TOP 150 Niche - Drug Store News

Transcription

TOP 150 Niche BRANDS
BRAND
1
SALES*
BANANA BOAT
29,598.8
22.4%
SUNTAN LOTION & OIL
21,628.4
1.2
ULTRA MIST SPORT SUNTAN LOTION & OIL
10,618.8
14.1
ULTRA DEFENSE SUNTAN LOTION & OIL
9,799.9
1.8
7,952.6
JUST FOR MEN
TOUCH OF GRAY MEN’S HAIR COLORING
REGULAR SHAMPOO
ARM & HAMMER (ORAL CARE)
4
6
DSN CALCULATES THE VALUE OF NICHE BRANDS.
148.7
5.8
PEROXICARE TOOTHPASTE
10,106.2
-2.5
MATRIX
1.9
RAPID RESULT PREGNANCY TEST KITS
6,699.4
14.8
OVULATION PREDICTION KITS
6,028.6
-14.4
OTHER HOME TESTING KITS
1,235.4
-16.1
PRIMATENE
69,522.4
RICOLA
88,321.8
64,676.3
2.3
4,846.1
6.4
69,374.8
COUGH/SORE THROAT DROP
83.9
4.5
6,957.1
TIGI
69,244.4
6.4
130.4
-84.4
68,914.3
BED HEAD HARD HEAD HAIR SPRAY/SPRITZ
7,868.9
4.4
CATWALK CURLS ROCK HAIR GEL/MOUSSE
7,531.1
19.3
-5.0
BED HEAD MANIPULATOR HAIR GEL/MOUSSE
3,567.9
21.9
BIOLAGE HAIR CONDITIONER/CREME RINSE
9,529.3
-6.4
BED HEAD MOISTURE MANIAC HAIR COND/CREME RINSE
3,122.2
33.1
BIOLAGE HYDRATHERAPIE HAIR COND/CREME RINSE
5,622.0
-2.7
BED HEAD SELF ABSORBED HAIR COND/CREME RINSE
2,788.6
31.4
BIOLAGE HAIR STYLING/SETTING GEL/MOUSSE
4,410.7
-10.4
4,307.5
-11.0
NEXT CHOICE
FEMALE CONTRACEPTIVES
16
87,112.8
PLAN B
ORAJEL
64,198.0
ORAL PAIN RELIEF
44,374.1
-4.2
TODDLER TOOTHPASTE
14,718.8
9.5
PM ORAL PAIN RELIEF
1,952.3
6.9
TOOTHPASTE
1,117.2
-42.9
987.1
-33.1
LIP BALM/COLD SORE MEDICATION
85,596.9
GOLD BOND
85,321.7
215.9
275.1
-99.7
17
82,805.1
CORTIZONE 10
62,308.8
ANTI-ITCH TREATMENTS (INC CALAMINE)
45,099.2
34.4
PLUS ANTI-ITCH TREATMENTS (INC CALAMINE)
13,519.1
13.9
3,690.6
94.7
EASY RELIEF ANTI-ITCH TREATMENTS (INC CALAMINE)
ULTIMATE HAND & BODY LOTION
42,526.3
10.1
FOOT CARE/ATHLETES FOOT MEDICATION
12,738.1
8.4
ANTI-ITCH TREATMENTS (INC CALAMINE)
10,804.2
24.5
TOTAL CARE MOUTHWASH/DENTAL RINSE
18,855.4
34.9
7,075.7
NA
RESTORING MOUTHWASH/DENTAL RINSE
16,796.4
-16.5
6,298.3
-2.8
MOUTHWASH/DENTAL RINSE
14,096.0
-5.4
FOR KIDS MOUTHWASH/DENTAL RINSE
11,309.0
28.3
ZICAM
18
75,865.8
19
ACT
61,056.8
ALACER EMERGEN C
COLD/ALLERGY/SINUS TABLETS/PACKETS
37,446.2
-6.1
NASAL SPRAY/DROPS/INHALER
20,740.8
-59.7
LIQUID VITAMINS/MINERALS
58,408.3
52,512.6
1.1
4,680.8
-0.4
ORAL MIST COLD/ALLRGY/SINUS LQD/PWDR
7,834.4
-11.1
IMMUNE DEFENSE LIQ VITAMINS/MINERALS
RAPIDCHEWS COLD/ALLERGY/SINUS TABLETS/PACKETS
3,728.8
98.8
JOINT HEALTH LIQ VITAMINS/MINERALS
729.2
98.0
COLD/ALLERGY/SINUS LIQUID/POWDER
2,998.9
-34.1
KIDZ LIQUID VITAMINS/MINERALS
485.6
-17.0
DULCOLAX
ICY HOT
EXTERNAL ANALGESICS RUBS
CHEST RUBS
PM EXTERNAL ANALGESICS RUBS
11
8,628.1
48,835.4
NATURES PROTECTION CGH/SORE THRT DROP
15
46.5
GOLD PREGNANCY TEST KITS
MIST NASAL SPRAY/DROPS/INHALER
14
-16.2%
3,114.0
10,362.9
BALANCE LAXATIVE/STIMULANT LIQ/PWDR/OIL
10
13
% CHG
$3,696.1
69,755.9
COLD/ALLERGY/SINUS TABLETS/PACKETS
13,757.2
LAXATIVE TABLETS
New marketing and a major partnership with the Colon Cancer Alliance is raising awareness for the
importance of colon cancer screenings, and bringing new recognition
for the 50-year-old-plus laxative
brand. According to research conducted by makers Boehringer Ingelheim, as many as 27% of adults
50 years and older have not had
a colonoscopy.
NA
15,068.8
HAND & BODY LOTION
9
1,523.6
COMPLETE CARE TOOTHPASTE
ULTIMATE HAND SANITIZERS
8
10.0
SPINBRUSH PRO CLEAN POWER TOOTHBRUSHES
FEMALE CONTRACEPTIVES
Zicam I Can, the brand’s latest ad
campaign with the “shorten your
cold or suffer through it” tagline,
helps drive consumers toward the
cold prevention segment of the
business. Zicam turns remained
strong despite a soft cough-cold
season — unit sales were up 30%
coming into the peak this year.
11,164.1
-6.7
ONE-STEP FEMALE CONTRACEPTIVES
7
4.8
24,260.4
SLEEK LOOK HAIR CONDITIONER/CREME RINSE
DRIVE TRAFFIC.
CREATE DIFFERENTIATION.
SPARK INNOVATION.
101,861.3
FIRST RESPONSE
PREGNANCY TEST KITS
58.0
ADVANCE WHITE TOOTHPASTE
BIOLAGE REGULAR SHAMPOO
5
12
111,368.2
SPINBRUSH PRO CLEAN DENTAL ACCESSORIES/TOOLS
SALES*
BRONZE BOOSTR BRONZER
114,549.1
MEN’S HAIR COLORING
3
BRAND
POWDER PALETT BLUSH
SPORT PERFORMANCE SUNTAN LOTION & OIL
ULTRA MIST KIDS SUNTAN LOTION & OIL
2
% CHG
$115,831.7
PHYSICIANS FORMULA
MINERAL WEAR POWDER
20
72,450.4
67,939.8
1.5
4,510.7
353.9
71,217.9
8.1
599.8
NA
491.4
-84.3
ON THE GO MULTIVITAMINS
21
WET N WILD
-10.0
1,456.4
NA
676.9
-69.2
570.0
NA
56,375.0
COLOR ICON EYE SHADOW
6,566.1
NA
MEGA SLICKS LIP GLOSS
3,778.3
-8.5
-23.7
MEGA LAST LIPSTICK
3,032.5
390.4
EYE BROW MAKEUP
2,821.9
6.7
MEGA LINER EYE LINER
2,252.1
-10.3
72,062.8
5,152.5
31.9
SHIMMER STRPS EYE SHADOW
4,183.4
-19.4
DRUGSTORENEWS.COM
54,794.9
ON THE GO MINERAL SUPPLEMENTS
ON THE GO LIQUID VITAMINS/MINERALS
POWDER PALETT POWDER
* In thousands
Product photos courtesy of Hamacher Resource Group
57,498.3
MULTIVITAMINS
72,309.2
10,684.0
AIRBORNE
Note: DSN rankings based on total of all brand item sales; max of top 5 items
listed. For complete listings, log on to DrugStoreNews.com/Top150NicheBrands
Source: Infoscan Reviews, SymphonyIRI Group
for calendar year ended Dec. 26, 2010, across FDMx
MAY 2011 •
2
Niche BRANDS TOP 150
22
BRAND
SALES*
DENTEK
$55,594.3
DENTAL ACCESSORIES/TOOLS
23
25
8,522.9
3.5
SILK FLOSS DENTAL ACCSSRS/TOOLS
4,049.4
-10.5
CUSTOM COMFORT DENTAL ACCSSRS/TOOLS
3,128.4
NA
TEMPARIN ONE STEP DENTAL ACCSSRS/TOOLS
2,819.7
18.2
FRIZZ EASE
12,311.5
-5.0
5,568.9
NA
MOISTURE BARRIER HAIR SPRAY/SPRITZ
5,180.9
1.0
DREAM CURLS HAIR GEL/MOUSSE
4,811.4
7.3
SMOOTH START REGULAR SHAMPOO
4,617.1
NA
SUNSTAR GUM
28
16,142.2
585.4
SOFT PICKS DENTAL ACCESSORIES/TOOLS
10,331.7
NA
EEZ THRU DENTAL ACCESSORIES/TOOLS
6,553.3
83.7
5,700.5
81.7
CRAYOLA POWER TOOTHBRUSHES
4,229.5
NA
NEILMED
52,950.7
SINUS RINSE NASAL SPRAY/DROPS/INHALER
30,156.6
4.5
NASAFLO NASAL SPR/DRPS/INHLR
17,410.4
8.2
SINUFLO READYRINSE NSL SPR/DRPS/INHLR
2,629.4
250.6
NASO GEL NASAL SPR/DRPS/INHLR
1,313.6
-25.8
809.1
17.3
BLISTEX
52,513.0
28,164.0
15.3
LIP MEDEX LIP BALM/COLD SORE MEDICATION
3,878.2
1.4
COMPLETE MOIST LIP BALM/COLD SORE MED
3,745.6
-4.9
FRUIT SMOOTHIES LIP BALM/COLD SORE MEDICATION
3,713.9
-13.9
DEEP RENEWAL LIP BALM/COLD SORE MEDICATION
3,600.7
-9.6
SUMMERS EVE
52,448.2
ALL OTHER FEM HYGIENE/MED TRTMNTS
25,163.9
DOUCHES
16,519.9
-0.5
SHEER FLORAL ALL OTHER FEM HYG/MED
6,123.0
43.5
VAGINAL TREATMENTS
1,803.9
8.1
LIQUID BODY WASH/ALL OTHER
1,219.2
-38.1
CYTOSPORT
MUSCLE MILK WT/NUTR LIQ/PWD
MUSCLE MILK LIGHT WT/NUTR LIQ/PWD
appy days are here again! Consumer confidence rebounded 1.6 points in April from
a dip in March, according to the Consumer Confidence Index, despite the fact that
high-gas-price stories are dominating the
airwaves. That suggests consumers may
be willing to try new things again — in
other words, to buy something new — and that is excellent news
for niche manufacturers.
