Community Pharmacy Segmentation a Hot Topic during the Front-end Forum at HDA’s Business and Leadership Conference

June 1, 2017By News


Waukesha, Wisconsin – June 1, 2017 – Dave Wendland, Hamacher Resource Group, Inc.’s (HRG) vice president, strategic relations, and member of the owners group, is presenting at the Front-end Forum during the Healthcare Distribution Alliance’s (HDA) Business and Leadership Conference (BLC) in Phoenix, AZ. Wendland is presenting the Front-end Forum opening session and moderating a distributor panel about segmenting community pharmacies to deliver more personalized solutions.

The BLC is June 11-14, and Monday, June 12, the Front-end Forum kicks-off at 11:45 a.m., with Wendland and Robert Candelora of Retail Insights, LLC, as the keynote speakers. During their presentation, “One Size Does Not Fit All,” the two will discuss the need to focus sales efforts on a specific subset of community pharmacies that share common characteristics. Segmentation approaches could be based on the store’s sales volume, specialty, competitive environment, and more. Wendland stated, “It’s an unprecedented time for brick and mortar retailers who have to adapt to meet the needs of their community and remain focused on providing excellent patient care – all the while determining how to remain profitable and contend with competitors that are constantly popping up.”

In the afternoon, Wendland will moderate a panel of representatives from AmerisourceBergen, Cardinal Health, H.D. Smith, McKesson, and Smith Drug Company, discussing the same topic, but going further in-depth from each distributor’s perspective. The panel will describe how they currently segment the community pharmacies they serve, what has worked, and the biggest challenges and opportunities ahead. Wendland said, “In order for community pharmacies to continue to survive, they have to be willing to collaborate with their distributor partners and move beyond the traditional prescription-dominant pharmacy operation and focus their efforts on succeeding in the front-end.”