IHR - July / August 2010 Issue

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INNOVATION & GROWTH ihr catches up with retailers profi led in previous issues to learn of recent advances.

Keys to Success

001.IHR_Cover_re.indd 1 8/16/10 1:46:00 PM

Figure 1: Uncontrolled and erratic blood sugar levels of an overweight woman over 24 hours with a poor diet and no physical activity.

22.2

16.7

11.1

5.6

0.0

03:00 06:00 09:00 12:00 15:00 18:00 21:00

Glu

cose

– m

mol

/L

Time of Day

Tested before PGX

3.9

10.0

Glu

cose

– m

mol

/L

Time of Day

One month later using PGX22.2

16.7

11.1

5.6

0.0

03:00 06:00 09:00 12:00 15:00 18:00 21:00

3.9

10.0

Figure 2: Controlled and balanced blood sugar levels of the same woman after consuming PGX for 6 weeks with an improved diet and experiencing a healthy weight loss of 2 pounds per week.

the real solution

pgx.comThe PGX support centre is available

to answer your questions at

I-800-895-I470 or by email at [email protected]

PGX® addresses one of the core reasons behind weight gain and unhealthy appe-tite — blood sugar imbalance. Many overweight people suffer from blood sugar levels that rise and fall rapidly throughout the day. Falling blood sugar levels signal the brain that we need to eat.

Unlike many diet products that try to sup-press appetite, PGX corrects appetite by normal izing blood sugar levels.

While many people are looking to lose weight, they do not want to risk their health. PGX is comprised of naturally occurring fibres and has been scientifi-cally shown to be completely safe and stimulant free.

PGX® addresses one of the core reasons behind weight gain and unhealthy appe-

While many people are looking to lose While many people are looking to lose weight, they do not want to risk their weight, they do not want to risk their

corrects the real reason why

we gain weight.“I recommend to my patients that

they use the safest and most natural treatments first. That’s why I’m so excited about PGX. It supports healthy

blood sugar, controls weight, and lowers cholesterol naturally.”

Hyla Cass M.D.

, PGX Daily™, PolyGlycopleX®, and the unique two-toned PGX Daily UltraMatrix Softgel™ capsule are trademarks of InovoBiologic Inc. patent pending.

PGX to Go! Travelling light? Convenient 3-softgel packets are ideal for purse or pocket.

New FormatsCOMING SOON:

PGX Granules! Eating on the run? Take along these single serving packets to mix in your water or sprinkle on food.

ihrMay10_Webber_dpsAd.indd 2 8/16/10 12:11:57 PM

Figure 1: Uncontrolled and erratic blood sugar levels of an overweight woman over 24 hours with a poor diet and no physical activity.

22.2

16.7

11.1

5.6

0.0

03:00 06:00 09:00 12:00 15:00 18:00 21:00

Glu

cose

– m

mol

/L

Time of Day

Tested before PGX

3.9

10.0

Glu

cose

– m

mol

/L

Time of Day

One month later using PGX22.2

16.7

11.1

5.6

0.0

03:00 06:00 09:00 12:00 15:00 18:00 21:00

3.9

10.0

Figure 2: Controlled and balanced blood sugar levels of the same woman after consuming PGX for 6 weeks with an improved diet and experiencing a healthy weight loss of 2 pounds per week.

the real solution

pgx.comThe PGX support centre is available

to answer your questions at

I-800-895-I470 or by email at [email protected]

PGX® addresses one of the core reasons behind weight gain and unhealthy appe-tite — blood sugar imbalance. Many overweight people suffer from blood sugar levels that rise and fall rapidly throughout the day. Falling blood sugar levels signal the brain that we need to eat.

Unlike many diet products that try to sup-press appetite, PGX corrects appetite by normal izing blood sugar levels.

While many people are looking to lose weight, they do not want to risk their health. PGX is comprised of naturally occurring fibres and has been scientifi-cally shown to be completely safe and stimulant free.

PGX® addresses one of the core reasons behind weight gain and unhealthy appe-

While many people are looking to lose While many people are looking to lose weight, they do not want to risk their weight, they do not want to risk their

corrects the real reason why

we gain weight.“I recommend to my patients that

they use the safest and most natural treatments first. That’s why I’m so excited about PGX. It supports healthy

blood sugar, controls weight, and lowers cholesterol naturally.”

Hyla Cass M.D.

, PGX Daily™, PolyGlycopleX®, and the unique two-toned PGX Daily UltraMatrix Softgel™ capsule are trademarks of InovoBiologic Inc. patent pending.

PGX to Go! Travelling light? Convenient 3-softgel packets are ideal for purse or pocket.

New FormatsCOMING SOON:

PGX Granules! Eating on the run? Take along these single serving packets to mix in your water or sprinkle on food.

For Details, write #101 on Free Info Page, page 73

ihrMay10_Webber_dpsAd.indd 3 8/16/10 1:15:57 PM

Featured Floorstand

with BONUS BOOK!

Tea Tree Oil available in 10mL, 25mL and 50mL!

Back-to-School cuts and scrapes?

Add Tea Tree Oil from Holista® to your school supply list.

Nature’s First Aid Kit in a Bottle!Tea Tree Oil is a valuable ally for parents of school-aged children. It is a potent natural antiseptic and antifungal oil that can be used as a fi rst aid treatment for everything from acne to athlete’s foot, fungal infections to head lice.

Holista’s Head Lice Kit is a potent natural alternative to potentially toxic chemical lice treatments. Comes with Tea Tree Oil Shampoo, Tea Tree Oil, and Nit Comb. Also available as individual shampoo and conditioner units for daily use.

Choose Holista for effective natural health remedies.

Contact us to order today!1.800.204.4372

Tea Tree Oil ProductsJuly/August 2010; IHR Magazine; DPS; 16 in x 10.875 in; full bleed

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IhrAug10_Holista_dpsAd.indd 2 8/16/10 11:26:00 AM

Featured Floorstand

with BONUS BOOK!

Tea Tree Oil available in 10mL, 25mL and 50mL!

Back-to-School cuts and scrapes?

Add Tea Tree Oil from Holista® to your school supply list.

Nature’s First Aid Kit in a Bottle!Tea Tree Oil is a valuable ally for parents of school-aged children. It is a potent natural antiseptic and antifungal oil that can be used as a fi rst aid treatment for everything from acne to athlete’s foot, fungal infections to head lice.

Holista’s Head Lice Kit is a potent natural alternative to potentially toxic chemical lice treatments. Comes with Tea Tree Oil Shampoo, Tea Tree Oil, and Nit Comb. Also available as individual shampoo and conditioner units for daily use.

Choose Holista for effective natural health remedies.

Contact us to order today!1.800.204.4372

Tea Tree Oil ProductsJuly/August 2010; IHR Magazine; DPS; 16 in x 10.875 in; full bleed

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IhrAug10_Holista_dpsAd.indd 3 8/16/10 1:17:34 PM

guest editor letter

July/August 2010 Keys To Success6 |

IssN 1197 - 1495 | Volume 10 Issue 5

Publisher & Editor-in-ChiefOlivier Felicio

Art Director scott Jordan

Production/DesignStacy Karjala • Leslie Ross

Production CoordinatorKaren Robertson

Consulting Editortimothy Avery

Editorial InternSeptembre Anderson

Contributors Pauline Anderson • Lyndsie Bourgon

Wendy Glauser • Sophie KohnDaniel Marquez

Sarah Snowdon • Jane Zathey

Accounting & AdministrationBarry Hales

Administration CoordinatorDaniel Hare

Web ProgrammerMatthew Sponagle

Sales AssistantErin Poredos

Subscription RatesCanada $50 (gst included) for nine issues

(one year) USA $60

Change of Addressemail: [email protected]

telephone: 1-877-547-2246fax: (905) 509-0735

or send your cover label and new address to ihr c/o Publication Partners, 345 Kingston Road,

Suite 101, Pickering, ON Canada L1V 1A1

Advertising InformationOlivier Felicio

telephone: (416) 203-7900 x 6107email: [email protected]

Hugh Rushfordtelephone: (416) 203-7900 x 6108

email: [email protected]

Jeff Yamaguchitelephone: (416) 203-7900 x 6122

email: [email protected]

Published by Rive Gauche Media Inc.

