rpm retail - anz-pharmacy presentation - april 2015

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

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Page 1: RPM Retail - ANZ-Pharmacy Presentation - April 2015

The future

of pharmacy retailing

www.rpmretail.com

John Saywell – RPM Retail

sustainable

^

Page 2: RPM Retail - ANZ-Pharmacy Presentation - April 2015

“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?

Page 3: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Expert

Cheapest

Most

Convenient

Biggest

What will you

be famous for?

Page 4: RPM Retail - ANZ-Pharmacy Presentation - April 2015

18001810

18201830

18401850

18601870

18801890

19001910

19201930

19401950

19601970

19801990

20002010

20202030

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

Page 5: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Strength

Weakness

Opportunity

Threat

SWOT Analysis

Internal

factors

External

factors

Page 6: RPM Retail - ANZ-Pharmacy Presentation - April 2015

The demise of small,

independent retailers

Page 7: RPM Retail - ANZ-Pharmacy Presentation - April 2015

The rise of regional,

super retailers

Page 8: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Coming to a supermarket near you?

Page 9: RPM Retail - ANZ-Pharmacy Presentation - April 2015

E-commerce &

the long tail

Page 10: RPM Retail - ANZ-Pharmacy Presentation - April 2015

The first have eaten

the slow

Page 11: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Top 10

NZ e-commerce sites

Page 12: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Ultra-specialty

retail

Page 13: RPM Retail - ANZ-Pharmacy Presentation - April 2015

They keep stealing

your stuff

Page 14: RPM Retail - ANZ-Pharmacy Presentation - April 2015

They keep stealing

your stuff

Page 15: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Disintermediation

Page 16: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Is this the end?

Page 17: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Local, social,

sustainable

Page 18: RPM Retail - ANZ-Pharmacy Presentation - April 2015

The retailing

time clock

Local

Super

Discount Mega

Route

Special

Page 19: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Best quality

products and

expert advice

Cheapest

products

self-service

The pharmacy

time clock

Page 20: RPM Retail - ANZ-Pharmacy Presentation - April 2015

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

Page 21: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Strength

Cheapest

Opportunity

Biggest

My advice

Increase

instore

services

Be local &

social

Focus on a

curated

range

Only

discount

the KVIs

Page 22: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Make the most

of being local

Page 23: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Get found online

Page 24: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Be social

Page 25: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Pharmacy’s long tail

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%

Page 26: RPM Retail - ANZ-Pharmacy Presentation - April 2015

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

Page 27: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Curate your range

Page 28: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Efficiency Vs Engagement

Page 29: RPM Retail - ANZ-Pharmacy Presentation - April 2015

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

Page 30: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Make personal, instore service

your point-of-difference

Page 31: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Key Points

1. Be active, locally.

2. Curate your range.

3. Don’t join the race to the bottom.

4. Invest in instore service.

[email protected]

Page 32: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Mobile payments

Page 33: RPM Retail - ANZ-Pharmacy Presentation - April 2015

e-Health

Page 34: RPM Retail - ANZ-Pharmacy Presentation - April 2015
Page 35: RPM Retail - ANZ-Pharmacy Presentation - April 2015

www.rpmretail.com

www.rpmretail.com

Page 36: RPM Retail - ANZ-Pharmacy Presentation - April 2015

2014 Pharmacy retail sales

Total Retail Sales +2%

Total Customers +0%

Page 37: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Measurement + Feedback

• What to measure?1. Store KPIs

2. Category sales and gross margin

3. Staff Average Sale - PPC and Average Price

Page 38: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Retail sales for the last 30

Days

RPM Scoreboard

Page 39: RPM Retail - ANZ-Pharmacy Presentation - April 2015

Daily Insights

Page 40: RPM Retail - ANZ-Pharmacy Presentation - April 2015

$26 sale

$20 sale

30% increase!!!

Page 41: RPM Retail - ANZ-Pharmacy Presentation - April 2015

The RPM

Sales Training Programme

Page 42: RPM Retail - ANZ-Pharmacy Presentation - April 2015

The RPM Programme

Classroom Training

Category Management

Seminars

Frontline Staff Conference

RPM Awards

Recognition Programme

RPM Software + Support + Training

Store Layout & Planograms

Instore Coaching

Page 43: RPM Retail - ANZ-Pharmacy Presentation - April 2015

www.rpmretail.com

www.rpmretail.com