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H1N1 warms up sales of homeopathic cold remedies

BY Michael Johnsen

All of the awareness driven around H1N1 certainly has created plenty of activity in the cough-cold aisle.

By all accounts, it’s been a very busy first-half of the season for cough-cold manufacturers. Sales in the category grew 2.8% for the 52 weeks ended Nov. 29, according to Information Resources Inc. Given the size of the category, even that small lift represents $100 million in additional sales, lifting the overall cough-cold category to $3.6 billion across food, drug and mass (minus Walmart).

And manufacturers of homeopathic cough-cold remedies may have been the greatest benefactors—sales of Matrixx’ Zicam tablets were up 14.9% to $45.7 million. And within sales of cough syrups, both Boiron and Hyland’s cracked the top-10 list of cough syrup manufacturers with sales of $1.5 million (up 582.7%) and $1.1 million (up 180.5%), respectively. Overall sales including Walmart also were a little more substantial, one homeopathic manufacturer noted, as distribution increased from 350 Walmart locations last year to more than 3,200 this year.

“Since launching Children’s Oscillo, Children’s Chestal and Children’s Coldcalm in the fall of 2008, these items have risen as top sellers in a little more than one year,” said John Durkin, VP sales and marketing at Boiron.

And Similasan threw its homeopathic children’s syrup into the ring in October 2009 with the mass launch of Similasan Kids Cough Relief.

Coming out of last year when homeopathy products were positioned as the safe and effective remedy to relieve a child’s cold in light of concerns around the safety of allopathic over-the-counter medicines, homeopathy products didn’t make much fanfare over already-substantiated claims that their solutions reduce the duration of the common cold (in the case of Matrixx’s Zicam) or the flu (in the case of Boiron, Hyland’s and Similasan). And while no responsible cough-cold manufacturer attached any kind of H1N1 messaging to their advertising, they didn’t necessarily need to.

“Homeopathic cough-cold medicines have experienced a substantial increase in sales and market share in the last two or three years in the United States,” said Dale Nepsa, president of Hyland’s. “Much of this increase has been in the pediatric sector due to concerns for safety and efficacy of some allopathic brands. More recently, concerns surrounding the H1N1 virus, along with a shortage of vaccine, have had a positive impact on the trial and sales of homeopathic OTC offerings.”

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Walgreens taps veteran to head CCR

BY DSN STAFF

NEW YORK In a high-stakes campaign to fire up its front-end appeal, reaffirm its relationship with America’s consumers and rejuvenate its same-store sales, Walgreens has gone to its bench.

Walgreens has named one of its veteran operations people, Mike Arnoult, to the key post of VP in charge of Customer Centric Retailing. Until last month, the post was held by Chong Bang, who left the company in mid-December to oversee merchandising at Toronto-based Shoppers Drug Mart.

Unlike Bang, Arnoult is more a seasoned operations manager than a merchant. His appointment is a clear sign that Walgreens has moved beyond the conceptual and launch phase of CCR, and is ready to begin the next phase of the massive project: the expansion of a CCR-based store design across Walgreens’ coast-to-coast network of 7,147 drug stores.

Nevertheless, Arnoult inherits a critical challenge at the retail behemoth. CCR encompasses Walgreens’ massive effort to pull together a sprawling marketing and merchandising operation and focus its efforts more sharply on meeting and anticipating customer demands. Within two or three years, it will transform the chain’s front-end presentation and go-to-market strategy coast-to-coast with a leaner, more condensed merchandise mix; a sharper focus on health, wellness and patient education in the aisles; improved departmental adjacencies and signing; and — Walgreens merchants hope — a better overall shopping experience.

Bang took CCR all the way from conception to realization, streamlining assortments, cutting hundreds of redundant SKUs, and applying new rationale to categories, adjacencies and promotional strategy at the front end. He also oversaw the test and launch of a new Walgreens store prototype, based on CCR principles and a better read of consumer needs.

Arnoult will now take the CCR rollout from a 400-store pilot in Texas to nationwide completion. Given the chain’s aggressive plans for 2010 — nearly 3,000 stores scheduled for a CCR redesign by the end of the year — he’ll need to bring all his proven management skills to bear to coordinate local-market remodeling activities with Walgreens’ operations and merchandising teams.

“We’re evaluating the findings from the Texas stores and doing some tweaking,” company spokesperson Tiffani Washington told Drug Store News in December. “We’ll continue the rollout [of the CCR-based store overhaul program] starting in January.”

Arnoult brings to his task a strong resume in store, district and regional management. His 20-year career at Walgreens includes stints as store manager, district manager and store operations VP, followed by a year as head of online merchandising. He’s a 1990 graduate of Marquette University with a B.A. in communications.

“His ability to build relationships and collaborate across the organization will be invaluable,” Walgreens asserted.

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Bartell to cease filling Medicaid prescriptions at 15 locations

BY DSN STAFF

NEW YORK The Medicaid storm is still intense in Washington as Bartell Drugs has announced that — as of Feb. 1 — it will no longer fill Medicaid prescriptions at 15 of its 57 stores. Limiting access to pharmacies with its payment cuts could spell an increase in other healthcare costs — costs that represent the majority of health expenditures.

As stated in the article, the decision stems from a court decision in Massachusetts in September 2009 that reduced the industry pricing standard.

Bartell stated that — unlike most other insurance providers, including other states — the Washington State Department of Social and Health Services has made no effort to offset this significant reduction, resulting in sizeable reductions in payments to pharmacies.

The intent, according to Bartell, is to return to the established level of compensation prior to the Sept. 26, 2009, court action. As it currently stands, Bartell simply can’t afford to fill the Medicaid prescriptions.

While Bartell currently is the only pharmacy retailer to take such action, it certainly isn’t alone in the battle.

In March 2009, Walgreens threatened to stop serving Medicaid patients in 44 of its stores in the state. The company at that time stated that it operates 111 pharmacies throughout the state, but the 44 pharmacies in question represented more than 60% of its total Medicaid business in the state. However, in May 2009, Walgreens stated that it would continue to serve Medicaid patients when the state agreed to make smaller cuts than it had planned.

But will the court decision in Massachusetts now prompt other pharmacies to follow in Bartell’s footsteps? Perhaps, but if you ask Doug Porter, the state’s director of Medicaid, he will likely say no. In a recent Seattle Times article, Porter was quoted as saying that Medicaid recipients should not worry about other companies following suit and he is “convinced pharmacies can weather this change.” As reported by the Seattle Times, several pharmacies and industry trade groups filed suit in U.S. District Court in Seattle trying to force the state to return its reimbursement rates to those it was paying before the Massachusetts settlement. A hearing is scheduled for Jan. 15.

Last year, the pharmacy groups filed another lawsuit, after an earlier attempt by the state to cut its reimbursement rates. That suit was withdrawn when the state agreed to make smaller cuts than it had planned.

“We are deeply concerned about the health of our patients. Pharmacists are on the front lines of our healthcare system protecting patients by ensuring safe and appropriate medication use. Commercial healthcare payers and Medicaid programs in some states have already adjusted pharmacy reimbursement necessary to maintain patient access to the essential care provided by pharmacies. If Washington Medicaid does not do the same, it can result in reduced access to medicine for our neediest and most vulnerable patients ultimately leading to expensive emergency room visits and hospitalizations,” stated Jeff Rochon, Pharm.D., CEO, Washington State Pharmacy Association, in an NACDS press statement issued in September.

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