Kinray responsive to customers

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needs needsofofits itspharmacy pharmacycustomcustomNew City tristate area. ers Weblink, an ersisYork isthrough through Weblink, anononline linecomputer computerorder orderentry entrysyssystem temthat thatdirector directorofofpurchasing purchasing and trade relations Steve and trade relations SteveBurns Burns describes describesas asthe thenewest newestgenergeneration ationofofbusiness businesssolutions. solutions. category or manufacturer. Web- byWHITESTONE, N.Y. — One “It has colorful and “It hasbright, bright, colorful and reg vi- Weblink examplehas of been howchosen Kinrayby uses pharmaciesto—address the audience duct tail technology the was ofspecifically designed ” he itneeds its pharmacy custom— one ofWeblink, the most userblink for ers is as through onWHITESTONE, N.Y. —an With friendly and information-releand- sales line computer order$5 entry sysapproaching billion, vant systems in the industry.” sing Kinray tem that director purchasing Inc. is one of the largest SPRINGFIELD, Ill. — For more SPRINGFIELD, Ill. — For more In 1997 Kinray became the UPC/ privately and trade relations Steve Burns held wholesalers of than 50 H.D. Smith has than 50years years H.D. Smith has first independent wholesaler to ode/ prescription describes as the newest generdrugs, home for builtaareputation reputation for-excellence excellence built SPRINGFIELD, Ill. Forhealth more install a business fully automated online mber care ation of solutions. supplies and over-thein health care distribution. in health care distribution. than 50 years H. D. Smith has order-picking system, Burns nym counter/health “It has bright, colorful and and beauty care With headquarters here and With headquarters here and built a reputation formore excellence products, serving than distribution centers spanning distribution centers spanning in health care distribution. 3,000 independent the country, the company the country, thepharmacies. companyisis “For over 60 years has among the largest privately among the largest privately With headquarters Kinray here and been committed to meeting the held national wholesalers, supheld national wholesalers, supdistribution centers spanning plying brand and generic pharneeds of brand its customers by offerplying and generic pharthe country, the company is who serves as chairman and ome ing SPRINGFIELD, Ill. — Formore more maceuticals, over-the-counter competitive pricing, maceuticals, over-the-counter chief executive officer. cus- than than 50 years H.D. Smith has among the largest held products, health and beauty products, healthprivately and beauty 30,000 SKUs in stock and The company is also committhat value-added built a reputation for excellence aids, home health care supplies, aids, home health care supplies, services, maintainnational wholesalers, supplying ted expanding into newlevel and an- ing in health care distribution. durable medical equipment, durable medical equipment, ato99% in-stock service brand and generic pharmaceutideveloping markets, which ined and With headquarters here and and seasonal to and seasonalmerchandise merchandise delivering an order that isto cals, over-the-counter products, would enable it to provide exedge 100% distribution centers spanning retail pharmacies, retail pharmacies, regional accurate throughregional technolceptional services an increasthe country, theto company is health and beauty aids, home chains, long-term care facilities chains, long-term care facilities ogy-driven solutions,” director ing number of community pharomer of among the largest privately and health systems. and health systems. health care supplies, medpurchasing and durable trade relamacies and regional chains. phar- tions held national wholesalers, supH.D. Smith’s passion for helpH.D. Smith’s passion for helpSteve Burns says. ical equipment, and seasonal merSpecialty pharmacy is another (the plying brand and generic pharing succeed and the ingcustomers customers succeed and the The company’s success has chandise to retail pharmacies, rerapidly growing element for H.D. busi- been maceuticals, over-the-counter high the company places highvalue value the company places recognized by Forbes gional chains, long-term care Smith and forsatisfaction Smith iscal magazine, products, health andMedical beauty on has oncustomer customer satisfaction has which ranked it 73rd Partners, its national specialty aids, home health care supplies, set it apart in the industry. The set it apart in the industry. The facilities andtop health among the 500systems. largest pripharmacy distribution subsidd na- vate durable medical equipment, distributor’s accessible and distributor’s accessible and companies, and by Crain’s H. D. Smith’s passion for helping, iary. H.D. recognizes the mith which and seasonal merchandise to experienced staff ——from experienced staff frommanmanlastSmith year listed Kinray