CONTINUED ON PAGE 4
P&G and Colgate can duke it out for the top
share of the toothpaste category, but niche
brands like Sunstar Gum continue to command
a critical share of such ancillary categories as
interdental (read: between the teeth) accessories. The company, founded in 1923 by Chicago periodontist John O. Butler who revolutionized at-home oral hygiene with the invention of
a toothbrush that could reach the back teeth,
continues to bring innovation to the category.
“Katie — she’s a self-proclaimed drama queen;
she confuses reality with reality TV,” a narrator’s voice informed viewers of the Muscle Milk
TV commercials that first aired in 2010. But Katie also drinks Muscle Milk, “which helps out in
other vital areas,” he said. The brand, long a
favorite of gym rats, reached new users in 2010
with campaigns like this and its “Get Fabuless”
promotions during NY Fashion Week.
49,098.7
42,756.0
26.8
42.9
CYTO GAINER WT/NUTR LIQ/PWD
837.7
178.3
WEIGHT CONTROL/NUTRITIONALS LIQ/PWD
272.7
123.8
155.4
176.4
HAWAIIAN TROPIC
BY MICHAEL JOHNSEN
11.4
4,960.8
CYTOMAX WT/NUTR LIQ/PWD
29
53,004.0
GO BETWEENS DENTAL ACCESSORIES/TOOLS
27
54,917.4
SMOOTH START HAIR COND/CREME RINSE
NASA MIST NASAL SPR/DRPS/INHLR
26
-5.8%
TRIPLE CLEAN DENTAL ACCSSRS/TOOLS
HAIR STYLING/SETTING GEL/MOUSSE
24
22,120.1
% CHG
47,878.0
SUNTAN LOTION & OIL
22,998.6
6.2
SHEER TOUCH SUNTAN LOTION & OIL
12,422.5
647.4
DRY OIL SUNTAN LOTION & OIL
4,859.0
NA
RYL TNNNG TRPL RC SUNTAN LOTION & OIL
2,684.8
NA
TAN 2 MAX SUNTAN LOTION & OIL
1,630.2
-13.1
* In thousands
Source: Infoscan Reviews, SymphonyIRI Group for the calendar year ended Dec. 26, 2010, across FDMx
3 • MAY 2011
DRUGSTORENEWS.COM
30
31
BRAND
SALES*
CLEARBLUE EASY
$45,785.9
PREGNANCY TEST KITS
34,821.5
10,964.4
AMERICAN CREW
1.0
23.8
HAIR CONDITIONER/CREME RINSE
2,444.7
-3.1
151.9
8.3
REMINGTON
37
33,497.6
94.1
4,128.1
-61.9
PRECISION GROOMING/SHAVING SCISSORS
2,364.2
-7.6
TRIM AND SHAPE GROOMING/SHAVING SCISS
2,340.6
-1.7
108.4
-59.9
MILANI
40,966.4
RUNWAY EYE SHADOW
4,537.6
RUNWAY EYES WET DRY EYE SHADOW
4,030.3
-24.2
INFINITE EYE LINER
2,917.7
207.3
EYE LINER
2,436.5
57.4
LIPSTICK
2,021.4
-22.9
FLEET
-18.9
38,875.7
14,854.4
4.2
LAXATIVE TABLETS
8,773.6
0.4
PEDIA LAX LAXATIVE/STIMULANT LIQ/PWDR/OIL
6,196.7
20.4
PEDIA LAX LAXATIVE TABLETS
5,285.8
40.3
ENEMA EXTRA LAX/STIMULANT LIQ/PWDR/OIL
2,439.2
5.3
CLEAR EYES
37,239.6
27,981.8
23.8
TRIPLE ACTION RELIEF EYE/LENS CARE SOL
3,968.4
5.9
TEARS EYE/LENS CARE SOLUTIONS
3,491.8
34.0
CLR EYE/LENS CARE SOLUTIONS
1,797.6
25.7
JOHN FRIEDA
3,310.4
40.2
RT AWAKENING STRENGTH RST REG SHAMPOO
3,224.9
35.5
ROOT AWAKENING CONDITIONER/RINSE
3,074.7
29.4
ROOT AWAKENING REGULAR SHAMPOO
2,910.7
23.5
LUXURIOUS VOLUME HAIR GEL/MOUSSE
2,690.4
22.3
CARMEX
23,383.5
3.5
7,924.7
11.8
MOISTURE PLUS LIP BALM/COLD SORE MED
3,751.9
132.0
HAND & BODY LOTION
1,888.2
NA
FIRST AID OINTMENTS/ANTISEPTICS
FADE/BLEACH
FOR KIDS FIRST AID OINTMNTS/ANTISEPTICS
The latest craze in hair coloring is precision foam color products, just like the
20-shade palette collection sporting the
John Frieda brand launched this spring.
It’s chic, it’s cheap and it’s easy to apply
— all factors that are making retail hair
color sets the preferred destination over
styling salons in this still-tough economy.
Merz Pharmaceuticals’ Mederma
skin care brand tapped into
another niche demographic in
search of scar removal — expectant moms. As part of a program with Fit Pregnancy magazine, Merz fielded responses
from nearly 4,000 Fit Pregnancy
readers who opted to participate
in a test panel. It’s a good demographic to hit — nearly 90%
of new moms have stretch marks.
36,948.3
CLICK STICK LIP BALM/COLD SORE MED
MEDERMA
Niche is more than a product that appeals to a targeted consumer or a product that satisfies a specific need. Niche usually
means a premium position, a unique point of differentiation that
represents an up-sell to the usual fare on the shelf. And if consumers are confident, that means they’re ready and willing to try new,
niche products — and to spend more in the process.
But while the end user may appear more open to new product trials, the vibe among retailers and suppliers still is one of caution. Nobody’s willing to pull all the stops out given the course of events over
the past few years — a more or less industrywide SKU optimization
process was implemented a few years back that many, including reCONTINUED ON PAGE 5
37,140.3
RT AWAKENING STRENGTH RST COND/RINSE
38
42,438.9
TITANIUM GROOMING/SHAVING SCISSORS
EYE/LENS CARE SOLUTIONS
36
5.1
6,210.1
LAXATIVE/STIMULANT LIQ/PWDR/OIL
35
27,356.3
8,307.4
MICROSCREEN GROOMING/SHAVING SCISSORS
34
44,595.7
FIBER HAIR STYLING/SETTING GEL/MOUSSE
GROOMING/SHAVING SCISSORS
33
23.4%
-25.9
REGULAR SHAMPOO
HAIR SPRAY/SPRITZ
32
% CHG
36,582.3
28,175.9
2.0
7,606.8
NA
799.6
-29.9
* In thousands
4 • MAY 2011
DRUGSTORENEWS.COM
39
BRAND
SALES*
WAHL
$35,115.9
40
41
7,464.0
78.0
CLIP N TRIM GROOMING/SHAVING SCISS
3,948.1
-23.2
COMBO PRO GROOMING/SHAVING SCISS
3,264.7
45.3
GOATEE GROOMING/SHAVING SCISSORS
1,952.6
7.8
ORGANIX
16,947.9
REGULAR SHAMPOO
15,883.1
18.5
784.9
-56.5
754.5
-2.0
SOFT AND SILKY REGULAR SHAMPOO
595.1
-57.4
UNIVERSITY MEDICAL
13,294.1
-16.9
5,630.4
-16.2
FC LFT WRINKLEFREE FACIAL ANTI-AGING
4,213.5
-46.5
ACNEFREE TERMINATOR ACNE TREATMENTS
2,672.7
63.1
ACNFREE TERMINATOR 1 ACNE TREATMENTS
1,737.3
-2.6
ARRID
33,076.3
EXTRA EXTRA DRY DEODORANTS
15,857.6
-11.6
EXTRA DRY DEODORANTS
10,341.9
-13.8
6,343.8
28.8
533.0
46.0
NAIR
32,648.7
17,885.7
1.1
SHOWER POWER DEPILATORIES
5,770.6
23.8
SENSITIVE FORMULA DEPILATORIES
3,824.6
-29.2
FOR MEN DEPILATORIES
3,013.7
-2.9
734.5
NA
SILKY SENSATION DEPILATORIES
METHOD
LIQUID HAND SOAP
BODY MARINE NTRLS LIQ BODY WASH/ALL OTHER
27,985.8
19.4
393.6
-72.6
BABY SQUEAKY GREEN BABY SOAPS
301.8
-55.0
280.2
-29.9
19,161.8
1.7
10,611.9
-11.1
1,380.8
-59.7
238.3
-77.4
RELIEF STRIPS COUGH/SORE THROAT DROP
VAGISIL
31,218.8
ALL OTHER FEM HYGIENE/MED TREATMENTS
28,398.8
1.4
SATIN ALL OTHER FEM HYG/MED TREATMENTS
1,839.3
71.2
980.7
-1.4
PERSONAL LUBRICANTS
Oh, you bet there’s a method to the Method madness. The brand has managed to carve out an
impressive share for itself by bringing cache
and innovation to package design in some
very highly commoditized home and personal
care categories. Why spend more for a fancy
bottle of hand wash or dish soap? Because
it’s going to sit out on the counter where
EVERYBODY will see it. Brilliant.
