June 2, 2018

Produced in collaboration with Drug Store News

News, products, marketing and merchandising tips for the
front end of community pharmacies

* TIPS From NCPA's Front-End Guru, Gabe Trahan *

What happened last Father's Day?

Do you remember what happened last Father's Day in your store? What are you doing differently this year? What are you repeating because it worked? If you can't answer those questions, please download our Father's Day Worksheet, take notes on it, and put it somewhere you will be able to retrieve it next year. This is part of a series of helpful worksheets and many other resources available on the Front End Overhaul section of the NCPA website.

The price is right: what about MSRP?

What would you rather do, price your orthotic sandals at the MSRP price that offers a 50% margin and sell a pair every blue moon or make a reasonable cash sale that offers up a 38 to 40% margin and sell a couple a week? Keep in mind the S in MSRP stands for "suggested." Manufacturer Suggested Retail Price – at times you must think of it as the sticker price for your next car. MSRP can enhance the value of the item but also can chase away a sale. Rethink MSRP and consider using a slightly lower "Our Price" option.

Words of wisdom: advice from NCPA members

"Do you plan on washing your socks? Then you may want a second pair." NCPA member, Brenda, reminds us that asking this simple question can easily lead to multiple sales. Lots of people would not want to go a day without their favorite footwear. Another great tip from NCPA member, Jack, is "Never go looking for a measuring tape!" Having a surplus of soft, flexible measuring tapes on hand is a small investment on eliminating stress and time that is needed for fitting someone for compression stockings. Purchase enough for each fitter to have their own, two more for the fitting room and a couple more for a drawer in the pharmacy area. Time spent looking for an inexpensive measuring tape can chase out a potential sale.

Are you your biggest OTC competitor?

If you have a dollar section, you may be your biggest competitor! On a recent store visit, I noticed that along with 24 feet of dollar items there was a great deal of personal and healthcare dollar products displayed in proximity to the major brand and house brand products! Before calculating the cost of stocking the dollar item, know that the most you would make on that dollar item is 30 cents, more like 20 cents! If you insist on carrying personal and health care dollar items then do not place them to compete next to your house brand or the major brand. It will appear that those two brands are overpriced. Better yet, do not inventory OTC dollar items, instead stick to dollar items in the kitchen, cleaning, pet, and gadget departments.

* Front-End Marketplace Vendor of the Month *

Celeste Stein Designs has great sale prices this month

The NCPA Front-end Marketplace Vendor of the Month, Celeste Stein Designs, is running a great sale this month on their popular therapeutic compression hosiery. Printed designs, solid colors and even the sales enhancing leg mannequins are all available at great prices for a limited time. Check them out and all the products chosen because of their potential to do well in community pharmacies.

* From Drug Store News and HRG: *

Home health care and community pharmacy: Do I need to invest in staff development?

Staffing is one more element that is important to a successful home health care business within the pharmacy. Evaluate who of your current staff is best positioned to become the person primarily responsible for maintaining your home health care department and consulting with patients. If you find that existing staff will not meet the needs, consider additional training or adding to your team. Read more...

Increasing the Market Basket: Sun Care

Do you have space available in your Sun Care department? Consider adding items from other categories to encourage impulse purchase and boost sales. Read more...

FDA takes action against use of OTC benzocaine teething products

The U.S. Food and Drug Administration is warning consumers that OTC teething products containing benzocaine pose a serious risk to infants and children and is asking that companies stop selling these products for such use. Benzocaine is marketed to help relieve pain from a variety of conditions such as teething, sore throat, canker sores and irritation of the mouth and gums. The products are sold as gels, sprays, ointments, solutions and lozenges under the OTC brand names Anbesol, Baby Orajel, Cepacol, Chloraseptic, Hurricaine, Orabase, Orajel and Topex, as well as store brands and generics. Read more...

Don't Forget

Being a member of NCPA means you have access to a treasure trove of helpful hints, tips, and resources to make your front end more profitable! Download One-Pager Tips on a variety of topics. Gabe typically posts a tip once or twice a day on his Twitter account — if you're on Twitter, give him a follow at @NCPAGabe. You can also find tips in Gabe's monthly column in America's Pharmacist. The Overhaul of Fame galleries contain hundreds of photos to inspire you, from effective signs to successful end-caps and everything in between. Finally, you and your staff can access several staff training videos that will help you take an objective view of your store, both inside and out!

This wealth of knowledge is due to the fantastic photos, ideas, and suggestions we receive every day from NCPA members like you. Drop him a line at gabe.trahan@ncpanet.org with your questions, photos, best advice, and recommendations. What's selling well in your store? Let us know.

"Profit Makers" is produced by NCPA in collaboration with Drug Store News

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