May 11, 2019

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

* Gabe's Tips: *

Happy Mother's Day!

You still have time to download the Mother's Day Sales Worksheet; you will find any notes you take on it handy for next year!

Here is a tip from my friend Barbara...

"Check with your adherence program patients to see if they are planning travel in the summer months so you can be prepared to help them with vacation overrides and planning."

From my mailbox...

I've moved all of my strips and diabetic supplies behind the RX counter. Now I have an empty end-cap. Any suggestions?

Answer: Here are a few choices, peg 1/3rd the end-cap with sugar-free candy and the remaining area with sugar-free lozenges. When it comes to the sugar-free lozenges, have a sampling of private label, an all-natural sugar-free brand like Ricola, and of course a major brand sugar-free (Halls). Another choice is a full end-cap of socks for those with diabetes. To make this end-cap work you will need a leg mannequin displaying one of the socks and a sign that reads "Comfort and Safety for your sole." If you don't have a leg mannequin, then get one!

Also, from my mailbox...

I have some extra merchandising space in my store, empty shelves and even a couple of empty 4ft sections. We do not do well in selling OTC, especially personal care products. We do sell lots of dollar items. I was thinking of bringing in more dollar products, what do you think?

Answer: We need to talk. When it comes to the OTC departments, there is a good chance that your dollar items are your competitor. Keep dollar store items to kitchen gadgets, cleaning supplies, pet toys, automotive and hardware, no personal care or health care products. When it comes to your empty shelves, see me in Dallas.

From the phone...

I attended your session on marketing. I'm going to give our local newspaper another try. I am going to put an ad in our local newspapers promoting our generic Viagra. Should I put the ad on the sports page or near the obituaries; I'm told that lots of people read the obituaries?

Answer: You are not wrong about the obituaries. That being said, I suggest you run an ad that you can afford to repeat once a week for 5 weeks for a total of 5 ads. Each week place the ad in a different section of the newspaper. I suggest the first ad go in the sports section.

Don't put your foot in your mouth

In May, many stores are looking to update both the Foot Care and the Oral Care sections. In the foot care section, cross-merchandise a shoe sample and pairs of socks for the those with diabetes. Make room for adding an all-natural solution for toe fungus. When it comes to the oral care, boost the inventory of lip balm; purchase enough to cross-merchandise lip balm on a clip strip near the sun care and sunglass sections. Purchase counter displays of lip balm for both checkout and drop-off counters. Here is where you can find an all-natural one.

* Front-End Marketplace Vendor of the Month *

For the patios near you!

One of Front-End Marketplace's newest vendors, Skeeter Screen, is offering 10% OFF and receive FREE freight with a purchase of $350 or more from May 1-June 15. Prepare for outdoor fun with these all-natural DEET-free mosquito deterrent products for every porch, patio and yard.

* We Want to Hear from You *

We Want to Hear from You

Profit Makers has a tremendous readership. Please take a minute to tell us what you like or what could be better about Profit Makers. Drop Gabe a line at with your feedback, questions, photos, best advice, and recommendations. Our tips are due to the fantastic photos, ideas, and suggestions we receive every day from NCPA members like you. What's selling well in your store? Let us know.

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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