to look across your book of business with fresh eyes. Revisit and rethink your cash business. It's becoming more rele- vant. The technology is available to do it automatically – using cost data, making dynamic, real time changes, constantly tuning the engine for performance, right down to the product class or NDC. Patients will find ways to reduce their OOPS. Be that solution provider, regain control of your margins and grow your business. Scriptcycle builds technology solu- tions specifically for comprehensive cash prescription management. It is retail pharmacy-centric and has a propensity for relevant innovation. Visit Scriptcycle at booth #815.