rpm retail - anz-pharmacy presentation - april 2015
TRANSCRIPT
The future
of pharmacy retailing
www.rpmretail.com
John Saywell – RPM Retail
sustainable
^
“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?
Expert
Cheapest
Most
Convenient
Biggest
What will you
be famous for?
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
Strength
Weakness
Opportunity
Threat
SWOT Analysis
Internal
factors
External
factors
The demise of small,
independent retailers
The rise of regional,
super retailers
Coming to a supermarket near you?
E-commerce &
the long tail
The first have eaten
the slow
Top 10
NZ e-commerce sites
Ultra-specialty
retail
They keep stealing
your stuff
They keep stealing
your stuff
Disintermediation
Is this the end?
Local, social,
sustainable
The retailing
time clock
Local
Super
Discount Mega
Route
Special
Best quality
products and
expert advice
Cheapest
products
self-service
The pharmacy
time clock
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
Strength
Cheapest
Opportunity
Biggest
My advice
Increase
instore
services
Be local &
social
Focus on a
curated
range
Only
discount
the KVIs
Make the most
of being local
Get found online
Be social
Pharmacy’s long tail
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
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
Curate your range
Efficiency Vs Engagement
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
Make personal, instore service
your point-of-difference
Key Points
1. Be active, locally.
2. Curate your range.
3. Don’t join the race to the bottom.
4. Invest in instore service.
Mobile payments
e-Health
www.rpmretail.com
www.rpmretail.com
2014 Pharmacy retail sales
Total Retail Sales +2%
Total Customers +0%
Measurement + Feedback
• What to measure?1. Store KPIs
2. Category sales and gross margin
3. Staff Average Sale - PPC and Average Price
Retail sales for the last 30
Days
RPM Scoreboard
Daily Insights
$26 sale
$20 sale
30% increase!!!
The RPM
Sales Training Programme
The RPM Programme
Classroom Training
Category Management
Seminars
Frontline Staff Conference
RPM Awards
Recognition Programme
RPM Software + Support + Training
Store Layout & Planograms
Instore Coaching
www.rpmretail.com
www.rpmretail.com