Fever Pitch

The flu season has been good for Walgreen Co.

The Deerfield, Illinois-based drugstore chain has given 4.5 million flu vaccinations in its more than 7,000 stores since September 1. That helped drive September sales up 10 percent from a year earlier to $5.3 billion.

And that's only seasonal flu shots as swine flu vaccines are just now trickling out to states from the federal government.

The number of flu vaccinations already is almost four times the number Walgreen administered during the entire flu season of 2008. Knowing that fear of swine flu would heighten awareness of flu overall, Walgreen started advertising its vaccinations in September—a month earlier than normal—to draw more people into stores.

But Walgreen execs see more than just an opportunity to bring a lot of people through the door during the flu season.

Jack Cantlin, Walgreen's vice president of pharmacy services, wants to make customers aware of a small but growing number of in-store clinics where nurse practitioners treat minor ailments like ear aches, perform physicals, and give medical tests. Only 350 of the stores have clinics now, but the company plans to expand that number. Walgreen is trying to convince people that it is more than a place to pick up a prescription or buy aspirin. The flu shots are a way for the company to highlight its health services.

Cantlin says there's a "ripple effect" from the business. He hopes people will come into Walgreen's stores, get a flu shot with little hassle, and think of the company as a go-to place for health care.

"It's faster and easier to get a flu shot than ever before," Cantlin says. "In the past, you'd have to make an appointment with a doctor."

Archrival CVS Caremark Corp. also is promoting its flu shots, and Walgreen has a ways to go to catch up to its competitor on the clinical side. CVS has 500 in-store clinics. But Walgreen execs are quick to say they have more locations for vaccinations than any of their rivals. How many swine flu vaccinations Walgreen will give is still up in the air, however. Public health officials will determine how much vaccine the company gets.