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Mission Objective: Save + Revitalize Independent Pharmacy™
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Catalyst Pharmacy Podcast

Fuel Your Passion for Pharmacy

We are on a mission. A mission to save and revitalize independent pharmacy. On the Catalyst podcast, we dive into current events that are shaping how pharmacists approach their patients and their business. Fuel your passion for pharmacy, one conversation at a time.

Hosted by President of PioneerRx Jeff Key with cohosts Josh Howland VP of Clinical Strategy, Mark Bivins VP of Sales, and Marsha Bivins Marketing Director.

Beyond The Scripts

Think Outside the Bottle

Where does patient care meet profitability? Certainly not in prescription filling alone. Join host Will Tuft on a journey to learn what the most successful pharmacies around the country are doing to maintain a lucrative business. Listen in on the conversations as he takes you Beyond the Scripts.

Hosted by Will Tuft – Director of Education at PioneerRx

29

It’s a Crossover Episode!

On this Catalyst crossover episode, we are joined by Richard Waithe, host of the Rx Radio podcast. Waithe, who is also the president of VUCA Health, talks about the growth of virtual medication counseling, his secrets to increasing personal productivity, and tips for closing the gap on customer satisfaction. He is also the author of the book First Time Pharmacist, a guide for new pharmacists and students that goes over important things you did not learn in pharmacy school that you should know when working in a real world pharmacy. Richard Waithe continues to be driven by the desire to use his passion for community pharmacy for a greater purpose.

Hosted by: Jeff Key, President of PioneerRx | Marsha Bivins, Director of Marketing | Josh Howland, VP of Clinical Strategy

Beyond The Scripts

8

MTM and Pharmacy: Behind the Buzzword

MTM - Medication Therapy Management. It’s a buzzword in the pharmacy world, but what opportunities lie behind this term? Pharmacists have the clinical expertise to improve patient health outcomes and prevent hospitalizations - you just have to be able to prove it to others. If you know how to communicate and sell your value, you can generate demand for your services and build collaborative relationships with physicians. Could this be the next big opportunity for your independent pharmacy?

Hosted by Will Tuft – Director of Education at PioneerRx

28

Creating a Culture of Health with Dr. Kathy

Kathy Campbell believes that health is foundational to living a great life. As a clinical pharmacist, she uses her training to take a scientific approach to improving her patients’ quality of life. She is working to shift the idea that people only go to their pharmacist when they are sick. Through her 12-week lifestyle and weight loss program, she empowers patients to take control of their life and learn to listen to their bodies. Since living a healthy life is not “one-size-fits-all”, Dr. Kathy works with each patient individually to personalize a plan that will work for their unique situation. Her overall goal is to create a culture in our society that produces and promotes health.

Hosted by: Jeff Key, President of PioneerRx | Mark Bivins, VP of Sales | Marsha Bivins, Director of Marketing

Beyond The Scripts

7

Adversity is a Catalyst

When we used to think of the future, we’d picture the rise of flying cars and other extravagantly futuristic technologies. But as we have entered the 2020s, innovations in technology have been a little more practical. As we continue to fight this pandemic, our host Will Tuft chats with Laura Schwartzwald, owner of GuidePoint Pharmacy, about the latest trends in technology and how pharmacies have been proving their value as a part of public health and as part of a patient's healthcare team. Adversity has been a catalyst for independent pharmacy.

Hosted by Will Tuft – Director of Education at PioneerRx

27

Get Ahead of the Game: Automation in Your Pharmacy

Pharmacy automation enables you to take control of managing your business - instead of letting it control you. Streamlining your med sync process with automated adherence packaging allows you to fill your prescriptions ahead of time instead of working on a day-to-day basis. By automating mundane tasks like filling prescriptions, your staff can focus on growing your pharmacy’s clinical services. Mark Longley, Chief Strategy and Business Development Officer at Parata Systems, shares his insight on the different ways that pharmacy automation is helping independent pharmacies get ahead of the game.