31,392.7
SORE THROAT REMEDY LIQUIDS
In 1919, Leo Wahl introduced the world’s first
handheld “electromagnetic” hair clipper. More
than 90 years later, the family-owned company,
still based in Sterling, Ill., which now does business in 165 countries around the world, continues to bring innovation to the science of cutting
hair. It also continues to drive innovation in the
science of selling clippers, with idiot-proof packaging that makes it easy for men to select the
right product for the job.
2.0
1,982.0
CHLORASEPTIC
tailers, acknowledged cut too deep. Now the subsequent course correction that has been occurring over the past 18 months has seen a lot
of valuable niche products folded back into the mix.
Still, more SKUs had been cut than were folded back in. According
to many suppliers and brokers in the industry, while retailers certainly
are receptive to a value-beyond-the-numbers kind of pitch, they still
are selective. “For a while there, particularly during the early ‘SKU
rationalization’ phase, niche items sometimes got overlooked,” noted
Bruce Funk, president of Elias Shaker. “Retailers now are understanding that these [niche] items can often be key to growing category sales,
creating new customers and increasing market basket rings.”
CONTINUED ON PAGE 6
31,739.3
KID SQUEAKY GREEN LIQUID HAND SOAP
46
34,157.4
ACNEFREE SEVERE ACNE TREATMENTS
DEPILATORIES
45
21.4
SOFT AND SILKY CONDITIONER/RINSE
ULTIMA CLINICAL PROTECTION DEODORANTS
44
35,113.3
EXTRA EXTRA DRY ULTRA CLEAR DEODORANTS
43
43.2%
COLOR PRO GROOMING/SHAVING SCISS
ACNEFREE ACNE TREATMENTS
42
15,652.0
% CHG
* In thousands
5 • MAY 2011
DRUGSTORENEWS.COM
47
BRAND
SALES*
UNISOM
$30,998.8
SLEEPGELS SLEEPING AID TABLETS
16,604.2
SLEEPTABS SLEEPING AID TABLETS
9,887.7
12.0
SLEEPMELTS SLEEPING AID TABLETS
3,043.3
-1.2
SLEEPCAPS SLEEPING AID TABLETS
1,242.4
NA
221.1
-34.6
SLEEPING AID TABLETS
48
BIG SEXY HAIR
HAIR SPRAY/SPRITZ
49
-1.3
5,700.3
-4.7
SPRAY AND PLAY HAIR SPRAY/SPRITZ
4,330.3
12.3
SHAMPOO & CONDITIONER COMBO PACK
1,475.4
-11.5
REGULAR SHAMPOO
1,416.8
0.8
SELSUN
21,285.6
-0.4
5,825.9
3.7
BLUE 2-IN-1 DANDRUFF SHAMPOO
2,990.9
-12.3
200.0
-69.1
PALMERS
30,198.3
COCOA BTTR FORMULA HAND & BODY LOTION
17,293.9
-6.1
COCOA BUTTER FORMULA FADE/BLEACH
10,161.3
28.5
1,320.8
-3.1
809.6
17.0
231.9
206.6
COCOA BTTR FRMLA LIP BALM/CLD SORE MED
COCONUT OIL FORMULA CONDITIONER/RINSE
SURE
DEODORANTS
30,066.7
16,871.7
-31.6
FOR MEN DEODORANTS
6,282.3
111.8
FOR WOMEN DEODORANTS
6,116.2
209.4
MAX CLINICAL POWER DEODORANTS
438.1
-75.2
COMFORT TESTING ACCESSORIES
358.3
36.4
CORIA CERA VE
HAND & BODY LOTION
53
30,302.3
BLUE NATURALS DANDRUFF SHAMPOO
SKIN SUCCESS FADE/BLEACH
52
30,627.6
12,075.7
SALON DANDRUFF SHAMPOO
51
5.6%
BLUE DANDRUFF SHAMPOO
50
% CHG
19,609.1
40.5
6,830.9
51.6
FACIAL MOISTURIZERS
3,597.2
NA
GUMMY VITES MULTIVITAMINS
Sure, diets tend to be faddish — Scarsdale, Atkins,
South Beach, Mediterranean, Caveman, Warrior … .
But there is no denying the strong recognition
that Atkins, which had become synonymous with “low-carb,” still has among
consumers looking for a relatively painless diet plan. A new line
of ready-to-drink shakes under
the Daybreak label is the latest
offering for the brand.
29,793.2
18,677.8
14.3
MINERAL SUPPLEMENTS
3,349.7
-22.4
1 & 2 LETTER VITAMINS
3,192.6
0.7
GUMMY FISH MINERAL SUPPLEMENTS
2,076.5
251.7
54
ATKINS ADVANTAGE WEIGHT
CONTROL/NUTRITIONALS LIQ/PWD
29,482.5
55
AMO COMPLETE
29,462.8
EASY RUB EYE/LENS CARE SOLUTIONS
Gummy Vites don’t just include children’s multivitamins anymore, especially not with the line of gummy vitamins
fielded by L’il Critters. The company
most recently added a probiotic chewable gummy vitamin formulated with
“the good stuff from yogurt.” Other line
extensions include vitamins C and D
and omega 3.
30,037.2
FACIAL CLEANSERS
L’IL CRITTERS
So with that thought in mind, Drug Store News tapped a number
of executives familiar with the good that best-in-class niche products can bring to the table in search of that elusive niche metric —
that mathematical equation that would succinctly quantify the value of a niche brand that may not be meeting categorywide volume
or margin hurdles.
Except there really isn’t any neatly-packaged-with-a-bow formula — at least none that conveniently folds into a Microsoft Excel
spreadsheet. But there were some keen insights unveiled.
One hard-to-pin-down-with-a-metric quality associated with
many niche products is the ability of those products to help distinCONTINUED ON PAGE 7
20,989.8
18.6
5,184.7
-8.5
BLINK N CLEAN EYE/LENS CARE SOLUTIONS
3,288.3
-4.2
* In thousands
6 • MAY 2011
DRUGSTORENEWS.COM
56
57
58
BRAND
SALES*
WHITE RAIN
$29,317.9
9,033.1
CLASSIC CARE HAIR SPRAY/SPRITZ
5,855.9
-12.7
REGULAR SHAMPOO
3,717.0
-43.1
HAIR SPRAY/SPRITZ
3,366.0
-12.6
NATURALS REGULAR SHAMPOO
2,651.7
-10.7
BONNE BELL
12.7
LIQUID LIP SMACKER LIP GLOSS
2,297.7
-19.0
LIP SMACKER SKITTLES LIP GLOSS
2,056.3
23.3
LIP SMACKER COCA COLA LIP GLOSS
2,045.1
-14.6
SMACKERS MAKEUP COMBO
1,688.3
-16.6
SIMILASAN
17,539.4
3.3
6,052.7
1.8
HEALTHY RELIEF EAR DROPS/TREATMENTS
1,811.1
-1.7
COUGH SYRUP
1,518.6
946.4
938.8
-17.7
ICAPS
MULTIVITAMINS
MV MULTIVITAMINS
HYLAND’S
63
8.4
8,362.6
-2.5
1,247.1
49.6
27,805.8
8,241.2
7,343.9
22.3
3,752.1
307.6
EAR DROPS/TREATMENTS
2,891.9
24.0
CALMS FORTE SLEEPING AID TABLETS
2,304.4
13.9
23.5
27,786.2
ADVANCED WGHT CNTRL CANDY/TABLETS
20,098.6
144.6
ADV WGHT CNTRL/NUTRITIONALS LIQ/PWD
5,270.4
194.1
MAX ADV WGHT CNTRL CANDY/TABLETS
608.3
NA
WEIGHT CONTROL CANDY/TABLETS
528.5
-97.5
445.2
-60.3
PERT PLUS
MEDIUM REGULAR SHAMPOO
9,919.1
13.9
2,505.6
-16.8
REGULAR SHAMPOO
2,443.4
701.2
HAPPY MEDIUM REGULAR SHAMPOO
2,221.6
-48.7
FOR MEN REGULAR SHAMPOO
1,931.9
2.8
COMPOUND W
FREEZE OFF WART REMOVERS
EFFERDENT
DENTURE CLEANSER/TABLETS
PLUS DENTURE CLEANSER/TABLETS
Similasan is a strong example of a homeopathic brand that has managed to break through
among mainstream consumers by marketing
its products as remedies for very specific ailments. With names like Dry Eye Relief, Earache Relief, Stye Relief, etc., there is no room
for confusion on the shelf.
