Ohio-Based Pharmacy Easily Gains $732K Thanks to Pharmacy Data & EnlivenHealth Clarity

At a Glance

When Joel Aylor became pharmacy manager at Kettering Health Pharmacy, he recognized that tracking missed refills could simultaneously boost revenue and improve patient adherence—but his manual data analysis approach was too time-consuming to sustain and lacked clear ROI metrics to justify the effort. After implementing EnlivenHealth Clarity, Joel found a solution that automated everything he'd been doing manually: the opportunities queue automatically identified and sorted missed refills by profitability, allowing him to train a technician to work the queue for just an hour per day while prescriptions were filling. The results were remarkable—within a year, Kettering Health saw a 60% increase in year-over-year revenue, adding 3,271 fills (up from 2,137 the previous year) worth over $732,000. The success also sparked innovation, leading the pharmacy to integrate text messaging with the opportunities queue, enabling patients to simply reply "FILL" to refill reminders—transforming a labor-intensive manual process into an efficient, revenue-generating system that works behind the scenes.

Background

It takes more than just ideas to solve a problem; it takes action. So when Joel Aylor, the pharmacy manager for Kettering Health Pharmacy, was tasked with finding new ways to optimize their workflow and generate revenue, he came to the table with more than just ideas; he had a plan of action. But to execute his plan efficiently without interfering with his other responsibilities, he needed help. He needed EnlivenHealth Clarity.

The Downside of DIY Data Analysis

Patient adherence issues costs pharmacies millions every year. Whether it’s because of higher DIR fees or lower performance measures (tied to CMS Star Ratings), low medication adherence can derail a pharmacy’s revenue stream in a flash.

Joel saw an opportunity to dig into Kettering Health’s pharmacy data. He figured that if he could track prescriptions that were due for a refill but never filled, he could solve two problems at once. First, he could win additional revenue for the pharmacy by filling prescriptions that would have otherwise been lost. Second, he would improve patient adherence by getting them back in their regular refill cycles and back on their medication plans.

Joel’s first attempts at tracking missed refills were successful, but he wasn’t satisfied. “I had no way of tracking [the results],” he said. “I was doing it manually, more or less, via a list of reports.”

Manually performing data analysis proved to be too time-consuming to be worthwhile. Add to the issue the difficulty in calculating ROI, and Joel was having a hard time proving the value of his efforts.

The Solution That Works Behind the Scenes

Kettering Health Pharmacy had a working relationship with EnlivenHealth® (formally FDS Amplicare) when Joel signed on as pharmacy manager. He was introduced to EnlivenHealth Clarity by his EnlivenHealth® business solutions specialist. What Joel found was that Clarity could do everything he had been trying to do manually — plus, it could provide ROI values in an instant, giving Joel the proof he needed to justify his efforts.

EnlivenHealth Clarity's opportunities queue was a game-changer for Joel. For example, it has built-in reports on key pharmacy metrics like missed refills (automatically sorted by the most profitable prescriptions) that were exactly what he was looking for. It took all the reporting work he was doing manually and automated it, taking it off his plate. “The nice thing about the opportunities queue,” said Joel, “is that it does everything behind the scenes for me so that I can just pull a report and see it.”

The solution’s simple, intuitive design means that the user doesn’t necessarily have to be a pharmacist. Joel trained a technician to use the software and work the opportunities queue while waiting for prescriptions to fill. He generally spends an hour per day doing this, and the results speak for themselves.

Innovation Inspired By Results

Within a year of implementing MyDataMart’s opportunities queue, Kettering Health Pharmacy saw a 60% increase in year-over-year revenue. They added a total of 3,271 fills that would have otherwise been lost, up from 2,137 fills the year before. And the value of those added fills? Over $732,000.

Utilizing MyDataMart also ignited an innovative spirit in the pharmacy. Before, Kettering Health used a text messaging service to send out prescription pickup reminders. Once they started using MyDataMart’s opportunities queue, they had a different idea. And it didn’t take long to turn that idea into action.

Now, when the technician discovers a refill opportunity, he sends the patient a text message stating that they have prescriptions available for refill. If the patient would like to order those refills, they can simply reply “FILL.” The text message also includes instructions to call the pharmacy if there are any questions about the medications. Once the prescription has been filled, the patient will get another text message telling them it’s ready for pickup.

Results

‍60% year-over-year revenue increase: This dramatic growth demonstrates that automating missed refill tracking transformed what was a time-consuming manual process into a consistent revenue generator, proving that the right technology can deliver sustainable financial impact without adding workload.‍

$732,000 in annual revenue gained from increased fills: This substantial dollar figure represents prescriptions that would have been completely lost without the opportunities queue—revenue that was sitting in the data all along but required the right tools and workflow to capture it systematically.‍

3,721 prescription fills gained in 1 year: Beyond the revenue impact, these additional fills represent over 3,700 instances where patients got back on their medications and into proper refill cycles, directly improving medication adherence and health outcomes while simultaneously strengthening the pharmacy's performance metrics and star ratings.

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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