Independent Pharmacy Owners Harness Grassroots Strategies and Technology to Build Stronger Communities

At McKesson ideaShare 2025, pharmacists Xiaoyan Qin, PharmD, of Union Pharmacy in Massachusetts, and Amir Rahemi, PharmD, of Butterfield’s Pharmacy in Florida, shared how they’ve combined grassroots efforts and technology to build thriving, community-focused businesses in a shifting health care landscape.

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Rahemi’s pharmacy in a county of approximately 400,000 residents has been in business for nearly 75 years, offering traditional retail pharmacy services alongside long-term care, compounding, medical supplies, and private-label vitamin production. Qin, who said she immigrated to the US from China in 1998 with just $2000, now operates 4 Union Pharmacy locations in suburban Massachusetts.

Both owners have leaned heavily into community-based outreach to grow their pharmacies. For Qin, vaccines became a vital entry point. Union Pharmacy opened its first location in 2019 and was the first independent pharmacy in the area to offer walk-in COVID-19 vaccines during the pandemic.

“We were on the news, we had so many people who came into the pharmacy and said ‘I’m so appreciative you opened your door for the local community,’” Qin said. She emphasized that word of mouth is their most powerful marketing tool. In 2023, the team administered more than 10,000 vaccines. That number has doubled this year.

To reach her audience, Qin partners with school nurses, local health departments, and other health care professionals. “I listen to the market and what people are looking for,” she said.

Rahemi also embraced grassroots outreach to grow revenue through compounding and wellness services. Inspired by a podcast, he organized a dinner event for prescribers at a local Italian restaurant. Five months in the making, the standing-room-only event brought together physicians, their staff, and representatives from Butterfield’s Pharmacy.

“I was honestly worried that we would fail…I would look stupid doing this thing that no other pharmacies in my area were doing,” Rahemi said. “And it was amazing; we ended up having standing room only.”

The event helped them collect physician contacts, communicate their services, and market compounding benefits. Within 2 weeks, they were filling an additional 20 to 50 compounding prescriptions per week.

“It’s probably the biggest thing that we’ve done in the past year to really boost revenue, and the business has really continued to skyrocket,” he said.

Technology plays an equally important role in both pharmacies’ success. Qin said she’s an early adopter and focuses on freeing up staff time through automation. She recently automated the system for filling prescriptions and pick-up lines, preparing for a busy respiratory season.

“Going into flu season, I’m so confident…we will deliver whatever we promise,” she said. “And our mission is you will get the best experience at Union Pharmacy.”

Rahemi turned to YouTube to reach a national audience. He launched a vitamin brand and used video content—90% educational and 10% product-focused—to engage and educate.

“I just had it stuck in my head that I had to be able to sell to the entire country, and not just people in my area,” he said.

Marketing remains a priority for both. Rahemi sets aside 1 or 2 days each month to film videos and plan content, often involving his family. “Health is a family affair,” he said.

Qin, who doesn’t work behind the bench, focuses on strategy and delegation. “I give my team the tools, so they know exactly my expectations. I delegate to them,” she said.

When it comes to advice for pharmacy owners, Qin keeps it simple: “Don’t be afraid to try…don’t be afraid to just plug into the technology to help you reach [your] goals.”

Rahemi, always looking for the next big idea, is now offering body composition challenges with incentives like a free cruise to bring new patients through the door. He said it’s about offering something valuable to the community to buil trust and drive growth.

Their message is clear: blending innovation with personal connection isn’t just a strategy—it’s a philosophy.

REFERENCE

Rahemi A, Xiaoyan Q. These boots were made for walking: increase foot traffic and revenue. Presented at: McKesson ideaShare. Nashville, TN; July 12, 2025.