Join the 75 Hard for Pharmacy Owners program to transform yourself and your pharmacy in Q4.
You might think the only way to make massive changes in your pharmacy is to complete massive projects and changes. However, as an independent pharmacy owner, I’ve found that it’s not the massive changes but the small, consistent actions that can make the biggest difference. That’s where the concept of 75 Hard for Pharmacy Owners comes into play.
Adapted from Andy Frisella’s original 75 Hard program, this version is specifically designed for pharmacy owners like us. It’s about making incremental changes over 75 business days that, when compounded, can result in significant transformations for your pharmacy.
I’ll walk you through the five simple rules of 75 Hard for Pharmacy Owners, explain why each step is vital, and provide actionable ideas to apply to your business. While the rules are simple and fairly easy to do, the “hard” part comes from being consistent. We can all do something easy once, but doing anything consistently over a longer period of time is hard.
By the end of this challenge, you’ll have implemented consistent habits that will take your pharmacy to new heights.
Rule #1: Post a Video on Social Media Every Day
This is perhaps the most transformative rule. We all know the power of social media, but we often don’t take full advantage of it.
Posting a daily video allows your community to get to know you, trust you, and ultimately do business with you. People engage with people, not just logos or stock photos.
Here’s why video works so well: it builds know, like, and trust—the foundation of any successful business relationship. Your pharmacy’s unique value is you, the owner, and your team.
A simple video showing what goes on behind the scenes, explaining a service, or introducing a new product will make your pharmacy more relatable and approachable.
Actionable Idea:
If the idea of posting a video every day seems daunting, start by bulk-recording several videos at once. You don’t need fancy equipment—just your smartphone will do.
Record short clips, such as answering frequently asked questions (FAQs) from patients, showing how to sign up for flu shots, or highlighting seasonal products. Platforms like Publer or Sprout Social can help you schedule and post these videos automatically, making the process more manageable.
Check out Pharmacy Badass University Inner Circle member pharmacy owner Tom Kines’ social media channel. At the time of this writing, his first video after joining this challenge has more than 6,000 views.
Rule #2: Offer an Upsell with Every Transaction
This is where you can significantly boost your cash-based revenue. Imagine if every transaction at your pharmacy generated an additional $10 in OTC sales. About 50% of that would be profit. It quickly adds up to thousands of dollars in profit a month. Here’s how: 200 Rxs = 50 transactions x $5 in profit per transaction = $250 in profit per day x 23 days a month = $5,750 in additional profit a month!!!!
This small change, when repeated over hundreds of transactions, will add thousands of dollars to your bottom line every month.
The key is to train your staff to consistently offer upsells that genuinely benefit your customers. It could be something simple like recommending a probiotic when a customer picks up an antibiotic or offering a seasonal item like hand sanitizer or immune boosters during cold and flu season.
Actionable Idea:
Get your employees involved by creating a list of products they feel comfortable recommending. Set a goal of an additional $10 per transaction and watch how these small sales add up.
Rearrange your register or OTC area to feature easy-to-grab items, and use shelf talkers to call attention to relevant products. Order seasonal and fast-selling items from friendly sources like DM Merchandising.
Rule #3: Write a Thank You Card Every Day
In today’s digital world, receiving a handwritten thank-you card is a rare and memorable experience. This simple gesture creates a strong emotional connection with your patients, increasing loyalty and ensuring they return to your pharmacy.
This rule applies to everyone in your pharmacy, including yourself. It’s a low-cost, highly effective way to show appreciation, and it sets you apart from the competition.
Plus, your staff will love the positive feedback they receive from patients when they start receiving heartfelt thank-yous.
Actionable Idea:
Start with simple note cards and envelopes—there’s no need to wait for fancy branded ones. Ensure that every employee writes one thank-you card during each shift.
It can be a general “thank you for choosing our pharmacy” or more personalized, depending on the customer’s situation. The key is consistency. Make this a part of your daily routine, and watch how it strengthens your relationships with patients.
Rule #4: Read 10 Pages of a Business Book Every Day
One of the best ways to grow your pharmacy is by developing yourself. Reading 10 pages of a business book every day is a simple yet effective way to stay sharp and continuously improve.
Whether it’s leadership, marketing, or finance, choose a topic you’re not already proficient in to stretch yourself and expand your knowledge base.
Actionable Idea:
Pick a business book that excites you. A few of my favorites include Think and Grow Rich by Napoleon Hill and The One-Page Marketing Plan by Allan Dib. Commit to reading 10 pages each day, and you’ll be surprised by how much you learn and can apply to your pharmacy.
Rule #5: Track & Share Your Key Performance Indicators (KPIs) Daily
Your numbers are the treasure map to more profits. By tracking and sharing key performance indicators (KPIs) daily, you become hyper-focused on the outcomes that matter most.
Whether it’s your OTC sales, prescription volume, or profit margins, knowing your numbers helps you identify what’s working and what needs attention.
But don’t just track your KPIs—share them with someone for accountability. It could be a colleague, spouse, or fellow pharmacy owner. Sharing keeps you accountable and ensures you stay focused on the goals you’ve set for your pharmacy.
Actionable Idea:
Choose two to four KPIs that align with your overall pharmacy goals. These could include daily prescription counts, OTC sales, or customer satisfaction scores. At the end of each day, calculate your numbers and share them with your accountability partner. Consistency in tracking and sharing will drive better decisions and keep you on course for success.
Join our free 75 Hard for Pharmacy Owners Facebook group for accountability, motivation, and support as you embark on your 75 Hard journey.
Resources to Help You Implement 75 Hard
To help you stay on track with this challenge, I’ve created several resources that you can use:
75 Hard Workbook: A guide that includes the rules and space to track your daily progress.
Facebook Group: Join our community of pharmacy owners who are undergoing the 75 Hard challenge. Share your experiences, ask questions, and get support.
OTC Recommendation Guide: A handy tool for training your staff on which products to recommend as upsells during transactions.
Thank You Card Sample Messages: If your staff needs help deciding what to write, this guide offers sample messages to get them started.
By following these five rules for 75 business days, you’ll create lasting, positive habits that will transform your pharmacy. Remember, it’s the small, consistent changes that add up to massive results.
Let’s finish the year strong together!