Canada Post Canadian Publications Mail 4067800 The publisher does not assume any responsibility for the contents of any advertisement and any and all representations or warranties made in such advertising are those of the advertiser and not of the publisher. The publisher is not liable to any advertiser for any misprints in advertising not the fault of the publisher and in such an event the limit of the publisher’s liability shall not exceed the amount of the publisher’s charge for such advertising. No portion of this publication may be reproduced, in all or part, without the express written permission of the publisher.

ihr magazine is pleased to review unsolicited submissions for editorial consideration under the following conditions: all material submitted for editorial consideration (photographs, illustrations, written text in electronic or hard copy format) may be used by ihr Media Inc. and their affiliates for editorial purposes in any media (whether printed, electronic, internet, disc, etc.) without the consent of, or the payment of compensation to, the party providing such material. Please direct submissions to the Editor, ihr magazine.

Scan this code with your cell phone to be linked directly to this issue’s Guest Editor’s letter online. Look for more of these codes in future issues.

To scan the code:Step 1: Using your cellular phone, download the free “BeeTagg Reader Pro” applicationStep 2: Using the BeeTagg application, hover over the secret code with your cellular phone cameraStep 3: The message will be automatically decoded for you.

Olivier Felicio

Founder & Publisher

OlivierFelicio

006.IHR_GuestEditor.indd 6 8/16/10 2:35:03 PM

GenesisProject T. 289-997-3199 | genesisproject.ca | [email protected]

Hungry for Growth?

We can help!WE OFFER A BROAD RANGE OF SERVICES DEPENDING ON YOUR SPECIFIC NEEDS, INCLUDING:

• Brokerage & Key Account Management • Regulatory Services

• Advertising Agency Services & Promotion Planning • Distribution

• Product Development & Innovation • Brand Management

At Genesis Project we are fond of saying, “Your Success is Our Success”! Genesis Project will collaborate with you as a team and

concentrate on developing innovative yet practical solutions in high-return areas of opportunity. Our focus is on immediate and

tangible results that you can bank on. We know what it takes to win in this industry, and we are committed to your long-term

success. We understand the importance of constantly managing change. Managing shifting trends and costs can impact strategy,

the customer experience and, ultimately, the bottom line. Until the cash register rings, our job isn’t done.

Genesis Project_MonkeyAD.indd 1 7/15/10 10:47:49 PM


IHR_August10Genesis1pg.indd 1 8/16/10 1:21:52 PM

JJuly/August 2010 Keys To Success8 |

editorial committee

We believe that you, the retailer, dictates the tone and direction of the magazine, which in turn, allows us to provide you with the most accurate information that is relevant to your business. ihr works with a knowledgeable group of industry leaders whose mandate is to ensure the relevancy of the publication. Our editorial committee is comprised of thought provokers who have shaped the industry and whose experience is vital in providing you with tools to succeed. The ihr editorial committee is led by the following individuals:

Aaron Skelton, BSc (NNS)Sr. Category Manager Health Food Natural Value, Soins Naturels, Loblaw Companies Ltd.

Gilles HoudePresident and COO GNC Canada

Olivier FelicioPresident Rive Gauche Media

Sanjiv JagotaPresident Nature’s Source

Andrew BettsCategory Manager, Natural Foods Thrifty Foods

008.IHR_EditorBoard.indd 8 8/16/10 11:41:43 AM

-

whole-food nutrition for every day

daily.


009.IHR_KarmaNashad.indd 1 8/16/10 2:10:38 PM

contents UP FRONT

GUEST EDITOR’S LETTER ...................................................................6

EDITORIAL BOARD ..............................................................................8

GET THE GOODS ...............................................................................12

SKU REVIEW ........................................................................................14

TOP SELLER .........................................................................................20

NEWS

FEATURE NEWS .................................................................................22

INDUSTRY NEWS ...............................................................................24

BUSINESS NEWS ................................................................................28

GLOBAL NEWS ...................................................................................31

COMPANY PROFILE ...........................................................................32

FEATURES

COVER STORY . Keys to Success ...............................................................34

Electronic Inventory Control Counters .....................................................44

The Weekend Warrior ........................................................................46

Vitamin Water ......................................................................................52

Customer Loyalty Programs ..............................................................56

Looking Forward .................................................................................60

The Spice of Life .................................................................................64

Topical Skin Care ................................................................................66

END NOTES

RESEARCH NEWS ..............................................................................68

UPCOMING EVENTS .........................................................................70

MARKETPLACE ...................................................................................71

FAX BACK ............................................................................................73

Volume 10 . Issue 5

46 . THE WEEKEND WARRIOR3

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56 . CUSTOMER LOYALTY PROGRAMS

52 . VITAMIN WATER

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JULY/AUGUST 2010 Keys To Success12|

FREE! GETTHESE

GOODS

The fi rst 100 retailers to FAX us at 1-888-849-0155 will get these goods for FREE

✃

Name: Phone:

Store: Fax:

Address: Email:

City: Province: Postal Code:

Get me these goods! Fill out the form below clearly and completely.

HERBALGEM NOCTIGEM Helps improve the ability to fall asleep, as well as enhancing the quality of your

sleep due to the combination of two buds: that of the Linden tree (Tilia tomentosa),

which possesses the calming properties of the fl ower, as well as the cleansing

function of the underside of the bark (sapwood); together with that of the Fig

(Ficus carica) which has profound effect on the nervous system as a whole.

U-BE PROTEINBERRY SUPER FOOD CHEW The U-be ProteinBerry Chewz combine 100% New Zealand Whey

Isolate with a Super Fruit blend of pomegranates, blueberries and

more. With ZERO artifi cial ingredients, sweeteners, or preservatives,

each chew is 100% natural, gluten free and has just 20 calories. Each

7g chew provides 2g protein, and 2g carbs. And yes, The Taste is Out

of This World!

HOLISTA HEAD LICE KIT Contrary to the beliefs of many, head lice infestations do not refl ect poor

hygiene or lack of cleanliness, but rather social and play habits. Unfortunately,

it spreads rapidly from head to head and requires persistence to eradicate.

The Tea Tree Oil and Tea Tree Oil Shampoo included in Holista’s Head Lice

Kit provide an effective, natural alternative to chemical treatments that

prevent and kill head lice infestations.

012.IHR_GTG.indd 12 8/16/10 4:08:32 PM

INTRODUCING

THE EVOLUTION OF PAIN RELIEF

1100 Burloak Drive, Suite 300, Burlington, ON L7L 6B2 • Toll Free: 1.888.788.232 • [email protected]

LivRelief™ is a topical pain relief product that’s scientifically proven to relieve joint and muscle pain using natural ingredients.

Learn more at LivRelief.com

BLOCKS MORE PAIN PATHWAYSFormulated to block 5 pain pathways – where competing products block just one or two. The more pain pathways being blocked the greater the relief.

It’s pharmaceutical efficacy with the safety of natural. Recommended and used by Pharmacists, Doctors, Naturopaths, Chiropractors, Physiotherapists and Massage Therapists, professional athletes and sport teams around the world.

6 TIMES STRONGERLivRelief™ Pain Relief Cream contains the patented base Delivra™. It’s a powerful transdermal cream that absorbs molecules 6 times stronger than what is currently available.

• Quick, long-lasting pain relief • Non-greasy• No burning or irritation • Odour-free• Great alternative to pills • 100% natural• No parabens, no petroleum, no propylene glycol and no synthetic preservatives

to relieve joint and muscle pain using natural ingredients.

All ingredients sourced from Europe and Nordic areas.

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sku review

July/August 2010 Keys To Success14|

MARKET WATCH

Some of the categories/nutritional supplements on this page have experienced sales increases/decreases since last year. In the latest 52 weeks ending January 17, 2009, AC Neilson reported the following volume of sales:

• Natural Joint Therapy Supplements: $69,120,712; units per volume 4% from previous year.

