August 21, 2021

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

* Gabe's Tips: *

Swivel in your seat

Acacia Flory shared with me a DME item that I never heard of that is selling well. The item is a swivel seat cushion. The cushion makes it easier to get in and out of a car seat or a chair at home. Acacia also mentioned it's good to have the cushions available in vaccine rooms to help the more immobile patients turn easily for a shot. If you would like to see the endcap that she made featuring the cushions, click here.

Recommended by our Health Team

On August 10, a recent poll reminded us again how there is a high trust for doctors, nurses, and pharmacists. If the pharmacist in your store feels comfortable recommending a particular CBD brand, immune booster, multi-vitamin, sun protection product, pain reliever, cough & cold relief, children's vitamin, and a probiotic, then place a business card size sign near each item that says"Pharmacist Recommended" or "Our Health Team Recommends [product name]". Double face each of the items and maintain no less than six of each.

Reevaluate your sales

You should be seeing a steady increase in sales of probiotics, immune boosters, zinc & vitamins D, B, and C. If not, it could be one of two things. You may need to reposition the supplement category, or you need to check the manufacturer's website! I was just about to recommend a line of vitamins to one of our members but stopped when I checked the manufacturer's website. I saw a large portion of the line was on sale at 30% MSRP, plus, an offer of $15.00 off any order of $75.00+ of the remaining line. If you find this happening to you and your sales are not growing, you will want to look for an alternative line.

Cap off your Cough & Cold section

Humidifiers, vaporizers, facial tissues, and hand sanitizers are not in most Cough & Cold planograms. The four product lines together make a great endcap! Make your endcap by placing humidifiers on the top two shelves, followed by a shelf of vaporizers. Place facial tissue and hand sanitizers on the remaining lower shelves. Today is a good day to start merchandising by price instead of by size.

Promote your private label

When it comes to behind-the-counter cough & allergy products, it would be wise to showcase your private label line. You can do this by double to triple facing the private label products, maintaining an inventory of no less than 6 to 9 of each item, and adding an "Our Pharmacist Recommends" sign. You will be happy with the results!

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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