December 1, 2018

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

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

Here's looking Achoo!

I'm on an airplane right now. Germs are in their upright position and are preparing for takeoff. Easily 1/3 of the passengers are already sneezing and or coughing. So far, I have handed out lozenges to 5 people, I have an assortment. All five have taken the all-natural sugar-free, I sense a trend. Today, order enough lozenges to fill and maintain every six-inch peg-board hook that is used to display lozenges. Invest in a side wing also known as a power wing. Use the power wing to cross-merchandise lozenges, and lip-balms mount the wing on an end-cap closest to a checkout counter. Keep it filled until the end of April 2019. Check with your wholesaler and inquire about floor and counter display deals on lozenges.

Take care of the little ones

With the holiday seasons approaching, airplanes will be soon be jammed with families and business travelers. Bulk up your TSA friendly sizes of OTC products, especially hand sanitizers.

Do it just like this

Very few cough & cold planograms have facial tissue in them. Today, utilize either a four ft. section or end-cap near the C&C department. On the top shelf place an assortment of Warmies (available here), Below them have a shelf each of vaporizers and humidifiers, fill the remaining shelves with large size box of facial tissues. Send me a photo of your end-cap; I want to make sure you didn't put the tissues on the top shelf.

Please cross merchandise

In your cough & cold department cross merchandise lip balms, hand sanitizers, immune boosters, Vitamin C, Echinacea, and a multivitamin. I'm a big fan of the immune booster with elderberry lozenges. And don't forget the oldie but still goldie cross merchandising tip of displaying toothbrushes with a sign that reads “Throw away those germs, time for a new toothbrush!”

What do you have for this?

Prepare for your recommendations! What do you recommend for a nighttime cough? What do you have that would be safe for a five-year-old? Do you suggest I take Advil with my Delsym? Do you have anything that won't put me to sleep? Do you have anything that will put me to sleep? Be ready with your answers and have a deep inventory of product to back them up.

Last day to nominate your store for a NICE Award!

It doesn't take long to submit a nomination for the 2019 NICE Awards... winners will be featured in the March 2019 America's Pharmacist magazine... click here to get the details!

* Front-End Marketplace Vendors of the Month *

Essential Oil and Organic Skincare Products

This month is featuring two BRAND NEW vendors that offer unique skincare products which will leave your customers asking for more. Order today and stock up on gift items for Christmas and Valentine's Day.


Two Old Goats supplies lotion and bath products made from essential oils and designed to relieve over-worked, achy muscles and joints. During December, they are offering a great deal on two different Starter Orders. Both orders come with FREE shipping, samples and tester lotion – a more than $40 value.


Moon Valley Organics produces high quality, eco-friendly, organic lotions and soaps developed with the intention to nourish and heal the body, mind, and spirit. Order a minimum of $150 for FREE freight and a great profit margin of 50%!

* 2019 Planning Guide is Available Now! *

First tip in new planning guide is for today

NCPA's Daily Pharmacy Planning Guide of front-end tips and reminders starts in December 2018 and takes you through January 2020. A must-have item for any pharmacy owner and perfect for ANY size pharmacy! Order yours here. There are only a few left!

* More from Drug Store News *

Untangling Hair Care

Just as hair styles change, so do demographics and consumer trends – and they all are playing a big role in the future of the overall hair care category.

Expanding Candy: Candymakers eye healthy, premium options while extending existing lines

The candy category is being pulled in three different directions – all for the same reason: to bring more shoppers into the confectionery aisle. Even as more candy suppliers emphasize offering healthier alternatives to their own products, they are also coming out with a broad assortment of line extensions and premium priced items to get traditional candy consumers to step up and buy a few more items.

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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