Brett Clark AM, one of Brisbane and Australia’s most distinguished business and community leaders, joined us On The Couch at the Brisbane Business Hub to share the insights and strategies that have propelled him to the top of his field.
A prominent Australian business leader and philanthropist, Brett is the co-founder of successful online healthcare brand ePharmacy, and a Partner at Chemist Warehouse, Australia’s largest retail pharmacy chain, with more than 24,000 staff and revenues exceeding $8 billion across four countries.
Widely considered a leader in both business innovation and not-for-profit boards, Brett’s ability to navigate complex challenges has made him a guiding force in the business community and beyond.
He recently appeared at the latest instalment of On The Couch, the Brisbane Business Hub’s exclusive business event series, to share stories from his journey so far, and the business philosophy behind his remarkable rise to the top.
Branching out
Brett told the crowd at the Brisbane Business Hub that his journey to becoming one of Australia’s most successful business figures started with an unlikely inspiration – a rowdy night out at Paddington’s Café Neon, a fixture of Brisbane’s nightlife scene in the ‘80s.
“We were all still living with our parents, and at the end of the night, we jumped in a cab back to my mate’s place in Aspley,” he remembered.
“On the way there, I realised I didn’t have any money to pay for the cab. I whispered this to my mate, and he said not to worry about it. We got to his place, and the cab pulled into this big, beautiful driveway. I said, ‘Mate, what’s your plan here? You can’t wake up your parents to pay for a cab.’ And he just repeated, ‘Mate, don’t worry about it.’
“He opened the door to his house, and there was a pot plant with a bunch of $20 notes in it. I said, ‘What is that?’ And he said, ‘Oh, dad knows we never have any money on us, so he put a cab money tree here. We’re not to touch the cab money tree unless we need it to pay for a cab.’ So he pulled $20 off the tree, and he gave it to the cabbie.
“This guy’s dad was a pharmacist. So I went home to my dad and I said, ‘I’m going to become a pharmacist, because when you’re a pharmacist, money grows on trees.’ That seemed logical to me!”
Brett went on to earn a Pharmacy Degree from the University of Queensland, and just a few years later, he bought his first pharmacy with three of his fellow graduates.
“Three of my mates and I saw an opportunity with a small pharmacy in Aspley,” he said. “We had no money, so the four of us pooled our resources to buy it. We were all working full-time, so we organised to each take a day off during the week to work at the pharmacy for free. That’s how we kept it alive for the first year.
“Like everyone else who starts a business, we were working seven days a week. Early on, time is your cheapest resource. If you’re lucky and become more successful, time becomes your most valuable asset. Now, I’m willing to pay to find more time, but back then, I just didn’t care – I worked non-stop. The motivation wasn’t about becoming rich; it was the fear of going broke.
“The fear of failure drove us to keep pushing. That’s how we opened our second, third, and fourth pharmacies. Then around ’99, a mate of mine who was working for Kerry Packer’s PBL Media started telling me about what they were doing in the digital space with Ninemsn and Ticketek. This was before the dot-com burst. He called me and said, ‘You’ve got to get in on this internet thing.’ At that time, I didn’t even own a computer, apart from a DOS-based system for dispensing at the pharmacy.
“He told me to buy a URL, and I didn’t even know what a URL was. But that night, I saw a TV ad for a furniture store that listed their prices on their website, and it clicked. I turned to my wife and said, ‘That’s it – that’s the sign.’ She thought I was crazy, but the next day, I went out and bought epharmacy.com.au for 200 bucks.”
As ePharmacy grew into a pioneering online healthcare brand, Brett also pursued an MBA at the University of Queensland to expand his business acumen, which eventually led to his partnership with Chemist Warehouse.
“The challenge we faced with ePharmacy was that there were no off-the-shelf packages for what we needed,” he said. “We had to write our own code, handle our own security, and the server was literally in the back of the pharmacy. There was no cloud technology back then, so we had to work through all of that ourselves.
“I didn’t have a mentor at the time, but I figured pursuing an MBA would give me the academic rigour to challenge my thought process and help me grow the business. One of my last courses was a strategy session, and the professor wanted us to do a six-month analysis on a magnesium company. I wasn’t interested, so I asked if I could spend the time developing strategies for my own business instead. Luckily, he agreed, and that process really solidified my understanding of retail: you’re either a cost leader or a differentiator.
“ePharmacy was a cost leader, and only one chemist can be the cheapest… so I approached Jack Gance and Mario Verrocchi about working together. [The Gance brothers, Jack and Sam, owned the My Chemist chain at the time with about 40 stores, and Jack and Mario had recently founded Chemist Warehouse.] Initially, I pitched them on a white-label online solution since they didn’t have an online presence. I was going to handle their picking, packing, and fulfilment. But as we kept talking, we realised we were similar in how we approached business. We’re not ‘vanilla’ – we’re a bit more tutti frutti.
