High Impact Front-End: Improving Your Pharmacy s Image and Profitability
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1 High Impact Front-End: Improving Your Pharmacy s Image and Profitability Gabe Trahan NCPA Sr. Dir. Store Operations & Marketing Date: Friday June 29, 2018 Copyright 2018, Cardinal Health. All rights reserved. CARDINAL HEALTH, the Cardinal Health LOGO and ESSENTIAL TO CARE are trademarks or registered trademarks of Cardinal Health. All other marks are the property of their respective owners. Learning Objectives 1. Evaluate front-end modifications based on cost and impact. 2. Discuss profitable front-end health and wellness niches that are a fit for community pharmacy. 3. Outline an in-store strategy for interior signage and pricing strategies. Copyright 2018, Cardinal Health. All rights reserved. CARDINAL HEALTH, the Cardinal Health LOGO and ESSENTIAL TO CARE are trademarks or registered trademarks of Cardinal Health. All other marks are the property of their respective owners. 1
2 Disclosure Gabe Trahan is the Senior Director of Store Operations and Marketing with NCPA. The conflict of interest was resolved by peer review of the slide content. Copyright 2018, Cardinal Health. All rights reserved. CARDINAL HEALTH, the Cardinal Health LOGO and ESSENTIAL TO CARE are trademarks or registered trademarks of Cardinal Health. All other marks are the property of their respective owners. A look at design 2
3 Stores were designed to hold merchandise, not customers. Stores were designed to hold merchandise, not customers. 3
4 PHARMACY 4
5 Compression Hosiery Diabetic Shoes Compounding Vitamin D Multi Vitamin Delivery Services Med Synchronization 5
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8 Optimum Aisle Spacing: Simply leaving space for customers to shop 6ft to 8ft 5ft 8
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18 3ft Antacid / Laxatives 6ft First Aid 4ft Skin care 18
19 Front Left and Right Side Walls 19
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22 I like to think our people invented the word neighborly. 22
23 Niches! We have no room! *Greeting cards Cosmetics School Supplies Stationery Dollar Items Books & Magazines *Vitamins *Gifts 23
24 Braces Candles Vitamins We sell a lot of those! People drive miles to buy these! These are not Reports! We are the only ones who sell these. I sold one this morning! People love them! 24
25 Meeting the needs of customers with diabetes. Your Complete Diabetic Support Center Sugar free listing! 25
26 Diabetic Support Center * *Journal of the American Medical Association 26
27 We ve made finding Sugar Free products easier! MiraLAX 4oz Look for the green stripe on the shelf tag! Good news! We have over 60 sugar free items! Do it before the chain does! 27
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33 All day comfort for people who need it! ~ Feel Even Better~ Ask us for help in finding your size! Compression Garments Boualay Crow, Home Care Specialist Meyer Pharmacy Sole Andrea Springer, Certified Shoe Fitter, Meyer Pharmacy 33
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36 Organic 36
37 Anxiety Skin/coat Hip & Joint Multivitamin Probiotics Pill Pockets Treats Teeth & Breath Flea & Tick Wound care Grooming 37
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39 What's on People s Minds Anti Aging Weight Control Energy Stress Sleep Hair & Nails 39
40 Offer different types of quality not color of labels. 40
41 The Paradox of Choice Photo credit: b change.me 41
