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

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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.

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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.

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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.

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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!

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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

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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

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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.

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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.

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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.

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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.

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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

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29 30

January 2016

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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?

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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.

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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.

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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.

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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

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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