Pharmaceutical Fulfillment

I wrote this post nearly two years ago:

We frequently receive calls from physicians considering pharmaceutical dispensing.  A common theme among these calls is frustration with what it is often described as "a lack of professionalism and responsiveness" from various companies offering physician dispensing options.  Quite often, websites for groups offering to help implement dispensing systems for physicians are merely fronts for individuals selling part-time with no organization behind them.  I often hear folks say that Northwind Pharmaceuticals was one of the only companies to respond in a timely fashion.  There are a number of things a clinic/physician can do to avoid upfront difficulties:

1. Recognize that many websites are posted by brokers who are actually selling products for other suppliers.  These "firms" are often ran part-time by one individual who simply makes commission by marketing others' products.  Look for additional substance on the site geared to helping customers with the dispensing process.

2. Ask the firm if they distribute products from their own facility or just sell for a repackager.  As in any business, if there is a middleman, you are paying more.

3. Verify that they are licensed to distribute in your state. Many state pharmacy boards allow you to verify wholesaler license numbers online.  The DEA also verifies licensure for wholesalers.

4. On their website, look for an indication of how long they've been in business. There are a few repackagers that have been around for 20+ years and are proud to say it.  Northwind Pharmaceuticals has been around since 1981.

5. When you talk to the supplier, ask them about their business. How do they go about helping their customers? Do they offer software?  How do their labels work?  Do they make recommendations for a start up formulary?  You want to find a supplier that can get you the products you need but will also be a good fit for you and your practice.  Talking to them is the only sure way to make sure there is a fit.

Medication dispensing offers wonderful possibilities to a clinic and does not have to be rocket science.  Focus on finding a good partner, asking basic questions and getting a "feel" for the company before you buy.  A little diligence goes a long way.  Good luck!

The information is still relevant today.  I wanted to update it with a few more suggestions:

6. Ask about tracking dispenses.  Reputable repackagers/distributors will offer manual and electronic options for tracking the medications you dispense.  Northwind offers a logbook and a system called RxTracker.  Some other organizations pay a third party to manage their software and require you to purchase it.  Make sure their model fits your needs.  Northwind does not charge for our software.

7. How easy is it to order?  Your supplier should offer email, phone, fax, online and smoke signal as options for you to submit your order.  The point is, they need to make it easy for you to order.

8. What else do they offer?  Some organization don't have the buying power to get all medications or get them at the best prices.  You should be able to get prepackaged medications but what about lotions, creams, ointments, liquids, injectables, supplies?  Your supplier should be able to offer one-stop shopping if that's what you want.

9. What are some of the flags?  Start with their website.  Do they clearly explain what they do, who they are and provide additional information if you need it?  Do they offer insurance or other financial products?  These companies are often brokers that are trying to leverage relationships; they may be a good partner but you will pay more - make sure they are worth it.  Working with a sales person?  Are they are a direct employee or a broker?  Once again, more cost in the system.  How long have they been in business?

10. Who owns the company?  I like to know who I'm doing business with.  Is it a big corporation or a family-owned business?  How important is my business to them?  Thought: the bigger the company, the less important you are.  These questions will lead to fulfilling your preferences and ultimately help meet your expectations.

No worries, nothing a little due diligence won't uncover.  Sometimes it just comes down to what type of company do you want to deal with.  Do you like corporate?  Do you prefer small business?  Do you want to work through the call center or do you want to talk to the owner?  These are cultural questions that can only be answered by you.  Regardless, give medication dispensing a try - it is still one of the easiest add-on services you can find and the returns can be very good.

I am so impressed with the entrepreneurial spirit I see with so many of our clinic customers!  As the pressures mount, the creativity explodes!

A few examples:
During a visit to a dispensing clinic in Chicago this week, we discussed pending changes in Illinois law related to workers compensation reimbursement.  The news?  Not good.  Unflinching, the clinic is already working on other avenues of revenue and exploring joint venture opportunities with health services companies in different fields.  For this clinic, medication dispensing is one part of an overall plan to grow their business and continue serving their customer.

At a student health center, I discovered an RN who returned to school to get her APN.  Returning to her clinic, she lobbied to reduce their dependence on contract medical expertise and expand the clinic's capabilities by leveraging her new capabilities.  The result of her initiative?  Cost savings of hundreds of thousands of dollars a year for the clinic.  In addition, she is working to expand services including clinic dispensing to enhance the value they provide and convenience to their patients.  Lower costs and enhanced services!

At a health system-owned group of clinics, we discussed developing an expanded formulary to help secure a contract with an employer group.  The list of medications needed to match a different set of patients than some of their other clinics.  The pharmaceutical fulfillment solution needed to be timely and relevant to their new customer.  As a trusted partner, we also worked to help them identify new practitioners as they continue to expand into new areas.

