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Winter-proof your skincare sales

Winter-proof your skincare sales

Winter plays havoc with skin, especially for customers with conditions such as eczema, rosacea and psoriasis.

There’s not much we can do about biting winds, freezing temperatures and drier indoor atmospheres during winter, but there’s plenty of advice that pharmacy teams can offer customers so that their skin doesn’t suffer at this time of year. “It’s important to ensure that all pharmacy staff are well educated about the variety of different skin conditions prevalent in winter,” says Laura Crichton, brand PR manager at Nelsons. “Winter weather presents such different skin conditions from the summer months, so it’s important that staff know what common conditions to look out for and what advice to offer.”

How winter affects the skin

“Lower humidity in the atmosphere and central heating combine to dry out skin and also damage its protective barrier layer,” says consultant dermatologist Dr Nick Lowe from London’s Cranley Clinic. “The main skin conditions that tend to worsen are eczema, dry skin and psoriasis, but acne can suffer too.”

Dr Anjali Mahto, consultant dermatologist and British Skin Foundation spokesperson, adds: “Many people find their rosacea flares in the winter months. This can often be related to the wind, in addition to temperature fluctuations between the cold air and heated indoor rooms.”

 

Build a better winter skin category in pharmacy

With more customers likely to be coming into the pharmacy for advice on skin conditions at this time of year, make sure that you have a clear and prominent skincare fixture. Here are some expert hints and tips for success: ô€€€

  • “Make sure each product is correctly signposted and sub categories are created within the range to ensure customers can find what they need,” says Nelsons’ Laura Crichton. ô€€€
  • “The average skincare category accounts for five per cent of total OTC space. It’s important that this space works hard for you and that the range stocked provides maximum return as well as offering customers a range of skincare solutions,” says Numark communications manager Emma Charlesworth. “Link sales should be straightforward. For customers with dry skin, there are a variety of treatments available which can complement each other, such as emollients and bath preparations as well as creams.” ô€€€
  • Lloydspharmacy’s pharmacist and healthcare development manager, Joanne Carey says: “It’s important to offer your customers a wide choice of treatments. However, many people are nervous about trying a new product on their skin, so stock smaller pack sizes and trial sizes where possible.” 
  • Annelies Smits, senior international brand manager for Dermalex, suggests: “Consider the layout of your pharmacy and ensure that skincare brands are unobstructed and visible to customers. We know that customers often search for a solution for their particular condition, so signposting products for eczema, psoriasis and rosacea specifically will help shoppers navigate the shelves easily. Consider grouping relevant seasonal categories together, such as cold and flu with dry skin, to help with in-store navigation.” ô€€€
  • LloydsPharmacy’s Joanne Carey has this advice on how to engage customers in conversations about winter skin complaints to ensure they shop for products in your store:
  1. Find out what customers use on their skin.
  2. Ask them if a change of season makes a difference to their skin
  3. Ask about complete emollient therapy and whether they use it - Ask about skin triggers
  4. Offer them trial sizes of new products where possible
  5. Ask how much and how often they apply emollients.

Skincare advice to offer customers with eczema

Dr Lowe has these tips for pharmacy teams to pass on to customers with eczema this winter: ô€€€

  • Avoid hot baths and showers as they damage the skin’s barrier layer ô€€€
  • Use a soap substitute for cleansing the skin (e.g. one with ingredients such as glycerine or panthenol) ô€€€
  • Remember that stress worsens eczema, so build in some relaxation time each day ô€€€
  • Refer customers to their GP or dermatologist if their eczema worsens considerably.

According to Joanne Carey, LloydsPharmacy pharmacist and healthcare development manager, the biggest issue is ensuring that customers understand how to apply emollients correctly. “Emollients should be used all over the skin, not just the dry areas,” she says.

“If used correctly, patients should be using about 500g per week. This information may not be given by their GP, so Winter plays havoc with skin, especially for customers with conditions such as eczema, rosacea and psoriasis. this is where pharmacy staff can step in.”

Jerome Lemaire, UK marketing director at Reckitt Benckiser, which makes the E45 brand, adds: “A vital element in the treatment and management of dry skin and eczema, regardless of severity, is emollients. A complete emollient regime means using a combination of emollients as part of a daily routine.

“It’s important to avoid soaps and detergents, which can undo the beneficial effects of emollients. Pharmacists should explain that by using the right products throughout the whole day, the symptoms of mild eczema can often be relieved.” Finding the right emollient is crucial.

