2015 annual convention - ncpa.co · christmas cards should be taken down and valentine’s day...
TRANSCRIPT
2015 Annual Convention
Date: Monday, October 12, 2015 Time: 8:00 am – 9:30 am Location: Gaylord National Harbor Resort and Convention Center, National Harbor 2 Title: How to Get More Front-End Revenue: Quality Punch List for Merchandising and
Marketing ACPE # 207-000-15-116-L04-P 0.15 CEUs
ACPE # 207-000-15-116-L04-T Activity Type: Application-based Speaker: Gabe Trahan, Senior Director of Operations and Store Marketing, NCPA Pharmacist and Pharmacy Technician Learning Objectives: Upon completion of this activity, participants will be able to: 1. Outline each selling season in the community pharmacy and discuss opportunities to merchandise
products that complement patient needs. 2. Illustrate how to utilize signage to improve the patient’s experience in the pharmacy. 3. Discuss how to arrange products to make the best use of your pharmacy end caps and improve the
customer’s store experience. Disclosures: Gabe Trahan declares no conflicts of interest or financial interest in any product or service mentioned in this program, including grants, employment, gifts, stock holdings, and honoraria. NCPA’s education staff declares no conflicts of interest or financial interest in any product or service mentioned in this program, including grants, employment, gifts, stock holdings, and honoraria.
NCPA is accredited by the Accreditation Council for Pharmacy Education as a provider of continuing pharmacy education. This program is accredited by NCPA for 0.15 CEUs (1.5 contact hours) of continuing education credit.
SUNDAY MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY
1 I 2 4 I 5 6 7
Daylight Saving Time endsCheck timers on exterior lights and digital signage.
This morning, inventory Halloween items and prepare for clearance sales.
This month, consider giving one pair of diabetic socks to customers with diabetes.
Create the holiday schedule for Nov. and Dec. No one likes surprises.
By now, your Halloween cards should be down and Christ-mas & Hanukkah cards up.
Consider offering veterans a special price on flu shots next week.
Decide now if it was worth car-rying Halloween cards. Adjust your inventory for next year.
S I 8 S O 9 I 10 11 O 12 E S 13 14
Choose your “Pharmacist Recommended” vitamin of the month for counter displays.
Sign/website idea for bath safety section for Home Care Month: “This year, add safety and com-fort to a loved one’s home.”
Choose a day this week to reset the pain relief section. Add new items and return short dates.
Veterans DayDiwali begins
Update your website and so-cial media pages to look fresh and reflect the upcoming holiday season.
Plan your end-cap and sig-nage for the Great American Smokeout next week.
Make today the last day of your Halloween clearance sale. Eat, donate, or return unsold candy.
E S I 15 E S I 16 E S I 17 I 18 19 20 21
Nov. is American Diabetes Month. Feature Gold Bond Ultimate Diabetic Foot Cream and/or like items.
Nov. is Healthy Skin Month. Prepare an end-cap with vitamins, lotions, and a sign.
Prepare an “Immune Boost-er” end-cap with vitamins & herbs focused on supporting the immune system.
Many people will host guests at their homes during the holidays. Boost personal care products inventory. Great American Smokeout
Check with suppliers for their holiday delivery schedules.
Be prepared to recommend relief for a bad cough, runny/stuffed up nose, congestion, and a toddler’s cough.
I S 22 23 I 24 25 26 27 S O 28
Nov. 22-28 is GERD Aware-ness Week. Feature natural and/or homeopathy remedies near your Rx register.
Visit www.aboutgerd.org for ideas on how your pharmacy can offer patients the best relief.
Order 100 rolls of cellophane tape, 50 boxes of facial tissues, 36 lip balms, and 12 thermometers.
You will be too busy to go to the bank on Friday. Go today and plan accordingly. Thanksgiving Day
Remove all Thanksgiving wrap you may have on boxed candy. Re-price candy on the back of the box.
Small Business SaturdayEncourage customers to support independent small businesses today!
E I 29 30 1 2 3 4 5
Order product for a hand-washing”get rid of germs” end-cap. Handwashing Awareness Week is Dec. 6-12.
Take notes on how business was the three days after Thanksgiving. Keep the notes for next year.
Prep Your Store for the Holidays
Planning for a busy holiday season now will save you headaches and frustration later. Set the store and employee holiday sched-
ules now for Thanksgiving, Christmas, and New Year’s. Develop a message for answering phone calls to remind customers of
your holiday hours. Post your return policies in clear view and review your policy with all employees, especially new ones. Finally,
concentrate on how you are going to make your store look stocked through Dec. 26—your goal is not to have any empty shelves.
