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Profile of a Practice

Author(s):  Davis Jeanie Lerche

Issue:  Jan/Feb 2000 - Compounding for Pain Management
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Abstract:  This profile features Gerry Letendre, RPh, MBA, who sold his pharmacy in Salem, NH, and began operating a new compounding-only business from a small town (Windham) nearby. His is currently the only compounding-only practice in the entire state. To enable him to make this move, he tagged the compounded prescriptions from his former practice to determine the percentage of business they provided and then made sure the customers taking those prescriptions got his new 800 telephone number. He spends Wednesdays marketing to physicians; and his marketing tools include personalized letters and postcards sent to professional clients and colleagues. He sends letters to physicians opening new practices and new physicians joining established practices, in addition to a monthly newsletter to physicians and a quarterly newsletter to veterinarians. Other innovative practices include sending letters to physicians when he sees notices of discontinued drugs and setting up a network of “friendly practitioners” who are receptive to bioidentical hormone replacement therapy for referrals if a patient is interested.

Related Keywords: 800 number, compounding-only practice, mail services, personalized letters, postcards, veterinary compounds

Related Categories: BUSINESS

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