October 6, 2025
Merchandising isn’t just about arranging products on a shelf—it’s a strategic, revenue-driving function that shapes customer decisions, builds brand trust, and keeps pharmacies competitive. In Malaysia, where pharmacies blend healthcare essentials, beauty products, and wellness solutions, the way items are displayed can mean the difference between a passing glance and a loyal customer. With rising competition from both local pharmacy chains and international brands, pharmacy distribution service in Malaysia must leverage merchandising not just as an operational task, but as a growth engine.
So, how do pharmacy stakeholders decide whether to manage merchandising in-house or outsource it? The answer isn’t one-size-fits-all. It depends on cost efficiency, control preferences, scalability needs, and compliance demands. For a pharmacy distributor Malaysia network with 50+ outlets, outsourcing might offer speed and consistency. Meanwhile, a boutique pharmacy in Penang may prefer hands-on control through an internal team.
What’s the real difference between managing merchandising internally versus hiring an external team?
In-house merchandising means training and deploying your own staff to handle planogram compliance, stock rotation, and promotional displays. This model works best for businesses that prioritize brand consistency and want direct oversight of every visual detail. Smaller independent pharmacies, for instance, often rely on in-house teams to maintain a personal touch.
Outsourced merchandising, on the other hand, involves partnering with specialized service providers who manage shelf displays, restocking, and compliance audits across multiple stores. These teams bring proven efficiency, especially for large-scale operations where speed and uniformity matter.
In Malaysia, hybrid models are gaining traction. Major players like Caring Pharmacy and Alpro Pharmacy often blend both approaches—keeping core merchandising in-house while outsourcing seasonal campaigns or nationwide rollouts. Meanwhile, rural pharmacies in Kedah or Kelantan may lean entirely on outsourced teams due to logistical challenges and lower overhead costs.
Money talks—so let’s compare the financial implications of in-house vs. outsourced merchandising.
Salaries: RM2,000–RM3,500 per merchandiser monthly
Employee benefits: EPF, SOCSO, medical coverage
Training & onboarding: Workshops, visual merchandising courses
Operational expenses: Transportation, merchandising tools (tablets, planogram software, uniforms)
Per-outlet fee: Typically RM500–RM800 monthly
No HR overheads: No payroll, benefits, or training costs
All-inclusive service: Tools, logistics, and reporting included
For pharmacy wholesale distributors, outsourcing often wins on scalability. A case in point: A Klang Valley-based distributor tested both models and found that outsourced teams covered 50 stores in two weeks, while their in-house staff could only manage 15 in the same timeframe. However, the internal team excelled in high-value stores where relationship-building mattered.
Key takeaway? Cost isn’t just about ringgit and sen—it’s about value per store visit.
If brand consistency is non-negotiable, in-house merchandising gives you total creative control. Want a specific font on promo headers? Need last-minute adjustments for a new product launch? An internal team can pivot instantly.
But outsourced partners bring expert execution at scale. They follow tailored planograms and standardized processes, ensuring 95%+ compliance across hundreds of stores. A Johor-based skincare distributor saw near-perfect execution in 72 outlets—though they missed the flexibility to tweak displays for premium pharmacies, a gap later filled by a part-time visual merchandiser.
Which is better? Depends on your priorities:
✅ In-house = Maximum control, deeper store relationships
✅ Outsourced = Speed, consistency, wide coverage
Whether you choose in-house or outsourced, performance tracking is essential. Key metrics include:
📌 Planogram compliance rate (Are displays following brand guidelines?)
📌 Out-of-stock alerts (How quickly are gaps addressed?)
📌 Shelf share improvement (Are your products gaining visibility?)
📌 Promotional sell-through (Did campaign displays drive sales?)
Outsourced providers often offer real-time dashboards and photo audits, making tracking easier. One pharmacy distributor Malaysia group reported a 14% sales boost during a 60-day promo, thanks to outsourced teams executing displays faster and more efficiently than their internal staff.
However, in-house merchandisers bring local insights—they know store managers, resolve issues on the spot, and adapt strategies based on real-time feedback.
Learn More : Pharmacy Merchandising: Best Practices for Product Pricing and Promotion in Malaysia | How In-Store Execution Impacts Retail Success
The debate isn’t in-house vs. outsourced—it’s about finding the right balance.
For nationwide chains: Outsource bulk merchandising but keep a small internal team for high-priority stores.
For boutique pharmacies: Train in-house staff but outsource seasonal or compliance-heavy tasks.
For rural distributors: Fully outsource to overcome logistical hurdles.
In Malaysia’s fast-evolving pharmacy retail landscape, the most effective strategy blends outsourced efficiency with in-house brand intimacy.
What separates average merchandisers from those who drive sales and compliance? It’s not just about stacking shelves—it’s a mix of visual storytelling, regulatory awareness, and operational precision. In Malaysia’s fast-evolving pharmacy retail sector, the right training can mean the difference between a forgettable display and one that converts browsers into buyers.