42 This item is a WHOPPING $29.95! Are sure you want to do this? If you need to use price either: Use the word ONLY! Less than 50 a day. Less than a cup of coffee a day! 42
43 INSPIRATION 43
44 12ft. Gift Wrap 28ft. Party Supplies 128ft. Greeting Cards 132ft. Collectibles & Gifts Gifts Gifts 300ft. 1,664 sq. ft. Greeting Cards Cards and Gifts Gifts 3,600 SQ FT Gifts Greeting Cards Gifts Gifts Gifts Gifts Gifts Gifts Gifts December 31, 2012 Health Beauty & Wellness 44
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53 12ft. Gift Wrap 28ft. Party Supplies 128ft. Greeting Cards 132ft. Collectibles & Gifts 300ft. 1,664 sq. ft. 8ft. Gift Wrap 2ft. Party Supplies 28ft. Greeting Cards 38ft. Collectibles & Gifts 76ft. 350 sq. ft. 53
54 Pain Relief Antacid / Laxative Cough & Cold First Aid Foot care Hair Care Shaving/ Deodorant Oral Hygiene School, Home & Office Vitamins/ Herbs Candy & Snacks 8ft 8ft 8ft 8ft 4ft 8ft 4ft 8ft 16ft 12ft 16ft 8ft 8ft 8ft 8ft 4ft 8ft 4ft 8ft 8ft 12ft 12ft 10% 5% 0% 5% 10% 15% 20% 25% OTC Sales 30% Series 1 15% 26% 1% 6% 54
55 ? High Impact Front-End: Thank you! Gabe Trahan NCPA Sr. Dir. Store Operations & Marketing Copyright 2018, Cardinal Health. All rights reserved. CARDINAL HEALTH, the Cardinal Health LOGO and ESSENTIAL TO CARE are trademarks or registered trademarks of Cardinal Health. All other marks are the property of their respective owners. 55
56 Store Name Category Evaluation Form Date: Size Today Size you recommend Category Analgesics / Pain Relief 6ft Antacid / Laxatives 6ft Apothecary (Easy Dose) 3ft Baby Care 4ft Baby Diapers Batteries (Hearing Aid) Batteries (general purpose) Books / Magazines 0 Braces 6ft Candy & Snacks 4ft Candy (Boxed) Cosmetics 0 Cough & Cold 8ft Cough & Cold Lozenges 3ft Deodorant 3ft Diabetic (Meters etc.) 3ft Diabetic Shoes 4ft Diabetic Socks 3ft Diet (weight control) Dollar Items DME / Bath Safety 4ft DME / Daily Living 3ft DME / Mobility 4ft DME / Misc. DME / Reachers 2ft Essential Oils 3ft Eye/ Ear 3ft Facial Tissue 3ft Family Planning 3ft Feminine Hygiene 6ft First Aid 6ft First Aid Basic Wound Care 4ft Food Foot Care 3ft Gift (Misc.) 0 Gift Bags / Wrap 0 Gift Candles 0 Notes: Greeting Cards 12ft Hair Accessories (Goody) 4ft Hair Appliances Hair Care (shampoo etc.) 8ft Hair Coloring Health related books 3ft Homeopathy 3ft Hosiery (Leggs/ No Nonsense) Hosiery compression 4ft Fitting required Options (minimum # of Out of stock Private label Signs Pharmacist Recommend Signs Last update Page 1 of 2
57 Store Name Category Evaluation Form Date: Size Today Size you recommend Options (minimum # of Out of stock Private label Signs Pharmacist Recommend Signs Category Notes: Hosiery light compression 3ft Grab and Go, no fittining Implements (nail clippers) 2ft Incontinence 4ft Men's (Shaving & Grooming) 3ft Miscellaneous 1 Miscellaneous 2 Nutrition 3ft Oral Hygiene 4ft Paper Products 4ft Party Supplies 0 Pet supplies 4ft Pet supplements and treats 3ft Reading Glasses School, Home & Office 0 Seasonal 4ft Skin Care 6ft Smoking Deterrents 2ft Soap - Bodywash 3ft Sugar free Candy 3ft Suncare 2ft Sun Glasses (Adult) Sun Glasses (children) Teas (specialty) 3ft Thermometers Toys & Hobby Travel / Trial Sizes Vaporizers / Humidifiers Vitamins / Herbs Vitamins / Premium Vitamins /Probiotic/refrigerator Wound Care (Ostomy etc.) 2ft 3ft 4ft 4ft Last update Page 2 of 2
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Health and Wellness Preference Data Segments Arts & Entertainment > Reading > Health Baby Health & Safety Beauty, Health & Fitness > Cosmetics &
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