Hyland’s is looking to parlay its success across its 4Kids
line of homeopathic solutions into the adult section with the
launch of the Hyland’s
Defend line. The company already is recognized by parents for
cold relief, with Hyland’s Cold & Cough
4Kids product sales
growing by 250%
per year, according to
the company.
26,150.8
SIMPLY FRESH REGULAR SHAMPOO
WART REMOVERS
64
18,342.8
INTERNAL ANALGESIC TABLETS
HYDROXYCUT
guish a national retailer’s position within the local community. Call
it segmentation or neighborhood marketing; that kind of localized
differentiation is what pharmacy retailers are striving for today. “The
future is in treating ‘micro-conditions,’” said Curt Behrens, president
of P2B. “The days of distribution in 7,200 stores are over,” Behrens
said, referencing what one retailer said during a recent supplier presentation. Instead, distribution will be restricted to where that product sells, and that represents a whole new challenge for the niche
manufacturer. “Connect the consumer to the product and then to the
retailer,” Behrens added. “That’s the crux of this.”
A lot of times that empirical niche value isn’t realized until after
CONTINUED ON PAGE 8
27,952.5
ORAL PAIN RELIEF
HOODIA WEIGHT CONTROL CANDY/TABLETS
62
28,317.8
EAR DROPS/TREATMENTS
AREDS MULTIVITAMINS
61
29,264.0
8,633.1
EAR WAX RELIEF EAR DROPS/TREATMENTS
60
-4.0%
LIP SMACKER LIP GLOSS
59
% CHG
25,992.9
16,269.6
10.4
9,723.4
18.0
24,414.1
16,670.0
6.5
7,744.1
-4.0
* In thousands
7 • MAY 2011
DRUGSTORENEWS.COM
65
BRAND
SALES*
SALON GRAFIX
$24,343.1
HAIR SPRAY/SPRITZ
INVISIBLE REGULAR SHAMPOO
66
BLAIREX
SIMPLY SALINE NASAL SPRAY/DROPS/INHALER
SIMPLY SALINE FIRST AID OINT/ANTISEPTICS
67
SHEER BLONDE
2,915.9
-27.7
581.7
17.4
287.4
84.6
24,077.8
LUSTROUS TOUCH CONDITIONER/RINSE
2,529.3
7.4
CRYSTAL CLEAR HAIR SPRAY/SPRITZ
2,383.2
-6.5
2,156.8
-7.3
CULTURELLE
NATURES WAY
23,536.7
16,779.5
28.5
6,550.8
209.9
206.4
-73.6
9,536.7
0.9
ALIVE MULTIVITAMINS
5,436.3
277.9
1,701.4
0.8
UMCKA COLD CARE COLD/ALLR/SIN LIQ/PWD
1,514.8
65.1
714.7
4.9
CEPACOL
23,209.5
17,828.8
-3.3
2,843.5
-2.6
SORE THROAT REMEDY LIQUIDS
1,451.8
-45.6
FIZZLERS COUGH/SORE THROAT DROP
1,085.4
84.7
ORGANIC ROOT STIMULATOR
7,582.7
6.3
6,346.1
10.5
3,490.8
16.0
REGULAR SHAMPOO
1,510.7
7.7
REPLNESHING PACK HAIR CONDITIONER/CREME RINSE
1,421.5
15.2
HOLMES
21,333.2
4.8
973.4
NA
22,305.1
11,998.5
550.5
HMDFRS/VPRZRS/AIR PR-FLT
10,306.6
-14.5
OTHER HOME TESTING KITS
QUICK SCREEN OTHER HOME TESTING KITS
Benzocaine-free, alcohol-free and
dye-free. That’s the kind of messaging that new moms are looking
for, and the kind they’re finding in
Church & Dwight’s new Baby Orajel
Naturals. The active ingredient is
eugenol, a “clove oil formula to
soothe swollen gums” that possesses antiseptic, analgesic, antibacterial
and local anesthetic properties, according to the company.
22,306.7
AT HOME
The claim is reminiscent of the old General
Mills’ Total breakfast cereal commercials
— you’d have to eat about 100 bowls of
regular yogurt to get an equal amount of the
gut-friendly good bacteria found in a single
Culturelle capsule. While Activia hired Jamie
Lee Curtis to market to female boomers, the
Cuturelle commercials tout the brand’s use
for consumers of all ages.
22,635.8
HAIR RELAXER KITS
BABY ORAJEL
it has been cut. “If the [consumer need] is not satisfied by anything
else in the set, and that’s the virtue of a niche item, then if you don’t
have it, you risk zero sales,” observed Dave Wendland, Hamacher
Resource Group VP. “That negative metric is probably stronger,” he
added. “But how do you measure missed opportunity?”
Retailers recently were given a significant opportunity to incubate niche products due to the recalls of a few leading megabrands (e.g., Tylenol) over the past year. It was an opportunity to
take space that was easily substitutable — much of that space was
in fact substituted with a national brand-equivalent SKU — and
test alternative, niche products. “Now, [retailers] are looking at a
CONTINUED ON PAGE 9
23,477.9
MINERAL SUPPLEMENTS
SMARTDOSE ORAL PAIN RELIEF
74
14.2
-14.4
ORAL PAIN RELIEF
73
20,368.0
3,306.3
PRIMADOLPHILUS MINERAL SUPPLEMENTS
72
-7.5
LAXATIVE TABLETS
71
1,013.6
24,153.1
-6.4
MINERAL SUPPLEMENTS
70
NA
8,439.7
ANTACID TABLETS
69
1.2%
1,621.1
REGULAR SHAMPOO
LUSTROUS TOUCH REGULAR SHAMPOO
68
21,708.4
% CHG
21,885.5
17,078.5
14.5
4,807.0
52.4
* In thousands
8 • MAY 2011
DRUGSTORENEWS.COM
75
BRAND
SALES*
MUELLER
$21,518.2
SPORT CARE MUSCLE/BODY SUPPORT DEVICES
GREEN MUSCLE/BODY SUPPORT DEVICES
76
-22.1
SPORT CARE FOOT CARE DEVICES
160.2
16.9
SPORT CARE HEAT/ICE PACKS
132.3
5.8
JILLIAN MICHAELS
BARBASOL
SHAVING CREAM
ULTRA SHAVING CREAM
78
ASTROGLIDE
PERSONAL LUBRICANTS
21,472.1
20,833.0
273.7
639.1
NA
20,995.3
20,531.3
7.3
464.0
-39.7
20,961.9
13,954.4
6.8
GEL PERSONAL LUBRICANTS
3,360.9
18.3
X PERSONAL LUBRICANTS
2,122.4
62.4
NATURAL PERSONAL LUBRICANTS
1,030.1
957.4
-18.8
WARMING LIQUID PERSONAL LUBRICANTS
494.2
79
FIRST CHECK OTHER HOME TESTING KITS
20,792.6
80
FINESSE
20,583.0
REGULAR SHAMPOO
8,595.8
-5.9
5,265.5
-11.5
HAIR SPRAY/SPRITZ
4,795.8
33.4
1,495.4
-21.5
167.8
NA
REVITALITY HAIR CONDITIONER/CREME RINSE
81
VITAFUSION
20,573.4
MULTI VITES MULTIVITAMINS
6,897.3
164.6
MINERAL SUPPLEMENTS
3,937.9
90.7
LAXATIVE TABLETS
2,610.9
NA
POWER C 1 & 2 LETTER VITAMINS
2,173.3
67.4
2,059.4
NA
MULTIVITAMINS
82
LUDENS
20,292.8
83
TWEEZERMAN
20,046.3
84
13,145.8
38.5
LTD FOOT CARE DEVICES
2,022.3
20.3
LTD GROOMING/SHAVING SCISSORS
1,438.3
53.8
LTD EYELASH CURLER
1,397.9
20.1
PEDRO FOOT CARE DEVICES
1,285.3
0.4
COLD-EEZE
KIDS EEZE COLD/ALLRGY/SINUS TAB/PACK
85
23.0%
1,993.5
77
19,232.3
% CHG
BIOSILK
more sophisticated approach, where they are looking at a combination of gross revenue, product substitution possibility and gross
margin in making the call,” noted Jay Borneman, CEO of Hyland’s. Gross revenue and gross margin are easily quantified; but
product substitution requires a level of industry analysis that can’t
necessarily be captured by a formula. “Where this becomes interesting for people like me is that if I can make the case that I can
give [retailers] incremental sales at higher gross margins, I stand a
higher possibility of sticking [on the shelf],” Borneman said.
“Shoppers reward stores that supply their ‘problem solver’
brand,” noted Angie Echele, EVP marketing at National Sales
CONTINUED ON PAGE 10
One of the most enduring names in the shave
category, the 90-year-old-plus “Beard Buster”
has undergone somewhat of a brand renaissance over the past decade under Perio,
which purchased it from Pfizer in 2001. Today,
the iconic, barber-pole label reaches out to a
new generation of users with a new scent, Pacific Rush, and a new sensitive skin formula.
At age 20, William H. Luden, working out
of his mother’s kitchen in 1879, gave the
world the very first menthol cough drop. Today, the Luden’s brand is undergoing a bit
of a renaissance in the hands of new owners Prestige Brands, which has made a practice of breathing
new life into such storied niche OTC brands as Chloraseptic,
Clear Eyes and Compound W. “Consumption for [our] core
OTC brands, including [Luden’s], grew 26.5% during the [third]
quarter,” noted Prestige Brands president and CEO Matthew
Mannelly in a recent earnings announcement.