• Health and Diet Aids: $899,640,563; units per volume 2% from previous year.

• Anti-Oxidant Vitamins: $25,323,682; units per volume 14% from previous year.

Holista Head lice Kit Contrary to the beliefs of many,

head lice infestations do not reflect

poor hygiene or lack of cleanliness,

but rather social and play habits.

Unfortunately, it spreads rapidly

from head to head and requires

persistence to eradicate. The Tea

Tree Oil and Tea Tree Oil Shampoo

included in Holista’s Head Lice

Kit provide an effective, natural

alternative to chemical treatments that

prevent and kill head lice infestations. For more information,

write 123 on the Free Info Card on page 73.

Holista tea tree oilTea tree oil has many uses, including fighting

fungal infections on fingernails and

toenails; treating acne; or treating

and preventing head lice. It can also

be used as a first aid remedy for

infections and minor skin ailments

and abrasions. This convenient 10ml

size makes it easy to have a bottle

handy at work, at home or in your

purse or car, because you never

know when you might need nature’s

first aid kit! For more information,

write 121 on the Free Info Card on

page 73.

coenzyme Q10Coenzyme Q10 is a high potency

antioxidant and a key nutrient for

preventing free radical action and

slowing aging processes. Our

bodies produce CoQ10 but our

levels of CoQ10 begin to decline

between the ages of 20 and 40.

Many medical experts suggest that

age-related health problems are

caused or worsened by declining

CoQ10 levels. The CoQ10 product

line from Webber Naturals® offers

high quality supplements for

cellular health and cardio support.

The full line, from 60mg capsules to Ultra Strength 400mg

softgels is now available in 100% MORE bonus sizes. For more

information, write 124 on the Free Info Card on page 73.

Holista omega-3 triple strengtHTriple Strength Omega-3 delivers over

647mg of EPA and 253mg of DHA.

This dosage is ideal for people with

high triglyceride levels, high blood

pressure, and risk of coronary artery

disease as well as for people struggling

with cognitive decline. It’s a one-a-

day formula that’s also enteric coated, thereby eliminating

heartburn or reflux. For more information, write 122 on the

Free Info Card on page 73.

multisure® easy swallow capsulesfor men 50+MultiSure® for

Men 50+ from

Webber Naturals is

a iron-free formula

with natural source

vitamin E, selenium,

and zinc. Contains

Saw Palmetto extract to improve prostate function, nutrient rich

alfalfa juice concentrate, plant enzymes to aid digestion and lutein

to help preserve and enhance eye function. For more information,


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sku review

15Keys to Success JULY/AUGUST 2010 |

MARKET WATCH


• Skin Care (all purposes): $114,971,848; units per volume 2% from previous year.

• Mineral Supplements: $25,558,444; units per volume 6% from previous year.

• Adult Multivitamins: $121,208,913; units per volume 5% from previous year.

Green beaver natural facial careGreen Beaver utilizes a

certified organic 200x

aloe concentrate in their

facial care products. The

daily facial moisturizer

contains antioxidant green

tea extract, jojoba and

grapeseed emollients to soothe and replenish the skin. The facial

cleanser contains grapefruit enzymes that dissolve impurities without

drying. The facial exfoliant contains extra bamboo micro-fibers that

are gentle on sensitive skin. The non-greasy eye make-up remover’s

natural emollients dissolve make-up. The blemish mousse, free of

alcohol, benzoyl peroxide and salicylate, contains citrus limonoids and

bioflavonoids that have been proven to kill acne-causing bacteria. For

more information, write 125 on the Free Info Card on page 73.

Holista Melatonin easy DissolveHolista Melatonin is a natural

hormone that regulates the sleep-

wake cycle in the body and helps

to relieve insomnia, jet lag and

other sleep disturbances. Our

easy dissolve, sublingual tablets

allow for the best possible

absorption, and are synthetically

derived, which is the preferred

form of melatonin. For more

information, write 127 on the


Webber naturals vitaMin D3 liquiDLiquid Vitamin D3 delivers fast

absorption and dose flexibility!

Vitamin D helps the body

incorporate calcium into the

bones, boosting bone mineral

density. Research suggests

higher doses of vitamin D may

also provide protection against

certain cancers. For more



tHe ultiMate one oMeGa-3The Ultimate One Omega-3 from Nu-Life

provides a potent dosage of omega-3 fish

oils (800mg with high DHA

levels) to deliver more

health benefits in a single

softgel per day. With a

pleasant lemon flavour

and pure Norwegian

wild fish sources, daily

consumption is easy

to enjoy. For more

information, write 128

on the Free Info Card

on page 73.

Multisure® easy sWalloW capsulesMultiSure® for

Women from

Webber Naturals®

provides antioxidant

protection for the

maintenance of

good health. Also

included: calcium,

magnesium and vitamin D3 (in respected ratios). Iron and folic

acid are at optimal levels since young and middle aged women

may be prone to low levels at this time of life, possibly leading

to deficiency. For more information, write 126 on the Free Info

Card on page 73.

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sku review


MARKET WATCH


• Facial Cosmetics: $211,872,383; units per volume 2% from previous year.

• Anti-Oxidant Vitamins: $25,323,682; units per volume 14% from previous year

• Sports Nutritionals: $33,900,273; units per volume 10% from previous year.

DermaSilk anti-WrinkleAnti-wrinkle supplement fights wrinkle formation at the

important intracellular level. New DermaSilk Anti-wrinkle works

to counteract the damage from oxidation, sunlight, UV light

and smoking. Clinically proven to increase facial skin’s firmness,

hydration, elasticity, and density; promote collagen production;

and reduce age spots. Check out the entire DermaSilk line

of products to promote beautiful, health skin! For more


aubrey OrganicS Pure alOe VeraFor sun-exposed skin, Aubrey Organic’s Pure

Aloe is made with 98% certified organic

ingredients, plus a touch of our natural

preservative. Carry a bottle in your beach

bag or backpack to soothe and hydrate

stressed skin on contact. Keep one in your

fridge for a cool pick-me-up. For more

information, write 130 on the Free Info

Card on page 73.

nu-life’S DefenSeThis powerful, Health Canada-

approved, protective antioxidant

formula is ideal for those with

suboptimal immune function

and aids in recovery for regular

exercisers. This unique formula

features mushroom extracts and

phytosterols to bolster immunity,

and antioxidant vitamins and

minerals to protect the body

from free radical damage. For more information, write

131 on the Free Info Card on page 73.

WeiDer Daily fitneSS barSDaily Fitness Bars are delicious

100% natural protein and

fibre bars; perfect for busy

and active lifestyles, and as a

natural and healthy support

to weight management

programs. Each 50g bar

contains 16g of protein and 7g of fibre, providing a delicious,

long-lasting and slow-burning snack. Daily Fitness Bars are

gluten-free, vegetarian and suitable for diabetics. For more


PureSOurceIntroducing new Now Lip Balms

that are completely kissable.

These all-natural pomegranate lip

balms moisturize and repair dry lips

with no petroleum or phthalates,

plus are gluten-free! For more



014-018.IHR_SKU.indd 16 8/16/10 1:07:04 PM

Treat varicose veins naturally with Varosan.Varicose veins can be more than embarrassing; they can cause

cramps and even painful swelling. Authenta's answer – Varosan Leg Gel.

Applied topically, Varosan reduces visible varicose veins.

What makes Varosan so effective is the high concentration of Horse Chestnut Seed Extract (Aesculus

hippocastanum) – a proven vasodilator long used for the treatment of varicose veins. Add to that the

cumulative benefits of Witch Hazel extract, Nutmeg essential oil, Menthol crystals, Seaweed, and Arnica

flower. With a light fragrance entirely from essential oils, Varosan is a pleasing, yet potent natural

treatment for varicose veins.

Authenta provides extensive information about each and every ingredient in our products. Each product

label lists ingredients by common name, where they are sourced from, and exact percentages used. Our

website also explains the purpose of every ingredient. Visit authentaskincare.com or call 1-800-491-1650

to find out more.

