June 4, 2019
Inside: Find out what traits and services make for a standout group purchasing organization.
After all the stress of negotiating with wholesalers and making purchasing decisions on your own, you’ve finally decided to take a leap and become a member of a group purchasing organization (GPO). Or maybe you’ve been with the same GPO for years and wonder if you could be getting a better deal.
While all purchasing organizations will give you the power in numbers you lacked when you did everything on your own, not all GPOs are created equal. While some go above and beyond to increase your profit margins, others provide bare-minimum, one-size-fits-all services. Careful vetting is crucial to getting the best deal on your inventory.
Learn what features and offers make a GPO stand out in order to get the optimize your pharmacy’s profitability.
The best GPOs will be able to increase your profit margins consistently. They won’t only help you secure the prescriptions you need; they’ll also optimize the buying process to save you money.
Between helping you secure a better cost of inventory and optimizing your purchasing, a GPO should improve your profit margins 2 to 6 percent.
If that number seems negligible, consider that for the average independent pharmacy, that’s between $70,800 and $212,400 annually. And that’s without having to invest any more of your time and effort into your business.
You probably already realize the challenges of getting a favorable contract when you’re going it alone. But having just any old GPO negotiating on your behalf might not be much better.
Negotiators who have formal training or extensive experience will be able to get you a better cost of inventory, better rebates, and better terms on your wholesaler contract.
You should look for a purchasing organization with experienced negotiators that will not only get you a good deal in general, but a good deal for you. Don’t settle for a uniform approach, and instead insist on a fair, custom-fit agreement.
When negotiating a salary, you wouldn’t settle for the first offer. Similarly, a GPO shouldn’t just receive one wholesaler bid on your behalf and call it a day.
By sourcing bids from multiple wholesalers, your purchasing organization motivates competition in the market. They will be incentivized to lower their prices to beat out the other offers, and you will have more control over the terms of your contract.
Even after you’ve committed to a primary wholesaler, they know you could be enticed away in the future. Because they are eager to keep your business, you have a power that you didn’t have when you negotiated as a solo pharmacy.
You’ve signed a contract with a primary wholesaler that you’re happy with. But then, you find you need a medication they don’t have on hand. Do you have a qualified backup supplier you can count on?
Your GPO should not just establish a relationship with a primary supplier. To ensure price protections and reliable service, having a secondary supplier in your back pocket is crucial.
Like your primary supplier, your backup should be VAWD-certified so you know the products are meeting the strictest standards and coming directly from the manufacturer.
The relationship with your GPO shouldn’t end once you’ve secured a great contract for a primary and backup supplier.
In addition to dogged negotiations, a GPO should also have metrics on hand and advanced technology to help you make the best decisions in your buying.
Every day, even with an excellent contract in place, you’ll be called on to make purchasing decisions that will affect your bottom line. Knowing when to purchase from your primary or secondary wholesaler to ensure you’re meeting all the volume and generic compliance requirements of your contract can mean the difference between big savings or money down the drain.
Big chain pharmacies have technologies that take the guesswork out of those decisions, and with the right GPO, you can too. Your GPO should offer a service that tracks all purchasing decisions and their outcomes to steer you towards the most lucrative buying decisions.
With a small staff and a big mission, independent pharmacies work hard to focus on their communities. Some GPOs stand out among the crowd by offering extra features that allow you to keep your concentration on your patients.
Vendor discounts, educational resources, a diligent customer care team, and access to exclusive trade shows with industry titans are all things you should look for when deciding on a GPO.
Don’t settle for a GPO that’s merely acceptable. Look for one that’s great.
Seek out a GPO that will guarantee a better contract than you have now. They should be confident in their ability to offer you the best pricing, best rebates, and best payment terms on your wholesaler contract.
If they aren’t confident in their services, why should you be?
The answer is simple: Join ProfitGuard, which offers all these services and more. PBA Health’s buying group simplifies your business and ensures that you get the best deal on your inventory. Their experienced negotiators will work tirelessly to get a fair agreement for you.
Pharmacies who work with ProfitGuard have a profit margin four percent higher than the average pharmacy.
ProfitGuard members also have the perk of access to PBA Health’s VAWD-certified warehouse. As a secondary supplier, it carries a wide selection of brands, generics, OTCs and more. Schedule IIs can even be ordered straight from the warehouse through a completely electronic, time-saving system.
Another way ProfitGuard saves pharmacies money is through its unique purchasing optimization technology. It uses a proprietary tool to guide pharmacies through the exact steps you need to take to achieve maximum rebates and profitability on your inventory.
You receive a report, delivered to you every morning, which tracks your month-to-date purchasing and makes simple-to-understand determinations about your business. And it recommends which NDCs to purchase from which suppliers to achieve the perfect purchasing mix that maximizes your contract incentives, resulting in the lowest cost of inventory for your pharmacy.
PBA Health is dedicated to helping independent pharmacies reach their full potential on the buy side of their business. The company is an independently owned pharmacy services organization based in Kansas City, Mo., that serves independent pharmacies with group purchasing services, expert contract negotiations, distribution services, and more.
PBA Health, an HDA member, operates its own VAWD-certified warehouse with more than 6,000 SKUs, including brands, generics, narcotics CII-CV, cold-storage products, and over-the-counter (OTC) products.
Want more pharmacy business tips and advice? Sign up for our e-newsletter.