Magazine article Drug Topics

Toeing the Company Line: Does It Lead to Higher Store Sales?

Magazine article Drug Topics

Toeing the Company Line: Does It Lead to Higher Store Sales?

Article excerpt

Attention, chain drugstore management: If you want to move sales to higher levels than what you've been attaining, get with the program! A new report from the National Association of Chain Drug Stores and Schering-Plough HealthCare Products shows that sales of health and beauty care products were 9% higher in chain drugstore sites that showed "strong retail compliance" with company programs.

The report, Executing With Excellence, defined compliance as "the degree to which in-store conditions align with the headquarters-developed and approved business plan."

NACDS and Schering-Plough contracted Meridian Consulting Group and StratMar Systems Inc. to measure retail compliance across 800 items in four categories in a total of 160 chain drug, supermarket, and mass-merchandiser stores. Meridian then correlated in-store compliance with each retailer's point-of-sale data. The association supplied Drug Topics with a copy of the report during the NACDS Marketplace Conference in New Orleans last month.

Executing With Excellence also examined changes in the marketplace that have forced retailers to "continually change the way [they] do business," such as evolving consumer shopping patterns, "dramatic" advances in technology, increased margin pressures resulting from the rise of managed care, economic growth with low unemployment, and consolidation within the industry. …

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