Atrium 24’s platform Dotti is designed to help independent pharmacies grow and stay profitable amid challenging reimbursements, Dotti is a sales enablement tool that integrates with your pharmacy’s management system to provide a CRM with data analytics and over 300 customizable marketing resources. The platform helps pharmacies move from a reactive, word-of-mouth model to a proactive sales organization by identifying high-margin opportunities (like compounds, pet meds, and 503B products), tracking prescriber relationships, and providing the training and collateral needed to effectively market new services. The software offers tiered membership levels (Basic, Plus, Pro) with a 14-day free trial and is presented as a scalable solution to keep patients in-house and compete with online services.
Transcript
Shannon Battle (00:06):
Well, hello and welcome to another edition of IPC’s Vendor Vantage Network, our monthly spotlight series. If you’re not already familiar, my name’s Shannon Battle. I’m the pharmacy services manager here at Independent Pharmacy Cooperative, and I work with all of the wonderful vendors like I have Nicolette here from Atrium 24. We bring these vendors to you to really contract and get the best programs, help your pharmacy grow, and just stay profitable overall. So like I said, today, I’m here with Nicolette Mathey from Atrium 24. Thank you so much for being here today, Nicolette.
Nicolette Mathey, PharmD (00:36):
Yeah, thanks Shannon. Thanks for having me. I’m excited to be here today, talk with you guys about pharmacy and all the opportunity that we
Shannon Battle (00:43):
Have. Absolutely. We’ve been following your growth for quite some time. I love to see all of the new innovative things that you guys are doing, all of the industry data that you’re getting and how you’re really pivoting and getting that data out to the stores. So please give me a little bit of background on yourself. Tell us all the meat and potatoes of Atrium 24 and Dotti.
Nicolette Mathey, PharmD (01:05):
Yeah, absolutely. Thank you. So my name’s Nicolette. I’m a pharmacist and I essentially built the software platform that I’m going to show you out of necessity. I had my large pharmacy that I sold about two years ago, and I was just struggling with what’s going on in my business. I had sales reps — what are they doing out in the field? And then all the questions. So what should the message be? How do we better serve our patients? How do we make sure that the pharmacy stays viable and how do we grow the pharmacy?
(01:34):
And so fast forward to now, we built a software tool, just like you said, that pulls in a ton of data points and it’s a true sales enablement platform for pharmacies. So I’ve probably seen you guys along the path at all the different pharmacy trade shows. I’ve worked in this industry — well, in pharmacy — for over 25 years, but specifically for independent pharmacies, I’ve been working here for about 15 years with pharmacies, and I’m just excited to show you the Dotti software where we’re connecting your dots between your sales and marketing initiatives. And we have our Atrium X conference that we
(02:19):
Yep, that IPC came to our very first flagship year earlier this year, and we’re having it again next year. So I’m excited to dive in and just show you all the solutions and how we’re helping all different kinds of pharmacies dial in on their business and what’s going on, and then what they can grow.
Shannon Battle (02:38):
Perfect. Well, let’s see. This ecosystem — what do we have going on here?
Nicolette Mathey, PharmD (02:42):
Alright, so as we all know and we like to talk about what’s positive, but just to level set, there’s a challenge in independent pharmacy right now. So reimbursements are rough. There’s a lot of commercial fills. If we just keep our head down and let whatever’s going to walk through the door, it’s most likely not going to be profitable or sustainable for the pharmacy. And that’s the traditional model where we hang up our shingle and we provide great service, and then we have below-water reimbursements.
(03:14):
The foot traffic just doesn’t cut it anymore. So where do we see growth happening? It’s really fascinating. There are high-margin compounds, 503B products, pet meds, cash-pay options. And interestingly with the online market, a lot of our pharmacies were already losing patients to online telemedicine or online wellness or peptide sites. So within our ecosystem, if our pharmacies utilize our software, you can keep those patients in-house because we help you with all the different ways you can compete with those online services that patients are seeing commercials about.
