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中小连锁受资金及团队等因素影响，商品没有办法做到大型连锁的大而全，但可以从目标顾客群需求的商品着手，去保障商品的吸引力。有的连锁药店认为老年顾客群体有钱有闲而且身体还都会有各种各样的问题，要做老年人的生意；而有的连锁药店认为中青年顾客才是社会消费的主力群体，要做中青年顾客的生意；不管目标顾客是老年人，还是中青年，设定好你的目标顾客后，要让商品对这一类顾客说话，与目标顾客产生化学反应，吸引目标顾客入店。
那么至少要做到围绕核心目标顾客的需求点，在商品结构、价格带、品牌带上进行适宜性无缺失商品布局，避免出现核心目标顾客需求商品的结构缺失与价格带、品牌带不匹配现象。
同时在营销活动、宣传推广、门店氛围等方面都要围绕目标顾客人群的共同喜好特性去进行布置安排。避免踩以下雷区：
雷区一：店内商品与主要目标顾客不匹配，目标顾客是中青年，可是门店入口处陈列的是丹参保心茶等中老年产品，橱窗海报宣传的是心血管慢病用药产品促销价，可入店端架陈列的确是美容补血的产品。
雷区二：眉毛胡子一把抓，没有重心点。顾客感受不到你的重心点，感受不到你的经营特色之处，在产生这一类需求时，就不会想到你。你没有特色之处，也很难让别人记住你，就像一个人如果长的太大众化，没有特征，如何让人一眼记住你？那可能就需要从穿着打扮，到言谈举止，再到内涵修养就打造自己的特色。同样，中小连锁要打造自己的目标顾客群商品经营特色，让目标顾客群有购买需求时，只想到来你这消费。
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