August 11, 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 *

Most important pen and paper for Back to School is your own

It is back to school time, and everyone needs to take good notes. Individual item school supply sales are rarely identified in point of sale reports. Reports at best will offer sales of the entire category as one subtotal. School supplies are often combined with miscellaneous sales. Keeping good notes on what product is actually selling will identify whether you should be a back to school headquarters or a home an office supply center. You may find that trapper keepers and wide margin 3-subject notebooks are going the way of the steno pad. Instead, you most likely will see that mailing supplies that include tape, envelopes and packing material along with pens and printer paper are the bulk of your sales. For some, it would be wise to adjust the 20ft of school supplies to 4ft home and office needs.

Pocketing (space) savings

Needing space for a consulting room but have little area to add one? Build the room with a pocket door! Using a pocket door will allow you to build a comfortable room as small as 5ft by 7ft. Pocket doors can be as little as $200. To make the room even more inviting, use frosted glass panels installed 4ft from the floor. Do not feel you need to buy windows with frosted panes, all you need is panels of glass that are frosted, no hardware needed, just a simple frame. If you have 10ft ceilings, your walls only need to go 8ft high. Plan on attending the NCPA Annual Convention this October, I'll be showing a slide of a new fitting room in the CE presentation titled Pharmacy Front-end Refresh for Under $1,000.

Rack up more sales with this undercounter display

Dave Gaudete is always thinking and thankfully, always sharing. He has a clever way of remodeling the underneath of cash counters and customizing shelving using the tightest budgets. See it in our photo gallery, scroll down a little to see the one entitled "What Makes This Customized Candy Rack So Successful". He uses wire shoe racks made for closets and cuts them to size. He flips the racks over, so the lip of the rack points up instead of down. The lip pointing up makes it easy to display items that lay flat or come in boxes. Perfect for candy, meal or replacement bars. Dave has sent me some amazing candy displays; I'll share them in Boston this October.

Nobody knows the excuses we've heard

Discover what may be holding back your sales. Take the Nobody survey. You, along with your staff check the statements that you agree with.

Nobody has any money in our town.

Nobody takes vitamins in our town

Nobody cares if the shelves are a bit messy.

Nobody has a problem with finding our store.

Nobody will spend over $20.00 for an item in our store.

Nobody likes change; if they see it, they'll stop shopping at our store.

Nobody expects us to compete with the chains.

Nobody moves into this town.

Nobody likes the chain pharmacy in our town.

Nobody minds when we say we will have it tomorrow.

Nobody takes us seriously when we are kidding.

Nobody has a problem buying the only one on the shelf.

Nobody would come into our store if we didn't have dollar items.

Nobody minds if the employees park in front of the store.

Nobody minds if we are on our cell phones.

These are the 15 myths that are told to me by the staff of stores who are seeing no growth in sales. Believing in any of these myths will lead to a culture of no hope! The only Nobody myth that is true is this: Nobody moves forward without first thinking they can.

* Front-End Marketplace Vendor of the Month *

Hot, Hot, Hot... Korean Skin Care is HOT!

Rootree Cryptherapy skincare product line is natural, chemical-free and formulated to exceed the highest quality standards. This unique Korean beauty skincare product line is "Made in the Forest Naturally" using only the purest natural ingredients to repair and restore skin to a healthy and youthful state. August Vendor of the Month Special: Meet the minimum order of only $260 and receive a Cryptherapy Renewing Cream valued at $29.00 free.

* From Hamacher Resource Group *

Cross-Selling Merchandise – Health Supports Department

What are you cross-selling in your health supports department? Hamacher Resource Group has some suggestions in this new infographic...

Front End Resources for NCPA Members

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 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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