February 5, 2022

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

* Gabe's Tips: *

Helpful advice for a friend

Valentine's Day is on a Monday this year. As soon as you have a window of opportunity, prepare your signs for your AFTER Valentine's Day Clearance Sale. You will also want to note what is not to go on sale. If, by some chance, a friend of yours chooses to offer a discount before Tuesday, tell the friend to cut back or not buy any Valentine’s Day items for next year. Tell your friend if they run a sale before Valentine's Day, their customers will remember that for next year. Even at this late date, you will find the Valentine's Day worksheet helpful.

How healthy is your Hair Care department?

February is when the merchandisers are asked to update the Hair Care category. Here are a five things to remember:

1st Unlike in 2020, beauty salons are up and running, and you should be aware that future sales numbers for hair color products will continue to show some decline.

2nd Like toothpaste, with the exception of medicated hair care, shampoos and conditioners are very price sensitive. If you are not doing well in this category, then it is time to either adjust your zone pricing or consider downsizing the department.

3rd Hair Care is a great place to encourage companion sales by cross-merchandising vitamins A, C, D3, E, biotin, and combination supplements that promote healthy hair, skin, and nails. Adding anti-aging face cream is a wise idea as well.

4th New product entries play a big part in making the department look up to date. New items can also play a substantial role in getting the younger age groups into your store.

5th You will need to look at each suggested new item to make sure that they are not simply a line extension of products that you already have ample representation. For more information on what a line extension is, go here. ("Don't be a victim of product line extension creep!")

Personal care placement

When it comes to placing personal care categories, knowing some statistics can be of great help. For instance, it has been reported that 4 out of 5 greeting cards are purchased by women. Knowing this, where do you think the best place is for hair care and skincare to be next to?

Solution for extra space

Question from a seasoned attendee of the recent Ownership Workshop: Gabe, I have some extra room in my store; what should I put there?

Reply: Here is a list of what's on people's minds: healthy aging, stress, energy, weight control, anxiety, sleep, and aging in place (home). Pharmaceutical grade supplements will help with some of the concerns; mobility and home safety (DME) will help with aging in place. Study the list, acknowledge what your passion is, and you will soon know what belongs in your newfound space. Reminder: Ownership Workshop is not just for new owners!

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. 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 gabe.trahan@ncpa.org with your questions, photos, best advice, and recommendations. What's selling well in your store? Let us know.

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