Hosted by: Jeff Key, President of PioneerRx | Mark Bivins, VP of Sales | Marsha Bivins, Director of Marketing

26

Patients Are Your Best Salesmen

Whether it be a new medication, an additional supplement, or a clinical service, pharmacists have to be able to increase their patients’ perceived value. The more informed and on-board a patient is with their health regimen, the more adherent and receptive they will be to the products or services you are offering. Your patients become your best salesman by advocating to their physician on your behalf. Specialty pharmacy owner Brandon Knott explains why cultivating patient buy-in is essential for improving outcomes and finding success in your niche.

Hosted by:  Mark Bivins, VP of Sales | Josh Howland, VP of Clinical Strategy | Marsha Bivins, Director of Marketing

Beyond The Scripts

6

Rebel With a Cause

“It’s not rebels that make trouble, but trouble that makes rebels.” -Ruth Messinger
When you break away from the traditional way of doing things, you face unique problems - and unique problems require creative solutions. Phillip Baker opened Good Shepherd Pharmacy with the goal to help his patients save money on their prescriptions. Good Shepherd operates on a membership model that gives patients their medication for free (or at-cost) with no additional markups on price. To save time, they use a unique group med sync model where every single one of their patients are on the same sync schedule. They also have a drug donation program aimed to reduce drug waste and help provide free medications. Learn how Good Shepherd Pharmacy is paving a new path and changing their patients’ lives.

Hosted by Will Tuft – Director of Education at PioneerRx

25

Connecting the Healthcare Team

Technology allows us to be digitally connected, and this is especially important in the world of healthcare. Pharmacists collect valuable data that needs to be recorded in a way that makes it easily accessible and shareable amongst other healthcare professionals. Shelly Spiro, Executive Director of the Pharmacy HIT Collaborative, joins us to explain the power of leveraging technology to share clinical data - and the importance of creating standards for interoperability.

Hosted by: Jeff Key, President of PioneerRx | Mark Bivins, VP of Sales | Josh Howland, VP of Clinical Strategy

24

“Who Cares About Adherence?”

What’s the use of being perfectly adherent to a poor medication regimen? Before measuring adherence, it should first be confirmed that a patient is taking the right medications, at the right dose, at the right time. Factors like family genetics and drug interactions can affect the way a patient responds to their medications, and evaluating these factors is a valuable service that pharmacists can provide to their patients. Dr. Calvin Knowlton joins us to explain his mission behind MedWise and why this medication safety tool can help pharmacists use the skills they learned in school to save lives and improve their patients’ quality of life.

Hosted by: Jeff Key, President of PioneerRx | Mark Bivins, VP of Sales | Josh Howland, VP of Clinical Strategy

23

How To Set Goals - And Actually Reach Them

Setting goals is the easy part. But how can you make sure you actually follow through with them? Vicki Einhellig leads her pharmacies with the 4 Disciplines of Execution, a strategy that increases motivation within her team and ensures that their goals are actually attainable. She explains how 2020 became their strongest year in sales yet, as they successfully reached the goal they set for themselves. And it doesn’t stop there - they have big plans in store for 2021 as well.

Hosted by: Jeff Key, President of PioneerRx | Mark Bivins, VP of Sales

22

What Your Community Needs Right Now

For pharmacies everywhere, there are things you can and should be doing to help your community, especially during this time. As Staci Hubert explains, as long as you put your mind to it and surround yourself with a team of bright people, you can get it done. You don’t need to be an expert - just by being a pharmacist, you are already more than capable. As a CPESN luminary, Hubert has helped build programs in her community from the ground up in order to help benefit the pharmacies in her town. She knows the power of a little hard work and determination.

Hosted by: Mark Bivins, VP of Sales | Josh Howland, VP of Clinical Strategy

Beyond The Scripts

5

Maximizing Your Pharmacy’s Potential

Growing your pharmacy doesn’t always have to mean adding new services or hiring new employees. Sometimes, all it takes is looking at your existing operations and finding areas to maximize your potential. Brad White is the VP of a group of independent pharmacies in the Ohio area, and it’s not by accident that they are all running smoothly. White shares his advice on minimizing gaps on your team, maximizing your investments, and cultivating staff buy-in.

