December 14, 2019

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

* Gabe's Tips: *

Double face

When it comes to the Cough and Cold category, the best profit margins are found in your private label line. Make it a point to have no less than four private label "Compare to ..." signs in each 4ft section. Double face each of the items that you have placed a sign in front of and maintain no less than 6 of each item. Double facing 6 of one item means two parallel rows of three each of the product.

In for a dry spell

Be prepared to answer these questions! What do you recommend for: a dry cough, chapped lips, dry hands, dry skin?

You know what's next. Add an "Our pharmacist recommends" sign in front of each of these items. If you are looking for an all-natural lip balm, go here and purchase enough for the next two months.

Essential Gifts

Essential oils are an excellent item for the gift-giving holidays. Make sure you are prepared to reap the impulse and companion sales this department offers. Build a display of multi-packs of oils along with an affordable diffuser; aim to keep the selling price of these two items to meet the need of those with a $50.00 gift-giving budget. Nearby should be a reference of essential oil recipes, wool dryer balls, all-natural soaps, candles, bath/shower bombs, loofahs, and massage oils.

End-Cap for Cold Season

On two of the top shelves: humidifiers and vaporizers. Fill in any gaps with hand sanitizer. On the remaining shelves: Large boxes of facial tissues. Here are a couple of examples.

Straighten Out

This can't be mentioned enough. Make it a point to straighten your Christmas cards and ensure that there is an envelope for every card.

'Tis the season for GREETings

Increase sales and cut back on theft by recruiting a greeter. This person's only responsibility is to look every customer in the eyes as they enter the store, greet the customer with a sincere hello, and offer them a shopping basket, so they don't have to stop shopping because their hands are full. I suggest you have your greeter on staff from Friday December 20th to mid-afternoon Tuesday the 24th.

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.

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