of health care - cvs health...
TRANSCRIPT
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Capitalizing on the Retailization
of Health Care
Helena Foulkes
Executive Vice President &
President, CVS Pharmacy
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2
Agenda
Retail Pharmacy
Partnering Through Enterprise Capabilities
Update on Key Assets
Front Store Growth Strategy
Retail Pharmacy
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Retail Pharmacy at a Glance
3
Estimated 2016 CVS Pharmacy Revenue
75% Pharmacy
25%FrontStore
R E T A I L P H A R M A C Y
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CVS Pharmacy Share of Total U.S. Retail Prescriptions
20.8%23.8%
2013 Sep YTD 2016 Sep YTD
+300bps
Strong Record of Pharmacy Share Growth Over the Past Several Years
4
R E T A I L P H A R M A C Y
Refer to endnotes for additional information.
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5
Significant Presence in the U.S. Retail Pharmacy Market
• 9,600+ retail
locations
• More than 1.1B retail
scripts filled annually
Size and Scale
We own the last mile through our unmatched patient touchpoints and high frequency of consumer interaction
R E T A I L P H A R M A C Y
Refer to endnotes for additional information.
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6
A Strong Track Record of Leading Performance
We deliver best-in-class clinical outcomes to all patients
74.579.1 80.180.6
84.9 83.5
High-CholesterolHypertensionDiabetes
Medication Possession Ratio
+610bps
+580bps
+340bps
CVS PharmacyTop Competitors
R E T A I L P H A R M A C Y
Refer to endnotes for additional information.
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• Our history with CVS Caremark
has focused us on outcomes
• We have built clinical programs
into our workflow
• This ensures that performing
clinical programs is a key priority
An Integrated Approach
7
Our Success Is Driven by Integrating Clinical Programs Into Our Workflow System
We are now leveraging these “clinical pipes” with other PBMs and health plans
PATIENT CARE – GAP IN CARE
Smith, John Phone Number: 123-456-7899
DOB: 01/01/1900 Age: 56 Years Gender: Male Txt Message: Not added
If you have diabetes, its important to speak with your doctor about the best ways to manage
your condition
• Common long-term effects of diabetes can include reduced heart rate function
• Statin therapy may help prevent this complication
• Since we do not see a statin medication in your profile, we can contact your doctor to
review this information
• Your doctor will determine if a statin therapy is appropriate for you
Instructions: Confirm patient has gap in care and discuss reasons to close therapy
gap. If creating prescriber request, always confirm the correct prescriber to contact
with the patient.
Your pharmacist would like to speak with you today
about a potential gap in your care
R E T A I L P H A R M A C Y
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… and Has Developed Dozens of
Programs, Including:
Right Medium
Right Outreach
ScriptSync
8
Continuing to Innovate in Our Patient Communications and Adherence Programs
We have a suite of personalized adherence tools to better deliver clinical programs
Right Patient
Right Time
Pharmacy Innovation Team
Focuses on …
Mobile
Rx Pickup
Insurance
Card Texts
Rx
Expiration
Texts
Mobile
In-store
Beacons
30- to 90-
Day Switch
Texts
R E T A I L P H A R M A C Y
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ScriptSync Drives Adherence Through Improved Convenience
Allows us to solve a consumer pain point AND provide added value to PBM and health plan partners
Patients picking up multiple
prescriptions per month can
now coordinate refills and
improve adherence
1.5M+ enrolled since
launch
73%accept offer
to enroll
6 percentage pointlift in medication possession after
enrollment
R E T A I L P H A R M A C Y
Refer to endnotes for additional information.
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10
Our Text Alerts Are Easier for Patients and Our Teams
We own the last mile and understand our consumers
We are Driving Adoption … … and an Innovative, Integrated Experience
175M
2016E2014
600M
Adherence text messages sent
Your insurance card is not on file
Your Rx mayhave expired
Restock on-hand medications for back-to-school
85%CAGR
Text us to refill your medication
Text us to contact your doctor
Text us a photo of your card
Refer to endnotes for additional information.
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Nearly 55%
of our growth
through
non-Caremark
payors
11
Because of Our Unique Capabilities, We Have Grown Faster Than the Market
27%
7%
All OtherMarket
CVSPharmacy
~4XFaster
Growth in Prescriptions(2013 – 2016, Sep YTD)
R E T A I L P H A R M A C Y
Refer to endnotes for additional information.
