Lakeland Pharmacy Increases Incremental Revenue by Targeting Data-Driven Opportunities with EnlivenHealth Clarity

At a Glance

Dan Priest, Director of Pharmacy for Lakeland Pharmacy, needed to boost prescription revenue to keep up with big box retailers and chain pharmacies in the area. His pharmacy management system, however, severely limited what he could learn from his pharmacy data. After he implemented MyDataMart, he used the solution’s insights and suggested actions to increase store profits by an average of $6,600 per month.

Background

Established as a single location in 1998, Lakeland Pharmacy currently operates four stores throughout Southwest Missouri. The pharmacy provides over-the-counter and prescription medications, as well as compounding services and home medical equipment for the surrounding community.

Pressure from All Sides

Like so many community pharmacies, Lakeland Pharmacy shifted their business strategy during the COVID-19 pandemic, selling over 72,000 masks and even partnering with a distillery to produce hand sanitizer when commercial supplies ran low. But even with that shift, the pharmacy still faced pressure to keep the prescription side of their business up, especially with increasing competition from big-box retailers, chain pharmacies, and online suppliers.

Dan Priest, Director of Pharmacy for Lakeland Pharmacy, was willing to think outside the box to get his stores’ prescription revenue up. He hoped to find the answer by studying pharmacy transactions. However, he was hampered by the limited metrics of his pharmacy management system.

To overcome the information barrier, Priest knew he needed a better way to look into his pharmacy data. But how would he do it?

Enter EnlivenHealth Clarity

After comparing different vendors, Lakeland Pharmacy chose EnlivenHealth Clarity as its pharmacy intelligence solution. Not only could it identify hidden patient and profit opportunities within Lakeland Pharmacy’s data, it could also help prioritize those opportunities to make better use of the pharmacy staff’s time.

EnlivenHealth Clarity provides a suite of easily digestible daily, weekly, and monthly reports on key metrics like missing refills, missing patients, drugs sold at a loss, and questionable or open claims. Among the solution’s most appealing features for Lakeland Pharmacy was its Missing Refills Queue.

The Missing Refills Queue compiles a running list of patients who are due for a prescription refill and, for whatever reason, didn’t fill it. The details in that queue allow pharmacy staff to prioritize patient calls based on how profitable the fills will be for the pharmacy. This guarantees the highest ROI for the amount of time spent working the queue.

Clarity integrates with nearly all major pharmacy management systems, and EnlivenHealth’s business solutions team provides training and continuing support.

Higher Profits and Innovative Outreach

Since going live with EnlivenHealth Clarity, Lakeland Pharmacy has seen incredible results by targeting missed refill opportunities. Profits rose steadily month over month with only occasional dips. In December 2021 alone, prescription refill insights from the platform generated $8,000 in additional profit for the pharmacy.

To make the most of these opportunities without overburdening his existing staff, Priest enlisted the help of a retired telemarketer who had been working for the pharmacy part-time as a patient advocate. Using her great phone presence and strong community relationships, she began following up with patients about their missing refills. Armed with insights from EnlivenHealth Clarity, she has proven invaluable to the team, increasing revenue by up to $180 per hour worked without burdening existing staff.

Because the solution is intuitive, training requires only about 15 minutes per user. Even the patient advocate, who had no prior training as a pharmacy technician, has become an efficient user — enabling pharmacy techs to spend more time on patient-facing activities.

“It’s pretty simple to work the list,” said Priest. “The nice thing about it is, if you work it within the parameters laid out by the program, all of a sudden you can see an ROI.”

With the help of EnlivenHealth Clarity, Lakeland Pharmacy has grown its reputation and name recognition throughout the Southwest Missouri community. Additionally, patient engagement and retention has improved; patients like the personal attention that comes with having someone from their pharmacy check in to ensure they are taking their medications as prescribed and not experiencing any serious health issues.

Finally, with Clarity’s reporting insights, Lakeland Pharmacy has gained more precise visibility into financial performance across all stores, encouraging friendly competition among staff from different stores that could lead to higher revenue.

Results

‍After implementing Clarity in just one store, the solution paid for itself in less than one month: This rapid payback period eliminates any risk or hesitation around the investment, proving that the right pharmacy intelligence solution delivers immediate, measurable returns that far exceed the cost—making it an easy decision for budget-conscious pharmacy operators.

Average monthly profit gain of $6,600 from data insights: This consistent monthly increase represents predictable, recurring revenue that compounds over time, providing financial stability and breathing room to invest in other areas of the business rather than relying on one-time wins or seasonal spikes.

2,665% ROI and climbing after ten months: This extraordinary return demonstrates that pharmacy intelligence isn't just a short-term boost—it's a long-term growth engine that continues generating value month after month, with the ROI increasing as staff become more proficient at working the opportunities.

Increased revenue up to $180 per hour when contacting identified opportunities: By prioritizing outreach based on profitability, Lakeland transformed patient contact from a time-consuming task into a highly efficient revenue generator, proving that working smarter—not harder—delivers better outcomes for both the pharmacy and its patients.

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For More Information

To learn more about how you can use data analytics to increase script counts and grow your pharmacy profits, reach out to EnlivenHealth today!

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