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sku review


MARKET WATCH


• Skin Care (all purposes): $114,971,848; units per volume 2% from previous year

• Vitamin D: $26,218,453; units per volume 28% from previous year

• Children’s Multivitamin: $32,028,403; units per volume 8% from previous year.

Green Beaver Sport natural DeoDorantSNew advanced formula

specially developed for extra

odour protection and for those

with skin sensitivities. The

unique anti-odour complex

composed of natural citrus

enzymes and lichen provides

extra protection for active people. Soothing chamomile and aloe

will help to soothe sensitive, damaged or burning skin resulting

from shaving. Green Beaver natural deodorants go on clear, will not

leave any white residue and are also not mushy or too hard. They

do not contain aluminum, propylene glycol, artificial fragrances,

dyes or chemical preservatives. Available in four organic scents;

lavender, wild yam, citrus and tea tree. An unscented deodorant

is also available. Made in Canada. For more information, write

135 on the Free Info Card on page 73.

HoliSta vitamin DVitamin D helps the body

incorporate calcium into the

bones, boosting bone mineral

density. The winter season

inhibits the body’s ability to

produce optimal levels of

vitamin D, making vitamin D3

supplementation even more

necessary to ensure your body

receives an adequate supply.

For more information, write

137 on the Free Info Card on

page 73.

orGanika’S all natural GummieSIntroducing an innovative way of allowing your kids to

take their daily supplements with ease. Organika’s Vita

Bears, Omega Yummies and Calcium Bears have come to

their rescue! Yes, they look like regular gummies but the

similarity ends here. Organika’s gummy supplements are

packed full of wholesome goodness, for the kids you love!

For more information, visit our website at www.organika.

com. For more information, write 138 on the Free Info

Card on page 73.

Delapointe’S SHea Butter Feel this wonderful, high-

quality pure shea butter from

Delapointe. Delapointe is the

first importer of Fair Trade

certified and certified organic

shea butter in Canada. Pure

and 100% natural, shea butter can provide relief from

dry skin to many minor dermatological diseases such

as eczema and psoriasis. Use it on your lips and skin to

battle the harsh winter climate! For more information,


aScenta’S nutraSea+ DNutraSea+ D is an omega-3 supplement with

added vitamin D3. With a balanced ratio

of EPA and DHA combined with 1,000 IU

of natural vitamin D3, it is suitable for

children, adults and seniors, and is available

in an apple-flavour. Ascenta’s green tea

antioxidant gives NutraSea+ D a fresh

twist. For more information, write 139

on the Free Info Card on page 73.

014-018.IHR_SKU.indd 18 8/16/10 1:07:53 PM

Gemmotherapy is a branch of

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IHR_August 2010Reckeweg1pg.indd 1 8/16/10 1:38:18 PM

6th Annual Top Seller Review

Your Last Chance To Validate Your Vote!

IHR TopSeller Ad.indd 1 8/16/10 11:39:51 AM

FAX: 1-888-849-0155 or (416)703-6392 MAil: ihr Magazine 60 Bloor St. West, Suite 1106, Toronto, oN, M4W 3B8

Take a moment to fill out this questionnaire and your store may be among those highlighted in the Top Seller review Section of the next issue of ihr. The number of units sold determines the top sellers. To be included in the review, products mentioned must be classified as natural health products not standard consumer brands.

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feature news


Health Canada Proposes Regulation to “Exempt” the NPN Back-LogHealth Canada has taken action to address

the large class of Unprocessed Product

License Applications. Regulations have

been published in the Canada Gazette

Part I (May 8, 2010) detailing a protocol

for the “orderly transition” of the existing

backlog of natural health product

applications that Health Canada has not

processed. In an attached Regulatory

Impact Analysis Statement, Health

Canada acknowledges there are about

10,000 natural health products (NHPs)

currently being sold for which outstanding

license applications have been made that

the department has not processed. This

is a situation that has been festering for

many years, so Health Canada explains its

current impulse to act:

“As a result of recent stakeholder feedback

regarding the sale of unlicensed NHPs,

Health Canada is of the opinion that a

temporary solution is needed to allow

Canadians access to products that meet

certain safety criteria, while also making

sure safety measures are in place…”

The “recent stakeholder feedback”

refers to statements and actions taken

by the National Association of Pharmacy

Regulatory Authorities (NAPRA) in January

2010 against the sale of unprocessed NHPs

in drug stores which they alleged were

“unsafe.” The regulations HC proposes

is described as a “temporary instrument”

that “would make the sale of these

products legal.” To qualify for exemption

a product would have to comply with

specified safety criteria. These are:

• The product is not a sterile product

for ophthalmic use.

• To the best of the applicants

knowledge the product is not likely

to result in injury by its user.

• The product is not recommended for any

health condition listed in Schedule A.

• The product is not recommended for use

by children, pregnant or breastfeeding

women.

Health Canada will also publish a registry

of exempted products on its website.

Also, manufacturers must ensure that an

exemption number designated as an “EN”

be printed on product labels “within a

reasonable time.” An exemption number

would remain valid until the application

is withdrawn, is formally approved or

refused or until the regulations expire at

the end of 30 months after coming into

force. In their cost-benefit statement,

HC says “the proposal could preserve

$245 million or more of the product

sales for the affected products in the

first year of its implementation,” and

that “there would be no additional cost

to consumers and retailers.” These

regulations would require HC to issue

an exemption number to qualifying

NHPs either within 180 days from when

applications was first made or by 15 days

after the regulations come into force.

Since most affected products have been

long outstanding HC would have issue

thousands of exemption licenses within

a two week period.

022-023.IHR_FeatureNews_re1.indd 22 8/16/10 10:52:08 AM

23Keys To Success JULY/AUGUST 2010 |

feature news

The Backstory

With pharmacy regulators throwing a fit and Health Canada’s (HC) exemption regulations for outstanding

NPNs how is a retailer to make sense of this and is there anything you can or should be doing? To get a fix on

this, frame it politically. The Harper government is preparing to introduce its third version of consumer safety

legislation. Twice before – as Bills C6 and C51 – the Harper government has failed in this mission and that

rankles. Two public constituencies rallied to sufficiently fuel legislator concerns. These were civil libertarians

and the natural health community. The Prime Ministers Office (PMO) aims to neutralize these threats this

round by pre-emptive action. So, there have been leaked press stories that many authoritarian provisions will

be deleted from the forthcoming Bill. That’s meant to send a friendly signal to the civil liberties folks. Now,

what about the natural health freedom crowd? More than anything the PMO wants to ensure that nothing

occurs to provoke a repeat incident of MP and media-directed consumer fury over fears that Health Canada is

about to ban popular natural health products (NHPs).

Into this scenario the pharmacy regulator initiative precipitates. Apparently, relations are such that when

pharmacy regulators want to communicate some concern to Health Canada the rational thing is to issue a

hostile press release. By throwing down the gauntlet the pharmacy people intended to create a “public safety”

pretext that would allow HC to outright ban the offending class of products. In this event, the industry and

consumers would go ballistic and start pounding on MPs. HC would deflect the blowback onto the pharmacy

regulators (they forced us to do it!).

Such a situation would jeopardize the pending consumer safety bill, so a Higher Power has forced an alternative

solution. Since there is concern over the ambiguous status of outstanding NPNs, a decision has been made

to resolve the problem by effectively ‘legalizing’ the lot through the magic of the Canada Gazette. The PMO

hopes that thus assuaged the natural health community will not be inclined to interfere with their legislative

plans. For the PMO, this is an easy ‘give’. They could care less that this puts noses out of joint at HC. For them,

this is a major defeat. But it is not a victory for natural health. It’s not yet clear how this will play out and the

situation is unstable. There’s a lot of money on the line and reputations at stake so expect more trouble.

In politics there are two currencies – money and people. We don’t have the money but we can surely mobilize the

power of hundreds of thousands of registered voters. In the absence of national organizations that command

the confidence of natural health consumers’ only retailers as a group have a direct and trusted relationship.

