Frank Uccellini

Frank Uccellini has been a practicing pharmacist for over 30 years, and a community pharmacy owner for over 25 years. He currently owns 4 pharmacies across Australia with 2 in Brisbane, 1 at the Gold Coast, and 1 in Melbourne, employing over 50 team members to operate these busy metro-based pharmacies.

250%

Increase in
Customer Retention

5+

New Systems
Implemented

20+

Pharmacist Hours Saved
Per Week

  • Worked in the business to work on the business
  • Involved the team throughout the process to create high levels of buy-in
  • Dedicated training and support sessions
  • Ongoing accountability

The Challenge

Managing such a large organisation across multiple sites is an enormous challenge in itself. Recent changes in key personnel highlighted the lack of robust systems, procedures and optimal workflows to align the different sites to a standard operating protocol so that they can be effectively managed. Additionally, inefficiencies leading to declining dispensary revenues and the impacts of PBS and service delivery pressures required a deep dive into the operating performance of the dispensary. Changing demographics and trends were also impacting the business, but were poorly understood and lacked strategies to address them.

What We Did To Solve The Problem

By focussing primarily on one of his businesses, the initial aim was to get a deep understanding of how that business functions, and then to formulate improvements that can be translated throughout Frank’s other pharmacies. We first identified Frank’s vision for the business and worked with his management team to identify unique opportunities and action plans through a rigorous planning process.

Following this, we worked alongside his team members as a sole pharmacist on duty to gain unique insights into the leadership structure and pain points of the systems, procedures and workflows employed by the business.

Using this knowledge and working with the team, innovative and easy-to-use new systems, processes and workflows were implemented to improve inefficiencies, increase revenue and decrease wasted labour time. Additionally, insights and feedback were used to improve team culture and performance to maximise output and productivity.

Thorough practical training and onboarding to the new systems was provided to the team. Goal setting and accountability methods were also employed to ensure the team could continue building upon the foundations to achieve Frank’s long-term benchmarked goals.

The Results

The unique ability to work in Frank’s businesses allowed us to develop strategies that helped, and will continue to help grow the business. This was essential to the results achieved. By establishing a receptive mindset from the beginning with the leadership team, we were able to utilise the planning process to much greater potential. Starting this with Frank, and then together with his leadership team allowed them to fully appreciate the power of the planning process and to empower them with the confidence to continue the established meeting rhythms throughout the year. From this, we were able to identify sources of additional customers, targeted marketing campaigns and service opportunities.

Systems to better manage dispensary services including Scripts on File, Medication Adherence App (Guildcare) and Dose Administration Aids were implemented resulting in increased confidence to engage in confident discussions with patients about these services. As a result, the business saw over 250% growth in this area. Additionally, by improving workflows and removing inefficiencies, pharmacist and dispensary staff were able to save hours from clerical work to deliver these services to a high standard.

Sales strategies involved coaching the team with dialogue and easy-to-follow processes that allowed them to have meaningful interactions with patients. Additionally, by combining this with service and product recommendations, targets have been met and exceeded despite the presence of COVID-19.

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