In-depth Analysis of Major Drugstore Companies' Latest Strategies: Explaining Key Sales and Proposal Points for Manufacturers in a Changing Drugstore Market at the "Drugstore Thorough Research Seminar"

Drugstore Thorough Research Seminar to be held on August 20, 2026

In the drugstore industry, amid accelerating industry consolidation and market concentration among top companies, each company is launching distinct strategies such as strengthening food offerings, expanding dispensing services, enhancing private brands (PB), M&A, and new store openings.

Furthermore, the market environment is undergoing significant changes due to population decline, rising prices, and labor shortages, requiring manufacturers to possess different proposal capabilities than before.

This seminar will systematically organize and explain the latest trends of each major drugstore chain, based on publicly available information such as financial reports, mid-term management plans, and industry-specific publications, as well as information obtained from actual store visits.

It will also decipher how changes in the market environment and retail companies impact manufacturers' sales activities, and convey the perspectives to focus on in proposal activities and the future direction of sales.

The lecturer is Shinichiro Araki, who has served as store manager, block manager, buyer, and chief buyer in the drugstore industry and currently heads the Next.Stage.Create. Institute, supporting both manufacturers and retailers. He will provide concrete explanations of points that manufacturers' sales representatives should know from a practical perspective based on his field experience.

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Lecturer: Shinichiro Araki Representative, Next.Stage.Create. Institute

A former chief buyer with over 3,000 business negotiations and 1,000 planograms will explain the latest trends surrounding the drugstore business. After joining a Kansai-based drugstore in 1999, he managed stores and areas as a store manager and block manager. He then transferred to the product department, becoming a buyer and then chief buyer. He has experience in strategy formulation, negotiations, and planograms for most drugstore categories, including health foods, cosmetics, pharmaceuticals, hygiene/care, baby products, and health & beauty care. In May 2016, he changed jobs to an advertising agency and engaged in consulting for the retail industry. He became independent in October 2017 and currently provides training to strengthen manufacturers' sales capabilities (mainly negotiation skills) and support for brand story development (from strategy to in-store execution).

Program:

1. Responding to Recent Changes in Drugstores and Their Impact on Manufacturer Sales

・Increasing inter-industry competition and concentration at the top: Competition intensifies beyond business formats ・Utilizing PBs as a source of competitive differentiation and profit generation ・Increasing demands on manufacturers for exclusive products, high-value PBs, and early releases ・Impact of labor shortages on sales floors and operations: Reduction in shelf changes and promotional space ・Trends in digital and AI utilization: Apps, in-store promotions, planograms, ordering... ・How various changes have altered buyers' evaluation metrics (KPIs) and proposal acceptance criteria From sales to profit, from national campaigns to chain-specific initiatives, from large-scale exposure/presentation to standard productivity, from average purchase amount to LTV...

2. Financial Trends of Major Chains and Future Growth Strategies

・Financial trends and positioning maps of major chains ● Post-merger decision-making and power balance... Tsuruha Holdings (Welcia G & Tsuruha G) ● Four companies now exceed 1 trillion yen: Matsukiyo Cocokara & Co., Cosmos Pharmaceutical, Sugi Holdings ● Riding the wave of industry consolidation or being swept away? Future growth strategies? Sundrug, Kusuri no Aoki Holdings, Create SD Holdings, Kawachi Pharmaceutical, Genky, Yakuhodo Holdings, Satsudora Holdings ・Next focus categories deciphered from financial statements and mid-term plans ・Forecasts for major category policies: As a former buyer, this is how I would outline category policies ・Other noteworthy companies in specific regions or with unique approaches

3. Hints for Sales Activities in the Rapidly Changing Drugstore Market

・The law of "decisive proposals": What do drugstore buyers look at first in a proposal? ・The clear difference between "selected proposals" and "unselected proposals" amid advancing AI utilization ・How manufacturers can engage with the "MD plan" envisioned by buyers ・Methods to change proposal angles by "working backward" from chain strategies ・What to prepare now for the next fiscal year

4. Future Outlook for the Drugstore Business and What to Watch

・Further acceleration of M&A and "survival strategies" after industry consolidation is complete ・Store opening strategies and changes in store formats accompanying population decline and aging

Event Overview:

Date and Time: August 20, 2026 (Thu) 13:00 - 17:00

Format: Online Seminar

Participation Fee: 33,000 yen (tax included) per person

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Marketing Research Association, Inc.

Marketing Research Association, Inc.

Since its establishment in 1960, Marketing Research Association, Inc. has been supporting the development of human resources and organizations with a marketing orientation and the creation of mechanisms for customers to continue choosing them, through various methods such as public seminars, in-house training, and consulting, primarily in four areas: "Marketing Support," "BtoC Sales Strength Enhancement," "Store Sales Strength Enhancement," and "BtoB Sales Strength Enhancement."

The above seminar can also be conducted as in-house training. Please feel free to inquire.

● Public Seminar (Online/In-person) Schedule https://www.marken.co.jp/seminar/

【Company Profile】

Marketing Research Association, Inc.

COSMIC BLDG 2F, 1-2-8 Shiba-Daimon, Minato-ku, Tokyo 105-0012

Representative Director: Shingo Hirabayashi

Business Activities: Education and Training Business, Marketing Research Business, Consulting Business, Public Seminar Business, Planning and Production Business

Established: 1962

https://www.marken.co.jp/