Hosted by Will Tuft – Director of Education at PioneerRx

21

Part 2: A COVID-19 Investment That Really Paid Off

A silver lining of the pandemic has been the creation of new opportunities for some independent pharmacies, and the common thread between these stores is their preparation and planning. Kavanaugh Pharmacy has been busy with distributing, storing, and administering the Covid vaccine as well as performing thousands of Covid tests for their community. According to Scott Pace, it’s all about doing your “late night homework” and planning ahead so you can position yourself to be considered for these opportunities. In this case, a $6000 investment that was collecting dust at their pharmacy ended up being their key to getting the vaccine.

Hosted by: Mark Bivins, VP of Sales | Josh Howland, VP of Clinical Strategy

21

Part 1: Behind the Scenes of Rutledge v. PCMA

In this episode we are joined by Scott Pace, one of the major figures contributing to the creation of Act 900. He served as the COO of the Arkansas Pharmacy Association during this time and was integral to the unanimous success of independent pharmacy in Rutledge v. PCMA. Listen as he tells the story behind winning the case and the obstacles in lobbying against PBMS. Pace is a pharmacy owner with his wife Anne, and is currently using his law background as a partner at Impact Management Group, a government relations company where he does contract lobbying for the pharmacy industry.

Hosted by: Mark Bivins, VP of Sales | Josh Howland, VP of Clinical Strategy

20

How Does Your Pharmacy Measure Up?

What factors make a pharmacy ‘successful’? What if we could boil it down to quantitative measurements and be able to prove a pharmacy’s potential for success? These are the kind of questions Lisa Hines thinks about in her role as VP of Performance Measurement for the Pharmacy Quality Alliance (PQA). Join Hines and our hosts Mark and Josh as they take a deep dive into the process behind developing pharmacy metrics that can prove a pharmacy’s value to health plans and payers.

Hosted by Mark Bivins, VP of Sales | Josh Howland, VP of Clinical Strategy

19

How to Trigger Your Pharmacy’s Success

Get inspired to trigger your pharmacy’s success - both figuratively and literally. It starts with an idea, something you are passionate about and can turn into a new initiative at your pharmacy. But how can this idea become a successful reality? For Chris Cornelison, it involves building a strong company culture and surrounding yourself with people who inspire you. He explains how to grow a successful program by creating triggers in your workflow and using your technology to make your job easier.

Hosted by Jeff Key, President of PioneerRx | Marsha Bivins, Director of Marketing | Mark Bivins, VP of Business Development

18

Put Your Pharmacy on a Diet

It’s a new year with new resolutions. Putting your pharmacy on a ‘diet’ can tighten up your business to help it run lean and clean. With ownership in 23 different pharmacy locations, Jeff Harrell has learned a thing or two about running a successful business. He shares his technique of focusing on the small details and plugging the holes that you may not even realize are leaking money out of your pharmacy. By building good habits and being disciplined, you can refresh your pharmacy and see the results you’ve been waiting for.

Hosted by Mark Bivins, VP of Business Development | Josh Howland, VP of Clinical Strategy

17

Disrupting the Healthcare Economy

Many people find change daunting, but as we know, it is the only thing in this world that is constant. CPESN Executive Director Troy Trygstad joins the Catalyst Pharmacy Podcast to discuss disruptions in pharmacy from technology, patient behavior, and COVID-19. Independent pharmacies are not in competition with one another. In fact, Troy argues that community pharmacies need to be seen as a collective in order to influence the widespread change in patient and government perceptions of being local. Learn how CPESN and PioneerRx are tipping the scale in favor of independent pharmacy.

Hosted by Jeff Key, President of PioneerRx | Mark Bivins, VP of Business Development | Josh Howland, VP of Clinical Strategy 

16

Luck Favors the Prepared Mind

How did the Covid testing program at Tarrytown Pharmacy skyrocket so fast? Some might call it luck, but Rannon Ching says it’s all about being prepared. They were already familiar with the process since they had other POC testing services already in place. When it comes to the Covid vaccine, they’re already one step ahead with an ultra-cold freezer ready to go. Tarrytown is all about constant growth and being better than you were yesterday. By building a culture of teamwork and open communication, they are able to ‘get lucky’ with new opportunities and continued success in their community.