Read more holiday tips at www.ncpanet.org/feo.
October 2015
1 2 34 5 6 7 8 9 1011 12 13 14 15 16 1718 19 20 21 22 23 24
25 26 27 28 29 30 31
December 2015
1 2 3 4 56 7 8 9 10 11 1213 14 15 16 17 18 1920 21 22 23 24 25 26
27 28 29 30 31
THIS MONTH'S
HighlightsNov. 19: Great American
Smokeout
Alzheimer's Awareness Month
American Diabetes Month
Diabetic Eye Disease Month
Family Caregivers Month
National Healthy Skin Month
National Home Care Month
NOTES
COMING UP IN
DecemberDec. 1: World AIDS Day
Dec. 6: Hanukkah begins
at sundown
Dec. 6–12: National Handwash-
ing Awareness Week & Nation-
al Influenza Vaccination week
Dec. 25: Christmas
Dec. 26: Kwanzaa begins
www.ncpanet.org/feo | Twitter: @NCPAGabe E End-cap idea S Sign idea O Online I Inventory
Tax Prep Part 1
Be proactive: ad-
just inventory and
other balance sheet
accounts for accurate
tax planning purpos-
es PRIOR to year end.
—Ollin Sykes, Sykes &
Company, P.A.
$
November 2015
NOTES
Your Daily Pharmacy Planning Guide ©NCPA 2014
11
3
SUNDAY MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY
1 2 E S I 3 4 5
Confirm employees’ schedules for Dec. 24 and 26.
Make sure your store is ready: schedule a pharmacist & two employees to come in an hour before opening Dec. 24.
Prepare an end-cap for Handwashing Awareness Week Dec. 6-12.
Update and place a copy of your return policy at every register.
Prepare a conversation pro-moting your Rx services to every flu shot customer.
6 7 8 9 10 11 12
Hanukkah begins at sun-down and ends Dec. 14.
Pearl Harbor DayRemind customers and doctors of your holiday and delivery hours.
Add a signed holiday card to your delivery bags (cards with a staff photo are a nice touch).
Stores over 3,000+ sq. ft. should have a greeter handing out shopping baskets at the entrance on Dec. 23 & 24.
Beware of $20, $50, and $100 bills with notes written on the back. It could be a scam.
Position shopping baskets nine steps from the entrance and in the middle and rear of store.
13 14 E S I 15 I 16 S I 17 18 I 19
Retail theft spikes during the holidays. Review store policy on witnessing theft and other crimes in the store.
Promote stocking stuffers: lip balm, candy bars, vitamins, hair accessories, hand and skin cream, etc.
Confirm delivery times for Dec. 24 & 31 with wholesalers and vendors.
Have a remedy for the effects of too much partying? Display it at your checkout counters.
For the rest of the month, employees should park away from the store.
Plan now: Holiday celebra-tions bring an increased de-mand for cough & cold relief.
20 21 22 S 23 24 25 26
Review the store return policy with all employees.
Winter beginsCheck with your bank on their holiday hours for Dec. 24 & 31.
Place Rx and OTC orders with your wholesaler to fill needs between Dec. 23-29.
Prepare signs for an “After Holiday” sale. Do not hang them earlier than Dec. 26.
Straighten shelves and greet-ing cards, hand out shopping baskets, and enjoy the day. Christmas
Kwanzaa beginsSale signs up. Take notes on this year’s holiday season.
27 S I 28 E S I 29 30 O 31 1 2
Keep an eye on your store entrance during inclement weather. Safety first!
January is National Bath Safety Month. Order product and prepare signs for your bath safety section.
Place orders for New Year’s resolutions items: weight control, smoking cessation, multivitamins, etc.
Christmas cards should be taken down and Valentine’s Day cards should be out.
Update your website to reflect the New Year and your cus-tomer offerings/services.
End-of-the-Year Reminders
Create signs and instruct employees to remind patients to refill their prescriptions by the end of the month before insurance
deductibles start anew on Jan. 1. In addition, be sure to take time after the holidays are over and make notes about your holiday
season. Organize all of your notes and photos in a place you can easily find them (like this Guide!) and refer to them before each
new selling season next year.
