Monthly Archives: January 2013

Setting up a successful weight management service

Feb 2012

A weight management service can help you meet both your professional and business objectives. The first step to setting up your service is to recognize the business opportunity as well as the professional contribution you can make to the health of your community. Pharmacy is a primary healthcare provider for weight management services and the widespread need for effective weight control will direct customers to the pharmacy providing the most effective service. Properly run, a weight management programme will substantially increase footfall and lead to extended customer loyalty. Decide on a service specification that will provide the evidence of efficacy, the equipment you need and the SOPs, staff training and continued support for your programme.
You need to think about how you bring the customers in. In-store posters and leaflets, local GP surgeries and sports centres and tie-ins with national campaigns are all good sources of new business, but the best source of new people is the impact successful dieters have on their relatives, friends and acquaintances. Paying proper attention to the protocols of the programme will pay off big time.
And don’t forget about evaluating your service and the positive health outcomes to your population. Gathering evidence for this puts you in a strong position for further funding from local commissioning groups and getting involved in the Healthy Living Pharmacy initiative.
Lipotrim Pharmacy supports you in all the above, from training and CPD, to tools to promote your service and right through
to evidence gathering thanks to the Lipotrim Patient Tracker.

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New Year, new start – Build your pharmacy business around weight management and drive revenue

Jan 2012

Public health is a key driver for pharmacy in 2012 and with diabetes, smoking and obesity topping this agenda, running a weight management service seems an obvious solution to addressing the Government’s priorities and increasing your pharmacy revenue.
Your weight management service can draw revenue from private or NHS sources. Promoting your pharmacy to the local community as the place to visit for accessible, professional dieting advice and products helps you compete with nonpharmacy
weight management services and drives footfall for other services.
Government money for public health will come from new commissioners and the Healthy Living Pharmacy initiative, which is gaining momentum and creating the blueprint for public heath in pharmacy. The New Medicine Service (NMS) and Medicines Use Reviews (MURs) patient consultations can help identify people suitable for weight management services.
All these services attract NHS money but evidence of pharmacy’s value is needed. The Lipotrim Pharmacy Patient Tracker is a simple but powerful programme which lets you do just that, by tracking patients’ weight loss and allowing you to pull off data using a number of criteria including age, gender, duration and starting weight. Having this data will help you drive your business in 2012.

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Worth the weight

The market for weight loss products is moving in the direction of a personalised, supportive and structured service offer, says Christine Michael

At New Year millions of people are likely to resolve to lose weight and get fitter, but all too often their good intentions prove short-lived, and obesity remains an intractable public health problem. Data compiled by the World Cancer Research Fund show that in 2010 in England, 62.8 per cent of adults were overweight or obese, and the direct cost of obesity related illness to the NHS was estimated at £5.1bn a year. In Scotland, 65 per cent of adults were overweight or obese, while the figures for Northern Ireland and Wales are 59 per cent and 57 per cent respectively.
For pharmacies, January and February are key times of the year to engage with customers who want to slim, whether on an opportunistic basis, as part of a broader healthy lifestyle offering, or as a commissioned enhanced service.
Keeping track
NPA Board Member and Alliance Healthcare Awards Welsh Pharmacy of the Year shortlisted nominee,

Chris Jenkins, of St Clears Pharmacy in Carmarthenshire, introduced a weight loss service earlier this year, and says it has created a “virtuous cycle” for the pharmacy as a whole. “We enjoy a positive reputation for our successful weight management service, strengthening our position and creating a benchmark in customer care within the local community,” he says. “More than 50 people have enrolled, and some travel up to 30 miles for the service; it even has a local Facebook page.”
One advantage of offering a service based weight loss programme rather than a more ad hoc approach is the opportunity it provides to compile data for potential commissioners. This lies behind the introduction of a ‘Patient Tracker’ audit tool, a new feature of the Lipotrim VLCD programme, which has been running for 25 years and is now available in nearly 2,000 pharmacies. “It is important to have the tools that can satisfy the need for documentation of achievement in this era of evidence-based treatments,” says Gareth Evans, a community pharmacist who offers the Lipotrim programme in East Anglia. His analysis shows that the mean weight loss of 382 people who completed three or more weeks on total food replacement was around 10kg, from 91kg to 81kg on average. “The Patient Tracker software allows me to present evidence not only of individual patients’ experience but also the achievements of cohorts of patients, which has become important for commissioning – for example, to show that successful weight loss is found even in patients with extremely high BMI,” says Mr Evans.