(03:59):
And we’re able to keep those in your brick-and-mortar pharmacy, because otherwise these patients are experiencing polypharmacy — they’re getting some meds over here, some meds over there — and they should be getting all their prescriptions at your pharmacy. You should be able to do so profitably. So that’s kind of what we’re all trying to figure out. And with this ecosystem of bringing in not only your retail products, but also what else your patients are taking and interested in, you can do all of that under your own roof.
Shannon Battle (04:38):
Well, I was just going to say something I heard recently, and I’ve seen it repeated, is that pharmacies are trying to be innovative, come up with new ideas, and all of these things that we think maybe we should get into aren’t things that are new to the patients. They already expect these things, so we really have to catch up and do that.
Nicolette Mathey, PharmD (04:56):
Yeah, that’s exactly right. Because now more than ever, patients are being marketed to. So there’s a ton of direct-to-consumer marketing. And so you need to not only dial up — all of us need to dial up — our direct-to-prescriber marketing. Those are your referral sources and your direct-to-consumer marketing.
(05:14):
So here are just some case studies on a few of our pharmacies that work with us and work with the Dotti system, and we teach pharmacies sales enablement, CRM processes, and implementation. So how many of us go to a trade show or hear about a really cool thing, and just like you said, we want to bring that into our pharmacy and offer it to our patients? Well, there are a ton of challenges. Many pharmacy owners are overwhelmed, wearing a bunch of hats.
(05:40):
So the difference between wanting to do something and actually being able to execute on it — that gap is really where we come in. We show them the scripts, we give them the playbooks, and then we also provide accountability. So our case studies — these are real numbers of pharmacies working with us. We have a pharmacy that went from $90,000 in revenue to $180,000 within 12 months. Another went from $120,000 to $250,000. And a third, $300,000 to over half a million.
(06:16):
It works across the board. These are different kinds of pharmacies, but once you have the data, the sales process, and you know what to implement, it’s a game changer.
Shannon Battle (06:28):
Wow. That is so powerful. And like you said, it’s not just knowing the idea — it’s having the playbook and accountability to actually carry it through.
Nicolette Mathey, PharmD (06:36):
Exactly. So let me show you inside of Dotti.
(06:40): [Demo walk-through continues — description of dashboards, patient profiles, prescriber referral tracking, marketing materials, and ROI reporting.]
(18:55):
So this is what makes it so powerful. You’re not just guessing anymore. You’re seeing the data, you know which patients are being marketed to online, and you’re able to meet them where they are with services your pharmacy can profitably provide.
Shannon Battle (19:14):
This is fantastic. I love that it’s actionable and practical. A lot of times pharmacies feel paralyzed because they don’t know where to start, and Dotti is literally saying, “Here’s the next step.”
Nicolette Mathey, PharmD (19:28):
Yes, and that’s the whole point — connecting the dots. That’s where the name comes from.
(19:34):
And what’s even better, this isn’t just for the owner. We get your staff involved — your marketers, your techs, even your pharmacists. Everyone’s on the same page with the same scripts and strategy.
Shannon Battle (19:51):
Well, I think this is just an incredible opportunity. And I love how Atrium 24 really focuses on data first, because that’s what makes everything else sustainable.
Nicolette Mathey, PharmD (20:02):
Exactly. Data plus execution equals growth.
(20:06):
And again, we’ll be talking about this even more at Atrium X next year. We’d love to see IPC members there.
Shannon Battle (20:15):
Absolutely. And IPC will definitely be there again.
(20:20):
Well, Nicolette, thank you so much for your time today. We really appreciate you walking through Atrium 24, Dotti, and showing our members how they can implement this right away in their pharmacies.
Nicolette Mathey, PharmD (20:32):
Thanks Shannon. Always great to connect.
Shannon Battle (20:35):
Alright everyone, thanks for joining us for this month’s Vendor Advantage Network. We’ll see you again next time.
