Transcription
116th Annual ConventionDate:Time:Location:Tuesday, October 21, 20142:45 pm – 3:15 pmAustin Convention Center, Room 18AB, Level 4Title:Business Opportunities: Expanding into a Successful Nutrition Niche in yourPharmacyACPE # 207-000-14-235-L04-P 0.15 CEUsACPE # 207-000-14-235-L04-TActivity Type:Speaker:Application-basedJennifer Hughes, PharmD, Greenwood Drug, Inc.Pharmacist and Pharmacy Technician Learning Objectives:Upon completion of this activity, participants will be able to:1. Discuss methods to evaluate your market for the viability of a nutrition niche.2. Create a marketing plan to introduce your nutrition niche to your patients and community.3. Summarize examples of cross-selling opportunities with prescriptions andsupplements/nutritionals.Disclosures:Jennifer Hughes declares no conflicts of interest or financial interest in any product or servicementioned in this program, including grants, employment, gifts, stock holdings, and honoraria.NCPA’s education staff declares no conflicts of interest or financial interest in any product orservice mentioned in this program, including grants, employment, gifts, stock holdings, andhonoraria.NCPA is accredited by the Accreditation Council for Pharmacy Education as a provider ofcontinuing pharmacy education. This program is accredited by NCPA for 0.15 CEUs (1.5contact hours) of continuing education credit.
NCPA Disclosure StatementThe National Community Pharmacists Association (NCPA) Office of Continuing Education makes everyeffort to develop continuing education activities that are scientifically based, accurate, current, andobjectively presented. In accordance with the Accreditation Council for Pharmacy Education Standardsfor Commercial Support NCPA has implemented a mechanism requiring everyone in a position to controlthe content of an educational activity to disclose any relevant financial relationships with anyproprietary entities producing health care goods or services and mange/resolve any conflicts of interestprior to the activity. Individuals must disclose to participants the existence or non-existence of financialrelationships.NCPA does not view the existence of interests or relationships with commercial entities as implying biasor decreasing the value of a presentation. It is up to the participants to determine whether the interestor relationships influence the presenter with regard to exposition or conclusions.If at any time during this activity you feel that there has been commercial or promotional bias, pleaseinform us by reflecting the information on the session evaluation form.
10/10/2014Business Opportunities:Expanding into a SuccessfulNutrition NicheJennifer Hughes, PharmDGreenwood Compounding PharmacyDisclosureJennifer Hughes declares no conflicts of interest orfinancial interest in any product or servicementioned in this program, including grants,employment, gifts, stock holdings, and honoraria.Learning Objectives1. Discuss methods to evaluate your market for theviability of a nutrition niche.2. Create a marketing plan to introduce your nutritionniche to your patients and community.3. Summarize examples of cross‐selling opportunitieswith prescriptions and supplements/nutritionals.1
10/10/2014Our Business Compounding and retail pharmacies under oneroof. Two separate licenses. Approx 3,000sq ft pharmacy 298 linear ft of“regular” OTC and 20 ft of “specialty”supplements. Compounding of BHRT, Pain, Vet, Dental 600sq ftlab, approx 450 Rx/mo.Less Space, Less VolumeFloor SpaceSalesFT SHELVINGUNITS SOLDSPECIALTYSPECIALTYGENERALGENERALMORE PROFIT!!PROFITSPECIALTYGENERAL2
