March 19, 2022

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

* Gabe's Tips: *

Move forward from pushback

"Gabe, nobody in our town has any money." Quick reply: So, anyone that owns a car in your town has either stolen it or robbed a bank? "Nobody has any money in my town" is a popular myth and is a pushback from someone who is resistant in carrying products that sell for $20.00 or more. My snarky reply came from many times hearing this phrase; I have had plenty of time to rehearse a comeback. Handling pushback or negative remarks is an old standup comedian trick. Once a comedian hears a heckler, he starts working on a great response; he knows he will need it again. I suggest you write down all pushback you run into that might be holding your business back. Handling pushback is a good way to move forward.

Sync and Save

Help your customers save gas! It's called medication synchronization. Cutting the number of trips people have to make to your store will benefit everyone involved. Oh, sure, you may get some pushback like, "I don't mind making the trips, plus I like seeing everyone." Tip, reply with, "If we sync your meds, you will pick up all your medicine in one trip, and then you will be free to come back as often as you like!" You might hear, "Oh, I don't want to bother the doctor; they seem so busy." (This is where you practice your comeback.) For more helpful information on med sync check out NCPA's Simplify My Meds® program and go to this informative article written by my friend Jayne Canyon.

P.S. Don't forget to promote Simplify My Meds® (or your own med sync initiative) on your web page and business Facebook. Be proactive by listing your replies before anyone can think of their pushback. For example, This is a great way to save time and gas! Don't worry; you can come to visit us anytime! — No extra charge. — We will chat with your doctor for you, no worries!

Create Floor Space

If you are looking to create an extra foot of floor space in front of the pharmacy counter, consider replacing an endcap with a banner. Choose the endcap on the end of the fixture that is furthest from the RX area. To gain 2 to 4 feet, I suggest you take down a four-foot section. At this point, you will gain 4ft of space near the prescription counter, or you can reposition the adjusted fixture to allow 2ft of additional space on both ends!


NCPA Website: A Treasure Trove of Information

In the Profit Makers of March 5th, I encouraged everyone to take a close look at the opportunities in expanding your wound care department. Well, I recently rediscovered some helpful information concerning wound care right on the NCPA website. Go to, on the top of the page in the blue ribbon, click on RESOURCES, now click on Revenue Opportunities (2nd from the bottom of the list.) Scroll down to the bottom of the page, take your time; there are lots of great information on other topics! When you reach the bottom of the page, click on the blue letters that read WOUND CARE. Enjoy!

Thank you for being a member of NCPA!

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

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