rpm retail - anz-pharmacy presentation - april 2015
TRANSCRIPT
![Page 1: RPM Retail - ANZ-Pharmacy Presentation - April 2015](https://reader031.vdocument.in/reader031/viewer/2022032715/55ae63231a28ab36798b486e/html5/thumbnails/1.jpg)
The future
of pharmacy retailing
www.rpmretail.com
John Saywell – RPM Retail
sustainable
^
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“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?
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Expert
Cheapest
Most
Convenient
Biggest
What will you
be famous for?
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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
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Strength
Weakness
Opportunity
Threat
SWOT Analysis
Internal
factors
External
factors
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The demise of small,
independent retailers
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The rise of regional,
super retailers
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Coming to a supermarket near you?
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E-commerce &
the long tail
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The first have eaten
the slow
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Top 10
NZ e-commerce sites
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Ultra-specialty
retail
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They keep stealing
your stuff
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They keep stealing
your stuff
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Disintermediation
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Is this the end?
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Local, social,
sustainable
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The retailing
time clock
Local
Super
Discount Mega
Route
Special
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Best quality
products and
expert advice
Cheapest
products
self-service
The pharmacy
time clock
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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
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Strength
Cheapest
Opportunity
Biggest
My advice
Increase
instore
services
Be local &
social
Focus on a
curated
range
Only
discount
the KVIs
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Make the most
of being local
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Get found online
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Be social
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Pharmacy’s long tail
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
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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
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Curate your range
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Efficiency Vs Engagement
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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
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Make personal, instore service
your point-of-difference
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Key Points
1. Be active, locally.
2. Curate your range.
3. Don’t join the race to the bottom.
4. Invest in instore service.
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Mobile payments
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e-Health
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www.rpmretail.com
www.rpmretail.com
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2014 Pharmacy retail sales
Total Retail Sales +2%
Total Customers +0%
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Measurement + Feedback
• What to measure?1. Store KPIs
2. Category sales and gross margin
3. Staff Average Sale - PPC and Average Price
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Retail sales for the last 30
Days
RPM Scoreboard
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Daily Insights
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$26 sale
$20 sale
30% increase!!!
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The RPM
Sales Training Programme
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The RPM Programme
Classroom Training
Category Management
Seminars
Frontline Staff Conference
RPM Awards
Recognition Programme
RPM Software + Support + Training
Store Layout & Planograms
Instore Coaching
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www.rpmretail.com
www.rpmretail.com