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Category management and electronic point of sale systems could help independents level the playing field against large chains that already use similar tools to dominate the market, says Richard Janes…

Electronic point of sale (EPoS) systems alongside category management (Cat Man) processes, leverage sales analytics, patient demographics and seasonal trends to ensure that every shelf is optimised for both profit and patient care.

Pharmacies must balance the demands of prescribed medications, over-the-counter products and everyday health essentials that customers rely on.

Joining a Cat Man programme can help pharmacies to be correctly spaced and laid out to aid customer medication flow and ensures the correct ranges of medicines are stocked.

An EPoS system provides data to then help pharmacists predict when demand for cold remedy products will spike in the run-up to winter, or when to refill antihistamine supply during allergy season. This not only improves inventory efficiency but also ensures consistent stock availability, which in turn helps build trust with customers.

Sharing insights on purchasing behaviour

Moreover, Cat Man alongside inventory managing technology enhances collaboration between suppliers and pharmacists. By sharing insights on purchasing behaviour, they can make smarter, patient-focused decisions that prioritise both business outcomes and customer wellbeing.

Instead of being overwhelmed by endless product choices,  data usage encourages strategic decision making, prioritising what is most relevant and accessible for customers, helping pharmacies to benefit from layout planning service and category planograms to increase their sales and profit.

However, the adoption of Cat Man systems isn’t universal. Smaller, independent pharmacies often lack the resources or technical expertise to fully harness the technology. For them, Cat Man and EPoS could level the playing field against large chains that already use similar tools to dominate the market.

EPoS systems and category management redefine what it means to manage a pharmacy. They turn shelves into data-informed assets and transform pharmacists into strategic decision-makers which benefits both business and community health.

Beyond inventory and sales, Cat Man represents a shift in mindset: from reactive stock management to proactive healthcare delivery.

Looking ahead, the next phase of category management could integrate artificial intelligence and real-time data, allowing pharmacies to anticipate trends even before they emerge.

Predictive analytics could inform everything from stock ordering to health campaign planning, enabling pharmacists to act not just as retailers, but as trusted advisors at the heart of the community.

In this way, category management and sales data analysis isn’t just about better shelves – it’s about building smarter, more connected pharmacies that prioritise patient needs, strengthen community trust and redefine the role of the pharmacist in an increasingly data-driven healthcare landscape.

Richard Janes is head of Alphega Retail.