When Tina Harris-Torres, Pharm.D., purchased Thorpe Lane Pharmacy in San Marcos, Texas, more than eight years ago, many of the patients and contracts from the prior pharmacy stayed with her.
“The previous owner had a contract with the county to serve indigent patients,” Harris-Torres said. “That program is set up the same way Texas Medicaid is set up—where they can do up to three medicines per month, for up to a 90-day supply.”
While starting out her business with a fixed group of patients was great, finding a pricing structure that wouldn’t mean losing money proved challenging. That challenge is what led Harris-Torres to try ScriptCard Plus, a cash discount card program from PBA Health.
“I’ve worked with PBA Health in the past, and I’ve always liked their services,” Harris-Torres said. “ScriptCard Plus has been a great fit for my pharmacy.”
What is ScriptCard?
ScriptCard and ScriptCard Plus are cash discount card programs designed to keep community pharmacies from losing money to the hidden fees and arbitrary pricing of other discount cards.
With ScriptCard, pharmacists can determine a discount that is in line with their competition’s pricing, but is still profitable to their pharmacy. ScriptCard offers multiple options to structure discounts, such as setting a minimum dollar amount, replicating a competitor’s discount or implementing tiered rates dependent on AWP pricing. Pharmacists also have the option to set up their own unique pricing structure.
ScriptCard Plus, which Harris-Torres uses, is an extension of the ScriptCard program and offers one low, everyday price on a formulary of prescriptions that cover more than 8,500 NDCs across 400 categories. Pharmacists set the price on “days supply/dose” combinations to ensure fair and acceptable rates.
An advantage of ScriptCard Plus is that in the event that a claim doesn’t qualify for ScriptCard Plus pricing, the program will automatically revert to the discounted rate established for the standard ScriptCard program.
With both ScriptCard and ScriptCard Plus, no new software is required; you can enroll patients into your existing POS system. And you’ll avoid the sky-high administrative fees of other plans that cut into your profits.
A better way
When Harris-Torres set up her pharmacy’s pricing structure with ScriptCard Plus, she looked objectively at her competition in the low-cost market.
“Walmart is very big in our area and the H-E-B grocery chain does a $5 plan,” she said. “I couldn’t really compete on the 30-day price, because there is no way I can go down to $4 or $5 and still meet the cost of filling scripts. But I looked at being able to do the 90-day supply at $12.99. It’s maybe a little more than what my competition does, but it still meets the needs of my customers.”
Using ScriptCard Plus, Harris-Torres was able to implement fair and consistent pricing for the county program, as well as a voucher program she offered to local churches and groups like the Salvation Army.
And with a value-oriented program of her own, she has converted patients who come in with other cash discount cards. “Our county and a lot of other places are constantly sending out discount cards. People will bring them in asking, ‘What is this?’ and I explain that it’s not a discount off of insurance price. There’s a lot of disconnect with that.”
“Once I explain it to them, I also tell them that lots of times there are hidden fees involved for pharmacies to fill on this, but that I have an alternate discount program that I can use. Most people will say, ‘Oh, okay. We’ll go ahead and use yours so you don’t get hidden fees.’”
Harris-Torres has found success with her discount card program by taking a balanced approach. Her pharmacy is able to cover costs and see profits, while customers recognize the value.
“For some cash customers, for even a dollar’s difference in price, they’ll go to Walmart or H-E-B,” she said. “But for a lot of my loyal customers, offering them a competitive discount program is an added benefit to the personalized service we give them.”
“I think the ScriptCard program gives you another option to help your customers perceive more value in your pharmacy; it shows that you care enough to help them find a solution to the cost of their medications.”
Profile of Thorpe Lane Pharmacy’s Discount Card Program
Discount Card Service
ScriptCard Plus through PBA Health.
Discount Card Patient Demographics
Cash-only customers; patients with insurance that doesn’t cover their prescription; indigent patients served through the county; patients participating in voucher programs.
Pricing Structure
$12.99 for a 90-day supply.
Managing Sign-Up
Patients are enrolled using the pharmacy’s existing POS system and assigned a unique cardholder ID. The pharmacist then selects the reimbursement rate or another price the pharmacist wants to apply.
Number of Patients Participating
Approximately 200 to 300 per month.
Make it your own
PBA Health can custom design a discount card for your pharmacy with your logo and information. Call 800-333-8097 or email scriptcard@pbahealth.com to start your program today!