Hosted by Mark Bivins, VP of Business Development | Josh Howland, VP of Clinical Strategy

 

Beyond The Scripts

4

Complacency Is Your Biggest Hurdle

With enough hard work and a little imagination, you can do anything you set your mind to. This is Joe Williams’ personal mantra, as he is always seeking out new business opportunities in the most unlikely places. He encourages pharmacists to move past the traditional pharmacy model and challenge themselves to not be complacent. Listen as he recounts inspirational stories of the ways he and his team have helped improve lives in their community - and it all started by winning a raffle at a trade show.

Hosted by Will Tuft – Director of Education at PioneerRx

15

RedSail and PioneerRx: An Exclusive Interview

Following the announcement of PioneerRx Pharmacy Software’s acquisition by RedSail Technologies, we bring you an exclusive episode highlighting the key factors behind this decision and exciting plans for the future of independent pharmacy. NCPA CEO Doug Hoey steps in as our special guest host to interview PioneerRx President Jeff Key and RedSail CEO Kraig McEwen. Doug asks the pressing questions that everyone wants the answers to. Together, PioneerRx and RedSail will be part of the largest community-based pharmacy network in the country and have the resources to secure independent pharmacy a seat at the table. Together, we can Save + Revitalize Independent Pharmacy.

Hosted by NCPA’S Doug Hoey

Featuring  Jeff Key, President of PioneerRx | Kraig McEwen, CEO of RedSail Technologies

 

14

Deck the Aisles With Rows of Retail

What does your front-end say about your pharmacy? Is it attracting customers or is it steering them away? Especially during this holiday season, it’s time to take advantage of some great opportunities for boosting your OTC and retail sales. NCPA’s Senior Director of Marketing shares tried-and-true tips on promoting front-end products in your pharmacy and designing your store layout with a focus on customer experience.

Hosted by Jeff Key, President of PioneerRx | Marsha Bivins, Director of Marketing

 

 

13

He Said “No” To PSAO. See What Happens Next.

If you work at an independent pharmacy, it’s likely that you depend on a PSAO for your contracting. At Jolley’s Compounding Pharmacy, however, pharmacist Ben Jolley acts as their own ‘in-house PSAO.’ After looking at their numbers and seeing a high amount of true-ups, he decided to direct-contract on his own. Jolley breaks down the process and explains the pros and cons of deciding to opt-out of a PSAO, even describing situations where certain pharmacies have better leverage than a PSAO even does. Could this be an opportunity for your pharmacy?

Hosted by Mark Bivins, VP of Business Development | Josh Howland, VP of Clinical Strategy

12

Are You Stuck in the Provider Friend Zone?

Inspired to come to the United States by the cast of Beverly Hills, 90210, Amina Abubakar has faced any challenge to meet her goals. Approaching each roadblock as a solvable problem, Amina’s infectious optimism and hard work have brought her undeniable success both in her professional and personal life. Amina believes all pharmacists have value to give. Learn how to identify and communicate your value to providers and patients so that you never miss the opportunities that come to your door.

Hosted by Hosted By: Mark Bivins, VP of Business Development | Josh Howland, VP of Clinical Strategy

Beyond The Scripts

3

Med Sync: Getting Past the Tipping Point

Med sync requires a lot of work up front, but once you get to the tipping point - that’s when the hard work pays off. That tipping point is when you start to see a shift in the amount of work you’re putting in, and the time-saving benefits of med sync start to kick in. In order to get to this point, we have to flip the narrative. We have to remember that med sync shouldn’t feel like an upsell. We have to convince ourselves, our staff, and our patients of the true value it provides. And once you get that buy-in, you’ll be on your way to the tipping point.

