DENVER — Over 4,000 independent pharmacies looking for new opportunities to make connections, share ideas, get inspired, and explore new ways to achieve peak performance for their patients and their business met during Cardinal Health’s Retail Business Conference (RBC), which was held here last week.
Despite being in the midst of ongoing reimbursement pressures and shifting industry dynamics, independent pharmacies are finding ways to successfully expand revenue streams, improve the health of patients and drive meaningful change throughout the industry. This year’s RBC highlighted examples of how independent pharmacies are navigating the way forward with consultative support, solutions, and a deeper investment in advocacy from Cardinal Health.
Solutions, service and support for pharmacy’s ongoing evolution
At the opening session, Brad Cochran, EVP of Pharmaceutical and Specialty Distribution, and Michelle Britt, SVP of Retail Independent Sales, reflected on the resilience of independent pharmacists.
“Having served this industry for more than 23 years, it is a privilege to support the consistent evolution, growth and resilience of these pharmacies,” Cochran said. “They continue to expand from vaccines and point-of-care testing into new services such as chronic disease management, diabetes counseling, and weight management.”
Britt added that independent pharmacies are doing more than ever to improve the lives of the patients they serve, making a positive impact beyond the four walls of their store.
“Independent pharmacies are vital community-based healthcare providers. When they succeed, the communities they serve benefit too,” said Britt. “That’s why Cardinal Health is committed to offering personalized assistance, enhanced solutions, and new opportunities to diversify their revenue streams.”
During his onstage interview, Cardinal Health’s CEO Jason Hollar reaffirmed Cardinal Health’s commitment to retail independent pharmacies.
“We have made significant investments in projects that have real, tangible value for customers, initiatives that increase our capacity, our service level and the quality of our processes,” Hollar said, “We are continuing to make investments in areas such as automation and technology with a focus on continuous improvement, so our customers can continue to get better service from us.”
Maximizing and expanding revenue streams is critical for pharmacies to adapt to current industry dynamics. Value-conscious consumers seeking low-cost alternatives drove demand for private-label products in 2024, according to NielsenIQ, presenting opportunities for pharmacies to grow revenue through a strong front-of-store strategy. In her RBC remarks, Britt shared that the recently opened Consumer Health Logistics Center (CHLC) offers an expanded mix of private-label products to help pharmacies enhance their front-of-store.
“Our first-of-its-kind CHLC expands our capacity to offer a wider range of over-the-counter products and wellness and diagnostic solutions, giving pharmacies new opportunities to diversify their front-end and better compete in the community,” Britt said.
Investing in independent pharmacy’s powerful collective voice
During this year’s RBC, Cardinal Health announced the formation of its One Voice Initiative for pharmacy advocacy. Through this initiative, Cardinal Health will provide direct financial assistance to state pharmacy associations to fund opportunities for independent pharmacists to engage in local advocacy efforts.
Pharmacists’ advocacy efforts have resulted in new laws that expanded pharmacy scope of practice in several states, including Ohio, Pennsylvania and New Jersey, among others, by allowing technicians to now administer vaccinations, allowing pharmacy staff to administer flu and COVID-19 vaccines to younger patients, or allowing pharmacists to administer vaccines to children under 10 without a prescription.
“The Independent pharmacy community has been a powerful force in driving meaningful change,” Cochran said, “Our One Voice Initiative will help state pharmacy associations build on their impressive efforts and encourage active participation across their state to ensure the voice of independent pharmacies resonates in healthcare policy discussions.”
Britt also emphasized pharmacists’ essential role in shaping the direction of healthcare policy for the future.
“When lawmakers hear your stories and your struggles, that’s when change starts to happen,” she said. “Together, we’re building a stronger, louder, more united voice. We’ll keep listening. We’ll keep pushing. And we’ll keep standing with you – because your voices must be heard in shaping the future of pharmacy.”
Celebrating pharmacists as innovative leaders
Beyond championing the voice of independent pharmacies in the statehouse, this year’s RBC hosted a Peer Innovation Panel, featuring the voices of three pharmacist leaders who shared how they have implemented new services, enhanced their marketing by partnering with other local businesses, and leveraged their staff in new ways, adding greater value and a wider range of products to their customers.
“We have been working to change the perception of pharmacy in our community,” said Jason Kizer, PharmD, owner of Kizer Pharmacy in Union City, Tennessee. “We don’t want people to think of pharmacy as simply a place to pick up their pills…we want the pharmacy to be where patients come to get healthy, access trusted information and innovative solutions from providers who know and care for them.”
Kristin Glezman, PharmD, owner of The Medicine Shoppe in Sherman and Denison, Texas, shared how a “forced move” to a new location provided an opportunity to expand her compounding lab and attract new customers with a “Pharmer’s Market” front-end concept, stocked with local items – like elderberry syrup and homemade candles - that have become their biggest sellers.
“It’s almost like two different businesses in our space, which encourages people who might not have a pharmacy to come and see what our pharmacy is all about,” Glezman said. “The people who sell items in Pharmer’s Market help advertise us as a place to buy their products, so it benefits both us and other local businesses.”
Mandilyn Coffman, PharmD, Pharmacist in Charge at Dandurand Drugs in Wichita, Kansas, explained how leaning into what her staff and her community are passionate about has generated additional revenue and re-energized her staff.
“One of our pharmacists is very passionate about wellness, so we began a program that offers general wellness classes at a local fitness studio. We have access to the studio’s clients, and the clients have access to our team, so it’s a mutually beneficial partnership,” said Coffman. “It began with that staff member’s passion, finding what people are interested in and going from there.”
Looking ahead
As it does every year, RBC 2025 celebrated the best of independent pharmacies – their resilient spirit as small business owners, the strength of their collective voices, their vision and leadership, and above all, their unwavering commitment to providing outstanding care for their patients. Cardinal Health’s CEO reiterated the company’s commitment in his comments onstage.
“Retail independent pharmacies are absolutely a priority for us,” Hollar said. “We understand your critical role in your communities, and we remain committed to working with you to identify win-win opportunities to meet the evolving needs of your patients today and in the future.”
