Make shopping easy for your customers with diabetes


by Kyle Lentz, category analyst, part of Monthly Retailer Category Tips

Be a resource for more than essential products to your customers managing diabetes.

  • Blood glucose testing continues to drive sales within the diabetes management category. Yet, many pharmacies are reluctant to position expensive items like blood glucose strips on the selling floor. For uninsured customers, or for those whose co-pay is higher than the cash price, low cost options on shelf are important. Manufacturers have added smaller count glucometer, fruits, and vegetablespackaging, ranging from 25 to 35 strips, to cater to these customers. Pharmacists also see these items as less of a risk due to their price point and include them on shelf with their private label offerings. When customers shop store shelves, there is always an opportunity for them to see and purchase an ancillary item that helps treat another issue caused by their diabetes.
  • Regarding ancillary items, diabetes is a disease that affects the entire body and can cause a multitude of devastating side effects. Offer your customers products that are geared toward the needs of a patient with diabetes including socks, foot care products, sugar-free cough drops and lozenges, vitamins and minerals, and diabetic-specific cough and cold medications that are free from ingredients that may cause more harm than good.
  • According to the American Diabetes Association, people with diabetes have much higher rates of serious complications and death from COVID-19 than people without diabetes. That is why it is so important for patients with diabetes to take extra precautions when out in public. Talk to your customers about proper hygiene, face coverings, hand sanitizers, and the general dos and don’ts when in face-to-face contact with other people. Cross-merchandise hand soaps, hand sanitizers, and masks in your diabetes department, or on a nearby endcap, to drive impulse sales.