10/10/2014Separate Yourself from Competitors Carry supplements that others can’t carry or won’tbothercarrying. Professional lines. Third party verified – Quality matters! Find companies that will do the work for you –presentations. Be knowledgeable and available to help pharmacistsare the most available healthcare professional.It DOESN’T Sell Itself An Integrative Medicine trained doctor is our biggestsource of clientele. Alternative minded patients – lots of people let downby docs. Knowledgeable staff – know your product and say itwith confidence (but don’t lie!). Facebook, Twitter, e‐mail blasts. REFERRALS! People are friends with like‐mindedindividuals.Know Your Product Better to be an expert at 10 products, than a novice on100. Find products that interest you – don’t sell just to makemoney! Start slow with products that appeal to a broad range ofpeople–––––––––Fish oilGlucosamineMultiVitaminWeight lossCalciumIron, chelatedProbiotics, “license plate”Vitamin D3CoQ103
10/10/2014More mainstream than you think At least 40% of Americans utilize some sort of“alternative” treatment. Fish oil is the #1 reported “natural product” consumedby both adults and children. Echinacea was also popular for children thinkprobiotics. Alternative medicine is really only alternative to “theestablishment” – fueled by BIG PHARMA Integrative, Functional, Holistic, NaturopathicMedicine, CCN, chiropractic, Acupuncture, even Yogais considered alternative medicine.Look For New Points of View Underground Wellness by Sean Croxton – #1 iTunespodcasts Dr. Sara Gottfried, MD – blog Dr. Mark Hyman – books, blog Dr David Brownstein – books, blog Dr David Perlmutter – books, lecturer, practicingneurologist JJ Virgin – The Virgin Diet (elimination diet) Mike Mutzel – The Belly Fat Effect The Great Cholesterol Myth – Steven Sinatra,MD/Johnny BowdenThe Great Cholesterol MythIf you think statins are an ethical treatment READ THISBOOK.If you think your cholesterol is the best predictor of heartdisease READ THIS BOOK.If you think that depleting your body of CoQ10 doesn’tmatter READ THIS BOOKIf they forgot to teach you in pharmacy school thatcholesterol has important BENEFITS READ THIS BOOK4
10/10/2014The Great Cholesterol MythThe Lyon Diet Heart Study done by French Researchers totest the effects of different diets on heart disease.605 men and women – all had survived first heart attack,had high cholesterol, smoked, ate junk food, didn’texercise, and high levels of stress.Divided into 2 groups: Mediterranean diet and “prudent”dietMediterranean – fresh fruits and veggies, olive oil,whole grains, legumes, nuts, seafood.Prudent diet – less than 30% calories from fat, 10% satfat, max of 300mg cholesterol per day.Result?The Great Cholesterol MythThe study was stopped because it was deemed unethicalto continue The Mediterranean Diet group had a 70% reduction indeaths and 76% reduction in cardiovascular deaths.So, what happened to their cholesterol levels?THEY DIDN’T BUDGE. A 76% reduction in deaths fromheart disease but NO CHANGE in cholesterol (neithertotal nor LDL)The New England Journal of Medicine refused to publishthe study.(The Lancet later did)The Great Cholesterol Myth SUGAR is the dietary enemy it is NOT fat orcholesterol. Chronic INFLAMMATION is the root problem. CALCIUM buildup in arterial walls is a betterpredictor Agatston score developed by Dr Agatston(The South Beach Diet doc) STRESS may be the overriding trigger the RosetoEffect.5
10/10/2014Coenzyme Q10 A powerful antioxidant which is an essential component in themitochondria for production of ATP. All patients on statin drugs MUST be encouraged to take CoQ10100mg BID. CoQ10 is important for energy production in the heart as well aspreventing oxidation of cholesterol pattern B LDL is theoxidized form which is “sticky” and inflammatory. Meta‐Analysis of 12 clinical trials found across the boardsignificant decreases in blood pressure in CoQ10 supplements. Combine CoQ10 with GOOD Vitamin E to potentially lower CRPAcetyl‐L‐Carnitine Mobilizes fat to be used for energy – the heart gets 60% of itsenergy from fatEVIDENCE: People who took L‐carnitine after a heart attack had significantlylower mortality rate compared to control group.(1.2% death rate vs 12.5% for control) 80 heart failure patients divided into 2 groups one group took2gms ALCAR daily vs placebo. Significantly higher 3 yr survival. Significant improvement with intermittent claudication and98meter increase in walking distance with PAD patients.Omega 3 Fish Oil Supplement for EVERYONE! Quality is so important with fish oil – US standards arepoor; follow European or Norwegian standards to findquality products. “Standard” companies use GMP guidelines for purity doesnot address oxidation or amount of DHE/EPA in product. Most recommendations are for 1000mg of Fish Oil per day.Most labels tout 1000mg fish oil that is the TOTAL amountin the gel, NOT the amount of DHA EPA.6