Northwind clinics around the country are aggressively meeting changes in law, practice, economy and demographics with incredibly creative and entrepreneurial ideas.  The challenges will not disappear and neither will the opportunities.  As a pharmaceutical wholesaler, we distribute medications.  As a trusted business partner, we work to supplement our customer's efforts and expand their business.  Pharmaceutical logistics are easy when compared to the challenges of running a clinic in today's complex environment and we welcome the chance to help our clinics face those challenges head-on.

Our clinics demonstrate that they are not just great medical practitioners, but smart business people.  I would not bet against them!

Early in May, Northwind Pharmaceuticals transitioned to our new location.  With our new warehouse, we are positioned better than ever to enhance our services to all of our customers.  Though we have always offered logistical support services, we can now offer additional support for companies needing a pharmaceutical warehousing, kitting and fulfillment partner.  Based in Indianapolis, Northwind's central location enables us to ship product anywhere within the United States in a few days.

As part of our logistics operation, current services include:

• Pharmaceutical warehousing
  
• Medication drop ship
  
• Pharmaceutical kitting
  
• Medical supply kitting

Northwind's drop ship fulfillment services allow us to act as a "back-end" for our partners by warehousing the medications and shipping directly to end customers.  This let's our marketing partners focus on selling without worrying about logistics.

As an Indianapolis medical products and pharmaceuticals distributor, Northwind supports our partners with national licensing, just-in-time fulfillment and technology to manage the process.  Give us a call at 800.722.0772 to learn more.

With our move and name change, there are a few new services being offered by Northwind Pharmaceuticals:

• Pharmaceutical warehousing - NWP now offers pharmaceutical storage for companies needing some extra space for their medications.
• Pharmaceutical fulfillment - for companies using our warehousing services, NWP also offers fulfillment services.  We can ship pretty much anywhere in the country and have gotten very good and managing the tracking and logistics associated with these transactions.
• Pharmaceutical kitting - part of the new Northwind Pharmaceuticals is helping our partners put together multiple products in a package for fulfillment to their customers or locations.

These services don't change what we've always offered our clinic customers.  We are simply extending our services to enable larger organizations to benefit.  Whether you use Northwind as your supplier of prepackaged pharmaceuticals or as your pharmaceutical 3PL partner, you will get the same great value and responsive service.

Drop us an email at info@nwpharma.com or give us a call at 800.722.0772  to find out more.

It is a great time to take a breath and count blessings.  We feel very fortunate for our customers and partners across the country who give us the opportunity to work with them.  We have also been blessed with the opportunity to provide support to many community health centers that serve those less fortunate than us.  In serving those around us we find our true purpose and discover the best within ourselves.

All of us at PCA Pharmaceuticals wish you a very Merry Christmas!

PCA, offering prepackaged pharmaceuticals, dispensing software, health clinic supplies, work comp claim filing, warehousing and fulfillment services.

I had the opportunity to participate in the American Society of Bariatric Physicians annual conference this past week.  My company, PCA Pharmaceuticals, had a booth at the conference and it offered a great chance to talk to a number of physicians about pharmaceutical dispensing and dispensing software, practice economics, patient strategies and the interesting dynamics involved in the physician-directed weight loss marketplace.  We participated in the show on the recommendation of one of our customers.

I had many interesting conversations throughout my two days at the conference, but I want to mention a specific series of interactions that is very relevant to my posts on differentiation.  One physician stopped by numerous times with questions about medication dispensing, PCA, RxTracker dispensing software and the ultimate question: why should I buy from you?  We had a great dialog.  Each time he came by, he had a new set of questions and I could tell he was getting good information from other vendors.  My last interaction with him was on the elevator and down a hall as he expressed frustration at not being able to see a clear difference between the vendors offering to help him dispense in his clinic.  I realized that he had been gathering the facts and he discovered that the general offering from the competing vendors was pretty much the same: similar products, similar software, similar policies and possibly similar prices (although we didn't really dive into pricing).  I told him he had done some great diligence on us and suggested there comes a point when he will have to follow his gut and go with "chemistry".  That is, where he felt the most comfortable.  The relationship will only be forged through the opportunities and challenges that come when working together.  No one can tell him how that will be or quantify it; he will just have to walk the path.  I very much appreciated his feedback and see some things I can improve on my end; however, the "proof is still in the pudding".  Here are some other thoughts for my diligent physician on things for him to evaluate:

1. Recognize that many websites are posted by brokers who are actually selling products for other suppliers.  These "firms" are often ran part-time by one individual who simply makes commission by marketing others' products.