Natural health retail establishments are the local constituency offices of the natural health movement. Every

store can be the hub of a neighbourhood support network. If retailers proactively organize, support, and

sponsor their customers to speak up and act then they will make a force that has serious political weight. Your

customers want you to step up to the plate.

Carl Carter, regulatory affairs director of

the Canadian Health Food Association

(CHFA) is quoted in the Toronto Sun (May

19th) as saying, “The proposals reassure

the CHFA.” “A big concern to us was really

the unnecessary potential for consumer

confusion,” he said. Lawyer Shawn

Buckley of the Natural Health Products

Protection Association (nhppa) has issued

a personal discussion paper expressing

deep reservations. “As the law currently

stands, persons who have submitted

licence applications are not in danger of

convictions for selling without a licence.

There is no need to exempt them or deem

licences to avoid convictions,” he writes.

Manufacturers who go to the expense

of acquiring an exemption licence are no

better of than those who decline this route

and simply wait for their application to be

processed. Buckley also is concerned that

HC will use this regulatory initiative to ramp

up enforcement at the retail store level.

“Once the back-log is cleared, Inspectors

can walk into health food stores and seize

every product that does not have a licence

number on the label.”

022-023.IHR_FeatureNews_re1.indd 23 8/16/10 10:52:25 AM


industry news

In Defense of Natural Health RetailingOn Tuesday, June 8, 2010 CBC news

published an article entitled “Health

food store advice not scientific: study.”

This reported on an article from the

December 2009 edition of the Journal of

the American College of Nutrition (JACN),

which is the house organ of the American

College of Nutrition (ACN) representing

professional nutritionists. Though the

JACN is supposed to be a bi-monthly

publication, there has not been another

issue since the December 2009 edition.

The ACN is heavily supported by funding

supplied by pharmaceutical and mega-

food processors. In 2006, Integrity in

Science cited the JACN for failing to reveal

“that its editor and several authors had

long standing ties to the food industry.”

The ACN and nutritionists associated

with it have long been outspoken and

persistent critics of the natural health

industry, which they view as a threat to

their business interests.

The JACN article reported on by the CBC

is “Advice on Dietary Supplements:

A Comparison of Health Food Stores

and Pharmacies in Canada,” the lead

author being Norman Temple, PhD, a

professor of nutrition at Athabasca

University, Alberta. Between 2002 and

2008, 39 undergraduate nutrition course

students visited 192 health retailers and

56 pharmacies across Canada and asked

questions on themes such as “lecithin

(for improved memory), N=25” or “how

to improve memory, N=19.” Instruction

to students is not disclosed; only sample

questions are disclosed in the article.

If forms were employed to record

answers, they are not supplied in the final

publication. No profiles of the stores are

given, nor their locations. No controls for

subjectivity or bias are reported. Answers

to questions were “graded for accuracy”

according to “reliable websites” such

as MEDLINE or the American Dietetic

Association. Again, no specifics at all

are given, so there is no way of knowing

objectively what the standards were. In

pharmacies, no distinction is recorded

between those questions posed to and

answers given by pharmacists and non-

pharmacists. Yet, the study concludes

that health food stores gave 88% poor

answers, while pharmacies gave 68%

good answers.

Even though the authors caution that

“we cannot be certain that all reporting

was done accurately” and that “another

possible source of error is in the

interpretation of results” none of this is

reflected in the unattributed CBC article

that quotes Dr. Temple as dismissing

health store staff as being “no more

qualified than somebody pouring coffee

in Tim Hortons.”

Until yesterday this article has failed to

achieve a single professional citation and

zero media coverage. When something

like this suddenly makes CBC headlines

with author’s quotes this suspicious. Both

the original article and the CBC report

were and are synchronized bias dressed

up as “objective” and “scientific.”

If this is the level and style that enemies

of natural health must resort to then we

should actually be encouraged. If they

had solid evidence, they would lead

with it. If it was real and honest news

reporting, we would have seen it months

ago, and with an author’s name on it.

Integrated Health Retailer condemns this

as a choreographed stunt. We express

our solidarity with all natural retailers

and all staff whom we respect and have

confidence in. Take heart.

References“Nutrition Journal Failed to Disclose Editor’s and Authors’ Ties to Salt Industry.” Integrity in Science, 2006. http://www.cspinet.org/integrity/watch/200610021.html#1MEDLINE, http://www.nlm.nih.gov/databases/databases_medline.htmlAmerican Dietetic Association, http://www.eatright.org/“Health food store advice not scientific: study”, CBC News. http://www.cbc.ca/health/story/2010/06/08/con-health-study.htmlRaloff, Janet. “A Salty Controversy over Sodium-and-Health Papers.” Science News. http://www.sciencenews.org/view/generic/id/7857/title/Food_for_Thought__A_Salty_Controversy_over_Sodium-and-Health_Papers

Karma Nutritionals Annouce Sales TeamKarma Nutritionals Inc., in Langley, British Columbia, has announced who is making

up its Canadian sales team. Sean Minion, Account Manager for Eastern Ontario and

Quebec, was most recently with Fit Foods. He has also worked at Xerox Canada,

Doculink International and Schwarzkopf. He is a graduate of Carleton University. Chris

Johnson, Account Manager for Atlantic Canada, is owner of the website Renegade

Nutrition and the supplements company Advanced Genetics. Sonja Morrison,

Account Manager for Atlantic Canada, works with Renegade Nutrition and Advanced

Genetics. Andria Barrett, Account Manager for Ontario, has previously worked with

Fit Foods and Prairie Naturals. Chelsea Danchuk, Account Manager for Alberta and

Saskatchewan, is a Holistic Nutritionist and has held positions at Now Foods and

Natural Factors. Heidi Blecker, Account Manager for British Columbia, has worked

at Sears Health and Wellness Centres, Puresource and Solaray. Jessica Williams, Key

Account Manager, worked previously at Fit Foods.Chelsea Danchuk

024-027.IHR_IndNews_re.indd 24 8/16/10 11:07:05 AM

industry news


Shoppers Drug Mart And Sony Sign Merchandising DealOne of Canada’s leading drugstore

retailers, Shoppers Drug Mart, has signed

a merchandising deal with Sony. The

agreement will see approximately 50

Sony products including the Playstation3,

PlayStation Portable and a variety of

games and accessories on the shelves

of about 700 Shoppers Drug Mart and

Pharmaprix stores across Canada. “This

agreement with Sony, coupled with the

recent announcement of our distribution

arrangement with Rogers, brings together

leading brands and serves to further

strengthen our value proposition and

optimize the service center in our stores,”

said Shoppers Drug Mart President and

CEO Jurgen Schreiber. The Sony products

will begin appearing on Shoppers Drug

Mart shelves this fall.

Metro Adopts New Sustainable Fisheries PolicyMetro Inc. has announced that it has

a new sustainable fisheries policy. The

new policy, which will be gradually

implemented starting September 2010,

will offer customers fresh and frozen

wild and farmed seafood products

from sustainable fisheries. Beginning in

September 2010, Metro will stop selling

a number of threatened species in its

more than 600 drug stores throughout

Ontario and Quebec, and will also change

its product labeling. The adoption of a

sustainable fisheries policy is consistent

with our corporate responsibility

approach,” said Metro Inc. Vice President

and COO Robert Sawyer. “This initiative

is proof that we want to go beyond the

role of distributor and become an actor

in sustainable development.” Metro’s

new sustainable fisheries policy will be

in effect in all of its supermarkets and

discount stores in Ontario and Quebec by

June 2011.

Sobeys Launches New Low-Priced Private LineSobeys Inc. introduced their new low

price private label line during Victoria Day

weekend. The new line is called Signal

and will include pantry basics like fruit

jams, maple syrup, beef burgers and hot

dog buns and household products like

cutlery, light bulbs, jumbo paper towels

and napkins. “Signal offers our lowest

prices on shelf for everyday essentials

across all of the key food, household and

cleaning product lines,” said Sobeys Inc.

Chief Marketing Officer Belinda Youngs.