“The best emollient is one the patient will use and finds most agreeable,” says Mr Lemaire. “Educating the patient is also crucial to improving outcomes – if you explain the underlying cause of the dry skin condition and the need to frequently use emollients, this will lead to improved compliance.” It’s also important to explain the proper use of topical steroids.

According to Ms Carey, lots of people are afraid of using these, which means they often don’t use enough and end up having to use them for longer than should really be necessary. Ms Carey has these additional tips for pharmacy teams to pass on to customers: 􀀀

  • Avoid using fragranced products on the skin – use specialist bath and shower washes instead ô€€€
  • Wear gloves in cold weather ô€€€
  • Use the richest emollient the person can tolerate. An ointment is good for night time use; a cream for use during the day ô€€€
  • Maintain a constant temperature indoors – ideally around 18oC in bedrooms and 21oC in living rooms 
  • Use a humidifier or bowls of water by radiators to counteract the drying effect of central heating.

Preventing rosacea flare-ups

Going from the cold outdoors to a warm indoor environment increases blood flow to the face and this can worsen rosacea in winter. To prevent problems, Dr Mahto offers these tips:

  • Minimise time outdoors and use a scarf to protect the face from the wind
  • Wear loose, layered clothing to protect from cold outdoor weather and indoor heat
  • Use a sunscreen all year round
  • Limit consumption of hot drinks and alcohol
  • Continue using regular rosacea medication as directed.

For additional information about rosacea, its triggers and management, see skincare brand Dermalex’s new website.

Caring for dry lips

Lips are thin and have a poor barrier layer, so they dry out more easily than the rest of the face. It is therefore especially important that customers choose a super-moisturising, long-lasting lip protection balm and apply it daily during winter. “Frequent use is key to preventing dry, chapped lips,” says Dr Lowe.

“A good lip balm should be used before bed, not just during the day. Recommend one with ingredients such as glycerine and petroleum jelly.” If lips do become dry and flaky, customers can apply a little petroleum jelly to their lips and gently rub the area with a soft toothbrush – this will remove the dry skin and leave the lips feeling soft and hydrated.

Looking after hands

It’s important not to overlook hands during the winter. They’re often the first part of the body to dry out as they’re continually exposed to the elements. It’s good practice to recommend that customers use an SPF15 protective hand cream to stop the cold weather causing problems such as dryness and age spots. “Customers should always apply a hand cream at night before bed during the winter months,” says Dr Lowe. He also advocates using a moisturising hand wash that is soap-free. “It’s good to get into the habit of moisturising hands after washing them and carrying a hand cream with you,” says Dr Mahto. Recommend that gloves are worn outdoors for additional protection.

Comment

Vishal Mashru, VM Pharmacy Services, Leicester ‘We don’t do a lot of this if I’m honest. Most of our business is around hand cream and chapped skin. We get a few customers who need to protect their skin from the sun due to certain skin conditions, so even in winter we get people coming in for sun protection. The best sellers are SunSense products and our own hand cream. We’ve tried to put it in a more prominent place so it’s more visible and we can recommend the products over the winter months and people can clearly see them. When you hand out prescriptions and you see a patient’s skin, you can advise on different hand creams that might improve it. People often neglect their skin in winter, which is frustrating, because it means you don’t keep up to date with the latest products.’

 

Rena Dadra, Village Pharmacy, Harlington ‘We are seeing a lot of prescriptions for young children and babies for creams for eczema-related issues. It’s a busy category for us. But many people assume that the doctors should be their first port of call for skin issues, but pharmacists and pharmacy are another place they could go to get great advice. More promotion on going to pharmacy for advice would definitely help, because we’re medically trained professionals who are here and ready to help. Doctors could also be referring people to us if they don’t have appointments available. Counselling and advice on skin conditions is something we’ve tried to improve as a team to make sure we’re giving the best and most current advice we can to patients.’

 

Ranjit Mann, Ringwood Pharmacy, Coventry ‘Winter skincare for us is really important because going into the winter months, the change in weather can cause skin to dry up and then cause irritations. Patients are also not getting that much vitamin D3 in the winter months because of the lack of sunlight, and that again can cause problems with the skin. Using preparations that will hydrate the skin are important. We tend to recommend Oilatum often, and have a wide range of others. Using the right product for the patient’s individual condition is the most critical thing to get right. We stock sunscreens all year round because we find that the sales continue throughout the year.’

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