2. Ask the firm if they repackage under their own label.  Have them fax you a copy of their label or ask for their FDA manufacturer's number - it will be the first set of digits on the NDC for their prepackaged pharmaceuticals.

3. Verify that they are licensed to distribute in your state. Many state pharmacy boards allow you to verify wholesaler & manufacturer license numbers online.

4. On their website, look for an indication of how long they've been in business. There are a few repackagers that have been around for 20+ years and are proud to say it.  PCA Pharmaceuticals has been around since 1981.

5. When you talk to the supplier, ask them about their business. How do they go about helping their customers? Do they offer software?  How do their labels work?  Do they make recommendations for a start up formulary?  You want to find a supplier that can get you the products you need but will also be a good fit for you and your practice.  Talking to them is the only sure way to make sure there is a fit.

6. Are they VAWD accredited?  VAWD is an expensive and cumbersome process that discourages many would-be distributors.  It is a way to verify that they have the processes and sophistication to meet the requirements of the National Association of Boards of Pharmacy.

7. What else do they do?  For example: PCA offers a variety of services: warehousing, fulfillment, dispensing software, custom labeling, kitting, medical supplies, injectables etc.  Find out the depth of your prospective supplier to see if there might be additional services that add value to your clinic.

8. Ask them about physician dispensing. How does it normally work? How many clinics do they currently serve? What are their dispensing systems? How many different prepackaged medications do they offer? Do they offer controlled substances?  What makes them different?  Firms like PCA that serve hundreds of pharmaceutical dispensing clinics will have many stories and reference points.

Good luck!  I hope we hear from you :)

A few months ago, I share some tips on choosing a partner to help with clinic dispensing.  I have included those points here as well as a few new ones.

1. Recognize that many websites are posted by brokers who are actually selling products for other suppliers.  These "firms" are often ran part-time by one individual who simply makes commission by marketing others' products.

2. Ask the firm if they repackage under their own label.  Have them fax you a copy of their label or ask for their FDA manufacturer's number - it will be the first set of digits on the NDC for their prepackaged pharmaceuticals.

3. Verify that they are licensed to distribute in your state. Many state pharmacy boards allow you to verify wholesaler & manufacturer license numbers online.

4. On their website, look for an indication of how long they've been in business. There are a few repackagers that have been around for 20+ years and are proud to say it.  PCA Pharmaceuticals has been around since 1981.

5. When you talk to the supplier, ask them about their business. How do they go about helping their customers? Do they offer software?  How do their labels work?  Do they make recommendations for a start up formulary?  You want to find a supplier that can get you the products you need but will also be a good fit for you and your practice.  Talking to them is the only sure way to make sure there is a fit.

6. Are they VAWD accredited?  VAWD is an expensive and cumbersome process that discourages many would-be distributors.  It is a way to verify that they have the processes and sophistication to meet the requirements of the National Association of Boards of Pharmacy.

7. What else do they do?  For example: PCA offers a variety of services: warehousing, fulfillment, dispensing software, custom labeling, kitting etc.  Find out the depth of your prospective supplier to see if there might be additional services that add value to your clinic.

8. Ask them about physician dispensing. How does it normally work? How many clinics do they currently serve? What are their dispensing systems? How many different prepackaged medications do they offer? Do they offer controlled substances?  What makes them different?  Firms like PCA that serve hundreds of pharmaceutical dispensing clinics will have many stories and reference points.

Now is a great time to explore the possibilities of dispensing in your clinic.  Patients love the extra service and your bottom line will love the extra income.    We'd love to hear from you!  Learn more about it at www.pcameds.net or email me at phil.berry@pcameds.net.

What can I say, I remain bullish on America.  In spite of the assault of the bad news mongers, I hold on to childlike optimism.  Why?  Why not? Sure it's tough but crying about it isn't solving any problems.  Find a little piece of faith and hold on tightly.  From a more pragmatic perspective, I think simple steps are the best way to cope.

1. Get back to basics - What is it that your practice, operation, team, etc. does? Who are your customers?  What are the three little things you can do today to focus on them?
2. What is your purpose/mission? Example: PCA helps clinics better serve patients by enabling pharmaceutical dispensing. We provide prepackaged medications and medical supplies. Focus yourself and your staff on the mission not on the economy.
3. Stay tactical - what can we be doing each day to makes things better for staff, for patients etc.
4. Stay upbeat - what have you got to lose?

As for PCA Pharmaceuticals, we still focus on our basics:

• Medication dispensing
• Medical supplies
• Dispensing software
• Pharmaceutical warehousing and fulfillment

Hang in there!