“We’re pleased to provide Canadians

with a line of budget-friendly products

allowing them to channel their savings

toward the joys of the summer.” Products

from the Signal line will be available at

Sobey’s, IGA, Foodland, FreshCo and

Price Chopper locations across Canada.

Sangster’s Opens 45th Store in EdmontonSaskatchewan-based Sangster’s Health

Centres has opened a new store in

Edmonton, AB – their seventh in that city.

The franchise is located in Edmonton’s

Rutherford Professional Centre and is

owned by Jeff Poshner. “It’s exciting

to work with a company with such a

rich history of bringing natural health

alternatives to the Canadian public,”

said Poshner. “I look forward to helping

southwest Edmonton make health a

habit.” The new Edmonton location is

Sangster’s 45th store in Canada.

Health Canada Criticized for Failure to Act on Trans FatsMembers of Parliament, industry leaders

and health advocates are angry that Health

Canada has failed to act on the question

of trans fats in our foods. In June 2007,

then Health Minister Tony Clement said,

“Today, industry is being given notice

that they have two years to reduce the

levels of trans fats or Health Canada will

regulate their use”. A Trans Fat Task Force

was set up partnering Health Canada

with the Heart and Stroke Foundation. A

monitoring report was published in late

2009, which found that compliance is poor

and that high levels of trans fats persist

throughout the food supply. Meanwhile,

many other jurisdictions ranging from New

York City to Denmark have taken decisive

action to ban or severely restrict trans

fats. Finally, in April, 2010, the co-chair of

the Trans Fats Task Force, Sally Brown of

the Heart and Stroke Foundation finally

expressed impatience with Health Canada.

“It’s alarming that something so clear, so

well-researched… came up with a clear

consensus that this stuff has to be out and

it’s still in”. In Parliament all Opposition

parties banded together behind an NDP

motion calling on the government to bring

in compulsory regulations. Feeling the

heat, Health Minister Leona Aglukkaq has

said only that a regulatory ‘option’ is being

considered along with further voluntary

measures. On May 6th the Commons

Health Committee grilled Samuel Godefoy,

director-general of the Foods Directorate

on the matter. He informed the committee

that a “regulatory option is absolutely on

the table” though such a measure could

“take a while.” Liberal health critic Carolyn

Bennett commented, “The government

has to have more than pompoms, cheering

for it to get off the shelves.”

Matrixx Names William J. Barba To Board of DirectorsOver-the-counter healthcare product

developer Matrixx Initiatives Inc. has

named William J. Barba as a member of the

company’s board of directors. Barba, who

has served as the company’s treasurer and

director of planning since July 2007, will be

the board of director’s new treasurer and

vice president of finance and accounting.

Barba joined the company in February

2004 in a finance and investor relations

role and was named director of planning

and administration in 2006.

Swiss Herbal Rebrands to Swiss NaturalSwiss Herbal Remedies Ltd., manufacturer

of Swiss Natural Sources vitamin and

supplement products, has rebranded as

Swiss Natural. The new name also comes

with a new tag line – “Supplement your

life.” The new brand name and tag line

solidify the company’s efforts to focus on

consumer awareness of the nutraceutical

category and the benefits of Swiss Natural

products,” said Sheryl Willison, Director

of Marketing.



industry news

Neptune Technologies’ Neptune Krill Oil Wins Best Product AwardNeptune Krill Oil, a Neptune Technologies

and Bioressources Inc. product, was

awarded the prize for best product of

2010 during the 11th Congress of Nutrition

and Santé in Belgium by a scientific

committee comprised of professors and

doctors. The evaluation of products was

based on efficacy, value of innovation,

biochemical composition and clinical

studies supporting each product. Three

finalists were chosen out of the group of

29 applicants and NKO was awarded the

laureate.

Health Canada Reports Increase in Adverse Reactions to Health ProductsIn the April 2010 Canadian Adverse

Reaction Newsletter, Health Canada says

that it received 27,496 adverse reaction

reports throughout 2009. This is an increase

over 2008 of 35%. Of these reports, 74.9%

were considered ‘serious’. The majority of

reports were filed by health professionals.

The largest category of agents responsible

for an adverse effect was pharmaceuticals

with 18,301 reports or 70.2% of the total.

Biotechnology products were responsible

for 5,998 reports or 23.0%. Natural Health

Products accounted for 516 reports or

2.0% of all cases. Although Health Canada

does not report the exact figures, charts

contained in its report indicate that the

incidence of reported adverse effects

is rising sharply. From 2001 to 2009 the

number has climbed from around 12,000

annual reports in 2001 to 27,496 for 2009.

New Fat-Binding Weight Loss Supplement Mirafit Being Made in Windsor, ONA Windsor, ON resident and university

professor Joe Artiss has developed a

novel weight loss supplement that is

selling well in that very crowded market.

The product is called Mirafit and it is made

from soluble corn fibre that binds with fat in

the stomach preventing its absorption.

Dr. Artiss is a professor of pathology

at Wayne State in Detroit, MI and he

developed Mirafit with his colleague

Catherine Jen, chair of the department

of nutrition of food science. The two have

formed an enterprise to market their

creation and are having it manufactured

by Suntrition in Windsor. Product sales

have taken off with U.S. and Canadian and

Middle East distributors. The Rexall chain

has picked up Mirafit and it will soon be

available in Europe. “We’re really pleased

to say we have physicians recommending

the product,” Artiss said. “Consumers are

saying doctors have recommended it to

them.” The company recently announced

the successful completion of a clinical

study of Mirafit undertaken at the

University of California, Davis.

Sobeys Wins New Product Awards in Private Label CategoryTwo Sobeys Inc. products – Sensations

by Compliments Tiramisu and Chocolate

Hazelnut Gelatos, and Compliments Mini

Artisan Breads in Harvest Bread and

Tuscan Loaf flavours – were recognized

at the Canadian Grand Prix New Product

Awards as outstanding new products in

the private label category. Sobeys has

previously won several Grand Prix New

Product Awards, and earlier this year

received a BrandSpark International

Best New Product Award for another

Sensations by Compliments dessert. “We

are always honoured to be recognized

for the quality, innovation and thoughtful

development of Sobeys’ private label

products,” said Belinda Youngs, Chief

Marketing Officer for Sobeys Inc. “When

developing our private label products we

are committed to providing our customers

with great food inspiration.”

Resveratrol Clinical Trial Suspended Due to Adverse EffectsSirtris Pharmaceuticals of Cambridge,

MA has stopped a Phase 2 clinical trial

of its proprietary SRT501 resveratrol

when several patients showed signs of

kidney failure. The patient cohort all had

multiple myelomas. Sirtris Chief Medica

Officer Dr. Eric Jacobson said “we think

it likely that the drug itself is not directly

toxic to the kidneys. This was most likely a

manifestation of the underlying myeloma.”

In this trial, patients were given 5g of

plant sourced and micronized SRT501.

At this dose some patients complained

of nausea and dehydration which Dr.

Jacobson allowed may have contributed

to kidney problems. Some observers have

questioned whether the trial dosage was

too high. Dr. Bharat Aggarwal, a professor

of cancer research at the M. D. Anderson

Cancer Center, U of Texas said, “I am not

surprised that they had toxicity. It is too

high a dose.” Prof. Aggarwal also raised

whether the chemical structure of the

Sirtris proprietary SRT501 which differs

from natural resveratrol might have

played a role. Sirtris, a GlaxoSmithKline

subsidiary, has been very prominent

in developing proprietary resveratrol

products. Despite this setback, Sirtris is

continuing its research into SRT501.

Becel Launches First Food Fortified with Plant Sterols in CanadaBecel has announced the launch of the

brand’s new pro.activ margarine with

plant sterols, the first food product

available in Canada fortified with

plant sterols. “Plant sterols have been

recognized for their cholesterol-lowering

properties for decades,” said Christopher

Luxon, President and CEO of Unilever

Canada, makers of Becel. Greg Curnow,

Associate Clinical Professor, Divisions of

Cardiology and General Internal Medicine

at the McMaster University Department

of Medicine said, “The addition of plant

sterols to food products is a significant

dietary advancement for Canadians. Along

with a healthy diet and daily exercise,

it’s encouraging for Canadians to have a

new tool like plant sterol-fortified foods

that can help reduce one of the main risk

factors for heart disease.”

