Resolution: Take advantage of wholesaler programs

Posted by on Jan 19, 2018 in Behind the Shelf Blog, Resolutions

By Barb Gengler, client services representative, for the Resolutions blog series We’re all busy, especially at work. What if I told you your wholesaler may have programs that could save you time and help increase sales and profitability? How do you determine the most effective prices to charge for front-end products to maximize your profits? Have you […]

Resolution: Write a mission statement and share with stakeholders

Posted by on Jan 16, 2018 in Behind the Shelf Blog, Resolutions

by Mary Hart, for the Resolutions blog series If you want to be seen as a true competitor among the big guys, you should look to their business practices to see what they are doing well and where you could learn something you might apply to your own business. Being a small, independent business gives you the […]

Resolution: Learn about the products I carry

Posted by on Jan 9, 2018 in Behind the Shelf Blog, Resolutions

by Michele Feldner, for the Resolutions blog series It’s important to know about and understand the front-end products you carry. It’s especially important in your wellness and OTC areas, and you should also have familiarity with the beauty products you stock. When it comes to wellness and OTC products, being knowledgeable about the active ingredients in these products, […]

Resolution: Review my category adjacencies

Posted by on Jan 4, 2018 in Behind the Shelf Blog, Resolutions

by Kyle Lentz, category analyst, for the Resolutions blog series Building store profits through adjacencies is not an easy task, especially when space is at a premium and so many categories seem to logically fit with other categories. Understanding the way your customers shop plays a key role in determining these strategic adjacencies, and will make it […]

Resolution: Understand consumers’ paths to purchase

Posted by on Dec 11, 2017 in Behind the Shelf Blog, Resolutions

By Dave Wendland, vice president strategic relations, for the Resolutions blog series It should be no secret that each shopper’s path to purchase is unique. Their reason for purchase, timing, and chosen outlet are likely different, yet when reviewing sales numbers, many companies make the mistake of homogenizing the data and making unsubstantiated assumptions. As long as […]

Resolution: Certify merchandisers as experts

Posted by on Dec 6, 2017 in Behind the Shelf Blog, Resolutions

by Colleen Volheim, category research and analysis manager, for the Resolutions blog series Certifying your merchandisers can be very beneficial for your business and your customer stores. When merchandisers go into stores, the pharmacist, front-end manager, or owner must have a certain amount of faith, because the merchandiser arranges departments and orders product for their store, which will […]

Resolution: Plan for and embrace change

Posted by on Nov 22, 2017 in Behind the Shelf Blog, Resolutions

By Brittany Benson, lean project and research specialist, for the Resolutions blog series It’s hard to find industry articles that don’t talk about how retail is changing or needs to change. I read Seth Mendelson’s recent Editor’s note about his journey (he’s Drug Store News’ new associate publisher/editor in chief), and I thought he had very encouraging […]

Resolution: Train my sales team to be front-end consultants

Posted by on Nov 17, 2017 in Behind the Shelf Blog, Resolutions

by Tom Boyer, national accounts director, for the Resolutions blog series Independent pharmacies are looking for easy-to-implement solutions from their wholesaler to boost sales in their front-end. If you have a sales team servicing these retail customers, you know the challenges they face. For these unique and individual stores, pharmacists are often owner/operators on top of being […]

Resolution: Prepare for the next generation

Posted by on Nov 8, 2017 in Behind the Shelf Blog, Resolutions

by Jamie Sershon, merchandising analyst, for the Resolutions blog series Do you have a plan for the future of your independent pharmacy? We’ve all heard about the upcoming generations and how indies are going to be facing stiffer competition from other retailers. Times have definitely changed and will continue to evolve. Think about your current customers and […]

Resolution: Identify slow sellers and ways to drive traffic to them — part two

Posted by on Oct 25, 2017 in Behind the Shelf Blog, Resolutions

by Aaron Timmerman, product and pricing analyst, for the Resolutions blog series In my last post I discussed how part of maintaining profitability in the front-end is proper inventory control. I provided some tips for identifying slow-moving products and indicated that if you have inventory that isn’t turning over at the rate it should, there are options for […]