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12
A Majority of Our Scripts Are Non-Caremark
CVS Pharmacy Scripts by PBM(Oct 2016 YTD)
CVS Caremark35%65%
We are committed to partnering with other PBMs by leveraging the assets of CVS Health
Other PBMs
and Payors
R E T A I L P H A R M A C Y
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Agenda
Retail Pharmacy
Partnering Through Enterprise Capabilities
Update on Key Assets
Front Store Growth Strategy
Partnering Through Enterprise Capabilities
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…enabling us to deliver superior outcomes at a lower cost
14
Bringing Together Assets From All of CVS Health to Win With PBMs and Health Plans
Patients
Payors Providers
Retail
MailLong-term Care
Infusion
Medical Claims Editing
Digital
RetailClinics Specialty
Clinical Programs
Cost Management
Tools
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Clinical Programs
15
We Deployed Select Assets for a Non-PBM Medicaid Payor Seeking to Drive Cost Efficiencies and Retention
Patients
Payors Providers
MailLong-term Care
Infusion
Medical Claims Editing
Digital
RetailClinics Specialty
Cost Management
Tools
Retail
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16
Non-PBM Medicaid Payor Saw Improved Clinical Results
Patients
Payors Providers
MailLong-term Care
Infusion
Medical Claims Editing
Digital
RetailClinics Specialty
Retail
Clinical Programs
• Customized clinical pilots leveraging in-store and telephonic capabilities
• Emergency room diversion outreach program
Closed gaps for patients at a rate 2X higher than client expectations
Cost Management
Tools• Retail marketing to support
member retention
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17
For Another Non-PBM Client, We Used Our Clinical Programs to Improve Star Ratings
Patients
Payors Providers
MailLong-term Care
Infusion
Medical Claims Editing
Digital
RetailClinics Specialty
Retail
Clinical Programs
Cost Management
Tools
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18
Non-PBM Client Achieved Improvements in Star Ratings Across Multiple Plans
Patients
Payors Providers
MailLong-term Care
Infusion
Medical Claims Editing
Digital
RetailClinics Specialty
Retail
Clinical Programs
• Clinical interventions and future initiatives:− Client clinical rules engine
− ScriptSync
− CVS Pharmacy Clinical call center
Assisted plan in improving Star rating from 3 to 4 and achieved 4% increase in adherence
Cost Management
Tools
• Adherence and refill opportunities
executed and enabled:− ReadyFill and 90-Day Retail
− Care 1-on-1
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…enabling us to deliver superior outcomes at a lower cost
CVS Health Is Launching a Strategic Relationship With Optum
Patients
Payors Providers
Retail
MailLong-term Care
Infusion
Medical Claims Editing
Digital
RetailClinics Specialty
Clinical Programs
19
Cost Management
Tools
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CVS Health Is Launching a Strategic Relationship With Optum
Partnering to Offer Employers a
New Pharmacy Network Option
• Fill 90-day scripts at any CVS Pharmacy or via OptumRx
home delivery
• Help improve consumer engagement and help health
outcomes by leveraging CVS Pharmacy’s unmatched clinical
capabilities
• Going forward, Optum and CVS Pharmacy will continue
to develop new pharmacy and health solutions leveraging
our suite of assets
By continuingto partner with
other PBMs and health plans we
will grow our prescription
share
Goal
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Agenda
Retail Pharmacy
Partnering Through Enterprise Capabilities
Update on Key Assets
MinuteClinic
Omnicare
Target
Front Store Growth Strategy
MinuteClinic
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More than 50% of the U.S. population is within 10 miles of a MinuteClinic
• Fully integrated 79
Target clinic locations
• > 50% retail clinic
market share
• Approximately three times
larger footprint than closest
competitor
22
MinuteClinic Footprint Covers Most Populous U.S. Areas
1,136Total Clinics
MinuteClinicClinic State
M I N U T E C L I N I C
Refer to endnotes for additional information.