Neptune NKO Receives Best Product Award Neptune Technologies and Bioressources

Inc. has announced that Neptune Krill Oil

(NKO) was awarded the prize for best

product of 2010 during the 11th Congress

of Nutrition and Sante in Belgium.


industry news


Neptune client Nutrisan Nutraceuticals

applied for the award, which involved

an evaluation of NKO by a scientific

committee of both renowned doctors

and professors. The evaluation was based

on the efficacy, value of innovation,

biochemical composition and clinical

studies supporting the product.

Two Awards for Enzymedica at the 2010 Vitamin Retailers Vity AwardsTwo enzyme supplements from Florida-

based enzyme manufacturer Enzymedica

Inc. were awarded first place in the 2010

Vitamin Retailer Vity Awards. Digest

Gold and Acid Soothe, the two winning

supplements, secured Enzymedica’s

third consecutive win at the annual

survey. Digest Gold won first place in

the Specialty Combination Formulas-

Best Digestive Support Combination

Formula category while Acid Soothe won

for Natural Medicine-Best Indigestion

Remedy category.

Herbalife Becomes FC Barcelona SponsorHerbalife Ltd. has announced a three-

year, multi-million dollar agreement with

FC Barcelona to make Herbalife the club’s

official nutrition sponsor. As part of the

contract, Herbalife has acquired global

association rights, as well as various

publicity assets and rights held by the

club to promote the Company’s name

internationally. The agreement also states

that as the nutrition sponsor, doctors

and nutrition experts from Herbalife’s

Nutrition Advisory Board will meet with

members of the first team to develop

specific nutrition programs to support

them. FC Barcelona footballer Leo Messi

has also agreed to a personal sponsorship

agreement related to Herbalife’s global

promotional activities for the next three

years. “I’m very happy to be associated

with such a large, established nutrition

company as Herbalife, that’s known around

the world. Together, we can help spread

the word about how healthy nutrition can

help athletes achieve the most out of their

training, while at the same time, work

together on projects to help children at

risk,” he said. As part of the Herbalife-FC

Barcelona agreement, a percentage of the

sponsorship fee will be paid to the FCB

Foundation, whose XICS Centres work

to help children at risk around the world.

As part of the agreement with Messi,

programs will be developed to assist in

nutritional education initiatives, to be

carried out via the Leo Messi Foundation

in collaboration with the Herbalife Family

Foundation.

Survey Reveals Green Marketing Gives Green Businesses CredibilityAccording to a recent survey released by

Traffic Marketing and Design Inc., green

businesses gain credibility in the public

by using green marketing initiatives.

The survey examined nearly 350 green

businesses, government and not-for-profit

exhibitors at the recent Green Living Show

in Toronto. The survey was conducted to

gauge how companies are communicating

“green” to their customers, and to

measure the usage of Forest Stewardship

Council (FSC) certified paper. Surprisingly,

over 66% of survey participants lacked

environmentally marketing materials,

according to survey results. Organizations

such as government and not-for-profit

exhibitors had the highest usage of FSC-

certified paper, at 50%, while segments

like fashion and beauty and health and

wellness had adoption rates of less than

10%. While the use of FSC-certified

paper is not the only indicator of a green

marketing initiative, according to Traffic

and Marketing Design President and

Creative Director Bernard Hellen, RGD, it

is one of the easiest ways to demonstrate

sustainable leadership. When it comes to

marketing green, in this case, the medium

really is the message,” he said.

GNC Names David P. Berg as COOGeneral Nutrition Centers Inc. has

announced that David P. Berg has been

named COO, a new title for the global

specialty retailer of nutritional products.

Berg had previously been Executive VP

Global Business Development and COO

for GNC’s international operations. Before

this, Berg served as VP and SVP for Best

Buy, and later as Executive VP and COO for

Best Buy International. In his new role, Berg

will continue to directly report to GNC’s

CEO, Joe Fortunato, who said, “David has

already proven to be an excellent addition

to the GNC senior management team, and

we are confident that he will bring added

value to our organization in his new role

as GNC’s COO.”

Enzymedica Announces Autism CampaignEnzymedica Inc. has launched the “Hope

in Every Bottle” campaign in support of

autism. According to the Company, the new

campaign is “an interactive invitation and

calls on Enzymedica’s retail partners and

consumers to join the cause.” Consumers

can purchase specially marked bottles of

Enzymedica’s Digest Spectrum, which will

have a unique code on the label inviting

them to the “Hope in Every Bottle” website

to activate an online donation. Once

activated, Enzymedica will donate $1 for

every 30 count bottle of Digest Spectrum;

for every 90 bottle count, the Company

will contribute $2. The donations will go

to the Autism Hope Alliance, a non-profit

educational foundation for families facing

autism spectrum disorder diagnoses.

NPF Elects New Board of Directors MembersThe Natural Products Foundation (NPF)

has elected six new members for three-

year terms to the organization’s Board of

Directors. The newly elected members

of the board are Carilyn Anderson, Sales

Executive for Carlson Labs, Arlington

Heights, IL; Jane Drinkwalter, Vice

President of Sales for Vitamer Labs,

Irvine, CA; Peter Hafermann, President

of Alix Technologies, Carrollton, TX;

David Matteson, President of Early Edge

Solutions, Seattle; J. D. Weir, CEO of

Primus Pharmaceuticals, Scottsdale, AZ;

and Bruce Worley Jr., the Director of

Field Sales for Humphreys Pharmacal,

East Hampton, CT. Other members of the

NPF board are Derek Hall, CEO of Qivana;

and Pat Sardell, President of the Natural

Products Association (NPA). <


business news


Dietary & HealtH

Company Name stocksymbol

Exchange Price05/13/10

Price06/24/10

% Change

52-WeekHigh

52-Weeklow

last QuarterRevenue ($Millions)

P/ERatio

MarketCap

($Millions)

pHarmaceutical & biotecHnology

Abbott Laboratories ABT NYSE 48.610 47.460 -2.37% 56.790 43.450 7,698.00 12.49 73,688.29

AEterna Zentaris Inc. AEZ TSX 1.960 1.210 -38.27% 3.250 0.800 5.02 N/A 76.34

Atrium Innovations Inc. ATB TSX 14.990 15.380 2.60% 17.980 11.450 90.05 9.61 502.42

Burcon NutraScience BU TSX 7.970 7.270 -8.78% 10.500 5.300 N/A N/A 210.86

Ceapro Inc. CZO TSX Venture 0.070 0.075 7.14% 0.140 0.050 N/A N/A 3.53

Cyanotech Corp. CYAN NASDAQ 2.180 2.050 -5.96% 5.760 1.610 N/A 6.03 10.76

Danone SA DANOY OTC 10.790 10.850 0.56% 13.050 9.600 N/A 17.81 33,280.00

Dean Foods DF NASDAQ 9.710 10.290 5.97% 22.090 9.380 2,972.31 7.85 1,865.58

Forbes Medi-Tech Inc. FMTI OTC 0.150 0.140 -6.67% 0.870 0.120 1.15 N/A 0.70

Gaiam Inc Cl A GAIA NASDAQ 8.830 6.740 -23.67% 9.490 4.510 62.18 48.14 156.23

Hain Celestial Group Inc. (The) HAIN NASDAQ 21.180 21.110 -0.33% 23.560 14.450 222.10 19.73 861.92

Hansen Natural Corp. HANS NASDAQ 39.270 39.650 0.97% 44.990 24.010 238.11 18.70 3,495.54

Herbalife Ltd. HLF NYSE 48.270 47.260 -2.09% 53.000 27.430 618.63 13.94 2,851.20

Immunotec Inc. IMM TSX Venture 0.370 0.350 -5.41% 0.550 0.250 N/A N/A 24.50

Inverness Medical Innovations Inc. IMA NYSE 37.340 27.290 -26.91% 44.870 26.060 515.25 682.25 2,288.81