as customers succeed and the high opportunities specialty products retail pharmacies, regional agement totosales agement sales and customer eighth among theand topcustomer 500 privalue thelong-term company places on cusprovide for community pharchains, care facilities service — is committed service — is committed toproprovately held companies to in the macies, and it is committed to and health systems. viding responsive solutions toto tomer satisfaction has set it apart viding responsive solutions New York City tristate area. keeping its customers on the H.D. Smith’s passion for helpcustomer needs. customer needs. in the industry. The distributor’s cutting edge ofsucceed this market deing customers and the Understanding that pharmaUnderstanding that pharmaaccessible and experienced staff velopment by supplying com-– high company places cies often require assistance ciesvalue oftenthe require assistance management to sales and plex treatment regimens to covribu- from on customer satisfaction has under unique circumstances, under unique circumstances, er a full range of disease states. acies customer set it apart in the industry. The service – is committed H.D. distribution centers H.D.Smith Smith distribution centers The company also helps its and to distributor’s accessible and feature on-site management feature on-site management providing responsive solutions by category or manufacturer. Webpartners ce. A business experienced staff —maneuver from manhas been and chosen by reg vi- Weblink to customer needs. through the evolution of health mpaagement to sales customer 54 54 tail pharmacies — the audience duct Understanding that pharmacies policy. example, ach. care service — isFor committed toH.D. prowas specifically designed ”mith he it Smith provides an in-house viding responsive solutions to often require assistance under for — as one of the most userblink government affairs staff, ng a unique customer needs. circumstances, H. D.which Smith friendly and information-releandp054_CDR_10-12-09 5454 p054_CDR_10-12-09 enables the company remain care Understanding thattopharmadistribution centers feature oninlatest the industry.” sing abreast of the policy deed to vant cies systems often require assistance In 1997 Kinray became the UPC/ management and front-end asvelopments andcircumstances, regularly comand site under unique first independent wholesaler to ode/ developments em- municate H.D. Smiththose distribution centers a fully automated online mber to the industry. h Jr., install feature on-site management nym order-picking system, Burns

information wasspecifically specificallydesigned designed informationand andpricing,” pricing,”he he ititwas experienced and mail order.“In New York City tristate area. for as ofof the userexplains. for—— asone one themost most userexplains. “Inaddition, addition,Weblink Weblink tremely knowledgeable customer seroffers friendlyand andinformation-releinformation-releofferssimple, simple,fast fastand andexpandexpand- friendly department that prides vant industry.” ed vantsystems systemsininthe the industry.” edsearch searchcapabilities capabilitiesusing using vice on its high became level of the reInIn1997 Kinray Kinray’s 1997 Kinray became the Kinray’sitem itemnumber, number,the theUPC/ UPC/ itself sponsiveness and personalized NDC firstindependent independentwholesaler wholesalertoto NDC[Universal [UniversalProduct ProductCode/ Code/ first meet the needs online ofonline our install National installato afully fullyautomated automated NationalDrug DrugCode] Code]number number service customers. Our customer seradds. This innovation now conby category or manufacturer. graphically enhanced Weband order-pickingsystem, system,Burns Burns andthe theproduct productname/synonym name/synonym order-picking department each tains about 6,000containing channels that Weblink has beenanalyzes chosen by rebased screens vi- vice offer customized service handle approximately product 85% of call tail to pharmacies — the audience tal, up-to-the-minute assistspecifically every independent Kinray’s volume andpricing,” packs shipit was designed information and he to in its indiments at has a“In rate of 2,000 orders for“Kinray — as one of the most userexplains. addition, Weblink is meeting helping them by Kinray grown under the pharmacy needs.’’ per hour withofwhat he claims is vidual friendly and information-releoffers simple, fast and expanddonating to political action comleadership president and The company is also a found100% accuracy. vant systems in the industry.” ed search capabilities using mittees and associations that chief executive officer Stewart who serves as chairman and and front-end assistance, home and and front-end assistance, home who serves as chairman ing member and equity holder “Kinray is able to produce In 1997 Kinray became the Kinray’s item number, the UPC/ are fighting for independents to Rahr, who is also sole owner of health chiefexecutive executiveofficer. officer. healthcare careexpertise, expertise,and andcuscus- chief of Pharmacy First, a leading athe faster turnaround time and first independent wholesaler to NDC [Universal Product Code/ survive,’’ Burns. “We are company. The is committomer support, ensuring that Thecompany company isalso alsoand committomer support, ensuring that serves sistance, home health care experas notes chairman chief network of retail independents make earlier deliveries,” Burns install aexpanding fully automated online National Drug Code] number communicating with all ofand our Currently, Kinray is expanding ted to expanding into new calls and questions are anted to into new and calls and questions are antise, customer support, order-picking executive officer.system, small regional chains. maintains. Burns and theand product name/synonym customers viamarkets, various channels its generic drugby unit to service and developing which swered quickly developing markets, which swered quickly bywell-trained well-trained ensuring that calls and questions The company is also committed to inform them [of those chalthe entire country through agexstaff wouldenable enableitittotoprovide provide exstaffwith withextensive extensiveknowledge knowledge would are answered quickly by well- ceptional to expanding into new and devellenges] and to encourage them gressive marketing strategies. services totoan increasofofthe health care industry. ceptional services an increasthe health care industry. to take action as a whole.’’ “Our generics salescustomer team is ing number ofofcommunity pharH.D. primary ing number community pharH.D.Smith’s Smith’s primary customer trained staff with extensive knowloping markets, which would enAs a privately held drug thoroughly trained and knowlmacies and regional chains. segment comprises retail pharmacies and regional chains. segment comprises retail pharedge of the health care industry. able it to provide exceptional serSpecialty isisanother macy chains (the Kinray enjoys the edgeable about the generic Specialtypharmacy pharmacy another macyand andregional regional chains (the wholesaler, pharmaceutical H. D. Smith’s primary customer vices to an increasing number of who serves as chairman and and front-end assistance, home element for company latter advantage of making fast deciindustry; our rapidly rapidlygrowing growing element forH.D. H.D. companygrew grewthe the latterbusibusichief executive officer. health care expertise, and cussegment comprises retail pharmacommunity pharmacies and and for Smith ness ininits fiscal Smithfor and for SmithofMedical Medical nessby by9% 9% itsprevious previous fiscal Smith sions the benefit its cusaverage generics specialist The company is also committomer support, ensuring that Partners, its national specialty year). Partners, its national specialty year). tomers, Burns adds. has over 15 years of experience cy and regional chains (the com- regional chains. ted to expanding intoorganizanew and calls and questions are andistribution As large held nadistribution subsidAsagrew a large privately heldand na“We have a flat working with pharmacies pany theprivately latter business by pharmacy pharmacy Specialty pharmacy issubsidanother developing markets, which swered quickly by well-trained Smith the tional wholesaler, Smith iary.H.D. H.D. Smithrecognizes the tionalour wholesaler, H.D. Smith tional structure inrecognizes which senior keeps customersH.D. up to date iary. 9% inwith its previous fiscal year). rapidly growing for would enable it to element provide exstaff extensive knowledge specialty products opportunities specialty products management and empowered on new generic product launch- opportunities ceptional services to an increasthe care industry. ofAs a health large privately held H. D. Smith and fortogether SmithpharMedifor provide forcommunity community pharemployees work to es and the availability ofnationhard- provide ing number of community pharH.D. Smith’s primary customer macies, and it is committed to macies, and it is committed to al wholesaler, H.says D. Smith serves as cal its national specialty getPartners, the job done,’’ he explains. to-find items,’’ Burns. macies and regional chains. segment comprises retail pharkeeping its customers on the keeping its customers on the “We do not believe in having With its focus on the inde- pharmacy distribution subsidiary. SMITH Specialty pharmacy is another macyH.D. andpharmacy regional chains (the edge ofofthis market decutting edge this market dethe multilayered structure that pendent market, the cutting H. D. Smith recognizes the opporrapidly growing element for H.D. company grew the latter busivelopment by supplying comvelopment by supplying comheath care products distributor most public companies have tunities specialty products Smith and forregimens Smith Medical ness byaware 9% ineffective its previous fiscal plex toprovide serves as distribuplextreatment