19,913.4
19,043.6
-19.2
869.7
180.1
19,848.0
SILK THERAPY HAIR CONDITIONER/RINSE
7,866.6
-7.9
6,911.7
14.9
SILK THERAPY SHAMPOO & CONDITIONER COMBO PACK
1,179.1
71.3
CLEANSE REGULAR SHAMPOO
672.2
10.6
ROCK HARD HAIR STYLING/SETTING GEL/MOUSSE
577.1
-2.7
* In thousands
9 • MAY 2011
DRUGSTORENEWS.COM
86
BRAND
SALES*
BOIRON
$19,606.0
OSCILLOCOCCINUM COLD/ALLRG/SINUS TABLETS/PACKETS
87
3,520.9
112.1
MINERAL SUPPLEMENTS
1,829.4
41.4
ARNICARE EXTERNAL ANALGESICS RUBS
726.5
48.1
690.3
25.7
TRIM
10,312.8
8.6
NEAT FEET FOOT CARE DEVICES
4,114.0
11.9
EASY HOLD GROOMING/SHAVING SCISSORS
2,154.9
0.7
EYELASH CURLER
1,002.5
-2.9
425.2
-4.4
THERA TEARS
13,231.5
10.6
2,780.4
1.7
STERILID EYE/LENS CARE SOLUTIONS
2,660.9
3.6
ASPERCREME
NIGHTTIME EXTERNAL ANALGESICS RUBS
PURELL
HAND SANITIZERS
PURIFYING ESSENTIALS HAND SANITIZERS
91
18,672.9
MINERAL SUPPLEMENTS
90
18,857.8
89
ANSWER
PREGNANCY TEST KITS
QUICK & SIMPLE OVULATION PREDICTION KITS
18,211.9
17,442.1
3.0
769.8
-23.0
18,061.9
17,377.0
-57.6
684.9
-74.3
18,043.2
15,314.9
-4.9
2,498.0
-19.7
230.3
-48.3
92
BC INTERNAL ANALGESIC TABLETS
17,977.2
93
JORDANA
17,952.3
94
EASYLINER EYE LINER
4,596.2
-3.3
EASYLINER LIP LINER
2,502.2
13.0
EYE LINER
2,458.6
-2.6
INCOLOR PRETTY SHN LXRY GLS LIP GLOSS
1,885.1
9.3
INCOLOR SQUEEZE N SHINE LIP GLOSS
1,423.4
3.7
ARM & HAMMER (DEODORANTS)
ULTRAMAX DEODORANTS
ESSENTIALS DEODORANTS
95
96
-17.3%
CHESTAL COUGH SYRUP
MEN GROOMING/SHAVING SCISSORS
88
10,549.4
% CHG
CHI
At $10 million in food, drug and
mass, Boiron’s Oscillococcinum represents an important number for
pharmacy retailers. And here’s another: According to a survey commissioned by Boiron, people who
buy homeopathic remedies tend to
have higher total market baskets than average customers, at
$42 versus $21.
Gojo last year reclaimed its Purell
hand sanitizer brand from McNeil
Consumer Health and is poised to
recover the hand sanitizing category
from the commodity it’s become.
Purell will hit stores with new packaging and line extensions in 2012 in an
effort to close the gap between unaided brand recognition of 58% and
household penetration of 29%.
17,636.6
14,517.1
-3.9
3,119.5
8.5
17,331.9
SILK INFUSION HAIR CONDITIONER/RINSE
4,485.9
11.0
44 IRON GUARD HAIR GEL/MOUSSE
3,898.3
58.5
SHINE INFUSION HAIR GEL/MOUSSE
1,371.1
28.2
KERATIN MIST HAIR CONDITIONER/RINSE
1,362.6
16.9
INFRA REGULAR SHAMPOO
1,294.7
12.1
AZO STANDARD
Solutions. “Many brands are available in any outlet — niche brands
give the shopper a reason to choose your store.” And if those “problem solving” brands are not on shelf, then those consumers may just
walk across the street.
“Many aspects of niche brands are not transferable to other
brands,” added Rick Wellinger, Emerson Group president. “Retailers lose when they reduce their niche brand offerings. Consumers
are more loyal to niche brands and tend to leave the store more often
when their niche brand is not available.”
That’s exactly what Alacer Corp. determined when a retailer considered taking its Emergen C supplement off the shelf. “We have a
17,082.7
* In thousands
10 • MAY 2011
DRUGSTORENEWS.COM
97
BRAND
SALES*
GOODY’S
$16,876.8
PM INTERNAL ANALGESIC TABLETS
98
99
100
PRO FOOT
-10.8
2,336.5
-11.5
-3.5
HEEL RESCUE FT CARE/ATHLETES FT MED
2,162.5
VITA GEL FOOT CARE DEVICES
1,712.7
-1.5
AERO 3 FOOT CARE DEVICES
1,487.0
-49.4
SAMY
105
16,403.2
FAT HAIR 0 CALORIES HAIR SPRAY/SPRITZ
3,649.9
-4.5
FAT HAIR 0 CALORIES HAIR GEL/MOUSSE
1,663.5
-26.4
BIG CURLS HAIR GEL/MOUSSE
979.5
2.6
FAT HAIR HAIR GEL/MOUSSE
928.8
-38.0
SKYSCRAPER HAIR SPRAY/SPRITZ
925.6
-19.2
OXY
16,020.3
13,606.5
-12.2
1,704.8
NA
SENSITIVE ACNE TREATMENTS
576.5
-61.3
CLINICAL HYDRATING THERAPY ACNE TREATMENTS
132.5
NA
JOBST
10,966.5
-1.7
2,348.8
-30.7
RELIEF MUSCLE/BODY SUPPORT DEVICES
1,612.2
0.3
758.9
9.3
RUSK
15,574.8
W8LESS PLUS HAIR SPRAY/SPRITZ
2,171.0
SENSORIES CALM HAIR CONDITIONER/RINSE
1,855.9
-0.3
WIRED HAIR STYLING/SETTING GEL/MOUSSE
1,436.9
21.0
SENSORIES CALM REGULAR SHAMPOO
1,249.2
4.5
W8LESS HAIR SPRAY/SPRITZ
1,206.7
14.2
PEDIACARE
23.4
6,688.0
INTERNAL ANALGESIC LIQUIDS
4,194.9
NA
GENTLE VAPORS NASAL SPR/DROPS/INHALER
2,599.4
-34.0
COUGH SYRUP
2,007.2
1.8
BODY BENEFITS
15,291.4
8,943.3
BATH/BODY SCRUBBERS/MASSAGERS
5,459.2
-2.0
BODY IMAGE BATH/BODY SCRBBRS/MSSGRS
391.1
-32.5
MAKEUP REMOVER IMPLEMENTS
197.1
27.7
BODY IMAGE MAKEUP REMOVER IMPLEMENTS
189.0
-3.5
Prestige Brands launched its PediaCare 24-Hour Allergy to soothe mom’s
concerns over dosing. Only needed
once per day, mom doesn’t have to worry about redosing. The company also
is reaching mom online with a revamped site featuring a product selector
that helps guide parents to the product
that best addresses the symptoms of
their child.
52.2
BODY IMAGE BATH/BODY SCRUBBERS/MASSAGERS
GSK Consumer recently put Goody’s
and its sister brand B.C. on the auction block as part of the planned divestitures the company announced in
April. The headache powder brands
are strong examples of how not every item belongs in every store, but
throughout the mid-South, powders remain a preferred delivery mechanism for internal analgesics.
15,489.5
MEGA T
database of 400,000 users that get a monthly e-newsletter from us,”
said Ken Vargha, Alacer VP sales and marketing. Alacer tapped that
email database with a poll against that retailer’s specific users and
asked: What would you do if the Emergen C brand you buy at retailer X was no longer available at that retailer? The feedback out of
1,821 responses was that 46% would shop elsewhere.
It is those kinds of social media connections that can help bring
a whole new consumer from a specialty channel into mass. “The
best new niche items are ... bringing a new consumer into the
store from another class of trade, like the prestige or natural channels,” noted Dan Mack, EVP strategic business development for
15,686.4
ULTRASHEER MUSCLE/BDY SUPPORT DEVICES
SENSIFOOT MUSCLE/BDY SUPPORT DEVICES
104
16,806.3
4,410.9
MUSCLE/BODY SUPPORT DEVICES
103
4.9%
-9.1
MIRACLE FOOT CARE DEVICES
CLINICAL ACNE TREATMENTS
102
1,287.2
TRIAD FOOT CARE DEVICES
ACNE TREATMENTS
101
15,589.6
% CHG
23.0
15,219.7
11,891.0
-7.9
1,500.9
-5.3
DIURETIC TABLETS
945.9
41.8
NATURAL DETOX WT CNTRL CANDY/TABLETS
658.1
439.9
PLUS WEIGHT CONTROL CANDY/TABLETS
223.9
-78.4
* In thousands
11 • MAY 2011
DRUGSTORENEWS.COM
BRAND
SALES*
106
DEBROX EAR DROPS/TREATMENTS
$15,153.3
107
SLOW
FE MINERAL SUPPLEMENTS
MAG MINERAL SUPPLEMENTS
108
SEBASTIAN
113
-17.4
-18.6
RE SHAPER HAIR SPRAY/SPRITZ
1,728.1
215.7
SHAPER ZERO GRAVITY HAIR SPRAY/SPRITZ
1,470.5
353.8
618.6
357.6
BRILLIANT BRUNETTE
14,964.1
SHINE RELEASE REGULAR SHAMPOO
5,257.0
-14.1
5,093.7
-15.7
REGULAR SHAMPOO
1,865.4
27.7
LIQUID SHINE HAIR CONDITIONER/RINSE
1,124.3
-17.6
925.2
-24.6
MASON
14,770.4
NATURAL MINERAL SUPPLEMENTS
8,584.2
5.6
NATURAL 1 & 2 LETTER VITAMINS
3,443.2
32.4
MINERAL SUPPLEMENTS
885.7
13.7
NATURAL MULTIVITAMINS
486.2
-38.5
445.3
-26.5
DR. FRESH
14,652.4
5,736.3
FIRE FLY MANUAL TOOTHBRUSHES
1,945.6
-23.5
INFECTIGUARD HAND SANITIZERS
1,772.2
131.4
PEANUTS MANUAL TOOTHBRUSHES
1,601.5
53.7
1,124.0
94.1
FREDERIC FEKKAI
48.6
4,129.8
78.7
GLOSSING SHAMPOO & COND COMBO PACK
2,077.6
NA
TECHNICIAN HAIR CONDITIONER/RINSE
1,928.8
151.5
1,704.5
58.3
SHEER HOLD HAIR SPRAY/SPRITZ
1,242.1
NA
ESTROVEN
MULTIVITAMINS
PM MINERAL SUPPLEMENTS
LA ROCHE POSAY
the Swanson Group. “[They] are items that dramatically change
the economics of a category, moving the consumer up or returning [him or her] back to the store faster. Or [they] fill a unique
white space that currently supports a larger health or wellness
regimen or disease state.”