Training an internal merchandising team requires investment in:
✅ Visual merchandising principles (e.g., eye-level placement for high-margin items)
✅ Product knowledge (understanding the difference between prescription meds and OTC supplements)
✅ POSM installation (ensuring promotional stands comply with store layouts)
✅ On-ground compliance checks (flagging expired stock or misplaced items)
✅ Soft skills (communicating effectively with pharmacists and store managers)
However, maintaining consistent expertise across multiple outlets is tough. A Penang-based pharmacy chain found that while their in-house team excelled in relationship-building, training new hires slowed down their East Malaysia expansion.
External merchandisers—especially those from trusted agencies—bring proven training protocols. Many have experience across FMCG, skincare, and pharma, making them adept at:
📌 NPRA compliance (e.g., ensuring registration numbers are visible)
📌 Seasonal displays (like cough syrup promotions during flu season)
📌 Cold chain handling (critical for probiotics and vaccines)
A Klang Valley agency reported that their outsourced teams achieved 98% planogram accuracy for a vitamin brand launch—something harder to replicate with in-house staff alone.
The winning formula? Upskill a core internal team to audit and guide outsourced execution, blending brand intimacy with operational efficiency.
Learn More : 7 Pharmacy Merchandising Tips | Retail Merchandising KPIs and Metrics | The Role of Visual Merchandising in Healthcare Retail
Expanding from 5 stores to 50? Entering East Malaysia? Scalability is where outsourcing shines.
To cover 120 outlets nationwide, you’d need:
🔹 A dedicated scheduling team (to coordinate store visits)
🔹 Travel budgets (flights, lodging for East Malaysia coverage)
🔹 Local hires (merchandisers familiar with Sabah/Sarawak store layouts)
🔹 Data tracking systems (real-time updates on compliance)
Few independent pharmacy distributors can afford this. A Johor Bahru-based wholesaler tried scaling in-house but faced logistical nightmares, with merchandisers spending more time traveling than optimizing displays.
National pharmacy distributor Malaysia players often partner with agencies that have:
📍 Pre-trained teams in Klang Valley, Penang, JB, Sabah, and Sarawak
📍 Existing retail relationships (e.g., familiarity with Aeon Wellness or Caring Pharmacy layouts)
📍 Tech-enabled reporting (photo audits, live KPI dashboards)
During a 2024 vitamin campaign, a distributor outsourced to three regional agencies, achieving:
✔ 98% display compliance in 10 days
✔ Faster restocking in rural pharmacies (where in-house teams struggled with logistics)
Key takeaway: If growth speed matters, outsourcing is the strategic choice.
A perfect display means nothing if it violates NPRA guidelines. Here’s how each model handles compliance:
Internal teams may cut corners over time—like skipping temperature checks for probiotics. A Kuala Lumpur pharmacy was fined for misplaced health claims—a mistake caught too late by their overstretched merchandisers.
Professional agencies use:
📋 Checklists (e.g., verifying KKM-compliant POSM materials)
📸 Audit snapshots (documenting registration number visibility)
🌡 Cold chain protocols (keeping sensitive items away from heat)
A Selangor-based skincare brand avoided regulatory penalties by outsourcing to a compliance-specialized agency, which flagged non-approved claims before launch.
Compliance isn’t optional. Whether in-house or outsourced, consistent adherence protects your brand reputation.
Learn More : Malaysia NPRA Guidelines on Health Product Advertising
Still unsure? Use this tailored checklist:
✔ You operate <10 outlets with similar layouts
✔ Brand storytelling requires heavy customization (e.g., premium skincare corners)
✔ You have existing staff who can be cross-trained
✔ You’re targeting multi-state or nationwide coverage
✔ New product launches are frequent (requiring rapid execution)
✔ You need detailed reporting (e.g., photo proofs of compliance)
🔸 In-house team for flagship stores (where brand control is critical)
🔸 Outsourced partners for routine compliance and rural reach
🔸 Centralized audits to ensure consistency
A Malacca pharmacy chain boosted sales 22% using this hybrid approach—internal creatives handled high-end displays, while outsourced teams managed day-to-day restocking.
Learn More : Pharmacy Merchandising Services vs In-House Sales Teams: What Works Better?
There’s no “perfect” answer—only the right fit for your budget, brand, and growth plans. For most Malaysian pharmacy distributors, a blended approach offers:
✅ Cost efficiency (no overstaffing during low seasons)
✅ Scalability (rapid expansion without logistical headaches)
✅ Compliance peace of mind (fewer regulatory risks)
Need a Reliable Partner for Your Merchandising?
At PriooCare Malaysia, we specialize in end-to-end pharmacy merchandising and distribution, from planogram design to nationwide rollout execution. Our expert teams combine local market knowledge with proven compliance frameworks—ensuring your products stand out safely.