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MinuteClinic Enhances the CVS Value Proposition to Patients, Providers, Payors and PBMs
• Address gaps in care with
providers, payors and PBMs
• Provide health risk
assessments/biometric
screenings
• Electronic record integration
with health systems
Investing in:
• Scheduling tools and
walk-in options
• Expansion of primary
care services
• Telehealth
• Up to 80% less expensive
than other sites of care
• MinuteClinic Savings
Strategy can further reduce
costs
Low-Cost Care Population HealthPatient Engagement
and Access
M I N U T E C L I N I C
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Agenda
Retail Pharmacy
Partnering Through Enterprise Capabilities
Update on Key Assets
MinuteClinic
Omnicare
Target
Front Store Growth Strategy
Omnicare
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Omnicare Has Significant Growth Opportunities
76% 24%
Skilled
nursingAssisted living and
other communities
• Achieving operational
excellence across Omnicare
footprint
• Rolling out industry-leading
transitions experiences
• Serving assisted living and
independent living communities
with new integrated capabilities
Omnicare Opportunities
Share of Prescriptions(Oct 2016 YTD)
O M N I C A R E
Refer to endnotes for additional information.
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We Have Applied CVS Operational Excellence Across the Omnicare Footprint
• New workflow and intake process for
assisted living move-ins
• Technology upgrades and
investments including:
− Labor scheduling tools
− Prescribing enhancements to
staff workflow
Additional Operational Improvements
• STAT Fill Services now leverage
national CVS Pharmacy network for
urgent medication needs
• 77% of Omnicare-served senior living
communities are within three miles of a
CVS Pharmacy
STAT Fill
O M N I C A R E
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Investments in Transitions Enhances Our Market Positioning
Skilled nursing
Residential home
Acute care hospital
O M N I C A R E
Goal of reducing medication
transfer time from ten hours to
two and a half hours
Reinvented
admission
experience
Transitions
of care
solution
Diverting hospital readmissions
through greater pharmacy care
oversight
These new services will further reduce hospital readmissions for clients
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Initiatives in Flight to Accelerate Senior Living Growth
Assisted Living
Rolling out independent living pharmacy
offering:
Working with independent living providers on
phase 1 of roll-out
Bringing together best of CVS Pharmacy and
Omnicare, e.g.,
− Medication delivery
− Care 1-on-1
Independent Living
Bringing CVS Pharmacy expertise to
accelerate growth through:
Increased resident engagement (B2C)
Improved operating processes that enhance
client relationships (B2B)
− We have learned we must help
communities understand the value of all
residents filling with one pharmacy
O M N I C A R E
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Agenda
Retail Pharmacy
Partnering Through Enterprise Capabilities
Update on Key Assets
MinuteClinic
Omnicare
Target
Front Store Growth Strategy
Target
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Acquisition of Target Pharmacies Is Helping Fill in Our Geographic Footprint
Nationwide store
count increased
>20%
Percent increase in store
count after acquisition
>100%
45-99%
11-44%
<10%
T A R G E T P A R T N E R S H I P
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Successfully Completed Our Integration of Target Pharmacies …
31
Patient volume levels since integration, indexed to 100% pre-integration
After systems conversion, Target patient volumes are above pre-integration
Jan Feb Mar Apr May Jun Jul Aug Sep Oct
CVS in Target
System conversions
100
Patient Care Programs rolled out: In-store engagement launch
T A R G E T P A R T N E R S H I P
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… and Are Already Driving Traffic and Business Into Target, With More to Come in 2017
Proprietary Program Growth(prescription growth, 2017E vs. 2016E)
2.2x
1.4xMaintenance
Choice
Patient Care Programs
Patient and In-Store
Experience
Successful in-store engagements
to accelerate in 2017
T A R G E T P A R T N E R S H I P
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Agenda
Retail Pharmacy
Partnering Through Enterprise Capabilities
Update on Key Assets
Front Store Growth StrategyFront Store Growth Strategy
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• Expand personalization to
deepen relationships with our most
loyal customers
• Invest in digital to deliver
convenience to our customers
• Leverage front store to enhance
pharmacy customer experience
• Continue to elevate Health,
Healthy Food and Beauty
• Help customers discover
innovative products
3434
We Believe the Role of the Front Store Is to Support Our Pharmacy and Drive Margin
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Key TakeawaysHealth & Beauty Sales
($, billions)
9.611.4
2016E2011
+3.5% CAGR
35
Success in High Margin Health & Beauty Categories
• These are categories where we have a right
to win, most closely tied to pharmacy
• Projected to grow 2X faster than
General Merchandise & Edibles over
the next 3 years
• Margin is 1.7X higher than other categories
Marketshare 11.6% 11.7%
Refer to endnotes for additional information.
