Drug Topics - October 29, 2007 - (Page 8)

8 DRUG TOPICS OCTOBER 29, 2007 www.drugtopics.com Of Interest to Pharmacists is hugely significant. Denture products are no exception. With the average entry-level age for wearing dentures estimated at 44, baby boomers are dominating purchases in this subcategory. ACNielsen pegs denture adhesives at more than $165 million in sales across all channels, with a nearly 10% household penetration. Sales of cleansers make up the remainder of the category, though adhesives are far and away the category drivers. Manufacturers describe a denture consumer purchase decision tree that begins with adhesive form—cream, cushion, powder, strip, or other alternative—and proceeds through brand, strength, flavor, and size. This behavior pattern is different from that of many other categories, where brand is the primary purchase driver. Nonetheless, brand loyalty within denture adhesives is strong, with Fixodent leading the pack at 55%, according to ACNielsen (as of May 2006). Cream is the most popular form chosen, at 73%. Drugstores perform well when denture products are shelved in an easy-to-reach area of the oral care department, with products organized by form within their brand blocks. Oral antiseptics and cleansers should be placed adjacent to adhesives, to help promote the twostep regimen of daily cleaning and adhering. Take what you need, leave the rest The American Dental Association advises that good oral health habits can benefit anyone at any age. A regular oral care regimen is important for everyone; all that changes is the product mix used by each individual. Some people are more or less predisposed to dental problems than others, based upon both biological and lifestyle factors. Those with naturally healthy teeth and gums may spend their oral care dollars on products that offer an advantage more cosmetic than health-related. For those with tooth or gum difficulties, purchases will tend toward prevention or maintenance. What’s guaranteed is that every type of oral care shopper is visiting your department on a regular basis, taking what he or she needs, and leaving the rest for others. Offer something for everyone and stay ahead of the up and down trends, then watch your oral care dollars multiply. DT More independent pharmacies that excel at what they do Sandra Levy ur cup runneth over…. Our Oct. 22 issue featured a gallery of independent pharmacies nominated by their wholesalers for their outstanding performance. Here is a look at some additional pharmacies they consider to be simply the best: O Exceptional pharmacy and nonpharmacy services Chris Reiter, R.Ph., and Scott Buda, R.Ph., opened Health Mart Pharmacy of Lynbrook, in Lynbrook, N.Y., in April, and despite two giant pharmacy chains located nearby, the pair are already enjoying success. “We were new to Lynbrook, so we did a little research and saw that this community was underserved as far as having a community pharmacy,” said Reiter. Armed with the motto, “Pharmacy the way it used to be,” Reiter believes that, by offering personalized service, Health Mart Pharmacy of Lynbrook can outshine its competitors, which include CVS and Walgreens. “We offer free delivery. I make deliveries myself,” boasted Reiter. “We try to accommodate patients as much as possible. Customer service is our No. 1 priority.” In addition to milk, eggs, greeting cards, and toys in the 5,000-sq. ft. store, there is a large surgical section. Noting that Lynbrook is home to many elderly patients—there are about half a dozen assisted-living centers in the area—Reiter said, “We have accounts in a couple of these centers. We are finding that the demand for the surgical department has definitely picked up.” The pharmacy delivers hospital beds, walkers, and canes to patients’ homes. But the service doesn’t end there. Reiter also sets up the beds. “We also train people on how to use the walkers and canes. People buy these items and don’t use them the correct way. Safety comes first,” he said. Yet another strategy for success has Reiter partnering with two doctors who recently opened an office one block away. “The office is like a walk-in urgent http://www.drugtopics.com

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Drug Topics - October 29, 2007 Contents N.J. R.Ph.s Take AMP Fight to Congress Oral Care Product Sales Holding Steady Still More Stellar Independent Pharmacies Students to Students: Check Out Our Book The Week at a Glance

Drug Topics - October 29, 2007

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