Bigger than Band Aids: Revenue Building Opportunities In Wound Care - - PDF document

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Bigger than Band‐Aids: Revenue‐Building Opportunities In Wound Care

NCPA Annual Convention 2017 Jack Dunn RPh Les Krenk RPh Gabe Trahan, Senior Director NCPA

Disclosure

• Jack Dunn declares no conflicts of interest or financial interest in any

product or service mentioned in this program, including grants, employment, gifts, stock holdings, and honoraria.

• Les Krenk declares no conflicts of interest or financial interest in any

product or service mentioned in this program, including grants, employment, gifts, stock holdings, and honoraria.

• Gabe Trahan is the Senior Director of Store Operations and Marketing with
• NCPA. The conflict of interest was resolved by peer review of the slide

content.

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Learning Objectives

• 1. Outline how to evaluate the wound care niche in your

marketplace.

• 2. Analyze appropriate categories of products that you need

to establish a comprehensive wound care section.

• 3. Discuss potential marketing targets and approaches for

promoting and building the wound care market niche.

Jasper Drug Store

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Jack Dunn and the Wound Care Bag!



Wound cleanser for debriding



Simple saline ‐ for wound washing



Latex free gloves



2 ‐ different sizes of gauze



Gauze for debriding



Sterile alcohol pads



6 inch cotton tipped applicator



4 different tapes for application

• a. 2 tapes for sensitive skin
• b. 2 tapes regular tape

Wound Wash

Wound Care Bag

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 Syringes of drug for debriding

(collegnease/urea formulation)



8x3 non ‐adherent dressing



ABD pads



Tweezer



2 tape scissors



Glasses



Ruler



Sterile pads



3” x 4” non‐adherent pads

Wound Care Bag

 Measurement tool  Camera / Iphone  List of Doctors and phone numbers

Wound Care Bag

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Know your patient!

 You need to do a through investigation of the patient i.e. Diseases, eating habits , drugs , vitamins.  Allow 20 minutes +‐ for appointments  Ask how the wound occurred.  What stage is the wound in the process of healing.  What has the patient done for healing process.

Know your patient!

 Have the patient involved in the would process  Identification of the wound.  Alcohol, Smoker, liver disease, Diabetic, High blood pressure, High cholesterol, Nutritional deficiency?

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 How many meals do you eat in a day?  Did you know that proteins aid in

healing?

 Diabetic? Odor? Getting larger?  Is your wound getting redder?  How much sleep do you get in one night?

Questions to ask

 Review the healing process of a wound.  Know what part of the process you are

treating.

 Know what drugs worked on those

processes.

 Call the doctor and communicate with

the process you are taking for healing.

 Thank the doctor for allowing you to be

a part of healing process.

Communication

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Marketing

 Show before and after photos to the

doctors.

 Speak to those shopping for bandages

and ask, “What if I told you I know of a way to heal the wound faster and better?

 Work with the local hospitals.  Testimonials.

Photos and Testimonials

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Photos and Testimonials Maui Clinic Pharmacy

• Retail pharmacy store totaling 2,000 square feet includes:

Offices Compounding area Prescription area 300 square feet OTC and waiting area 500 square feet

10/10/2017 9 30 Feet from this door to exit door 30 Feet from this door to exit

10/10/2017 10 33 Feet from this door to cash register

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Wound care supplies

• Gauze (sterile & non‐sterile)
• Sponges (sterile & non‐sterile)
• Trauma dressings
• Transparent dressings
• ABD pads (sterile & non‐sterile)
• Stretch gauze rolls (sterile & non‐sterile)
• Wound dressing & ointments
• Irrigation solutions

Retail store wall

10/10/2017 12 Items available OTC and behind the counter

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10/10/2017 14 Gauze sponges

Must have –buy one at a time from your wholesaler

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10/10/2017 17 Irrigation solutions/wound wash (These are for initial stocking) (These are for initial stocking)

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Medical Tape

• Micropore
• Transpore
• Durapore
• Medipore
• Microfoam
• Paper tape

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Eye care

• Oval eye pad
• Eye wash
• Ventilated shield
• Eye drops
• Eyelid wipes

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Urology Supplies

• Catheters:

Foley, Self‐catheter, Condom catheter

• Leg bags
• Drain bags
• Catheter tip syringe
• Insertion trays
• Leg straps
• Tubing
• Miscellaneous supplies

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Miscellaneous Supplies

• Gloves
• Tongue depressors
• Cotton tip applicators
• Skin preps
• Cleansers

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Ostomy

• Ostomy waffers & pouches

ConvaTec & Hollister brands

• Cleansers
• Deodarizer

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Questions! Join Us!

Shoot the Breeze!