How Personalized Supplement Counseling Can Drive Pharmacy Revenue | NCPA 2025

As so many community pharmacies and pharmacists have vocalized, pharmacy benefit manager (PBM) control is deeply impacting pharmacy profitability and overall sustainability. However, while advocacy and other avenues of reform are being explored in the PBM space, some pharmacists agree that simply personalizing treatment and promoting the benefits of pharmacy products is the most convenient way to drive profitability.

“In addition to, not instead of, figure out other ways to generate revenue in your pharmacy,” Emlah Tubuo, PharmD, MS, owner of Powell Pharmacy and founder of Emlah Consulting LLC, told Drug Topics. “If I'm recommending that you take creatine to build muscle, prevent sarcopenia in the future, and help brain health, I sell you the creatine; it's a win-win. You're going to build muscle, it’s going to improve your brain health, and I'm going to have an increased revenue from that sale.”

Throughout our conversation with Tubuo at the National Community Pharmacists Association (NCPA) 2025 Annual Convention & Expo, she touched on topics and themes from her session titled “Shelf Help: Rethinking Supplements for Profit and Purpose.” In the final part of our interview with Tubuo, she addressed some of the overarching issues within pharmacy that impede profitability—namely PBMs.

However, while pharmacies are advocating for change in the PBM industry, Tubuo believes pharmacists can also be doing more with their patients. From connecting with them on their health issues to providing trusted clinical advice, if pharmacists can exhibit their significant value toward patients in their community, greater profitability is bound to follow.

Read more of our coverage from NCPA 2025.

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