Turn Front-End Sales Into Pure Profit The Easy Way to Increase Pharmacy Revenue Without Filling More Scripts
HOW TO INCREASE OTC SALES IMMEDIATELY
Did you know you likely have a goldmine sitting right in your store? Over-the-counter (OTC) sales are pure cash. No PBMs, no audits, no clawbacks — just revenue you control. The question is: Are you maximizing it? Many pharmacies are bringing in $2,000 to occasionally over $15,000 monthly in OTC sales, but chances are you can always make more. When Lisa first took over her pharmacy, she barely scraped $4,000 monthly in OTC sales. Today? She’s consistently pushing $9,000 and closing in on $10,000. So, how did she do it? She tracked the right numbers, set clear goals, and gave her team the tools to succeed. Now, it’s your turn. THE 3 OTC KPIS YOU MUST TRACK If you’re serious about boosting OTC revenue, start by monitoring these three key performance indicators:
1. Set Clear Goals and Incentives
• Share OTC sales goals with your team weekly and monthly. • Offer small bonuses for hitting milestones. • Make it a competition! Team motivation drives results.
2. Give Your Team the Right Tools
We offer all these resources and templates to members so you can educate and arm your team with the tools they need to boost sales: • Shelf talkers and in-store signage to highlight key OTC products • Bag stuffers recommending OTC solutions for common conditions • Social media promotions showcasing seasonal OTC must-haves • Quick training sessions on how to recommend the right products
1. OTC Dollars per Transaction
Every customer who walks in is a potential OTC sale. This metric tells you how much OTC revenue you’re generating per transaction.
Formula: Total OTC Revenue ÷ Number of Transactions
You should train your staff to identify complementary OTC products with every prescription, like a probiotic for antibiotics or an allergy spray for seasonal sniffles. These small recommendations add up fast.
3. Focus on Seasonal Sales
Right now, in April, customers need:
• Allergy relief (antihistamines, nasal sprays, eye drops) • Cold and flu meds (early spring sniffles are still lingering) • Sun care (sunscreen, after-sun lotion, SPF lip balm) • Poison ivy/oak relief (outdoor season is here) • Vitamin D and wellness supplements (because good health is always in demand) When you stock strategically and train proactively, you’ll see an immediate boost in revenue.
2. OTC Dollars per Prescription
Your pharmacy isn’t just about filling prescriptions but also enhancing patient health. Many prescriptions create side effects that can be managed with OTC solutions.
Formula: Total OTC Revenue ÷ Number of Prescriptions Filled
Are your pharmacists asking, “Is there an OTC product that complements this medication?” or “Does the patient need additional support for side effects?” If not, you’re leaving money and patient care on the table.
Make Small Changes for a Big Impact
3. OTC Dollars per Employee Hour
OTC sales are your best-kept secret to higher profits. Start by tracking OTC dollars per transaction, per Rx, and per employee hour. Set goals, engage your team, and capitalize on seasonal trends. If you take action today, you can increase your OTC sales by 50% this quarter. What are you waiting for?
This metric shows how well your front-end staff is driving OTC sales.
Formula: Total OTC Revenue ÷ Total Ancillary Staff Hours
Your team isn’t just there to ring up sales. Tie employee bonuses to OTC performance, and watch how quickly they start making smart recommendations.
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