Successful niche products also can make the transition from the
direct-to-consumer channel — sometimes called “as-seen-on-TV”
— noted Anthony Raissen, president at InterQuantum, a company
that specializes in that kind of pre-retail launch marketing. “Direct
response is where you see and get innovation,” he said. “You’re
able to get out there and identify — do we have a niche?” That
Cleaning ears with cotton swabs easily could cause
a ruptured eardrum, according to research presented by a team of doctors from Henry Ford Hospital at the Combined Otolaryngology spring meeting in Chicago. That news, which surfaced in late
April, will draw more attention to the No. 1 doctorrecommended (and pharmacist-recommended) ear
wax removal product, which is noted by name by study co-author
Dr. Michael Seidman as a better alternative to cotton swabs.
Dr. Fresh is one of the fastest-growing oral care companies in the United States, with a portfolio of more than 250
personal care products. It is perhaps best known for its
innovative Firefly flashing toothbrush for children, which
aims to turn the chore of brushing into play. Among the
newest offerings is the FireFly “Peanuts” light-up toothbrush that features the “Peanuts” gang. The “Peanuts”
toothbrush, along with the original FireFly toothbrush
and other licensed counterparts, has been awarded
the ADA Seal of Acceptance.
14,595.2
REGULAR SHAMPOO
MINERAL SUPPLEMENTS
114
-3.4
15,107.3
2,795.4
SPIDER SENSE SPIDERMAN MNL TTHBRSHS
112
3,265.2
-4.2%
5,067.0
NATURAL OSTEORESTORE MINERAL SUPPLEMENTS
111
11,870.5
SHAPER PLUS HAIR SPRAY/SPRITZ
LIQUID SHINE REGULAR SHAMPOO
110
15,135.7
SHAPER HAIR SPRAY/SPRITZ
POTION 9 HAIR STYLING/SETTING GEL/MOUSSE
109
% CHG
14,502.0
10,164.5
-1.1
2,242.4
-29.6
2,095.1
-6.0
14,426.6
ANTHELIOS 60 SUNTAN LOTION & OIL
2,904.0
67.1
SUNTAN LOTION & OIL
2,160.4
13.4
814.4
NA
ACTIVE C FACIAL ANTI-AGING
786.4
39.2
757.6
-8.1
* In thousands
12 • MAY 2011
DRUGSTORENEWS.COM
115
116
BRAND
SALES*
BUMBLE AND BUMBLE
$14,375.9
BB STYLING HAIR STYL/SETTING GEL/MOUSSE
2,412.6
-2.7%
SEAWEED REGULAR SHAMPOO
2,154.2
24.3
CREME DE COCO REGULAR SHAMPOO
1,919.5
24.9
SEAWEED HAIR CONDITIONER/RINSE
1,682.6
22.5
CREME DE COCO HAIR CONDITIONER/RINSE
1,655.1
16.6
SEA BOND
DENTURE ADHESIVES
117
CABOODLES
COSMETIC STORAGE
14,179.3
13,382.8
1.1
796.5
-3.8
14,154.3
12,801.1
574.8
NA
FEMME FATALE COSMETIC STORAGE
477.7
319.8
300.8
-22.4
MENTHOLATUM SOFT LIPS
13,880.4
12,213.1
1,031.2
-9.0
PURE LIP BALM/COLD SORE MEDICATION
312.5
-69.0
NIGHTLY CARE LIP BALM/COLD SORE MED
169.2
NA
154.3
95.7
LIP RELIEF LIP BALM/COLD SORE MEDICATION
SALONPAS EXTERNAL
ANALGESICS RUBS
13,794.4
120
AUSTRALIAN GOLD
13,576.2
SUNTAN LOTION & OIL
EXOTIC BLEND SUNTAN LOTION & OIL
VELOCITY SUNTAN LOTION & OIL
YES TO
14.9
185.8
2.3
13,376.6
1,783.4
6.8
1,624.7
206.1
CARROTS FACIAL MOISTURIZERS
1,321.0
25.1
930.2
-39.2
647.2
-3.4
CHARMIN
FRESH MATES MOIST TOWELETTES
TO GO FRESH MATES MOIST TOWLTTS
ELF
12,644.7
32.3
629.7
Founded in 2006, Yes To combines organic fruits
and vegetables with a mineral elixir derived from
the Dead Sea to nourish and hydrate skin and
hair. The brand is comprised of four collections
— Yes To Carrots, Yes To Tomatoes, Yes To Cucumbers and Yes To Baby Carrots. The brand
has grown in distribution — now sold in nearly
30,000 locations in more than 30 countries —
and in popularity due to consumers’ desire for
personal care products that contain natural
and/or organic ingredients, not to mention
the brand’s fun marketing philosophies.
As polarizing a show as “Jersey Shore” can be,
tapping alum Ronnie (Ron Ron) Ortiz-Magro as a
Xenadrine Ultra spokesman may be considered
risky, if not altogether risqué — until you get a look
at the demographics who are watching. Fact is,
“Jersey Shore” is MTV’s highest-rated series on
the top-rated network for early twenty-somethings.
6.6
13,157.8
2,230.5
217.2
EYE LINER
1,893.8
131.8
BEAUTY BOOK EYE COMBO
1,573.1
NA
SUPER GLOSSY LIP GLOSS
1,115.1
58.6
976.4
37.3
XENADRINE
DTC pedigree both helps identify the specific demographics buying the new niche product and helps establish a baseline for success, Raissen said.
Another factor associated with niche manufacturers that will
never be captured on a category performance data sheet is that
niche manufacturers are more likely to innovate and assume much
of the risk of that innovation by way of pay-on-scan or guaranteed
sells. “It seems the larger companies have pulled back on speculative lines [because of the economy],” noted Craig Keefauver, VP
sales for DowellGroup. “In this economy especially, the retailers
are looking for less liability [on new product introductions]. Many
times it’s the smaller brands that provide that luxury.”