“Eventually, instead of doing a commercial deal, we decided to join forces. Fast forward to today, and we’ve got more than 24,000 staff and around 660 stores in four countries, so it’s been quite a ride.”
The ride isn’t over yet. Chemist Warehouse is currently working towards an $8.8 billion merger with Sigma Healthcare to create a publicly listed pharmacy juggernaut, pending the approval of the Australian Competition and Consumer Commission (ACCC).
“Will this merger change my lifestyle? Not really – my lifestyle is already pretty good,” Brett laughed. “But what it does is allow the group to expand. For example, we’ve got 10 stores in China right now, but we’ve done the numbers, and we could open 500 just in one province. We’ve just opened 10 stores in Dublin, and there are 50 more we could open in Ireland relatively quickly. But this all takes capital. We’re not a software company – we build things, we build infrastructure.”
Faster, higher, stronger
On a day-to-day basis, Brett has gradually stepped back from his involvement in his companies’ operations. While he currently serves as the Managing Partner for Chemist Warehouse in Queensland and Northern New South Wales, much of his time now is occupied with his board roles, and his work with various not-for-profit organisations.
He’s a Patron of the Mater Foundation, and plays a key role in shaping the future of sport and art in Queensland as Chair of Queensland Rugby Union and Chair of Queensland Ballet.
He’s also a member of the Brisbane 2032 Organising Committee for the Olympic Games, where he’s helping to prepare the city for one of the most significant global events in its history.
“I’m like every other tragic weekend warrior out there,” he said. “I would have loved to be an Olympic athlete, but being on the Organising Committee for the Olympic Games (OCOG) is as close as I’m ever going to get.”
Brett shared four tips for local businesses who are looking to make the most of Brisbane’s Olympic opportunity.
“First, read OCOG’s Elevate 2042 document,” he shared. “It’s the roadmap that outlines the legacy we want to create, and the areas that are important from both OCOG and government perspectives to deliver for the community.
“Second, the Queensland Government has a strong procurement policy that prioritises Queensland-based businesses. It doesn’t mean you’ll automatically be selected, but if you’re competitive and compelling, there’s a directive to lean towards Queensland businesses for the Games. It’s a Queensland event on the global stage, so take advantage of this opportunity.
“The third point is carbon neutrality. We have a mandate to deliver a carbon-neutral Games, so businesses need to demonstrate their commitment to sustainability. Whether it’s making uniforms or providing services, if you can’t align with our carbon-neutral goals, it won’t matter how competitive your pricing is – you won’t be chosen. This is non-negotiable, and if you’re not preparing your business for this, you’re going to miss out.
“Finally, reach out to the Brisbane Business Hub for support on this journey. This is a massive opportunity, and the resources are there to help you get ready.”
A run for your money
While you may not find him on the Olympic starting line, Brett has his own athletic endeavours. An experienced marathon runner, he’s completed some of the world’s most challenging races, including the Antarctic Ice Marathon, where he braved extreme cold and difficult terrain. Now, he’s aiming to join the elite group of runners who have completed marathons on all seven continents, with plans for a race in South America next year.
“A lot of businesspeople are drawn to marathons and endurance events, and the reason is simple,” he said. “It’s about discipline and perseverance. I’m not a gifted runner. I can’t just show up at the start line without preparation and run a marathon. I mean, I could try, but the odds won’t be in my favour and it’s going to end in tears.
“So it takes careful planning and effort, which is a lot like running a business. It doesn’t happen overnight, and you’ll face struggles and challenges that test your resolve. I’ve faced those moments in marathons, especially in Antarctica, when it was minus 20 degrees and snowing. I had those demons in my head saying, ‘You’re an idiot. You shouldn’t be here. You should be at home.’ And it’s the same thing in business, when you have those moments where you think to yourself, ‘Why am I doing this? I should have worked at Deloitte, instead of starting my own accounting firm.’
“But at the end of the race, when it’s finished, you get that sense of satisfaction. You get your little medal and you celebrate. And that’s why, in business, you have to celebrate the little things. It might not be about making a million dollars. It might just be a matter of celebrating one of your staff members who did something good.
“I’ve been in the pharmacy industry for 30 years now, and the thing I’ve learnt is that success is not always a linear progression. In the last few days, with the market buzzing about the possibility of the Chemist Warehouse and Sigma Healthcare deal, I’ve seen more wealth created on paper than I’ve made in over 30 years of working. But it’s those three decades of work that led me here.
“If you have that marathon mentality – if you have a good business and you see it through – it actually does come good in the end. And it’s pretty exciting if you get it right.
“That’s what marathons mean to me.”
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