3 Ways to Boost Veterinary Pharmacy Revenue

Epicur’s newest Equine Key Account Specialist is Marylu Ernsting, and she brings a rich background in the equine industry with her to the team! Get to know her more below as she shares her thoughts on ethical representation as a sales rep, the innovative injectable omeprazole our team released, and how she stays busy when she isn’t working. We’re excited to have you join us today, Marylu! Tell us a bit about your role at Epicur and the region you cover. I cover what I like to call the “Midwest corridor”—everything from Wisconsin down to Florida. It’s a big territory, but I love it. I live in Kentucky, which is perfect because it’s right in the heart of horse country. I’m an Equine Key Account Specialist. My role is all about connecting with veterinarians, understanding their needs, and helping them find solutions that make their jobs easier and their patients healthier. What’s your background? How did you get into this field? I’ve been involved in equine care and management for over 20 years. It’s kind of a funny story. I didn’t grow up in an equine family, but I’ve always loved horses and bought my first horse at 15. I realized early on that if I wanted to keep up my “horse habit,” I needed a career that could support it. That led me to work at a boarding facility, where I met a trainer and an exercise rider for racing quarter horses. I started galloping and ponying racehorses, then moved into hunter-jumper work, and eventually ran my own boarding facility. I even became a 4-H leader for 10 years, which was one of the most rewarding experiences of my life. I’ve had a lot of different roles in the equine space though. I was a vet tech for an equine reproduction vet where I was very hands on. I did everything from bookkeeping to holding horses for the farrier. I was also an inside sales rep for nine years. COVID displaced me from equine for a little while. I ended up taking a job that gave me the opportunity to work with zoo accounts, which was new for me, and it was so fun but I’m super glad to be back in equine. You’ve held so many different roles! Would you say any of them were your favorite? Honestly, being a 4-H leader was one of my absolute favorite things I’ve ever done. I didn’t have kids of my own, but I ended up with 35 of everyone else’s! We had the largest equine-only 4-H club in Florida at the time. Some kids wanted to show, others just wanted to trail ride or learn about horses. I got to learn right alongside them. I didn’t get to be in 4-H when I was a child, I got to do it as an adult, which was even better. It was a really fun time in life, and now with social media I’ve been able to connect with all my 4H kids as adults. It’s cool to keep in touch and watch them grow and have their own families. One of them actually tried to be a 4H leader, and she reached out me to say, “I don’t know how you did this!” which was funny. It was such a special time. With every job I’ve had though, truthfully, I have found that it’s just been my next journey. I love everything about all the roles I’ve ever had. I don’t have a job for one or two years. I have jobs for seven years, nine years, 10 years. So, I’m extremely excited to see where my next journey is with Epicur for sure. What excites you most about being part of the Epicur team? Honestly, it’s the innovation and the integrity. I’ve always prided myself on representing products I believe in—and as a horse owner, I trust what Epicur is doing. They’re bringing science-backed, data-driven medications to market, like the injectable omeprazole. It’s exciting to be part of something that’s modernizing equine medicine. Plus, the team is just incredible. Everyone is genuinely committed to making a difference in animal health. Speaking of omeprazole, how do you explain the benefits of Epicur’s injectable version to veterinarians? Great question. I usually start with discovery—asking vets how many ulcer cases they see, whether they’re scoping, and what their treatment protocols are. One of the biggest surprises for me was how many aren’t scoping and are treating based on symptoms alone. That’s where education comes in. I’ve learned from endoscopy reps that 95% of horses scoped have ulcers, and 75% of those are glandular. Most traditional treatments aren’t proven for glandular ulcers, but Epicur’s injectable omeprazole is. It’s faster, more effective, and ultimately more economical for clients. Plus, it works for squamous ulcers too! What’s your perspective on how GFI 256 and 503B manufacturing impacts equine vets? There’s a lot of confusion out there. Many vets don’t fully understand GFI #256, USP, or the nuances of compounding. I try to simplify it for them and connect the dots. I believe—and I think Epicur does too—that we need to have critical medications available when vets need them. That’s why I’m advocating for certain life-saving drugs to be manufactured under 503B. It’s not about duplicating what’s already out there; it’s about making sure vets have access to what they need, when they need it. Sometimes drugs that are only available through 503A can end up on long-term backorder. That’s not acceptable in emergency situations. I’m hoping we can continue to develop these critical drugs through 503B manufacturing so they can be stocked and ready when they’re needed most. Epicur’s omeprazole injection suspension is especially helpful in maintaining a horse’s peak performance. How does your experience in horse racing shape your approach to equine care? Horse racing adds another layer of complexity—especially with regulations like HISA. Vets have to be extra cautious about what they carry and prescribe. I try to help them navigate that. For