Mr Pickfords Retail Case Study

Mr Pickford's programme delivers double-digit commercial performance gains

Midlands pharmacy group improves performance through strategic approach

With government cuts in mind, Mukesh Lad, chief executive and superintendent pharmacist at Mr Pickford’s Pharmacy Group, has been looking at new ways to grow their revenue for the past six months.

The group, with pharmacies in Leicestershire and Northamptonshire, has been working with consultants Retail Performance Specialists (RPS) to help drive their business forward.

“My pharmacy team have embraced the programme and we have had an uplift in both script and OTC. We have increased OTC in excess of 35%.”

Mukesh Lad, Mr Pickford’s Pharmacy

Mr Pickfords – Boosting Commercial Performance

The Challenge
Funding Cuts Might Be Coming

“The independent contractor needs to be a good business person, but we also need managerial expertise in how to run a commercial organisation like a multiple does,” says Mr Lad.

“At Mr Pickford’s we saw that funding cuts might be coming and decided that we’d better start investing in the right way and training our staff to ensure that we will still be around as a business. We knew we needed a change in thinking, to have a more commercial approach.”

The Solution
A Clear Plan To Boost Commercial Performance

Working to a clear plan for boosting commercial performance has been very useful, says Mr Lad. “It gives you structure, and unless you work in a structured way you are not going to achieve your targets.”

Encouraging people working in pharmacies to take a more commercial approach has been key for the company, he says. “First, it’s convincing the pharmacy team that relying on processing prescriptions is not how we will survive as profitable business.”



Mukesh Lad
Mr Pickford’s Pharmacy

Work To Grow The Numbers

Mr Pickford’s pharmacies – to improve sales and profitability figures – has successfully increased their items by 30 percent, grown OTC sales by 20 percent, increased EPS nominations by one-third and also seen MUR, NMS and flu services figures also grow.

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For more information on the Pharmacy Growth Programme