10 dicas para a escolha do ponto comercial da farmácia

Um dos segredos do sucesso de qualquer negócio é o ponto comercial. Não basta ter um ótimo produto, bom preço e vendedores eficientes se a localização de sua farmácia não é adequada. Muitos empreendedores cometem o erro de achar, por exemplo, que basta a rua ser movimentada para garantir muitos clientes. Outros acham que o melhor é ficar longe de um concorrente mais forte.

Se fosse assim, o Habib’s (rede de fast food especializada em comida árabe) teria ido à falência ainda no começo. Fiquei surpresa quando o dono disse que procurava sempre escolher um ponto o mais próximo possível de um Mc Donald’s. Ele afirmou que: “as pessoas têm necessidade de variar e, fatalmente, acabariam entrando um dia na sua loja”.

Resumindo, sua estratégia deu tão certo que nem é preciso explicar. Se transportarmos esta estratégia para o varejo farmacêutico, podemos utilizar como exemplo o caso da Farma Conde, situada nas proximidades da Ultrafarma, ambas situadas na zona sul da capital paulista.

Trocando em miúdos, é válido ressaltar que a escolha do ponto depende de um conjunto de fatores, além da localização e da concorrência. Vamos comentar algumas orientações básicas sobre o que levar em consideração:

1 – De olho na rua: É preciso fazer uma pesquisa de localização. Se puder, contrate uma empresa para fazê-la. Dizer que a rua movimentada é o melhor local pode ser precipitado. Para alguns empreendimentos certamente é; para outros, nem tanto. Se o seu potencial cliente é de alto poder aquisitivo, por exemplo, não é interessante estar em ruas muito movimentadas.

Outro cuidado a ser tomado é com o fato de que muito movimento pode significar falta de tempo para observação. A análise do movimento deve ser feita em dias e horários diversos. Verifique os hábitos de quem transita e se os horários de movimento coincidem com a utilização de sua loja ou serviço. Mantenha-se afastado de parques e praças mal iluminadas, pois a segurança do cliente é muito importante.

Até o lado da rua deve ser considerado. Em locais de clima quente, prefira o lado onde faz sombra à tarde. Alguns negócios dão mais certo se estiverem na mão conveniente do consumidor. Uma padaria ou farmácia, por exemplo, tem mais perspectivas no sentido centro-bairro.

2 – Tipos de mercadoria e sistema de trabalho: As cidades e os bairros têm suas necessidades. Por isso, verifique se o tipo de mercadoria e o sistema de trabalho oferecido por você vão ao encontro desses anseios.

3 – Potencialidades do mercado: O ponto também depende do mercado que está ao seu redor. É preciso traçar um perfil do consumidor potencial, levando em conta itens como renda, número de carros por habitante, estilos residenciais e comerciais, entre outros. Em outras palavras, é preciso certificar-se de que o seu futuro cliente realmente passa por aquele local.

4 – Tendência populacional: A tendência populacional também deve ser levada em conta. Além de analisar a situação presente, é preciso estudar os índices de crescimento e as expectativas gerais. São Paulo, por exemplo, tem experimentado uma redução populacional nas regiões centrais e uma forte elevação na periferia. Em uma mesma cidade, sempre há áreas que estão em declínio de poder aquisitivo e outras em ascensão. É preciso conhecer a tendência para estar preparado quando as mudanças se consolidarem.

5 – Disponibilidade de locais para abertura de lojas: A região pode ser a ideal para o seu negócio, mas pode não haver disponibilidade de imóveis. Às vezes, eles são inexistentes e, quando existem, os valores referentes ao ponto são proporcionalmente muito altos para o capital do empreendedor, o que torna o negócio inviável. Em situações assim, a solução é ir para bairros, pequenos centros comerciais e shoppings regionais – onde a análise, como sempre, deverá ser criteriosa.

6 – Localização: A proximidade a outros serviços, como chaveiros, agências dos Correios, bancos 24 horas e até mesmo supermercados pode ser uma associação interessante.

7 – A vizinhança: Pode não ser bom ficar isolado, longe de outros comércios. Mas analise quem vai ser o seu vizinho. A incompatibilidade com alguns serviços é notável e afasta o cliente. Imagine, por exemplo, sua farmácia ao lado de uma peixaria.

8 – Ponto de ônibus: Essa referência também é relativa. Pode ser bom para produtos de alta circulação e baixos valores, mas é ruim para produtos e serviços de maior valor aquisitivo. Nesse caso, desvaloriza o empreendimento.

9 – Portas fechadas: Clientes de menor poder aquisitivo são receosos a portas fechadas por acharem que os preços são mais altos. Mas isso não significa que se possa descuidar do visual ou da comodidade. Já as classes média e média/alta exigem mais conforto, segurança e necessitam de estacionamento.

10 – Concorrência: Verifique se o mercado já não está saturado para o seu negócio. Se os indícios apontarem para uma atração cumulativa, é bom repensar antes de se instalar. Não é interessante apenas oferecer mais do que já existe na região; vai ser preciso se diferenciar para se sobressair.

Como viram, há muitos fatores a considerar antes de escolher um ponto comercial. Daí a importância de se optar por escolhas baseadas em dados técnicos ao invés de recorrer a fatores subjetivos.

Silvia Osso (siosso@uol.com.br) é palestrante e consultora de empresas. Jornalista, especialista em varejo, é autora dos livros ‘Atender bem dá lucro’; ‘Programa Prático de Marketing para Farmácias’; ‘Administração de Recursos Humanos’ e do DVD Etiqueta Empresarial.



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