Hosted by Will Tuft – Director of Education at PioneerRx

11

Networking and The Domino Effect

Is your pharmacy missing out on The Domino Effect? When you get outside of your pharmacy walls to network and build relationships in your community, the opportunities will start to form a chain reaction - just ask Brent Talley. Talley is the pharmacy manager at Hayes Barton Pharmacy in Raleigh, NC, and here he joins Jeff and Marsha to talk about how he is filling the gaps in his community. There’s always a problem to be identified, and if you can find it, your pharmacy just might be part of the solution.

Hosted by Jeff Key, President of PioneerRx | Marsha Bivins, Director of Marketing

10

Lobby Like It’s Hot

Everyone knows that the squeaky wheel gets the grease. If you want to see change, you have to get out there and advocate for it. Mindy Smith joins Mark and Josh to talk about ways to get involved in lobbying for the interests of community pharmacy and speaking to your local representatives (Donuts preferred, but not required). Mindy is the Vice President of Professional Affairs at Tabula Rasa HealthCare. She is passionate about the advancement of medication safety and giving pharmacists the tools they need to identify and prevent adverse drug events (ADEs). Pharmacists have the knowledge, they just need the right technology to help them apply it.

Hosted by Mark Bivins, VP of Business Development | Josh Howland, VP of Clinical Strategy

9

The Pharmacist That Doesn't Like Drugs

Ever since he was a child, Josh Rimany knew he wanted to help people. He didn’t know what exactly that would look like at the time, but today his journey has led him to independent pharmacy. Josh is the Founder & Chief Wellness Officer of Dilworth Drug & Wellness Center in Charlotte, NC. His goal is to empower patients to actually get better - not just use medicine to mask their symptoms. Jeff, Marsha, and “Josh #2” learn how Josh Rimany gets to the core of motivating his patients to live healthier lifestyles, the power of leveraging technology in this huge ‘social experiment’ we are all living through, and the Joshes dive into the controversial role of CBD in patient wellness.

Hosted by President of PioneerRx Jeff Key with cohosts Josh Howland VP of Clinical Strategy, and Marsha Bivins Marketing Director.

8

Trick or Treat: Opportunities in Disguise

For years, independent pharmacists have operated in uncharted territory - literally. Today, documenting clinical services is not only important for patient adherence, but for pharmacists to bill as providers. On this spooky edition of the Catalyst Pharmacy Podcast, Mark and Josh sit down with Barry Klein, owner of Klein’s Pharmacy in Cuyahoga Falls, OH with his wife, pharmacist, and business partner Ann. Barry isn’t afraid of new challenges like COVID-19 testing, piloting a Medical Services Organization, or fighting the stigma against mental illness. In fact, he is inspired by his patients to keep mastering new skills for them.

Hosted by Mark Bivins VP of Business Development and Josh Howland VP of Clinical Strategy.

Beyond The Scripts

2

Planting the Seed of Wellness

Good things come to those who wait. And by wait, we mean take risks, learn from mistakes, and deliver extraordinary patient care. Jennifer Palazzolo is the owner and pharmacist at Flatirons Family Pharmacy in Longmont, CO. She has gone from working years in a chain pharmacy to owning her own. Listen in as she and Will talk about her journey to ownership, functional medicine, and other clinical services as she stays true to her community’s values.

Hosted by Will Tuft – Director of Education at PioneerRx

7

Doug Hoey | A Conversation with NCPA CEO Doug Hoey

This weekend, the National Community Pharmacy Association (NCPA) hosted their 2020 Annual Convention where Jeff, Mark, and Marsha had the opportunity to sit down with CEO Doug Hoey. Growing up in his father’s pharmacy, Doug has transformed from a superhero in a small community to the head of a national organization, and he’s taking every eager pharmacy with him to the top. Learn first-hand how NCPA is advocating for independent pharmacies on provider status, the pharmacy payment model, COVID-19 vaccination administration, and more while getting to know the man at the front of it all.

Hosted by President of PioneerRx Jeff Key with cohosts Mark Bivins VP of Business Development, and Marsha Bivins Marketing Director.

6

Small Wins. Big Impact.

