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 

New fee-based services (vaccinations, rapid antigen tests, screening, preventive health checkups, consultations, etc.) are no longer merely a supplementary source of income—they are gradually becoming an economic pillar of the pharmacy and a driver of professional recognition. 
In one year, revenue from these services rose from €134 million (2024) to €194 million (2025), with vaccinations showing particularly strong growth (nearly €100 million in revenue in 2025). These services are all the more attractive because they generate revenue that is almost entirely net profit for the pharmacy. 

Some services are working very well (vaccinations, rapid diagnostic tests for cystitis and strep throat, distribution of colorectal cancer screening kits, preventive health screenings, and consultations for pregnant women), while longer consultations (substance use disorders, shared medication reviews, and oral chemotherapy) remain underdeveloped, despite their clinical value. 

 

Article 51 and New Services Covered at the Pharmacy 

The provision under Article 51 (LFSS 2018) allows for the testing of innovative organizational models (flat-rate payments, performance-based payments, exemptions from general law) prior to their potential widespread implementation.
Several types of care provided at pharmacies are becoming more structured or widespread: 

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

• Advanced planning for a new support program for patients with type 2 diabetes, which may be incorporated into a future amendment to the collective agreement (targeted for 2027). 

• Research and experiments focused on diabetes screening, smoking cessation, and hypertension screening, with a clear goal: to go beyond mere “monitoring” and give pharmacists the ability to take real action. 

 

From a One-Time Transaction to a Customer Journey and Customer Loyalty 

The central challenge is no longer simply to increase the number of procedures, but to transform each visit into a long-term care relationship: 

• Every visit creates a patient experience, builds trust, and paves the way for ongoing care. 

• Performance is measured by a pharmacist’s ability to efficiently coordinate tasks, make the most of their work time, and strengthen preventive care. 

• This marks a shift from a one-time interaction to a structured healthcare journey, in which the pharmacy becomes a true hub for comprehensive care. 

 

Referral follow-up, associated and additional sales: a clinical approach, not a commercial one 

Practitioners borrow three concepts from the retail sector that are useful in the pharmacy setting, reinterpreting them from a clinical pharmacy perspective: 

1. Mission Rebound

Turn a visit (TROD, vaccination, preventive health screening, etc.) into a new opportunity for patient support: another relevant visit, follow-up, medication review, etc.—provided it is clinically justified. 

2. Cross-Selling 

Offer products directly related to the identified health need:

• After a rapid urine test (TROD) for cystitis: probiotics, cranberry, and urine test strips to help prevent recurrences. 

• For diabetes risk prevention: blood glucose meters, blood pressure monitors, orthotics, compression stockings…
  Objective: to improve the effectiveness of the care pathway and prevention efforts. 

3. Additional sales 

Offer products that enhance comfort and quality of life without being essential (detoxifying herbal teas, heat packs, wellness supplements, omega-3, magnesium, sleep aids, foot care products, etc.).
These recommendations are legitimate only if they are relevant, offered at the right time, and clearly in the patient’s best interest. 

At the heart of it all, pharmaceutical counseling remains the cornerstone: explaining, verifying understanding, ensuring safe use, identifying warning signs, and referring patients to a doctor or other healthcare professionals. It is this counseling—supported by consistent initiatives and services—that generates 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.