13,274.4
EYE SHADOW
HYPERSHINE LIP GLOSS
124
33.3
331.2
CUCUMBERS FACIAL CLEANSERS
CARROTS HAIR CONDITIONER/CREME RINSE
123
13,059.1
CARROTS HAND & BODY LOTION
CARROTS C ME SMILE LIP BALM/COLD SORE MED
122
-13.7
NATURAL ICE LIP BALM/COLD SORE MED
119
121
4.5
GLAMOUR GURU COSMETIC STORAGE
CRYSTAL CLEAR COSMETIC STORAGE
118
% CHG
13,153.7
ULTRA WEIGHT CONTROL CANDY/TABLETS
10,894.6
ULTRA WGHT CNTRL/NUTRITIONALS LIQ/PWD
1,090.6
342.8
NA
RFA 1 WGHT CNTRL/NUTRITIONALS LIQ/PWD
527.2
-61.1
RFA 1 WEIGHT CONTROL CANDY/TABLETS
412.0
-94.9
CLEANSE PLUS LAXATIVE/STMLNT LIQ/PWD/OIL
229.3
491.5
* In thousands
13 • MAY 2011
DRUGSTORENEWS.COM
125
BRAND
SALES*
FX SPECIAL EFFECTS
$13,001.8
-3.7
SCURL HAIR STYLING/SETTING GEL/MOUSSE
1,517.3
-10.0
CURLS UP HAIR GEL/MOUSSE
1,933.6
-8.3
PINK OIL MOISTURIZER HAIR CONDITIONER/RINSE
1,352.3
-6.2
MOLDING WAX HAIR GEL/MOUSSE
1,837.5
-4.5
877.8
16.8
CURL BOOSTER HAIR GEL/MOUSSE
1,762.3
3.5
1,116.2
0.0
AIM
SCURL NO DRIP HAIR STYL/SETTING GEL/MOUSSE
138
12,972.8
PERFORM
11,749.9
BIOFREEZE EXTERNAL ANALGESICS RUBS
7,459.6
8.9
4,290.3
336.5
312.5
-69.0
11,270.9
6.6
1,074.5
-22.9
472.8
NA
ADVANCED WHITENING TOOTHPASTE
9,289.2
-17.4
CLINICAL TOOTHPASTE
154.7
NA
WHITE AND CLEAN MANUAL TOOTHBRUSHES
686.0
-10.3
ADVANCED CARE TOOTHPASTE
565.2
-54.8
TOOTH BLEACHING/WHITENING/PWDR/PL
440.3
16.6
ADVANCED CLEANING TOOTHPASTE
436.2
-61.0
ODOR EATERS
12,954.8
8,098.4
10.2
FOOT CARE DEVICES
3,587.7
7.1
ULTRA DURABLE FOOT CARE DEVICES
805.0
-8.4
ULTRA COMFORT FOOT CARE DEVICES
463.6
-22.4
BIO-OIL FACIAL ANTI-AGING
PURE LIP BALM/COLD SORE MEDICATION
139
140
12,825.2
MENTADENT
11,717.5
WINDMILL
11,510.2
MINERAL SUPPLEMENTS
5,496.9
14.8
3,284.7
16.9
PROSTALEX PLUS MINRL SUPPLEMENTS
1,323.7
9.9
427.9
-4.9
397.9
-2.6
MILLTRIUM MULTIVITAMINS
129
130
SAFETY 1ST
2,538.3
173.6
HSPITLS CHC FVR LGHT PERSL THERM
1,953.5
180.1
PROGRADE HEALTH PERSONAL THERMOMETERS
1,352.4
414.9
PERSONAL THERMOMETERS
1,298.9
105.3
HOSPITALS CHOICE PERSONAL THERMOMETERS
1,186.9
12.2
EXTENZE
LIQUID VITAMINS/MINERALS
132
133
134
TIGER BALM EXTERNAL ANALGESICS RUBS
ELATIONS LIQUID VITAMINS/MINERALS
BLINK
NA
12,581.4
11,509.8
MINERAL SUPPLEMENTS
9,390.5
55.1
KIDS MINERAL SUPPLEMENTS
2,119.3
32.3
AYR NASAL SPRAY/DROPS/INHALER
11,503.3
143
HEEL TASTIC FOOT CARE/
ATHLETES FOOT MEDICATION
144
LITTLE NOSES
11,330.6
145
MACKS
10,974.2
$11,422.7
PILLOW SOFT EAR CARE PRODUCTS
7,522.6
ULTRA SAFE SOUND EAR CARE PRODUCTS
1,432.9
3.5
SAFE SOUND EAR CARE PRODUCTS
1,135.1
-26.7
883.5
9.7
EAR CARE PRODUCTS
12,372.1
27.1
104.8
NUTRAMAX
FLORASTOR
142
12,512.9
3,887.5
146
TRIGOSAMINE
MINERAL SUPPLEMENTS
10,760.5
147
KANKA
10,652.5
12,291.2
ORAL PAIN RELIEF
6,629.3
3.8
3,519.1
0.8
504.1
NA
11,485.5
-61.4
SOFTBRUSH ORAL PAIN RELIEF
805.7
-79.8
SOOTHING BEADS ORAL PAIN RELIEF
12,198.4
148
1.9%
AMLACTIN
10,649.8
COSAMIN DS MINERAL SUPPLEMENTS
9,866.4
-9.5
HAND & BODY LOTION
COSAMIN ASU MINERAL SUPPLEMENTS
2,207.4
98.1
XL HAND & BODY LOTION
911.6
0.0
124.5
23.3
264.6
346.2
OMEGA MINT MINERAL SUPPLEMENTS
137
35.5
174.1
8,484.6
PRO FOOT CARE DEVICES
136
12,439.6
GEL TEARS EYE/LENS CARE SOLUTIONS
PED EGG
141
12,613.7
TEARS EYE/LENS CARE SOLUTIONS
FOOT CARE DEVICES
135
MULTIVITAMINS
12,750.2
MINERAL SUPPLEMENTS
131
% CHG
1,777.2
-3.6%
128
SALES*
SCURL HAIR RELAXER KITS
2,076.0
TOOTHPASTE
127
BRAND
SILK DROPS HAIR GEL/MOUSSE
FLAT IRON HAIR GEL/MOUSSE
126
% CHG
CAMPHO PHENIQUE
$12,194.7
16.9
BOUDREAUX’S BUTT PASTE
10,604.6
8,262.1
5.8%
BABY OINTMENTS/CREAMS
9,955.7
3,932.6
0.7
RASH PROTECTOR BABY OINTMENTS/CREAMS
362.0
NA
BABY KISSES LIP BALM/COLD SORE MED
286.8
-43.8
LUSTERS
PINK SMOOTH TOUCH HAIR RELAXER KITS
* In thousands
14 • MAY 2011
149
9,473.6
12,020.3
2,547.2
5.4
150
BRUT DEODORANTS
18.9
10,590.0
Source: Infoscan Reviews, SymphonyIRI Group for the
calendar year ended Dec. 26, 2010, across FDMx
DRUGSTORENEWS.COM
Niche BRANDS PRODUCTS
Bio-Oil
A cult skin care product hailing from South Africa that
gives skin the boost it needs, Bio-Oil is the No. 1-selling scar and stretch mark product in 11 countries, and
the No. 1 multiuse skin care oil in the United States,
the company stated. It is a specialist skin care product
formulated to help improve the appearance of scars,
stretch marks and uneven skin tone. The unique formulation, a combination of natural oils and vitamins, together with the breakthrough ingredient PurCellin Oil, also is
highly effective for aging and dehydrated skin. Bio-Oil
absorbs quickly and leaves no oily residue. It is suitable
for all skin types and should be applied twice daily. Bio-Oil is advertised in major
consumer and medical publications, trade magazines and on national TV. It is
available in two sizes: 2 oz. and 4.2 oz. For comprehensive product information,
please contact Pacific World Corp. at (949) 598-2400 and visit us at bio-oil.com.
ExtenZe & Alteril
Biotab Nutraceuticals — the creator of ExtenZe, the No. 1 selling male enhancement supplement, and Alteril, an all-natural sleep aid — is adding three great new items for 2011.
To capitalize on the success of its core products,
Biotab has been working on line extensions
that complement its current product line.
• ExtenZe fast-acting extended release
liquid gelcap;
• ExtenZe great tasting 16 oz. liquid; and
• Alteril all-natural sleep aid 2 oz. shot.
With an advertising budget larger than
most companies’ annual sales, Biotab said it continues to support its products with massive advertising campaigns, as it has done in the past.
Biotab’s proven track record of success and high consumer demand for its products are key attributes that retailers look for when evaluating new products for their stores, the company stated.
Contact Anthony Raissen at (818) 995-6812 or Harvey Henkin at (972) 931-7509.
Prestige Brands
Nix
Prestige Brands markets and sells iconic brandname consumer products. Its brands are wellrecognized in their respective categories, with
many of them being in the No. 1 or No. 2 positions,
the company stated.
Chloraseptic, Clear Eyes, Compound W, Dramamine, The Doctor’s and Efferdent all occupy 1-ofthe-top-2 positions within their respective categories, the company stated. Both PediaCare and Little Remedies
have experienced tremendous growth by offering a full line of
products to help moms relieve the cold and allergy symptoms of their children, while Luden’s
Wild Cherry continues to delight consumers as the top-selling throat drop SKU, the company said.
Consumers continue to return to these products to meet their healthcare needs. This has allowed
the majority of these brands to outpace the growth rates of their respective categories, the company
said. As a result, Prestige Brands continues to build these brands to leadership share levels.
Nix is the No. 1 pharmacist-recommended
brand for head lice 14 years running, according to a survey of pharmacists, the
company said. The prescription-strength
treatment kills lice and their eggs in a
single application. While Nix is one of the
most powerful lice treatments available, it
is FDA approved for children as young as 2
months old, the company stated. Nix marketing promotions include a professional
program reaching school nurses and parents. The program offers printed resources on condition information, treatment
and a consumer drive to purchase offer.
For more information on Insight Pharmaceuticals and its brands, visit
InsightPharm.com or call (800) 797-7969.
Lubrigyn &
Proctonet
There is an ongoing emphasis for healthier
lifestyles, which has lead to a heightened
demand for natural products. According to
Kelly Pulido, president of Advocate Medical Co., “natural product retailers continue
to experience strong customer loyalty and
sales growth momentum, despite the economic slowdown.”
Advocate Medical is the exclusive importer and distributor of Lubrigyn, a well-established line of Italian dermatological products made with natural active ingredients
for intimate feminine hygiene, Advocate Medical stated. Made without hydrocarbons
or hormones, Lubrigyn is a line of pH-balanced lubricating moisturizers and cleansers
for everyday intimate feminine hygiene.
Advocate Medical also is the exclusive importer and distributor of Proctonet, a
15 • MAY 2011
well-established line of Italian dermatological products made with natural active ingredients for perianal and genital cleansing, Advocate Medical stated. Made without
hydrocarbons or cortisone, Proctonet is a line of products formulated to cleanse and
lubricate the perianal area. Both Lubrigyn and Proctonet are made by the 35-yearold manufacturer Uniderm Farmaceutici and are well-received by consumers and
physicians looking for natural alternatives, the company said. Contact Kelly Pulido at
[email protected] or (954) 670-9973.
DRUGSTORENEWS.COM
Niche BRANDS PRODUCTS
Perform
Hygenic/Performance Health, maker of Perform and Biofreeze pain relievers, and Thera-Band Progressive Resistance products, has expanded the
Perform product family with the introduction of Perform Pain Relieving
Singles. This unique single-use application provides all the benefits of
cold therapy in an innovative, no-touch, no-mess package that’s
small enough to fit in a pocket. It’s the perfect on-the-go pain reliever for such activities as running, walking, biking, hiking and skiing,
and it’s also great for traveling or keeping in your gym bag, purse or
briefcase, the company stated.
Perform Pain Reliever is a cold therapy external analgesic (muscle
rub) designed to deliver relief exactly where it hurts. Available in a gel,
spray, roll-on and the new on-the-go singles, Perform Pain Reliever
provides the benefit of cold therapy without the hassles, discomfort
and possible side effects of ice, the company stated. By relieving short-term
pain associated with arthritis, sore muscles and joint discomfort, Perform Pain Relieving products help the
body move more freely, encourage faster healing and get individuals back to pain-free living. Perform Pain
Relieving products do not contain NSAID’s, asprin, ibuprofen or salicylates.