Morgan Miller knows that it takes a series of small wins to make a big impact. She advocates for her patients by working with local clinics and manufacturers to get them the services and medications they need - especially when no one else will. Morgan is the Director of Specialty Pharmacy at Alps Pharmacy and Founder of Remedy - a functional medicine consulting service. Our hosts Mark and Josh recall the first time they visited Morgan to interview her as one of PioneerRx’s Pharmacy Leaders, and they catch up with her to see what new ideas she’s been working on.

Hosted by Mark Bivins VP of Business Development and Josh Howland VP of Clinical Strategy.

5

Forming the Human Connection

Tony Willoughby believes that independent pharmacy should be relational, not transactional. Forming human connections with both your patients and with the physicians you collaborate with is a powerful way to bring more value as a pharmacist. Tony is the President of Catalyst Health Rx and President of Population Health at StratiFi Health, where he helps manage a clinically integrated health network of pharmacists and physicians. Join Jeff, Mark, and Marsha as they learn how building strong relationships has helped the Catalyst Health Network thrive in their communities.

Hosted by President of PioneerRx Jeff Key with cohosts Mark Bivins VP of Business Development, and Marsha Bivins Marketing Director.

4

Baby Bump Up Your Marketing Game

Stacy Welling may not have followed the traditional route to pharmacy ownership, but that didn’t stop her from creating a highly successful service and product line that fills a major gap in her community. Stacy is the owner of Whaley’s Pharmacy, Inc. with three locations in Jefferson City, Missouri. She is also the founder of Whaley’s Baby, a line of products and services for women and babies before, during, and after pregnancy. Jeff, Josh, and Marsha explore how marketing and innovation have shaped this dynamic business.

Hosted by President of PioneerRx Jeff Key with cohosts Josh Howland VP of Clinical Strategy, and Marsha Bivins Marketing Director.

Beyond The Scripts

1

The Greatest Medicine of All

The greatest medicine of all is teaching people how to not need it. Michael Muniz is inspired by this every day as he helps people turn their lives around through the use of functional medicine. Michael is a trained pharmacist, nutritionist, surgical tech, President-Elect of the Texas Pharmacy Association, and owner of My NuRx Pharmacy in Harlingen, TX. Our host Will Tuft follows Michael’s inspiring journey that led him to the unique care model that he follows today.

Hosted by Will Tuft – Director of Education at PioneerRx

3

Tripp Logan: The Renaissance Man of Pharmacy

Tripp Logan is truly the Renaissance Man of Pharmacy. He is a co-owner of L & S Pharmacy in Charleston, MO, COO of Enhanced Service Pharmacy Alliance, Partner and Consultant at MedHere Today, NCPA Innovation Board Member, CPESN Luminary, and a dedicated father and husband. He’s always ready to show up for his family, his community, and his patients. Jeff, Josh, and Mark get an inside look at the innovative projects Tripp takes on, all while getting to know the man behind the machine.

Hosted by President of PioneerRx Jeff Key with cohosts Josh Howland VP of Clinical Strategy, and Mark Bivins VP of Business Development.

2

Could You Pass the Sniff Test?

Today we welcome our good friend Gina Groves, the very first pharmacy technician at PioneerRx who shaped our entire support model. Gina sits down with Jeff, Josh, and Mark to talk about the COVID buzz and innovative solutions she hears while talking to pharmacies. They further discuss vaccinations and employee screenings (a new sniff test?), while addressing new workflows for remote pharmacy operations.

Hosted by President of PioneerRx Jeff Key with cohosts Josh Howland VP of Clinical Strategy, and Mark Bivins VP of Business Development.

1

Speculations on a Post COVID-19 World

2020 has been filled with abrupt change in the healthcare landscape and in our day-to-day lives. But are these changes here to stay? On this episode, the guys predict what the future will hold in a post-pandemic world. They cover everything from normalizing temperature checks and mask-wearing, to immunizations and telehealth.

Hosted by President of PioneerRx Jeff Key with cohosts Josh Howland VP of Clinical Strategy, and Mark Bivins VP of Business Development.

Catalyst + Beyond The Scripts

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