Ken Wong defines ‘quality’ as any non-price criteria that influences a customer’s decision when making a purchase.   If you think of your target customer, what criteria are important to them and how well are you meeting that criteria versus your competition?

Price Winner 3: Have the Right Qualities (Part 1)

Ken illustrates the quality diagnostic matrix. Ken talks about comparing your ‘quality’ criteria to the competition.

Price Winner 3: Have the Right Qualities (Part 2)

You can download a quality matrix and the associated work sheets in Ken’s previous post ‘Improving Quality‘.

We have a winner!

Ken Pasricha of North Oshawa Pharmacy is the winner of this week’s prize draw. Ken is still deciding what professional resource to pick as his prize.  He has also won a one-year subscription to Canadian Business magazine and a one-year subscription to Money Sense magazine in his prize package.

Price Winner 1: Sell the Right Thing

Ken Wong talks about competing ‘FOR’ rather than ‘ON’ price. Find out what services your customers value and deliver them.  What services do you want the customer to associate with your pharmacy? What services will they reward you for offering?

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Price Winner 2: Sell it the Right Way

Ken Wong discusses how to tailor the shopping experience to your target customers. What are good costs and what are bad costs. What will the customer reward you for doing?  Ken analyzes the correlation between costs and the rewards of adding more “quality”. When is enough, enough and how do you know when you have reached that point in your customers’ eyes?

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We have a winner!

Nita Patel of Westmount Pharmacy is the winner of this week’s prize draw. Nita has chosen a one-year subscription to PatientConnect DDI, a one-year subscription to Canadian Business magazine, and a one-year subscription to Money Sense magazine for her prize package.

Ken Wong talks about the different ways a pharmacist can deliver value to their customers and about why price cuts aren’t the best source of value.

Ken Wong talks about why using price as a differentiator is problematic and how providing value to your customers as Quality is one way to compete with larger chain pharmacies.

We have a winner!

Spiro Goussios of Credit Valley Pharmacy is the winner of this week’s prize draw. Spiro has chosen a 2010 membership with OPA, a one-year subscription to Canadian Business magazine, and a one-year subscription to Money Sense magazine for his prize package.