November 2015
1 2 3 4 5 6 78 9 10 11 12 13 1415 16 17 18 19 20 2122 23 24 25 26 27 28
29 30
January 2016
1 23 4 5 6 7 8 910 11 12 13 14 15 1617 18 19 20 21 22 23
24 25 26 27 28 29 30
31
THIS MONTH'S
HighlightsDec. 1: World AIDS Day
Dec. 6: Hanukkah begins
at sundown
Dec. 6–12: National Handwash-
ing Awareness Week & Nation-
al Influenza Vaccination week
Dec. 25: Christmas
Dec. 26: Kwanzaa begins
NOTES
COMING UP IN
JanuaryJan. 3-9: National Folic Acid
Awareness Week
National Bath Safety Month
National Blood Donor Month
Cervical Cancer
Awareness Month
Family Fit Lifestyle Month
National Glaucoma
Awareness Month
Mental Wellness Month
www.ncpanet.org/feo | Twitter: @NCPAGabe E End-cap idea S Sign idea O Online I Inventory
Tax Prep Part 2
Consider equipment
purchases, pay-
roll bonuses, and
qualified retirement
plan setups (contri-
butions) to minimize
your tax burdens.
—Ollin Sykes, Sykes &
Company, P.A.
$
December 2015
NOTES
Your Daily Pharmacy Planning Guide ©NCPA 2014
SUNDAY MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY
1 2
New Year’s Day
Monday will be busy; New Year = new deductibles. Be prepared to explain this to customers. Need extra staff?
3 O 4 5 S I 6 7 I 8 9
Jan. 3-9 is National Folic Acid Awareness Week. Visit www.folicacidinfo.org for ideas.
January is National Blood Donor Month. Contact your local Red Cross and see how you can help.
Christmas cards should be taken down and Valentine’s Day cards should be out.
Promote the benefits of folic acid with a small display by the pharmacy register counter.
No need to discount calendars just yet. Tip: calendars display nicely in greeting card racks.
Prepare for an after-the-hol-idays spike in cough & cold relief. Boost your inventory now.
Eat, donate, or toss leftover Christmas candy. Get it off the shelves.
10 I 11 12 13 E S I 14 15 16
Schedule a 30-minute employ-ee meeting this week to share the store’s goals for 2016.
Make time this month to reset and update your vitamin and supplement section.
Most 1 lb. or smaller boxes of chocolate fit nicely in greeting card racks.
January ushers in a large number of OTC price chang-es. Confirm your pricing.
Bath safety items are cash sales. Display one of each item assembled and priced with string tags.
Most banks will be closed on Monday. Plan accordingly.
17 18 I 19 20 21 22
Choose a day this week to review training films from Front-End Overhaul: www.ncpanet.org/feo.
Dr. Martin Luther King, Jr. Day
Be prepared: the CDC re-ports the flu typically peaks in January and February.
Have someone visit your com-petition and compare prices on top-selling OTC items.
Create two books: a vendor sign-in book and a customer item request book.
Designate someone to be in charge of keeping the en-trance free of snow and debris every day.
Purge your store of shopworn product.
I 24 25 I 26 27 28 29 E S I 30
Bring specialty braces & compression stockings down to 1 or 2 items each to reduce the burden on inventory dollars.
This week, ask each new customer how they heard about your store – know what type of marketing is working!
Boost inventory on lip balm, lozenges, hand sanitizers, and moisturizers.
Straighten your Valentine’s Day cards and ensure there is an envelope for every card.
Paint something! Add some life and color to a section of your store.
Take notes on which New Year’s resolution items sold well.
February is American Heart Month. Prepare an end-cap for weight control, smoking cessa-tion, and low-sodium snacks.
E S I 31 1 2 3 4December 2015
1 2 3 4 56 7 8 9 10 11 1213 14 15 16 17 18 1920 21 22 23 24 25 26
27 28 29 30 31
February 2016
1 2 3 4 5 67 8 9 10 11 12 1314 15 16 17 18 19 20
21 22 23 24 25 26 27
28 29
Next month, promote CoQ10, fish oil, garlic, Vitamin D, and low-dose aspirin.
THIS MONTH'S
HighlightsJan. 3-9: National Folic Acid
Awareness Week
National Bath Safety Month
Cervical Cancer
National Blood Donor Month
Awareness Month
Family Fit Lifestyle Month
National Glaucoma
Awareness Month
Mental Wellness Month
NOTES
COMING UP IN
FebruaryFeb. 5: National Wear Red Day
American Heart Month
National Cancer
Prevention Month
National Children’s
Dental Health Month
National Pet Dental
Health Month
National Senior
Independence Month
www.ncpanet.org/feo | Twitter: @NCPAGabe
23
E End-cap idea S Sign idea O Online I Inventory
64% of Community
Pharmacies Sell
Durable Medical
Equipment
Visit the Front-End
Overhaul website for
ideas on how to market
your DME as a “Safety
At Home” section.
—source: 2014 NCPA
Digest, sponsored by
Cardinal Health
$
January 2016
NOTES
Your Daily Pharmacy Planning Guide ©NCPA 2014