An Effective Growth Strategy: Differentiate Your LTC Pharmacy and Help Nursing Homes Flourish
Featuring Tom Hanzel, PharmD, VP of Long-Term Care/Nutraceutical at Parata
Why would, or better yet, should a customer buy from you? Stop telling the world how your customer service is so much better than everyone else’s. The other pharmacy cares just as much as you do. You sell the same medication, put it in the same packaging, and charge basically the same price. Ok, maybe your team averages more customer smiles than your competitors, but people don’t choose you because of how friendly you are, or for your self-proclaimed world class customer service.
So, why would your customer buy from you instead of your competitors? Price and Performance are essential, but it is the Product that can separate you. You have to match or beat their price and you have to deliver great service just to get in the door, but that just makes you an option.
Winning the business requires a differentiator that can separate you from your competitors. You have to offer a solution that truly helps the uniqueness of your customers. All nursing healthcare centers have a basic need of timely and accurate medication delivery, but there is so much more a great long-term care pharmacy can do to help them. Your customers are under tremendous financial and regulatory pressures. They need help with:
- Transition of care
- Overcoming staff shortages
- Improving their quality metrics
- Decreasing rehospitalizations
- Marketing their business to the communities they serve
Tune in to this session to understand how taking a different approach to your offering and services can separate not only your pharmacy from your competitors, but help your customers differentiate from their competitors.
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Speaker:
Thomas E. Hanzel, Pharm.D., MBA
Vice President of LTC / Nutraceutical, Parata Systems
Thomas Hanzel is an accomplished healthcare industry executive with over 20 years of direct experience. After spending years managing multiple pharmacy operations for top healthcare companies, Tom truly understands how to drive overall profitability and improve patient outcomes. His experience expands in multiple settings and a variety of practices across the United States.
As Vice President at Parata Systems, a worldwide leader in pharmacy automation, Tom provides cutting edge technology solutions for all pharmacy types, of various sizes and specialties, as well as the nation’s top nutraceutical companies. Prior to working with Parata, Tom was the Vice President of Pruitt Health Pharmacy Services in the Southeast.
Tom earned his Doctorate in Pharmacy from Midwestern University and his Masters in Business Administration from Indiana Wesleyan University. When Tom is not busy speaking at engagements or collaborating with customers on solutions, he is spending quality time at his local church and with his wonderful wife and three daughters in Raleigh, North Carolina.