September 7, 2019

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

* Gabe's Tips: *

Gut Check

September is the month that merchandisers will update the Digestive Health category, formally known as Antacids and Laxatives. If your section is 12 ft long or longer you will need to run a sales report. Nearly all stores do nicely with an 8 ft section. Don't let the fixture decide the size of any department.

Plan Tall

Planograms are arranged to fit gondolas that are no lower than 54" high. They also are created to fit wall fixtures that are at least 72" high. If you are using a 72" planogram for Cough & Cold, Pain Relief, Digestive Health, or First-Aid consider, instead, utilizing a 54" planogram on the wall and start the bottom shelf 10 to 12" from the base shelf. Then use the base shelf for cross-merchandising bulky items, like facial tissue, vaporizers, humidifiers, hot and cold pain treatments, wound care and distilled water.

Don't get scared into discounting early

It's scary – some stores already have Halloween candy on sale! Even if you think you overbought on candy, it's still not a good reason to discount candy before Halloween. Discounting candy before the holiday trains the consumer to wait for an early sale and misrepresents the sales success of your inventory. If you overbought, wait until Halloween is over, then discount the candy to 'buy one and get the second free', take the loss and take good notes for next year.

Here is some help on how to get the best of your Halloween sales and become an even better buyer. Download the Halloween Worksheet and the one-page tip sheet, "Which is the Trick and Which is the Treat."

Let your school supplies section play hookie

Back to School sales are in full swing and soon the selling season will be "What I forgot to buy for back to school season." Do not let this short peak in school supplies sales lull you into keeping a 12 ft section up all year long. Consider cutting the category back in early October to make room for introducing a new category like a leg health department with compression socks and socks for those with diabetes or a new wound care department. Or create additional room for the Holiday Gift Giving Season.

Let there be light

It's getting dark sooner. Adjust your exterior lights and signs to turn on an hour before it starts to get dark. Do it today, if anything, do it for you and your team's safety.

* Front-End Marketplace Vendor of the Month *

Supportive Sale

With high school sports starting again, you'll want to stock up on the new compression line from this month's featured vendor on Front-End Marketplace. Orthozone's Thermoskin Dynamic Compression line has targeted zones to help support muscles and is designed for everyday wear or weak/injured joints. Take advantage of ordering a limited time only prepack deal which includes free shipping. This deal disappears October 15th.

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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