The document discusses the future of pharmacy retailing. It notes that while large super retailers and internet retailers were once dominant, local, social, and sustainable approaches will be important future trends. The document provides advice to pharmacies on how to position themselves locally, curate their product ranges, invest in in-store services, and avoid price wars to differentiate themselves in the current retail environment.

1. The future
of pharmacy retailing
www.rpmretail.com
John Saywell – RPM Retail
sustainable
^

2. “The glass is half full”
- optimist
“The glass is half empty”
- pessimist
“Holy shit – there’s a
dragon in the glass!”
- awesomist
What’s your perspective?

3. Expert
Cheapest
Most
Convenient
Biggest
What will you
be famous for?

4. 1800
1810
1820
1830
1840
1850
1860
1870
1880
1890
1900
1910
1920
1930
1940
1950
1960
1970
1980
1990
2000
2010
2020
2030
2040
Industrial
Revolution
Steam,
Steel &
Railways
Technical
Revolution
Electricity
& Mass
Production
Transport
Revolution
Oil,
Air Travel &
Efficiency
Communications
Revolution
Computers,
the Internet &
Information
Global
economic cycles

5. Strength
Weakness
Opportunity
Threat
SWOT Analysis
Internal
factors
External
factors

6. The demise of small,
independent retailers

7. The rise of regional,
super retailers

8. Coming to a supermarket near you?

9. E-commerce &
the long tail

10. The first have eaten
the slow

11. Top 10
NZ e-commerce sites

12. Ultra-specialty
retail

13. They keep stealing
your stuff

14. They keep stealing
your stuff

15. Disintermediation

16. Is this the end?

17. Local, social,
sustainable

18. The retailing
time clock
Local
Super
Discount Mega
Route
Special

19. Best quality
products and
expert advice
Cheapest
products
self-service
The pharmacy
time clock

20. Key Points
1. The rise of the super / mega / discounters is
over.
2. The internet retailers win on biggest range
and cheapest price.
3. Local, social and sustainable are the future
trends to watch.
The future of retailing

21. Strength
Cheapest
Opportunity
Biggest
My advice
Increase
instore
services
Be local &
social
Focus on a
curated
range
Only
discount
the KVIs

22. Make the most
of being local

23. Get found online

24. Be social

25. Pharmacy’s long tail
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%

26. Retail Products Rx : OTC
1. Dispensing only 0 100 : 0
2. Health Centre 0 - 4000 70 : 30
3. Community 4000 - 8000 50 : 50
4. Health & Beauty 8000 + 30 : 70
Know your type

27. Curate your range

28. Efficiency Vs Engagement

29. Top 6
Known Value Items
KVI Average
Price
Inner Health Plus 30s $35-99
Elevit 100s $99-99
Nurofen 96s $22-50
Scholl Pedi Foot File $49-99
Zovirax 2g Tube $24-99
Panadol 100s $14-99

30. Make personal, instore service
your point-of-difference

31. Key Points
1. Be active, locally.
2. Curate your range.
3. Don’t join the race to the bottom.
4. Invest in instore service.
john.saywell@rpmretail.com

32. Mobile payments

33. e-Health

35. www.rpmretail.com
www.rpmretail.com

36. 2014 Pharmacy retail sales
Total Retail Sales +2%
Total Customers +0%

37. Measurement + Feedback
• What to measure?
1. Store KPIs
2. Category sales and gross margin
3. Staff Average Sale - PPC and Average Price

38. Retail sales for the last 30
Days
RPM Scoreboard

39. Daily Insights

40. $26 sale
$20 sale
30% increase!!!

41. The RPM
Sales Training Programme

42. The RPM
Programme
Classroom
Training
Category
Management
Seminars
Frontline Staff
Conference
RPM Awards
Recognition
Programme
RPM Software +
Support +
Training
Store Layout &
Planograms
Instore Coaching

43. www.rpmretail.com
www.rpmretail.com