Define Your Pharmacy Acquisition Criteria

You'll need to consider various pharmacy ownership structures and acquisition financing options while evaluating potential opportunities. Before diving into the market, carefully define your criteria to guarantee you're targeting businesses that align with your goals.

The criteria you establish will help narrow down your search, making the acquisition process more efficient and focused.  

Engage a Business Broker, Lawyer, accountant, and Lender  

These experts will guide you through the complex process of acquiring a pharmacy, from initial business valuation to closing the deal. Each professional brings specialized knowledge that's essential for a successful acquisition. 

Working with these professionals, you'll explore various financing options while guaranteeing compliance with provincial ownership requirements. Your broker will help determine fair market value, your lawyer will protect your interests during negotiations, and your accountant will verify the pharmacy's financial health. Additionally, establishing relationships with potential lenders early in the process will streamline your acquisition timeline. 

Inspect a Detailed Asset List

A thorough asset valuation will help you understand exactly what you're buying and guarantee you're making a sound investment decision.

During your inventory assessment, you'll want to carefully review expiration dates, storage conditions, and current stock levels. Don't forget to examine the condition of all equipment and verify that maintenance records are up to date.

Obtain a Pharmacy Business Valuation

Beyond budgeting for acquisition costs, determining the right purchase price requires a thorough business valuation of your target pharmacy. Currently, retail pharmacies command EBITDA multiples ranging from 4.0x to 5.5x for operations generating less than $2,000,000 in gross revenue.  

The average 2025 pharmacist salary in Canada is $96,914 per year or $49.70 per hour. Entry-level positions start at $78,000 per year, while most experienced pharmacists make up to $134,982 per year. 

Professional valuators employ three primary valuation methodologies to establish a fair market value. These methods include looking at earnings using EBITDA (earnings before interest, taxes, depreciation & amortization) or SDE (seller discretionary earnings), calculating the value of physical and non-physical assets, and comparing recent sales of pharmacies.

Submit a Conditional Offer to Purchase or a Letter of Intent (LOI) Agreement

When you're ready to make an offer on a pharmacy, you'll need to carefully consider whether to structure it as an asset sale or share sale while also exploring the possibility of seller financing to make the deal more achievable. 

Consider working with specialists like BDC, who can help structure flexible payment options that align with your pharmacy's projected cash flow patterns. 

Your letter of intent should address critical elements, including the transfer of operating licenses and permits, which vary by province and can greatly impact the timeline of the acquisition process. 

Additionally, you'll want to outline expectations for the seller's involvement in training and transition, ensuring a smooth handover of both operational knowledge and existing customer relationships. 

Asset Sale vs Share Sale Considerations 

The decision between an asset sale and a share sale represents a critical first step in the pharmacy acquisition process. Each structure carries distinct implications for both buyer and seller, particularly regarding tax consequences, liability transfer, and operational continuity. 

When evaluating your options, you'll need to carefully weigh the advantages of an asset sale's clean slate approach against a share sale's potential for business continuity. Asset sales often provide more flexibility in selecting specific assets and liabilities, while share sales maintain existing relationships and contracts without disruption. 

Request Some Partial Seller Financing 

Securing partial seller financing represents a strategic approach when submitting your offer to purchase a pharmacy. By requesting the seller to finance 15-20% of the purchase price, you're not only demonstrating commitment but also ensuring the seller maintains a vested interest in the pharmacy's continued success during the transition period. 

When incorporating seller financing into your negotiation strategies, you'll want to propose terms that benefit both parties. Consider offering a competitive interest rate slightly above current market rates, coupled with a reasonable repayment period of, say, 3-5 years. 

This arrangement can help bridge any funding gaps while providing the seller with a steady income stream post-sale. Additionally, seller financing often indicates the owner's confidence in the business's future performance and their willingness to support a smooth ownership handover. 

Review the Operating Licenses & Permits

Reviewing pharmacy operating licenses and permits marks a critical due diligence step before submitting your conditional offer or LOI. 

You'll need to verify that all current operational permits are valid and transferable, guaranteeing a smooth transition of ownership while maintaining compliance with provincial regulations. 

This assessment helps you understand any potential regulatory hurdles or requirements you'll need to address. 

• Current pharmacy licenses and their expiration dates. 

• Compliance history with provincial pharmacy boards. 

• Status of controlled substance permits and special authorizations. 

• Professional liability insurance coverage and requirements. 

• Required provincial and municipal business permits. 

Before proceeding with your purchase, confirm that you'll be able to meet all licensing requirements in your province. 

If you're planning to operate in British Columbia, Ontario, or Alberta, pay special attention to the specific ownership restrictions and verify you've got the proper qualifications to take over the pharmacy's operations. 

Prepare a Seller Training & Transition Plan 

During this phase, you'll need to outline specific expectations for seller training and establish a thorough transition timeline that guarantees smooth operations post-purchase. 

Your transition planning should include detailed provisions for the seller's involvement during the handover period, which typically spans 30 to 60 days. This period allows you to learn vital operational aspects, understand existing customer relationships, and master pharmacy-specific protocols. 

It's important to document the seller's commitments regarding training hours, availability for consultation, and knowledge transfer methods. 

Close the Deal!

You'll want to coordinate with the seller to establish a smooth handover of operations, pharmacy licenses, and third-party agreements. Consider implementing a change period where the previous owner remains available for consultation, especially if you're maintaining existing business relationships. 

Remember to verify that all regulatory requirements are met and that necessary permits and licenses are properly transferred before completing the transaction. 

Final Thoughts 

Like maneuvering through Canada's vast wilderness, purchasing a pharmacy requires careful preparation and strategic navigation. You'll need to master the terrain of regulations, financial considerations, and market dynamics. As you stand at the threshold of pharmacy ownership, remember that success lies in meticulous planning and thorough due diligence.  

With the right approach, you're not just buying a business—you're investing in a cornerstone of Canadian healthcare, poised for sustainable growth and community impact. 

While requirements differ across provinces, you'll generally need to demonstrate your commitment to operating the pharmacy with integrity, following all applicable laws, and maintaining professional standards. 

Industry Information Resources for Pharmacy Owners 

You'll need to stay current with pharmacy trends and ownership regulations through trusted industry resources that provide extensive market data and regulatory updates. 

• Canadian Pharmacists Association (CPhA) offers industry reports and professional development resources. 

• Provincial pharmacy regulatory bodies provide detailed ownership requirements and compliance guidelines. 

• National Association of Pharmacy Regulatory Authorities (NAPRA) maintains standards and practice guidelines. 

• Industry publications like Pharmacy Practice+ deliver insights on emerging trends and business opportunities. 

Access to these information sources will strengthen your position during negotiations and help you make informed decisions about potential pharmacy acquisitions while ensuring compliance with provincial regulations and industry standards.