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2011 2016E Long-TermGoal
Store Brands Penetration
~17%
~22%25%
Store Brands penetration up 300 basis points since 2014
36
Continued Success in Store Brands
Rebranding and
messaging of Health
OTC-on-the-go packs
at the Pharmacy
Gold Emblem
Abound
Exclusive
MUA offering
Cold and Flu single
serve cups
Driving Innovation
Refer to endnotes for additional information.
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MyCVS
Store
Elevate
Beauty
Better Health
Made Easy
Digital
Innovation
Customer-
Driven
Personalization
In-store Digital and personalization
37
We Are Focusing on Key Categories and on Personalization and Digital to Drive Profitable Growth
1 2 3 54
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MyCVS
Store
Elevate
Beauty
Better Health
Made Easy
Digital
Innovation
Customer-
Driven
Personalization
In-store Digital and personalization
38
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Our 5 Pillars Are Focused on 2 Areas – Shifting In-Store Focus and Expanding Personalization and Digital
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We Are Updating Our Stores by Growing Core Categories
No costs beyond standard reset
Health & Beauty Other Categories
% Health & Beauty
2014
~50%
Today (~800 stores)
~65%
Future State
80%
I N - S T O R E
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Expanding and Elevating Our Health Assortment
“Discovery Zones” highlight
emerging products
New endcaps
elevate OTC at
front of store …
… and emphasize
our health expertise
to the customer
I N - S T O R E
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“Discovery Zone”
brings variety of
healthy snack, food
and drink options
Innovative store
brand options
developed
“Trend Zone”
highlights rotating
and limited quantity
set of snacks and
drinks
Expanding and Elevating Our Healthy Food SelectionI N - S T O R E
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Expanding and Elevating Beauty
Innovative off-
shelf programs
featuring new
trends …
… and premium
beauty products
Prominent elevated
beauty endcaps
New displays
emphasizing healthy
and advanced skin care
I N - S T O R E
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We Are Seeing Positive Run-Rate Resultsin 400 Stores
Potential to scale-up resets in 3,000 stores over next several years
After
Sample Store Reset Run-Rate Results
Consumables
Beauty
Health
General Merchandise
Front Store Total
+9%
+4%
+2%
-6%
+2.5%
Before
After
I N - S T O R E
Refer to endnotes for additional information.
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• Scale successful elements, including a health focus, in markets over-indexing Hispanic
• 11-store pilot in Southern CA market
• 13-store pilot in South FL market
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Florida California All Hispanic Markets
Promising results demonstrate scalability
Rollout Continues to Be Successful
2015 2016 2017 and beyond
I N - S T O R E
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Traditional Circular Vehicles Are in Decline
• Shifting promotional dollars from
mass to digital and personalized
• Targeting top customers who drive
majority of our margin
100
70
2020+
Continued decline
2016E2010
CVS Circular DistributionIndexed to 2010
We are leading the market by scaling back on our circular promotions
Our Focus
P E R S O N A L I Z A T I O N A N D D I G I T A L
Refer to endnotes for additional information.