Contact Kim Simmons at [email protected] or (330) 634-2216.
Niche BRANDS
NAGMR
The National Association of General Merchandise Representatives was founded in 1948 to the common good of
representation of the then-merging drug product categories.
And after 62 years, NAGMR continues to provide services and
representations to the FDM retail trade in the United States
for small- and medium-sized manufacturers. Due to the consolidation of retailers, it has become more important for the
small- and medium-sized emerging manufacturer with niche
products to look for regional brokers to manage their business.
NAGMR representatives have the knowledge, relationships and understanding of the
chains in their specific geographical territories to maximize sales. A small to medium
manufacturer should consider the following benefits of utilizing NAGMR brokers when
the opportunity arises to bring their products to mass retail:
• Credibility and experience: NAGMR brokers know the territory and have the best
contacts, providing better market penetration and lasting, close relationships with
Vitron-C
Vitron-C is a daily, high-potency
iron dietary supplement. Its
unique formulation provides
essentially pure iron to restore
iron reserves, plus vitamin C
to help the body better absorb
the iron. Vitron-C contains ferronyl iron — the best choice
for iron supplements — the
company said. It has a higher
iron content, which means a
lower level achieves the same
dose as other forms. Vitron-C
marketing promotions include a widespread professional
sampling program with a drive to purchase coupon. Visit the new
Vitron-C website at VitronC.com.
For more information on Insight Pharmaceuticals and its
brands, visit InsightPharm.com or call (800) 797-7969.
BEHIND THE BRANDS
the retailer;
• Market specialization: NAGMR representatives can penetrate the drug, food and
mass-market segments without suppliers adding staff and costs;
• Expansion at low cost: NAGMR representatives already are established with the
customer in virtually any area in which suppliers seek expansion. The only expense is paying a commission on increasing sales vs. the high cost of breaking
new ground with the staff;
• Improved feedback: NAGMR consumer brokers are closer to the retailer, thus
able to point out needs, trends and opportunities to be explored. NAGMR brokers
also have knowledge of the competition and insight into what they are doing or
planning; and
• Support: NAGMR brokers can provide support for a company during such major
conferences as NACDS, ECRM and GMDC.
To learn more about how NAGMR can take you to market in the most cost-effective
manner, please contact Jim Lewis, president of NAGMR, or visit NAGMR.com.
DOWELLGROUP
At DowellGroup, we partner with both new and experienced manufacturers to bring
products to the retail marketplace. Through our network of relationships in the retail industry, we strive to grow your business to new and exciting levels. DowellGroup works
with clients in the following categories to achieve maximum product performance:
health and beauty care, personal care, general merchandise, fashion accessories
and seasonal merchandise, including holiday. We have been helping manufacturers
successfully navigate the changing terrain of the retail marketplace for decades. Our
key personnel have experience in both the retail and brokerage sides of the business,
16 • MAY 2011
giving us a unique understanding of the manufacturer-retailer relationship.
With strategic outsourcing, DowellGroup provides turnkey services that will enable you to improve and transform your business. Our extensive retail strength, from
our intricate understanding of retail accounts to our ability to merchandise and present products in a “consumer-friendly” format, translates into essential knowledge and
expertise for our clients. If you are interested in partnering with an experienced retail
representative that understands your business, please contact us today. For more
information, contact Jerry Dowell at (717) 761-1990.
DRUGSTORENEWS.COM
Niche BRANDS
BEHIND THE BRANDS
THE SWANSON
GROUP
The Swanson Group offers a vertical sales solution specializing
in growth. TSG is a sales and marketing team that specializes in
building clients’ businesses in health and wellness, diagnostics, personal care and retailer brands with the top strategic retailers. TSG
utilizes leading-edge practices in driving “smart growth,” including
facilitating a “Deep Dive” strategy and planning meetings while leading the development of customer blueprints to ensure success.
TSG also leads business development and consultative initiatives for clients wanting to create a more dynamic position on a national, class of trade, regional or account-specific basis, generating
boardroom-to-boardroom alignment strategies and action steps, driving results. Its comprehensive solution includes: managing all tactical daily broker responsibilities, including
analysis and administration; facilitating the design of a differentiated national or retailer
sales blueprint; leading store-brand strategic positioning; guidance in elevating relationships with retail merchandising influencers; designing a differentiated sales vision, capabilities and retailer communication plan; supporting the design of effective trade promotional
programs; and influencing stronger industry alignment at key events. If you are looking for
a deeper retail solution, call Rich Swanson or Ric Durr at (847) 850-7783 to discuss how
TSG can support your business.
MACK ELEVATION
FORUM
Mack Elevation Forum is a strategic sales consulting group centered on helping sales executives and teams create crisper strategy, deeper
national and retailer alignment, and profitable
growth. The group’s vision is to help organizations
understand their hidden assets and refine their
national sales blueprint, while becoming valuable
in the eyes of their top retail partners. Managing
director Dan Mack shared, “we are all about deep
strategy and results.”
One of the unique facets of the group is the Elevation Forum share
group and advisory meetings. The Elevation Forum meetings gather
three times per year and are attended by 20 to 25 top senior sales and
marketing leaders. The energetic meetings expand an executive’s strategic insights, access and network, while providing a trusted environment to gain confidential peer insights into many of the difficult industry
challenges facing small and mid-size companies. If you are looking for
cutting-edge strategic insights, join this elite executive group and call
founder Dan Mack at (630) 607-2774 or visit MackElevationForum.com.
PINNACLE SALES &
MERCHANDISING
Pinnacle Sales & Merchandising’s major focus
is in the health-and-beauty aid, food and privatelabel categories for a leading mass retailer, as
well as H-E-B, SAJ Distributors, military accounts,
Brookshire’s, Fred’s and specialty stores, including
Michael’s, Hobby Lobby and The Container Store.
The company is one of the few that covers the
Southwest, with six salespeople, all with at least 15
years of experience in the industry.
Pinnacle can help small- to mid-sized manufacturers with everything from product launches to designing promotions,
retail merchandising and pricing strategies. Pinnacle associates serve on
several broker advisory committees and act as category captains at several major retail accounts. The company has been successful in launching
such niche brands as Breathe Right, Purell and Ginsana, and represents
such companies as Inverness, Hyland’s, Implus, Tec Labs, Blaine Labs
and Taro. For more information, contact David Sullivan at (972) 596-1117.
17 • MAY 2011
MORGAN &
SAMPSON USA
Founded in 1921, Morgan & Sampson USA
evolved from a West Coast sales agency to a national
sales and marketing organization. Its 11 U.S. offices
are strategically located for accessibility to major retailers. Its primary focus is food, drug, mass, club, home
improvement, stationary, pet and e-commerce. We are
fortunate to represent established manufacturers but
have the passion and patience to work with companies
in the startup phase. MS USA’s level of involvement
can include assistance in graphics, product packaging, point of purchase and the various elements of shopper marketing.
When considering a fixed-cost alternative to a national sales force, its
strategic advantage is that all sales calls are made by a MS USA salaried
sales professional. It does not rely on sub-brokers to make key account
presentations. Advanced IT provides all aspects of communication, including a proprietary information portal, accessible by our principals for
up-to-date status reports. MS USA also has 200,000 sq. ft. of warehousing with advanced logistics in Southern California. For more information,
contact Chip Carter at (714) 894-0646.
PERFORMANCE SALES & MARKETING
Performance Sales & Marketing is a full-service headquarter and retail sales and marketing
company covering all classes of trade from Maine to Maryland. With the addition of key personnel,
it has entered the Mid-Atlantic marketing area. This expansion allows it to present to manufacturers a seamless coverage plan for headquarter and retail coverage in the Northeast and MidAtlantic states. It covers the footprint of all chain headquarters located in the area. Performance
offers marketing analysis services, as well as key cost projections for bringing a new product to
market. This allows the manufacturer the opportunity to have access to a complete broker for
the Northeast and Mid-Atlantic states. Performance prides itself with its representation of mid- to
small-size manufacturers. For more information, contact Frank Parise at (973) 778-0046.
NATIONAL SALES
SOLUTIONS
National Sales Solutions specializes in healthcare-related products
and works with small- to medium-sized manufacturers. Its philosophy is
simple: The client comes first. A team of six field sales managers and a
network of more than 40 independent brokers cover all FDM accounts
in the United States. The NSS management team has more than 160
years of experience working for such consumer product giants as P&G,
Revlon and Bristol-Myers. Their experience in sales, marketing, administration and promotion ensures fast distribution in the retail chains. NSS
president Ron Otto, along with partners Jim Lewis, Tom Fraley, Chuck
Robinson and Ron Benincasa, have a solid track record of success with
both niche and mainstream product lines. They limit the firm’s number of clients to ensure all
receive the attention they deserve. For more information, visit NationalSalesSolutions.com.
Elias Shaker & Co. has been representing CPG manufacturers to the
retail and wholesale trade since 1924. With the company’s extensive experience and knowledge of the mass retail trade, they have built a reputation of
providing outstanding, reliable service to the vendors they represent and the
accounts they call on, which leads to measurable sales results.
Elias Shaker & Co. can assist vendors in building their businesses
by offering new ideas, creative approaches, and effective marketing and
merchandising programs regardless of whether the product has never
been presented to the trade or has already been well-established. Headquartered in the Chicago area, Elias Shaker & Co. can provide account-specific, regional or
national coverage through a network of affiliate partners, depending on the vendor’s needs. For
more information, visit EliasShaker.com or call (847) 434-0951.
ELIAS SHAKER & CO.
DRUGSTORENEWS.COM

TOP 150 Niche - Drug Store News

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