Increasing ‘Front-of-Shop’ Profit
October 8, 2012
There is a new set of rules for
pharmacy.
We all know for example that
dispensary profits will no longer
be the grunt behind our retail
pharmacy businesses.
Pharmacists who value the
customer experience are set to
come into their own.
Deriving profit from the ‘front-of-
shop’ will require a different
approach to that of the past, and
to the dispensary, which is
essentially a pre-sale by the time
a customer hands over their script.
Success in front of shop is
pegged to customer experience.
At Terry White Chemists we
are answering the monumental
shift in retail and pharmacy in a
number of ways not the least of
which is a return to clear
customer journey.
We are revisiting our own front
of shop tools and we’re finding
value in an enhanced customer
experience.
At my pharmacy at Browns
Plains (on Brisbane’s south side)
we are trialling the group’s new
approach to health in the area of
Children’s Health.
It is one element of Terry
White Chemists’ series of
health-centred solutions
whereby merchandising,
planograms and store layout
give clear condition-based focal
points.
The first four weeks have seen a
solid increase in net sales and GP$.
It is not enough to shift our
businesses to take account of
changes specific to our industry.
In order be successful we need
also, to take into account the
shift in customer behaviour.
Our experience is the market
will reward those that do.
This
week’s contributor
is Frank Uccellini,
Pharmacist and
Owner, Terry White
Chemists Browns Plains.
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