Progressive Grocer

JUN 2016

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Page 172 of 239

June 2016 | | 173 fully bringing down that cost of [health care] GDP," Alex Hurd, senior director of product development, growth and payer innovation, health and wellness at Bentonville, Ark.-based Wal-Mart Stores Inc., said last year during a webinar produced by dLife. Walmart is driving health care across its store assortment, focusing on afordability and achieving better outcomes. Te Live Well with Diabetes ini- tiative expands into skin care, supplies and low-carb nutritional foods. Dave Wendland, VP at Hamacher Resource Group, a consumer health care consultancy based in Waukesha, Wis., says getting the assortment right is a best-in-class practice for food retailers targeting diabetes. "Not only ensure that the correct meters and re- lated strips correspond with the health plans in the area, but look for additional product lines — OTC medications, medical supplies, lotions, food and exercise equipment — all relevant to shoppers with diabetes," he notes. "Call attention to those products as part of the right mix." When it comes to promoting healthy eating habits, Walmart partners with health care plans that incentivize its members with discounts of 5 percent to 10 percent on Walmart's Good For You nutritional foods. Te mega-retailer and its health care plan partners also discount health-related products for members who complete a health risk assessment at a Walmart Pursuant Health kiosk. Further, the company is piloting a primary care clinic model that includes management of chronic conditions. Besides national food retailers like Walmart, small- er regional grocery chains are testing new concepts. Total Store View According to Wendland, it's important "to look at diabetes through the lens of the entire store and across all the aisles." To that end, he recommends a total store makeover. "Category managers in nonpharmacy areas of the store need to understand the value of the patient," Wendland observes. "Te story needs to be con- sistent across the spectrum of categories. Look for ways to create unique product bundles that meet the needs of diabetics." Wakefern Food Corp., based in Keasbey, N.J., has done this with the launch of the Diabetes Wellness Center, which features more than 100 items across seven categories, including pharmacy, dedicated to diabetes. Te center, developed in conjunction with New Brunswick, N.J.-based Johnson & Johnson, is strategically located next to in-store dietitians and pharmacists. According to Chris Skyers, Wakefern's VP HBC, those centers are being rolled out to stores as a one- stop shop for diabetes customers. Te frst one debuted last year at a ShopRite store in Flemington, N.J. It's been reported that the set has the potential to generate $1,000 in incremental sales annually for every new diabetes customer visiting ShopRite stores. Tose customers are said to have a market basket fve times larger than nondiabetic shoppers. Te retailer co-op has been expanding its health- and-wellness platform since 2006, when it began hiring dietitians to work with pharmacists as part of its Live Right program. "We've always been focused on stocking all the [diabetes] products our customers need and want," notes Skyers. "Te diference now is that we are really trying to make it easier for our customers to fnd what they need and access all the other great services we ofer, such as our retail dietitians and our pharmacists." Blend of Services St. Louis-based Schnuck Markets, with nearly 100 stores, has made diabetes a focus for more than a de- cade. It has also expanded the depth and breadth of services across the entire store experience, says David Chism, Schnucks' director of pharmacy services. More than 150 Schnucks pharmacists are Amer- ican Pharmacists Association-certifed diabetes spe- cialists ofering patient-centered management ser- vices. Pharmacy teams work with diabetic patients individually to provide customized medication Pre-diabetes on the Rise Among generally glum diabetes statistics, a glimmer of hope surfaced late last year when the Centers for Disease Control and Prevention reported the number of new diabetes cases was on the decline for the first time in decades. Still, the overall numbers — 29.1 million diabetic Americans at present — are expected to climb, along with an aging popu- lation, of which 25.9 percent of seniors currently have either diagnosed or undiagnosed diabetes. Also, 86 million Americans age 20 and older have pre-dia- betes. That number rose nearly 9 percent in a two-year period, making pre-diabetes a disease subset that retailers can target. "The biggest challenge and opportunity is not only keep- ing pace with the growing incidence of patients diagnosed with diabetes, but I am looking for retailers to step up and provide guidance for those steeply mounting numbers of pre- diabetics," says Dave Wendland, VP at Waukesha, Wis.-based consumer health care consultancy Hamacher Resource Group. "That's where I see opportunity." Short of a miracle cure or dramatic long-term societal lifestyle changes to help prevent type 2 diabetes, however, the condition is expected to remain a health care burden, having cost the system $176 billion in 2012 alone. Every diabetes patient has a unique set of circumstances, and these one- on-one sit-down conversations [with pharmacists] are crucial to helping people, from a holistic perspective." —Dave Chism, Schnucks

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