Bouvier Pharmacy continues to pivot to support long-term growth

MARLBOROUGH, Mass. – Since its inception in 1900, Bouvier Pharmacy has transformed from a neighborhood drugstore into a streamlined, health care-focused operation serving central Massachusetts.  

The company, which is celebrating its 125th anniversary, was started by cousins Brian and David Bouviers’ great grandfather in a location just a few hundred yards from its current location. Over the years, it grew to multiple locations, including a separate location for DME, but now it’s consolidated into one location with about 25 employees. 

“We have the reputation of being different and trying to make a difference,” says Brian Bouvier, president. 

Pivot to more of a health-care destination 

The DME division, which includes bath safety, breast pumps, CPAP, compression therapy, diabetic shoes and mobility equipment, was added around 1980, partially in response to pressure from chain pharmacies, says Brian Bouvier. 

“That really saw us pivoting from being the kind of pharmacy/convenience store model where you sold sundries and even cigarettes,” he said. “We were one of the first pharmacies in the state to announce we were no longer going to sell cigarettes, which was a big deal. But it was part of the pivot we made to be more of a health care destination.” 

Support aging process 

Bouvier’s largest sales categories are diabetic shoes and urological supplies. The company also offers medication packaging and home delivery, and vaccination services. It has contracts with assisted living facilities and group homes, says Brian Bouvier. 

“We want to be the provider for that patient throughout their aging process and really make them able to stay in the least acute setting as long as they can,” he said.  

Beware toll booth operators 

The Bouviers see similar challenges affecting both the pharmacy and DME sides of the business, in particular, the disastrous advent of “middlemen” like pharmacy benefit managers (PBMs) and third-party administrators (TPAs).  

“PBMs killed the pharmacy so I’m telling everybody, ‘I’ve been down this road, do not let (TPAs take over),’” said Brian Bouvier. “Adding a middleman who doesn’t add anything but a toll booth is a really dangerous road to go down and I see it as a giant threat to the (DME) industry. It’s certainly not patient-focused.” 

Staying nimble 

Looking ahead to the next five, 10 or 125 years, Bouvier Pharmacy plans to remain a health-care destination, potentially leaning on technology like artificial intelligence to help level the playing field for mid-sized companies like itself. Whatever that looks like, the company will be ready, says David Bouvier, assistant DME manager. 

“I always think that we’re big enough to compete against anybody, but we’re small enough to pivot and make those changes on the fly when we need to,” he said.