Acosta has partnered with Salvatori-Scott Inc., a sales and marketing agency focused exclusively on the independent drug channel, giving manufacturer clients a route into independent pharmacy without building those relationships from scratch.
The arrangement works in both directions. SSI clients gain access to Acosta’s coverage across grocery, mass and value retail, meaning health and wellness brands that have operated primarily in pharmacy now have a broker path onto grocery shelves. Acosta clients get SSI’s relationships across independent pharmacy, wholesale distribution, managed care organizations, Medicare Advantage programs, group purchasing organizations, hospitals and long-term care.
“Manufacturers have been asking for a simpler way to reach the independent drug channel without sacrificing the scale and capabilities they need across the rest of retail,” said Denise Wellander, SVP of drug and value at Acosta. “Rather than spending years building those capabilities ourselves, we chose to partner with the company that has already earned the trust and relationships throughout this space.”
The categories in play overlap directly with grocery HBC sets. Beyond prescriptions, independent pharmacies influence purchasing across vitamins, nutritional supplements, over-the-counter medicines and personal care.
“Partnering with Acosta allows us to build on that foundation while giving manufacturers access to broader capabilities across grocery, mass, value and other retail channels,” said Dan Briggs, president of Salvatori-Scott Inc., based in Plano, Texas. “Together, we’re creating new opportunities for clients without losing the specialized focus that has always defined our business.”
The companies said they have begun supporting shared clients and will present jointly at the NACDS Total Store Expo, coming up Aug. 15-17 in Boston.
Jacksonville, Florida-based Acosta is part of Acosta Group.