NCPA Executive Update

NCPA Executive Update delivers insights on legislative, regulatory, policy, and industry developments from NCPA CEO B. Douglas Hoey, Pharmacist, MBA, to NCPA members and pharmacy leaders every other Friday.

Let's Change the Conversation | NCPA Executive Update | July 27, 2018

by NCPA | Jul 26, 2018

Dear Colleague,

Doug Hoey

Don Draper, the brilliant, ruthless – and fictional – advertising executive on TV's "Mad Men" once shared some memorable words about change: "If you don't like what's being said, change the conversation."

I have to admit that I don't often suggest we look to TV anti-heroes for business advice, but this advice makes sense for community pharmacies today. While we continue to relentlessly advocate for needed change that will benefit our members' businesses and their patients, we also need to change the conversation about what's going on in the pharmacy space. Less doom and gloom and more about changing the conversation to ways we can show the world that community pharmacy matters – and that we're going to keep providing a high level of care to patients, no matter who or what tries to stop us.

Next month, in America's Pharmacist® magazine, we're going to tell you remarkable stories the chains can't tell. I enjoyed reading those stories, and I think you will too. They are another reminder about the difference community pharmacy owners are making. There are so many stories like this out there, and there's even more we can do that the big boxes can't do. Let me repeat that: You can do all kinds of things for your patients that the chains can't or won't do. Do you know what your chain competition is offering? Figure it out and do more. Go the extra mile. As Nike says, "Just do it."

The upcoming NCPA Annual Convention (Oct. 6-9 in Boston) is another way we're looking to change the conversation, and our selection of learning/training opportunities is designed to do just that. In Boston you'll find a remarkable slate of sessions designed to help you manage the challenges of today and profitably push your practice beyond dispensing, beyond slender margins and cutthroat PBM actions, into new patient care services and products.

If you're seeking ways to get the best from your team, we're offering three conversation changers. After you listen to our Monday keynote speaker, Jim Huling, author of one of the top selling business books this decade, the 4 Disciplines of Execution, you'll want to know more Be sure to attend How Pharmacies Implemented the Four Disciplines of Execution, offering real-world insights from pharmacy peers who have put the bestselling business strategy into practice. Overcoming the whirlwind of the day-to-day by applying this innovative business management technique has led to financial success for the pharmacy owner panel who will share how they've used the "4D" principles to manage their business as well as their time. In How You Can Let Go to Grow: Staff Roles in a Changing Market, Sponsored by Merck, two owners will share concrete tools to help you assign roles for star ratings, inventory, and staff specialists, and you'll leave with an action to plan and train your staff moving forward. The right incentives can work wonders with your staff, and you'll learn all about them in Incentives that Get the Most Out of Your Team.

Looking to build profitable partnerships? Consider these sessions: Medical Billing: Uncovering Blind Spots and Adding Revenue offers proven strategies for profitable collaboration with primary care practices and tools to train team members as billing specialists. In The Secret of Pain Point Marketing, Sponsored by Merck, you'll see real-life success models from pharmacy peers who are growing their business by working with physicians, long-term care facilities, and self-insured employers to reduce their pain points. CPESN continues to be a success story, and in CPESN® Success Stories: What Plan Sponsors are Buying you'll see why. You'll learn ways to talk with plan sponsors and how to pitch service sets that they're looking for.

This is just a taste of what you'll find at our meeting in Boston. Solid solutions. Ideas that work. Opportunities to seize. Take a look at the list of sessions we're offering (and a few more are being added soon). There is literally something for every pharmacy. So many conversation changers, ways to improve your bottom line, find more time for yourself and your family, and new ways to care for your patients.

Register today – or at least before midnight on Tuesday, July 31. You'll save $150 off the on-site rate.

I guarantee it will be the best business decision you'll make and one of the best ways I know to change the conversation.

Doug Hoey

P.S. As a favor to me, would you take eight minutes and complete the Community Pharmacy Impact Survey? This is the survey that helps us aggregate pharmacy data for the annual NCPA 2018 Digest sponsored by Cardinal Health, and it's incomplete without your input. You can do it now on your phone or tablet. Thanks!