25+ Years of Pharmacy Sales Experience
Independent LTC Pharmacies Don't Need More Marketing
They need a structured way to build trust, develop relationships, and create growth opportunities.
Helping Independent LTC Pharmacies Build the Relationships that Drive Sustainable Growth
Most pharmacy owners were never taught how to systematically develop new business. We help independent LTC pharmacies create the strategy, process, and accountability needed to compete for facility relationships and growth opportunities.
The Reality
Running an LTC Pharmacy is a Full-Time Job
Patient Care
Compliance
Deliveries
Staffing
Surveys/Audits
Operations
Business Development often gets pushed aside. Unfortunately, growth opportunities don't wait.
The Truth
There is no shortcut to trust.
Facilities rarely switch providers because of a single call, email, or presentation.
They change providers because relationships have been built over time.
The pharmacies that consistently grow are the ones that remain visible, provide value, and stay engaged until opportunities emerge.
What We Do
We help pharmacies build a repeatable growth process
Market Intelligence
Relationship Development
Sales Team Training
CRM
Strategic Coaching
Accountability
Know which facilities to target and who makes the decisions.
Build meaningful connections with facility leaders.
Recruit, train, and manage effective business development professionals.
Track activity, opportunities, results, and never let your data be held hostage by a former rep.
Create consistency and long-term execution.
Communicate each week about the "plan", go through detailed results monthly, and perform quarterly business reviews that include the competition.
Why We Exist
We Saw a Problem
For 20+ Years
Independent pharmacies provided excellent customer service, but lost facilities because they started to be acquired into larger chains with the pharmacy decision maker over 1,000 miles away.
Owners couldn't figure out how to get a signed contract with an out-of-state facility because the chains wanted one primary/exclusive provider.
No Network
60+ Reps Scaled
Having built & managed over 60 sales reps, we bring executive-level leadership to your pharmacy. Whether we deploy outsourced specialists or build/manage your own internal team, we establish the exact structure required to win local, regional and national accounts.
Plan Options
60-Day Consulting Program
Designed for owners who want to create a team selling environment throughout the pharmacy. We are going to show you how to prioritize sales & marketing at your pharmacy by using the resources that you already have in place today!
On-Going Monthly Support
VP of Sales
After your pharmacy has completed the 60-Day Consulting Program, we are going to support your team to increase the number of appointments each week, identifying new targets, and increasing the close percentage for your pharmacy.
Many owners have a dedicated rep that markets for their pharmacy, but owners aren't properly trained on how to manage, support, develop & track their rep's activity. We will take on all of these responsibilities.
8 Courses: These courses are designed for the owner, sales rep, and the entire pharmacy team.
Cold Calls Scrips
Targeted Drops
Marketing Collateral
Probing Guide
Know the Competition
Presenting Solutions & Closing
Using Customer Referrals
Trade Shows & Associations
Build Database of Targets: We will identify the facilities and physicians that you should target within your service area.
Full Accountability: Each person on your pharmacy team will have a role & specific responsibility to help you grow your pharmacy business.
Support: Your entire pharmacy will be supported when they have questions on any aspect of the sales process
Incentives: We will help you build incentive programs for your own team or sales rep that fit your budget
New Hire Training: We will continue to support all new hires that you make, so that they are comfortable with their new role that helps you gain new business.
On-Going Support: Any of your team members can call, email, or text any questions that they have. If it is a topic that requires us to go over a past course, then we will schedule a time to review past materials.
New Targets: When you've gone through all of your targets, we will re-assign some targets and add new prospective targets for your team.
Weekly Recognition: Large corporations have daily and weekly gatherings to energize & support each other. We will work with the owner to develop this best practice.
Monthly Recognition: While weekly recognition is important, it is always good to Zoom Out and take 10-minutes to thank your team for their efforts and acknowledge those that are standing out.
Meeting Prep: By this time in the process, your team will begin getting appointments on a regular basis. They need to know how to prepare for meetings: what to take, proper probing guide, etc.
Follow Up: Timing is important when it comes to following up with recent appointments. Our team will make sure that the pharmacy learns how to create a system to ensure proper follow up has occured.
CRM: The proper targets will be loaded into an excel sheet or a dedicated CRM for your pharmacy. The activity will be tracked to ensure that your rep is giving 100% effort, plus we will work on their time management skills to achieve more contact within your service area.
Training: The owner and the rep will be asked to take the 8 courses mentioned in the 60-Day Consulting Program. We want to make sure that the owner knows how to properly sell and not feature dump. Plus, if the rep were to ever leave, then we want to make sure that the progress with these accounts are not lost while a new rep is hired.
Weekly Reviews: Your rep will know the expectations that we have of them. The owner is always encouraged to join this meeting, we will review last week & the upcoming week along with forecasts. Challenges will be discusses and any training needs will be identified.
QBR Pharmacy Review: During the Quarterly Business Review, the sales rep will go over their 30/90/180 day forecast. Challenges in the market will be discussed as a group, and we will all leave with action items that we are responsible for continued success.
Changes in Marketing Collateral: Every 90 days, we will discuss the PowerPoint, postcards, and any other marketing materials that we use. If materials need to be updated, then we will agree collectively to make those changes.
Associations/Trade Shows: Before any show or meeting, we will identify if there is a need to pro-actively reach out to prospects along with what to say. After these meetings, we will also devise a plan to move specific accounts forward.