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The Structure of DIR Fees
I liken DIR fees to purchasing a baby alligator.  At first, it’s interesting, you feed it a little hamburger and pretty much leave it alone.  After a while, however, the alligator grows and is threatening to eat your poodle.  Our poodle is in danger.  DIR fees have grown from very few dollars per claim to, in some cases a clawback worth more than the claim itself.

The DIR fee structure varies from plan to plan.  There are some plans that extract a flat fee per prescription.  Other plans determine the fee based on a percentage of the sale.  Still others, perhaps the most onerous of all, develop plan specific metrics that qualify a pharmacy for a “performance rebate“ of a portion of an inflated DIR fee.  This fee supposedly cannot be calculated at point of sale, but must be calculated months later, to be extracted from pharmacy claims much later, perhaps even well beyond the patient’s enrollment in that plan.

Many of these DIR fees are higher within a plans preferred network.  The theory, at least as far as pharmacy is concerned, is a trade off of higher prescription traffic for lower reimbursement.  The belief that lower fees and copays incentivize patients to flock to community pharmacies in favor of the PBM sponsored chain or mail order has not been realized.  The PBMs that contract with the plans spend a lot of advertising dollars trying to push patients to their brick and mortar or mail order pharmacies.

So, independent pharmacy owner, what are you to do?  How are you expected to survive in this landscape?

First and foremost you must quantify your DIR fees.  If you do not know the cost, you cannot make an intelligent decision. You must know what preferred networks you are in, and decide if you wish to remain in them. Did I mention that you must quantify your DIR fees?  Know what each plan requires, know what the financial impact is on each prescription you fill.  Only then will you get a true feel for the impact DIR fees have on your practice.  Know how your PSAO, if you belong to one, determines whether or not to sign a standard or preferred contract.  Some will sign most preferred contracts, some will sign no preferred contracts, some will pick and choose, and all will have criteria for signing any contract.

Knowing and quantifying your DIR fees will allow you to look at your practice, your patient mix, and plan mix to see if you, in fact, are able to continue with that plan, or need to opt out.  That decision is difficult if you have quantified your DIR fees, and impossible if you haven’t.  Continuing with a plan that costs your practice tens of thousands of dollars with no benefit, makes no sense.  If you lose fifteen dollars on each prescription in a plan, you would be better off dropping that plan and giving a patient ten dollars to go somewhere else.   You would come out five dollars ahead.
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