Drug Wholesale Program
Drug Wholesalers & Independent Pharmacies —
A $2.1 Billion Market
Coordinating with  the leading planogram provider
Servicing 18,000 Stores including:
& 10,000 Independent Drug Stores
Program Overview
Salvatori-Scott, Inc. has unparalleled expertise in developing strategies to build your Drug Wholesale business. Our knowledge is based on over 50 years of relationships, experimentation, investment and hard work! SSI has five dedicated professionals devoted to the OTC sector of this business, and stands alone among Manufacturers, Brokers, and Consultants with the depth and breadth of their commitment and experience. Mike Shelley handles Cardinal Health in Dublin, OH while Tom Gross manages AmerisourceBergen in Chersterbrook, PA. Jim Murillo, Mike McNeill, and Dan Briggs split responsibility for McKesson, with Jim handling the branded categories managed from the San Francisco, CA office (Analgesics, Diabetes, Eye/Ear, Home Health Care, Oral Care, Skin Care), Dan Briggs handling the branded categories managed from the Carrollton, TX office (Baby, Cough/Cold, Digestive, Family Planning, Feminine Hygiene, First Aid, Foot Care, Hair Care) and Mike handling the private label side. They work closely with wholesale personnel at the HQ level, regions and individual warehouses, to increase distribution in over 18,000 independent drug stores.
AmerisourceBergen, McKesson, and Cardinal have undergone dramatic changes in the way they promote products over the past few years. Promotional vehicles, lead times, costs, and most importantly, personnel changes have made it difficult for many companies to attain their sales objectives. Tom, Steve, Mike and Dan have had tremendous success in creating and implementing strategies that increase sales while staying under budget.
Their broad experience in dealing with Rapid Replenishment, Reclamation, Contract Pricing, Alternate Source Purchasing, Spin Reports, and Unauthorized Deductions, help to eliminate problems you may have had in the past. Steve has served for several years on the Supplier Advisory Board at McKesson, and has been awarded the Trade Supplier of the Year Award, the only broker to ever receive that honor. Mike McNeill has spent the last nine years as the Senior Product Manager for Private Label at McKesson, and brings a wealth of knowledge and expertise to manufactures looking to build thier sales in this area. With the addition of Dan Briggs to our McKesson team, SSI is the only broker with dedicated coverage at both of McKesson's Category Management Centers. Tom spent most of his career working for AmerisourceBergen and it’s predecessors, most recently as the Corporate Director of OTC Product Development, and brings a wealth of insight and experience to our coverage program. Mike is responsible for the creation of our planogram facility in Columbus where planograms can be physically built, validated, and time of execution calculated.
SSI can help to identify issues before they become problems. Our intimate knowledge of how the wholesale system operates enables us to formulate clear recommendations for avoiding potential trouble. We develop accurate sales forecasts, and guarantee your “Speed To Shelf” timeline in new product launches. We offer complete coverage of the three national drug wholsalers their sphere of influence, including all of the regional chains that use drug wholesalers in their supply system. We are proud of our support and coverage of these National Drug Wholesalers, who are so often overlooked by many manufacturers and brokers. Our commitment to these customers is unique in the industry and provides a One Stop Solution to this entire class of trade. With the 2005 acquistion of D & K Healthcare by McKesson, and the 2006 acquisition of F. Dohmen Drug Co. by Cardinal, the opportunities for building your Drug Wholesaler business have never been better.
We offer comprehensive support in tracking down and reconciling deductions, and the verifying and tracking of co-op advertising claims. We monitor all promotional activity from the time it is originally presented, through execution, until it is successfully accounted for. We receive copies of all proof of performance, including the monthly circulars, promotional grids, planograms, etc., and keep them on hand for your review. We can help you develop policies to minimize overstock and spoils returns, and carefully scrutinize all aspects of your Drug Wholesale business, and their influence on independent drug stores. SSI has developed customized reports to help design, execute, and evaluate your promotional strategy at each wholesaler, including reports that show “Out the Door Sales”, "On Hand Inventory", and "Monthy Movemnet". We generate Promotional Planning Grids for each account, that clearly outlines the cost, timing, and parameters of every promotion. We bring you complete control of all of the facets of your Drug Wholesale business and promotional spend.
AmerisourceBergen operates 30 distribution centers and services over 8,000 independent drug stores, including the Good Neighbor Pharmacy and Family Pharmacy co-op groups, in addition to being the primary supplier for Bi Mart, and Fruth Pharmacy. AmerisourceBergen uses a Category Management structure for their HBC department. Obtaining planogram placement of your products is vital. We work closely with their Advertising Department to negotiate and schedule your ads. There are many opportunities to promote your products at ABC. SSI can recommend the best mix of activities to increase your sales, stay within your budget, and synergize with your overall brand marketing plan. The major promotional opportunities at AmerisourceBergen include the HBC Source program with over 5,000 retail members, Retail Edge Promotional Book which goes out to over 10,000 customers each month, Ad Express Circular, Shelf Manager Program, Diabetes Shoppe, and the Home Health Care programs, and The Link: AmerisourceBergen's new on line informational site that retailers use to access information on new items and manufacturer's marketing initiatives. In addition, over 3,000 pharmacists attend AmerisourceBergen’s annual Health Care Conference. We are the largest OTC Products exhibitor at the Trade Show, and with our multiple booths, consolidated drayage, and professional staffing, SSI offers our manufacturers a cost effective method of gaining this valuable exposure.
Cardinal operates 24 distribution centers nationally and services over 6,000 stores including the Medicine Shoppe Franchise and the Leader Drug co-op Group, in addition to being the primary supplier to Kerr Drug, and Lewis Drug. The major promotional opportunities at Cardinal include the Profit Builder Catalog, Leader Healthcare Magazine Ad Program, First Placement Auto ship, Home Healthcare Monthly Specials. Cardinal is also focusing major attention on the “store with-in a store” departments, including Diabetes Place, Women’s Health Place, and the Home Healthcare Place. In addition, over 2,000 pharmacists attend Cardinal’s Retail Business Conference, and SSI offers all of our manufacturers significant savings with our multiple booths, consolidated drayage and professional staffing. SSI also operates a planogram facility near Cardinal HQ, where planograms are physically built and new concepts tested. We work closely with the Category Management Team and Hamacher Resource Group, to ensure that the products we represent are strongly considered for inclusion in the planograms.
 McKesson operates 28 distribution centers and services over 6,000 independent drug stores, including the Health Mart franchise stores, in addition to being the primary supplier to Bartell Drugs, and Hy Vee. In 2004, McKesson added Retail Merchandising support to their Front Edge Planogram Program, ensuring planogram compliance and a tightly controlled front end, in almost 2,000 participating stores.. It is vital to understand the planogram status of each sku, and create an effective promotional plan for each brand. Promotional opportunities at McKesson include the HealthMart Circular, Advantage Sales Catalog, Speed to Shelf for new items, Front Edge Planogram, SMO ads (Supply Management On Line), Diabetes Life, Home Health Care on Line catelog, and of course their annual Trade Show. SSI has won multiple exhibitor awards at McKesson Trade Shows in years past, and is the largest OTC exhibitor at the show. McKesson awarded SSI “Trade Partner of the Year” in 2003, the first time that award has ever been given to a broker.
Facilities & Forms
Salvatori-Scott Columbus Planogram Facility |
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Wholesaler Sales Reports
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Promotional Planning Grids
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Ad Tracker &
Promotional Invoice Log Reports
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