We just got back from the AtriumX conference hosted by Dr. Nicolette Matthey, PharmD, CEO and Founder of Dotti and Atrium24 in Orlando, and we have a ton to share. If you missed it, here’s a recap of some of the most impactful insights and why you should consider going next year:
What’s Shaping the Future of Pharmacy
Quite possibly the most unique aspect about the AtriumX Conference was the breakout sessions.
Attendees voted on what topics they wanted to explore and then broke into groups, where real-world strategies and challenges were openly discussed.
The most standout themes were:
503B Compounding
Telemedicine
Functional Medicine
Cash-Based and Subscription Revenue Models
Each of these represents a major opportunity for forward-thinking pharmacies.
503B: More Than Just GLP-1s
GLP-1 compounding - especially Tirzepatide and Semaglutide - continues to be a hot topic. With the FDA removing these from the shortage list, lawsuits have already started claiming shortages still exist. This could go as far as the Supreme Court.
Aside from the legal complexities that are ever changing, one the other key takeaways was incorporating 503B as part of your pharmacy strategy, with or without GLP-1s.
503B facilities provide access to things like eye drops and 40+ other compounds. Many pharmacies already have partnerships with these facilities already if they’ve been selling the compounded GLPs but this is also a good time to develop a partnership with a facility if you haven’t already.
Looking ahead, Gen 3 GLPs are expected in early 2026, and 503B puts you in a position to act quickly when new opportunities arise.
Telemedicine: The Sleeping Giant
COVID may have introduced telehealth, but it hasn’t hit full stride yet. That’s changing.
With younger generations expecting more convenience, telehealth is poised for massive growth.
Imagine this: A patient walks into your pharmacy, scans a QR code, gets a consultation with a Telehealth provider in a private room, and their prescription is sent right to you.
Not only does this provide seamless care, but it could also generate an additional revenue stream for the pharmacy.
Keep an eye on solutions like those offered through IPC for GPO members - some telehealth programs are already being rolled out.
Functional Medicine: High-Ticket, High-Impact Care
Functional medicine is another area seeing major momentum. Even if just 1% of your patients engage, it could generate over $1M in annual revenue.
You’re talking $200-$250 per hour for consultations, plus $200–$300/month in supplements.
Now, there is a learning curve and some training involved - but it’s doable.
And with AI and third-party vendors supporting this space, there are great tools to help implement this service model.
Pro Tip: Nurse practitioners are exempt from Stark Law, which makes them a great fit to lead these services within your pharmacy.
Membership & Cash-Based Models
Another topic that was explored was cash-based and membership subscription models - think cost-plus generics, direct-to-consumer plans.
While these models are still evolving, early adopters are seeing success. But there’s a lot to figure out, from pricing to integrating it into current operations. The opportunity is there, but the execution needs thoughtful planning.
R&D Tax Credits and Accounting Insights
From a financial perspective, don’t overlook the R&D Tax Credit. If you’re exploring new services like the ones we mentioned above (functional medicine, Telehealth) or anything requiring development, you may qualify.
Just remember: Documentation is key, and you’ll need $150K+ in eligible expenses for the credit to move the needle.
For telemedicine and other add-on services, accounting is pretty standard. Income from referrals or consultations would just be additional revenue line items.
Marketing: The Missing Link
One word kept coming up: marketing. Everyone knows they need it, but few know how to do it effectively.
Here’s a simple framework:
Start with topics your patients care about—supplements, allergies, long-term care.
Segment your audience and tailor content accordingly.
Repurpose content—one 30-minute livestream can be turned into 10+ Instagram Reels, carousels, and blog posts.
Join Facebook groups in your community for organic visibility.
Build infrastructure, not just content—tools and workflows that make consistent posting easier.
If you’re trying to grow a specific service like long-term care or functional medicine, center your marketing strategy around that.
RTM and Long-Term Care: Easy Add-On Revenue
If you’re already doing long-term care, consider adding Remote Therapeutic Monitoring (RTM). A solution like MedSense helps patients stay on track with their medications, and for pharmacies, it could mean an extra $25–$50 per patient per month with minimal added work.
Legal & Liability Reminders
A couple more topics worth noting:
Delivery Vehicles: If you have a fleet, consider putting them under a separate LLC for liability protection. Speak to your attorney and insurance provider about structuring this properly.
Out-of-State Sales: If you're shipping out of state, be mindful of sales and income tax compliance—nexus laws can trigger tax obligations even for small operations.
GLP-1 Marketing Caution
Marketing GLP-1s through paid ads (especially on Meta platforms) is risky. Companies like Eli Lilly and Novo Nordisk are monitoring ads closely. Many get flagged or removed immediately. Proceed with caution and consult legal counsel if needed.
Final Thoughts: A Must-Attend Event
AtriumX felt less like a trade show and more like a pharmacy mastermind. It was intimate, collaborative, and full of real conversations—not just lectures.
The event returns next year, and we highly recommend attending. Whether it’s 503B compounding, functional medicine, or creating marketing strategies that actually work, AtriumX delivered valuable insights that can transform your pharmacy.
Shoutout to all our clients we saw there and we’ll see you at the next show!
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