To a large share of the industry the community pharmacist still represents the most profitable of the several categories of accounts. If companies had to live on hospital sales with the big discounts resulting from competitive bidding, sales to dispensing physicians, nursing home sales with the generic principle and other factors considered, their stockholders would demand to know what has happened to the profits. The pharmacist knows that industry is big, big business. But does industry realize that if its practices place the pharmacist in an impossible position with the public the pharmacist may react in a manner that very well may not be in the best interests of the industry? If differential pricing on the part of some manufactures continues to harass the pharmacist to a point where he can no longer defend his position to the general public, it is conceivable that, by so doing, the industry will have forced the pharmacist to start looking at generic name pharmaceutical products in a different light. Who is in a better position than the community pharmacist to consult with the physician about all of the available pharmaceutical products on the market? Is there anyone better qualified than the community pharmacist to recommend to and advise the prescribing physician on these matters? I am certain that it is reasonable to assume that the community physician favorably considers the recommendations of the community pharmacist as to product selection with the best interests of the patient in mind. A recent study published as a lead article in the January 18, 1965 issue of American Druggist substantiates this viewpoint. A growing number of pharmacists are implementing the professional fee method of prescription pricing. This group realizes that the cost of the product is not the predominant factor in selecting the drug to be dispensed where the prescriber has left the choice of product to the judgment of the dispensing pharmacist. The pharmacist thinks only in terms of what is in the best interests of the patient and all other factors become secondary in importance. Industry might very well study these factors and learn that the pharmacist of today must be recognized for what he is an educated and trained consultant who by the very nature of his chosen profession is readily available to both the physician and his patient. He is always there on the spot at that critical moment in the history of a pharmaceutical product it is finally placed in the hands of the patient. - when The pharmacist is being asked to cooperate with industry in many ways, such as: 1. Permitting the automatic shipment of new products to the pharmacy. 2. Dispensing appropriate trade name products when the physician prescribes generically. 3. Stocking, promoting, and agressively selling O.T.C. products marketed by the pharmaceutical industry in ever increasing numbers. 4. Detailing the physician on the products of the manufacturer. Cooperation can only come about in an atmosphere of mutual trust and respect. It would seem that a re-evaluation of attitudes, principles, and policies is in order. Whether or not it is true, pharmacists feel that many members of the pharmaceutical industry are not giving them and their profession proper respect and recognition. In closing I wish to emphasize that all the community pharmacist asks is that he be treated honestly and impartially. He wants to have the opportunity to buy his product at a price which is consistently fair so that he can perform his function of supplying medications to his patrons at a reasonable price consistent with the best quality. Permit him to practice his profession under these favorable conditions and you will find him to be a loyal and enthusiastic supporter of all that is honest and decent. 1. Do you have a minimum shipment limit (yes 2. no X), minimum dollar order (yes x, no ) or minimum dollar purchase per year (yes X Minimum dollar limit per order is %50 at net prices for prepaid shipment. no Minimum annual dollar purchases must be $1,000 at net prices to continue as a direct account. What discounts from your catalogue prices do you allow for minimum purchases by each of the following? What additional discounts are given for quantity purchases? a) Individually owned community pharmacies (discounts): 15% (additional discounts/quantity): 3. b) Chain drug stores who maintain warehouse facilities (discount): c) Conventional drug wholesalers (discount): 20% (additional discounts/quantity): d) Physicians in individual private practice (discount):_ N/A (additional discounts/quantity): 16 2/3% e) Privately owned medical clinics or proprietary hospitals (discount):N/A (additional discounts/quantity):_ f) Tax supported institutions, such as community, state or federal hospitals Does your company respond to bid offers from federal or state governments, It is our policy to offer bids to the Federal Government on a competitive basis. We Company name: Address: ARNAR STONE LABORATORIES INC. 601 E. KENSINGTON RD. Mr. PROSPECT, ILL. Representative responding: NOBLE ARNOLD - GENERAL SALES MGR. 1. Do you have a minimum shipment limit (yes order (yes , no), minimum dollar no) or minimum dollar purchase per year (yes Please explain and state pertinent amounts: no✓ )? 2. What discounts from your catalogue prices do you allow for minimum purchases by each of the following? What additional discounts are given for quantity purchases? a) Individually owned community pharmacies (discounts): 10% (additional discounts/quantity):_PRICED BY ITEM b) Chain drug stores who maintain warehouse facilities (discount): VARIES (additional discounts/quantity):_PRICED BY ITEM c) Conventional drug wholesalers (discount): (additional discounts/quantity): 200 NONE d) Physicians in individual private practice (discount):___10% (additional discounts/quantity):____PRICED BY ITEM e) Privately owned medical clinics or proprietary hospitals (discount): 10% (additional discounts/quantity):____PRICED BY ITEM f) Tax supported institutions, such as community, state or federal hospitals 20% FEDERAL GOV. (discount): 10% UNLESS BID (additional discounts/quantity): 3. Does your company respond to bid offers from federal or state governments, hospitals or other large community purchasers? (yes, no ______) Please explain: kill pricing polic is are now uniter are now under reviews for dangenz 1/1/66 on Company name: SUMMARY STATEMENT PRICING STRUCTURE AYERST LABORATORIES Address: 7545 North Natchez Avenue Representative responding: William L. Sharp, Divisional Sales Manager 1. no minimum dollar Do you have a minimum shipment limit (yes no )? 2. What discounts from your catalogue prices do you allow for minimum purchases by each of the following? What additional discounts are given for quantity purchases? a) Individually owned community pharmacies (discounts): 40% off list price (additional discounts/quantity): none b) Chain drug stores who maintain warehouse facilities (discount): 40% off list (additional discounts/quantity): none c) Conventional drug wholesalers (discount): 40% plus 5% off list price (additional discounts/quantity):_ none d) Physicians in individual private practice (discount): 40% off list price (additional discounts/quantity):_ none price 40% off e) Privately owned medical clinics or proprietary hospitals (discount): list price (additional discounts/quantity): none f) Tax supported institutions, such as community, state or federal hospitals 40% off 3. Does your company respond to bid offers from federal or state governments, |