Home' Australian Pharmacist : Australian Pharmacist August 2014 Contents Australian Pharmacist August 2014 I ©Pharmaceutical Society of Australia Ltd.
Pharmacy forward aims to
A program to help community
pharmacies build Pharmacist Only sales
has been launched by Reckitt Benckiser.
The online training program Pharmacy
Forward evolved from RB's successful
Pain Smart Challenge, and is available
free online to all community pharmacies.
At a media launch in Sydney Nick Logan
from Nick Logan Pharmacist Advice
in Artarmon said: 'Over the past few
years, we've seen rapid changes in
Australian pharmacy -- supermarkets
have increased their market share of
medicines, and the surge of patent
expiries and PBS price adjustments has
put pressure on our bottom line.
'Yet in these changing times the reason
why we're in pharmacy remains the
same -- to make a difference to our
customers' health and wellbeing.'
According to RB, Pharmacy Forward was
created to replicate the mentorship
offered through Pain Smart and assist
pharmacists to further their educational
and business advantage. The Pain Smart
Challenge, which follows real life case
pharmacy studies, featured guidance
from the Pain Smart Challenge mentor
Nick Logan. This is also included in
Vanessa McCutcheon, Marketing
Manager -- Health Care Professionals,
RB, said that Pharmacy Forward was
targeted at pharmacists and business
owners who see the potential in
activating their S3 department and
are interested in focusing on the
'Most pharmacists are focused on the
dispensary but our program shows the
benefits of focusing on counselling
in the S3 department. These include
both increased profit and turnover, and
improved customer loyalty,' she said.
The program's main aim is to support
pharmacists through the process --
from video tutorials that will help
to guide pharmacists through each
program step, role plays designed to
sharpen counselling skills, and tools
and tips to download to help them
implement the program in store.
Special guest at the Pharmacy Forward
launch media event, retail expert Brian
Walker, founder and CEO of Retail
Doctor Group, delivered key insights
and trends from the business world
to support the objectives and goals of
He said that if pharmacies are not
building on the relationship and trust
they have with customers they will
miss out because people are shopping
around more than ever.
'Price is not the only factor in the
purchase -- service, experience, trust
and quality are key. The customer is
increasingly in control,' Mr Walker said.
'More than 80% of customers defect
because of indifferent service. Loyalty
is the ultimate driver of improved sales
and profitability. True profitability comes
after the third visit to the pharmacy,'
The results from Pain Smart Challengers,
and recently appointed mentors,
Lillian and Jonathan Chen (Pharmacist
Advice, Hammondville, Sydney) and
Sarah McInerney (General Manager,
Dispensary & Professional Services, RX
Management), showed how supporting
S3 brands can increase customer
loyalty and profitability by achieving an
average gross profit increase of 22%.
'Focusing on the Pharmacist-Only
medicines required a shift in attitude
and workflows, but adapting the
business model to maximise these
sales made such a difference to both
customer loyalty and pharmacy
profitability,' said Mr Chen.
RB is also offering all pharmacists who
complete the program and anonymously
submit their results online by 1 May 2015,
the chance to win a Business Builder
program from the Next Level consultancy,
led by Glenn Guilfoyle. Pharmacy Forward
is available online free.
(Andrew Daniels travelled to Sydney for
the launch of Pharmacy Forward as a
guest of Reckitt Benckiser.)
Science and Society
By Briony Hudson and Maureen Boylan
Reviewed by David Newgreen
This handsomely produced, richly
illustrated coffee table book tells the
story of the evolution of England's
best known school of pharmacy which
pioneered the teaching of the B Pharm
degree in 1925.
The warmth of the proposal extended
by the University to the Pharmaceutical
Society of Great Britain in 1922 stands in
marked contrast to the unenthusiastic
attitudes shown by some Australian
universities over many years.
The London curriculum was the model
for full-time pharmacy courses in
Australia when they began in 1960.
The authors bring to life people such
as Robert Bentley (of Bentley's Textbook
of Pharmaceutics) and Theophilus
Redwood who wrote the first British
pharmaceutical textbook. Many more
recent academics are also the subjects
of photographs and pen portraits.
The book is enhanced by time lines of
The authors have succeeded in
describing the complex relationship
ˆ Nick Logan and Brian Walker.
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