treatment regimens tocovcovserves asan an effective distribuwhen it comes to making deciis well of the challenges • HEADQUARTERS Partners, its national specialty year). er a full range of disease states. tion alternative for pharmacies er acommunity full range of disease states. tion alternative for encounterpharmacies for pharmacies, and it sions. This allows us to respond those retailers are distribution subsidAsparticularly a large privately held and naThe company also helps its seeking reliable shipments The company also helps its seeking reliable shipments and pharmacy faster to customer inquiries ing, those concernis committed to keeping its and cusiary. H.D. Smith recognizes the tional wholesaler, H.D. Smith business partners maneuver exceptional customer service. A business partners maneuver exceptional customer service. A 3063 Fiat Ave., Springfield, Ill. 62703 to make smoother business ing average wholesale prices, tomers on the cutting edge of this opportunities specialty products of key for throughthe theevolution evolution ofhealth health keydifferentiator differentiator forthe thecompacompatransactions. Medicaid reimbursement and through an effective distribution alterna- care market development by supplying provide for For community pharpolicy. H.D. ny its approach. care policy. Forexample, example, H.D. nyis is itsdecentralized decentralized approach. “Kinray maintains an exthe effort to stop mandatory Phone: (217) 753-1688 macies, and it is committed toto Smith provides an in-house “Partnering with H.D. Smith tive for pharmacies seeking relicomplex treatment regimens Smith provides an in-house “Partnering with H.D. Smith mail order.Web site: hdsmith.com tremely experienced and keeping its customers on the affairs staff, means more just finding government affairs staff,which which means morethan than just findingaa government able shipments and exceptional cover a full range ofcustomer disease states. knowledgeable sercutting edge of this market dethe company to remain reliable enables the company to remain reliablesupplier supplierofofhealth healthcare care enables vice department that prides customer service. A key differen- velopment The company also helps itscombusiby supplying • Financial results (5/31/09) ofofits the latest policy deproducts: We toto abreast abreast the latest policy deproducts: Weare arecommitted committed itself on high level of retiator for the company is its deness partners maneuver through plex treatment regimens to covserves as an effective distribuvelopments and regularly comhelping customers grow and velopments and regularly comhelping customers grow and Total revenue: $3.29 billion sponsiveness and personalized er a evolution full range ofhealth disease states. tion alternative for pharmacies centralized the of care policy. developments succeed ininapproach. every element,’’ emmunicate those developments succeed every element,’’ em- municate service to those meet the needs of our Net income: N/A The company also helps its seeking reliable shipments and to the industry. phasizes Henry Dale Smith Jr., to the industry. phasizes Henry Dale Smith Jr., “Partnering with H. D. Smith For example, H. D. Smith provides customers. Our customer seradds. This innovation now conNet margin: N/A exceptional customer service. A business partners maneuver vicein-house department analyzes each tains about channels thata through means more6,000 thanfor just an government affairs the evolution of health key differentiator thefinding compacall to offer customized service handle approximately 85% of reliable supplier of results health care care staff, policy. which enables the company For example, H.D. ny is its decentralized approach. • Operating to assist every an independent Kinray’s volume and packs shipSmith provides in-house “Partnering with H.D. Smith products: We arerevenue: committed remain abreast of the latest polOperating N/A to to pharmacy inaffairs meeting indiments at a rate ofjust 2,000 orders government staff,its which means more than finding a helping customers grow and sucicy developments and regularly Operating profit: N/A vidual needs.’’ per hoursupplier with what he claims is enables the company to remain reliable of health care ceed in every element,” empha- communicate those developments Operating margin: N/A The company is also a found100% accuracy. of the latest policy deproducts: We are committed to abreast ing member and equity “Kinray is able to produce sizes Henry Dale Smith Jr., and who velopments to the industry. and regularlyholder comhelping customers grow of Pharmacy a leading asucceed faster turnaround time emand municate thoseFirst, developments in element,’’ N/A =every Not available. network of retail independents make earlier deliveries,” Burns the industry. phasizes Henry Dale Smith Jr., to and small regional chains. maintains.

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ChainDrugReview/October12,2009