10/10/2014Omega 3 Fish OilOmega 3 Fish OilAmount Per Serving%Daily Value†Calories10Calories from Fat 10Total Fat1g2%Polyunsaturated Fat1 g**Fish Oil1.29 g**ConcentrateTotal Omega‐3 Fatty967 mg**AcidsEPA(eicosapentaenoic 515 mg**acid)DHA(docosahexaenoic 385 mg**acid)Omega 3 Fish Oil7
10/10/2014Magnesium Has over 300 functions in the body and most people aredeficient. RELAXER – dilates the arteries to lower blood pressure,relaxes muscles, helps with sleep. Magnesium does what a calcium channel blockerdoes only with extra benefits instead of side effects. Helps manage blood sugar – low magnesium levelscorrelate to insulin resistance. Magnesium is needed tometabolize sugar. Calcium and magnesium have a symbioticrelationship intracellular calcium levels rise whenmagnesium drops.Magnesium Magnesium deficiency is rampant. We use often for muscle cramps, muscle pain(fibromyalgia), anxiety. Fill a bath with Epsom Salts for a cheap way to getmagnesium, plus the benefits of relaxation. Magnesium is great for constipation as well(laxatives), but look for poorly absorbed forms. We use Magnesium Glycinate as the absorbableform, and a magnesium citrate for constipation. For leg cramps we use a Cal/Mag combination.MultivitaminsSupplement FactsServing Size 1 TabletEach Tablet ContainsVitamin A 3,500 IU(29% as Beta‐Carotene)% Daily Value70%Vitamin C 60 mg100%Vitamin D 400 IUVitamin E 30 IUVitamin K 25 mcgThiamin 1.5 mgRiboflavin 1.7 mgNiacin 20 mgVitamin B6 2 mgFolic Acid 400 mcgVitamin B12 6 mcgBiotin 30 mcgPantothenic Acid 10 mgCalcium 200 mgIron 18 mgPhosphorus 20 mgIodine 150 mcgMagnesium 50 mgZinc 11 mgSelenium 55 mcgCopper 0.5 mgManganese 2.3 mgChromium 35 mcgMolybdenum 45 mcgChloride 72 mgPotassium 80 mgBoron 75 mcgNickel 5 mcgSilicon 2 mgTin 10 mcgVanadium 10 mcg* Daily Value *Ingredients: Calciumcarbonate, folic acid, vitaminK1, magnesium oxide, nickeland tin?, dl‐alphatocopherol8
10/10/2014MultivitaminsIngredients: chelated minerals,methylcobalamin, 5MTHF, K1and K2, vitamin E with mixedtocopherols levels comparableeven at 1 capsule dose.Zinc/Selenium levels biggestconcern.MultivitaminsZinc Carnosine chelate Marketed as a drug in Japan since 1994. Works to heal the gut and small intestinal lining Benefits heartburn, ulcers, leaky gut in as little as 3 to 7days. Speeds healing Off label in Japan for stomatitis and radiation burns inmouth. Dose 75mg BID to treat May decrease to QD for maintenance if patient doesn’twant to or is symptomatic upon stopping9
10/10/2014Zinc Carnosine chelateZinc Carnosine chelateZinc Carnosine chelate10
10/10/2014Clinical Pearls To methylate/metabolize estrogens use Resveratrol, NAC,and TMG. MethylB12 and MTHF are not enough. Theanine is a wonderful anti‐anxiety supplement non‐sedating. The Microbiome is a new field of emerging research. Vitamin E will do as much harm as good if it is alphatocopherol alone. Mixed tocopherols and/or high gammatocopherol forms are necessary! CoQ10 and Vitamin E work well together synergistically. The gut is the core of our bodies, and health. Inflammation is at the core of most, if not all, chronicdisease.Thank You!!Jennifer Hughes, PharmDGreenwood Compounding PharmacyWaterloo, IA11
The Great Cholesterol Myth –Steven Sinatra, MD/Johnny Bowden The Great Cholesterol Myth If you think statins are an ethical treatment READ THIS BOOK. If you think your cholesterol is the best predictor of heart disease READ THIS BOOK