Diet demand
Market analysts Euromonitor International sees growth in `one stop shop’ weight loss services like the Lipotrim programme, as consumers “shift away from weight loss tablets and pills, and towards meal replacement programmes and holistic diet alternatives… due in part to the prevailing economic conditions”.
Its analysis shows some volatility in the retail weight loss category, explained mainly by the dramatic impact of Alli, from GlaxoSmithKline Healthcare (GSK), from its launch as an OTC product in 2009, to a subsequent fall off in sales in 2011.
However, having resolved difficulties with supplies of the product, GSK relaunched Alli in time for the 2012 Christmas and New Year market. Their major campaign of press and online advertising and in-store support, was primarily aimed at females aged 35 and over, with a BMI of 28 or more.
Nevertheless, Euromonitor still forecasts virtually flat sales in the category between 2012 and 2016, with compound annual growth of only 0.4 per cent, rising to an annual total of £128.6m by 2016.
One catalyst for change in the slimming supplement market is the latest batch of claims guidelines from the European 27Food Safety Agency (EFSA), which came into force in December 2012, and which may now lead to some products that make unapproved claims being withdrawn or relaunched with amended packaging.

Products with approved claims are likely to benefit, says Sanjay Mistry of Inovate Health. His company markets Slimsticks, a product containing konjac mannan, a vegetable fibre that the EFSA approves for “weight loss in the context of a hypocaloric diet”. Launching with a short term listing in selected Boots stores, Slimsticks will be rolled out to independent pharmacies through 2013. Other products that have EFSA approved claims are also now likely to want to push their advantage.
Compared with offering slimming products, introducing a personalised service may seem onerous in terms of time and training, but Chris Jenkins believes it is still worthwhile.
“Two members of staff have taken full responsibility for the weight loss service and have great pride in doing this,” he says. “They have the chance to develop new skills, and although it takes time to run such a service it is well invested time – time to care for patients and to make a real difference in their lives.”

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LIPOTRIM PHARMACY WEIGHT LOSS PROGRAMME : EVIDENCE BASE

Providing routine clinical evidence documenting efficacy in pharmacy under real life conditions

There is probably no current medical discipline more in need of evidence of efficacy than the field of weight loss, especially when the patients are obese and/or with co-morbidities. There is now overwhelming experience with total food replacement programmes (VLCD) , nutrient complete formula diets that are essentially low fat, very low calorie enteral feeds. Over the past four decades, these have gained recognition and acceptance as safe and effective where they are supervised by healthcare professionals, people who are medically experienced so that they can restrict access to the diets or modify treatments when necessary. Real weight loss, beyond simply depleting stored glycogen and water, has physiological implications and the real weight losses due to VLCD programmes, such as Lipotrim, are rapid and substantial. These programmes, run by trained pharmacists and GPs, compete with bariatric surgery in the magnitude of the losses routinely achieved, but without the negatives of substantial costs, higher risks and post weight loss addiction transfer,

EVIDENCE BASE

While a total food replacement formula diet can obviously not be blind to the dieter and a placebo would be unsafe, an innovative patient tracker system introduced into the Lipotrim pharmacy weight loss programme, allows for on demand, virtually instant, assessment of the secure data kept by the pharmacists offering the service. Statistical evidence can be provided for an individual patient or all the patients from a particular medical practice. Evidence can be provided for a single pharmacy or a pharmacy group or, as required, any selected collection of pharmacies, If necessary evidence can be provided from all the pharmacies in an area, as was recently reported for 150 pharmacies in Northern and Southern Ireland by pharmacist Brendan Feeney.

The flexibility of the tracker is such that statistics can be obtained, for example, within a defined BMI range, such as above BMI 40 or perhaps between BMI 25 and 30, or a defined age range or by gender. It can compare the first dieting period with that of subsequent dieting intervals. It can provide statistics on long term weight maintenance after dieting and the stability of the weight during transition from dieting to maintenance.

Critically, it is possible to quantify the dieting successes of people with concurrent medical issues – diabetes, high blood pressure, hypothyroid, depressive illness or any medical condition where weight loss will have an impact on the condition or treatment protocols. The Ireland assessment, previously referred to, provided statistics of the magnitude of the weight losses, the percent of initial weight lost and BMI changes for a cohort of type 2 diabetes patients – all of whom stopped oral diabetes medications prior to dieting, and remained in remission long after the documented weight loss.

Pharmacist Fin McCaul of Prestwich pharmacy and chairman of the Independent Pharmacy Federation, recently presented data to a National Obesity Forum Conference based on a successful cohort with an initial BMI in excess of 40. At Prestwich 1148 patients with a median BMI of 33.6 kg/m²used the Lipotrim weight management service. 25% were morbidly obese with a BMI > 40 kg/m². At the time of audit, during which many patients were still dieting, the median BMI had decreased to < 30 kg/m². 94% of the dieters lost more than 5% of their pre-diet weight, 47% lost more than 10% and 21% of the patients lost more than 20%. Importantly, all patients with type 2 diabetes had their medication stopped by their GP.

Providing clinical evidence of efficacy under real life conditions, is now routine for pharmacists offering the Lipotrim weight loss service and documenting results with the Patient Tracker software.

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