During the conference “New Roles: How to Make Them Profitable, ” presented by Laurent Lefort, editorial director of the pharmacy division at 1Health (Le Moniteur des Pharmacies, Pharmacien Manager, and Porphyre), and Juliette Legros, Editorial Director of Pharmacien Business, it was emphasized that pharmacists are now key primary care providers, at the heart of a strained healthcare system characterized in particular by medical deserts and overcrowded practices. 

Patients no longer come just to “seek treatment,” but also to consult with a professional who is available and immediately accessible, supported by pharmacy technicians who have become essential in identifying patients’ needs, referring them, and recommending services. 

 

Missions That Are Becoming an Economic Mainstay 

Vaccinations, rapid diagnostic tests (TROD), screenings, preventive health checkups, or consultations: these new paid services are no longer just a supplementary source of income. They are gradually becoming a genuine economic driver for pharmacies, while also strengthening recognition of the pharmacist’s clinical role. 
In one year, revenue from these services rose from €134 million (2024) to €194 million (2025), with vaccinations showing particularly strong growth, generating nearly €100 million in revenue in 2025. 

Some services are already well established, including vaccinations, rapid diagnostic tests (TROD) for cystitis and strep throat, the distribution of colorectal cancer screening kits, and preventive health screenings. In contrast, longer consultations—such as shared medication reviews or support for patients undergoing oral chemotherapy—remain underdeveloped despite their clinical value. 

 

Article 51: Toward New Services at the Pharmacy

The Article 51 provision, introduced by the 2018 Social Security Financing Act (LFSS), allows for the piloting of new healthcare models prior to their potential widespread implementation.
Several types of care provided at pharmacies are becoming more structured or widespread: 

• protocols for cystitis, first-degree burns, conjunctivitis, and tick bites; 

• pilot programs focused on diabetes screening, smoking cessation, and high blood pressure. 

• a new care model for patients with type 2 diabetes, which could be included in an upcoming amendment to the collective agreement by 2027; 

The goal is clear: to move beyond simple screening and give pharmacists the ability to take action and provide follow-up care. 

 

From a One-Time Activity to a Health Journey

The goal is no longer simply to increase the number of procedures, but to turn each visit into a lasting caring relationship. 

Each interaction can build trust, pave the way for further follow-up, and allow for the seamless coordination of multiple services when appropriate. The pharmacy then becomes a true hub for comprehensive care, where prevention, counseling, and follow-up are part of a structured care pathway. 

 

Mission Support and Pharmaceutical Consulting 

The speakers also discussed three concepts inspired by the retail sector and adapted to the clinical pharmacy setting: 

A follow-up visit involves extending an initial visit with another relevant visit, a follow-up, or a medication review. 

Cross-selling makes it possible to offer products directly related to the identified need, such as monitoring or prevention devices. 

The additional sale involves comfort or wellness products, provided they are offered in a relevant manner and in the patient’s best interest. 

In any case, pharmaceutical counseling remains the cornerstone: explaining, ensuring safe use, identifying warning signs, and providing guidance when necessary. It is this combination of counseling, new roles, and tailored services that creates clinical value, economic performance, and lasting patient loyalty. 

 

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If you are registered for PharmagoraPlus 2026, you can access the recording of this conference by clicking on the following link:HERE. 

To learn more about Le Moniteur des Pharmacies, Pharmacien Manager, Porphyre, and Pharmacien Business, visit our partners page.