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We Are Optimizing Our Approach to Promotions and Investing in Personalization
From To
• Readership down
• Pages and blocks down
• Social media (Facebook,
Pinterest) up
• Digital circular (Flipp) up
• Personalized messages up
P E R S O N A L I Z A T I O N A N D D I G I T A L
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Predictive Modeling Offer Optimization Tailored Creative
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Personalization Helps Us Deliver the Right Messages to the Right Customers
Expanding personalization’s reach to accelerate the shift from mass
P E R S O N A L I Z A T I O N A N D D I G I T A L
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Personalization Through ExtraCare Is Effective at Growing Customer Value
Engaged
Likely to Engage
Addressable Over Time
ExtraCare Members
P E R S O N A L I Z A T I O N A N D D I G I T A L
Annual margin
3.6X greater …
… and growing
faster
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We Have Invested in Digital While Leveraging Our 9,600+ Store Locations
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Omnichannel Innovations
• On Demand In Hours− Front Store pilot in process
− Rx (with Front Store) pilot
coming soon
• Front Store and CVS Curbside− Rx Curbside pilot coming soon
− Front Store available in 4,000
stores
P E R S O N A L I Z A T I O N A N D D I G I T A L
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Front Store Future Plans
We are focused on
driving profitable
growth across our
stores
• Grow our profitable Health,
Healthy Food and Beauty categories
• Continue to deliver innovative
products and digital experiences to
our customers
• Expand personalization to build
stronger relationships with loyal
customers
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Today’s Key Takeaways
Driving More Affordable, Accessible and Effective Care
Though our unmatched clinical programs and digital innovations, we
make it easier for patients to save time, money and stay healthy
Driving Outcomes
and Savings
Face-to-face patient interactions give us unique insights, and provide
frequent opportunities to help shape behavior
Providing the Front
Door and the Last Mile
By offering a menu of pharmacy, long-term care, MinuteClinic and
infusion services, we can be the partner of choice for all payors
Best Partner for PBMs
and Health Plans
We will continue to capitalize on the retailization of health care,
delivering differentiation in the market through our enterprise assets
Positioned for L-T
Enterprise Growth
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We can deliver best-in-class clinical programs to help drive
adherence, close gaps in care and improve health outcomes
Integrated
Pharmacy Care
Capitalizing on the Retailization of Health Care
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EndnotesSlide 4
1. Compares 2016 90-day adjusted scripts from January through September to 2013 January through September. 2016
includes Target. Source: IMS. Retail scripts include the adjustment to convert 90-day prescriptions to the equivalent of
three 30-day prescriptions. This adjustment reflects the fact that these prescriptions include three times the amount of
product days supplied compared to a normal 30-day prescription.
Slide 5
1. Reflects 90 day adjusted scripts filled at all CVS retail locations. Source: CVS Health internal data analysis. Retail scripts
include the adjustment to convert 90-day prescriptions to the equivalent of three 30-day prescriptions.
Slide 6
1. Reflects unadjusted scripts filled at all CVS retail locations by Caremark PBM members in the last twelve months through
October 2016. Source: CVS Health internal data analysis.
Slide 9
1. Retail ScriptSync™ Lift in Medical Possession Ratio: internal data analysis based on first 4 months of program enrollment.
2. Days on Hand Ratio measures how adherent patients are to all of their medications and number of days a patient had
access to medications compared to the number of days in the measurement period.
Slide 10
1. Texts expected for 2016 through year end. Source: CVS Health internal data analysis.
Slide 11
1. Total CVS Pharmacy reflects prescriptions for 90 day adjusted scripts January through September for 2013 compared with
January through September for 2016. 2016 CVS includes Target. Total market reflects 90 day adjusted scripts January
through September for 2013 compared with January through September for 2016 excluding CVS Pharmacy. Source: IMS.
Retail scripts include the adjustment to convert 90-day prescriptions to the equivalent of three 30-day prescriptions.
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EndnotesSlide 22
1. MinuteClinic count as of December 8, 2016.
Slide 25
1. Omnicare prescriptions year-to-date October, 2016. Source: CVS Health internal data analysis.
Slide 35
1. Market is defined as remainder of Food/Drug/Mass; Compares 2016 year-to-date through August to January 2011 through
August 2011. Source: IRI, CVS Health internal data analysis.
2. Source: CVS Health internal data analysis, IRI, Mintel market reports, Global-Markets reports, ITE Beauty.
Slide 36
1. Based on Store Brand Drug Store market. 2016 year-to-date through August. Source: CVS Health internal data analysis;
IRI.
Slide 43
1. Incremental lift based on 2015 full store resets vs. control stores, steady-state measurement; Source: CVS Health internal
data analysis.
Slide 45
1. Sources: State of the News Media, The Pew Research Center, http://www.journalism.org/2015/04/29/newspapers-fact-
sheet/, April 2015; The State of Radio, Newspapers & Magazines, The Video Advertising Bureau, www.thevab.com,
November 2015.