Jones Soda Co. JSDA NASDAQ 0.939 1.380 47.05% 2.320 0.400 N/A 7.26 35.38

Lifeway Foods Inc. LWAY NASDAQ 10.990 10.050 -8.55% 14.940 8.070 15.96 28.71 168.64

Mannatech Inc. MTEX NASDAQ 3.210 2.440 -23.99% 4.850 1.840 60.67 N/A 64.61

Martek Biosciences Corp. MATK NASDAQ 21.130 24.340 15.19% 25.430 17.090 123.97 19.32 810.77

Matrixx Initiatives Inc. MTXX NASDAQ 4.870 4.750 -2.46% 7.740 3.610 6.31 9.50 44.94

Medical Nutrition USA Inc. MDNU NASDAQ 2.950 3.970 34.58% 4.000 1.510 4.45 79.40 57.25

Natural Alternatives Intl. NAII NASDAQ 7.600 6.250 -17.76% 8.580 5.850 16.98 8.80 44.25

Natural Health Trends Corp. BHIP OTC 0.290 0.210 -27.59% 1.062 0.130 5.70 N/A 2.28

Naturally Iowa Inc. NLIA OTC 0.035 0.076 117.14% 0.200 0.005 0.03 N/A 18.96

NBTY Inc. NTY NYSE 33.720 34.650 2.76% 51.000 25.560 705.16 9.55 2,190.92

Neptune Technologies and Bioressources Inc. NTB TSX Venture 1.930 1.350 -30.05% 2.600 1.250 N/A N/A 50.87

Nutraceutical Intl. Corp. NUTR NASDAQ 15.930 14.510 -8.91% 16.000 9.510 47.90 10.08 150.47

Nutrition 21 Inc. NXXI OTC 0.016 0.013 -21.38% 0.294 0.010 1.60 N/A 1.04

ProPhase Labs Inc. PRPH NASDAQ 1.850 1.550 -16.22% 4.010 1.450 N/A N/A 20.20

Reed’s Inc. REED NASDAQ 2.380 1.990 -16.39% 3.077 1.094 4.01 N/A 20.10

Reliv’ Intl. Inc. RELV NASDAQ 2.830 2.350 -16.96% 4.120 2.280 22.73 13.06 29.09

Schiff Nutrition Intl. WNI NYSE 7.660 7.360 -3.92% 11.000 4.550 53.32 12.91 204.76

Senetek PLC SNKTY OTC 1.199 1.020 -14.93% 1.510 0.680 0.50 N/A 7.80

Tofutti Brands Inc. TOF AMEX 1.740 3.700 112.64% 3.700 1.100 4.59 30.83 19.17

USANA Health Sciences Inc. USNA NASDAQ 38.410 34.860 -9.24% 39.200 23.580 119.09 16.06 533.71

XELR8 Holdings Inc. XELR OTC 0.130 0.220 69.23% 0.450 0.050 0.74 N/A 3.45

Amgen Inc. AMGN NASDAQ 55.880 56.150 0.48% 64.760 50.320 3,592.00 11.120 54,552.53

AstraZeneca PLC (ADR) AZN NYSE 43.150 45.070 4.45% 50.700 40.300 8,576.00 9.45 65,394.77

Bayer AG BAYRY OTC 60.650 58.600 -3.38% 81.600 49.420 8,316.00 23.96 48,460.00

Baxter Intl. Inc. BAX NYSE 44.160 41.130 -6.86% 61.880 40.340 3,140.00 10.55 24,654.14

Biogen Idec Inc. BIIB NASDAQ 51.400 49.380 -3.93% 60.280 41.750 1,108.86 14.92 13,312.85

Biovail Corp. (USA) BVF NYSE 16.400 19.010 15.91% 19.000 12.140 212.03 23.34 3,143.97

Bristol Myers Squibb Co. BMY NYSE 24.000 25.350 5.63% 27.070 19.190 4,807.00 13.20 43,549.27

Cephalon Inc. CEPH NASDAQ 62.690 58.300 -7.00% 72.870 52.550 596.59 12.38 4,368.42

Dr. Reddy’s Laboratories Ltd. (ADR) RDY NYSE 27.880 31.700 13.70% 33.140 15.120 365.00 N/A 5,348.42

Elan Corp. PLC (ADR) ELN NYSE 6.350 4.670 -26.46% 8.590 4.610 310.50 N/A 2,726.81

Eli Lilly and Co. LLY NYSE 34.500 34.480 -0.06% 38.000 32.020 5,485.50 7.77 39,760.61

Gilead Sciences Inc. GILD NASDAQ 39.470 35.720 -9.50% 50.000 32.840 2,085.85 11.63 32,220.51

GlaxoSmithKline PLC (ADR) GSK NYSE 35.090 34.970 -0.34% 43.470 32.150 11,285.86 9.71 99,054.62

Genzyme Corp. GENZ NASDAQ 51.790 53.650 3.59% 60.150 45.390 1,074.47 134.78 14,276.26

Johnson and Johnson JNJ NYSE 64.670 59.600 -7.84% 66.200 55.038 15,631.00 12.74 164,273.10

King Pharmaceuticals Inc. KG NYSE 9.260 7.810 -15.66% 13.200 7.560 380.86 7.96 1,940.55

Life Technologies Corp. LIFE NASDAQ 52.770 50.000 -5.25% 56.190 39.080 884.94 15.66 9,061.50

Merck and Co. Inc. MRK NYSE 33.310 35.610 6.90% 41.560 25.050 11,422.20 10.59 108,770.03

Mylan Inc. MYL NASDAQ 21.140 17.740 -16.08% 23.630 11.660 1,292.37 65.37 5,440.50

Novartis AG (ADR) NVS NYSE 48.190 48.490 0.62% 56.420 38.970 12,356.00 11.77 110,130.49

Perrigo Co. PRGO NASDAQ 62.450 57.780 -7.48% 64.660 25.910 538.31 22.10 5,267.80

Pfizer Inc. PFE NYSE 16.560 14.460 -12.68% 20.360 14.110 16,750.00 12.86 116,662.99

Roche Holding Ltd RHHBY OTC 37.080 35.110 -5.31% 45.190 32.580 N/A 17.29 121,480.00

Sanofi-Aventis SA (ADR) SNY NYSE 32.390 30.460 -5.96% 41.590 27.900 9,748.20 9.78 80,141.78

Shire PLC (ADR) SHPGY NASDAQ 63.610 63.460 -0.24% 68.350 39.850 816.20 14.20 11,877.81

Sigma-Aldrich Corp. SIAL NASDAQ 56.150 51.660 -8.00% 61.000 45.800 572.50 17.64 6,262.74

Techne Corp. TECH NASDAQ 63.000 57.990 -7.95% 69.950 57.100 70.28 19.94 2,163.61

Teva Pharmaceutical Industries Ltd. (ADR) TEVA NASDAQ 57.820 51.990 -10.08% 64.950 46.620 3,653.00 14.60 48,402.69

Watson Pharmaceuticals Inc. WPI NYSE 43.730 42.570 -2.65% 44.970 31.480 856.50 13.36 5,298.69

Walmart Posts Record First Quarter Net Sales and EarningsWal-Mart Stores Inc. has

announced their first quarter

earnings for the quarter ended

April 30, 2010. Net sales were

US$99.1 billion for the first quarter

of 2010. The Company, however,

had a negative free cash flow of

approximately US$1.6 billion.

Walmart International’s net

sales were US$25 billion with an

consolidated operating income

increased more than 10 per cent

to US$5.8 billion.

Vitality Reports 2010 Year-End ResultsVitality reported a net loss of

$252,789 for the year ended

January 31, 2010, compared to a

net loss of $286,839 for the same

period last year. The Company’s

general and administrative

expenses for the year ended

January 31, 2010 decreased to

$253,109 from $294,298 in 2009,

in part due to efforts at reducing

costs. The financial results for

the three months ended January

31 show a net loss of $55,076,

compared to a net loss of $60,448

for the same period last year.

Sobeys Announces $150 Million 30-Year Note OfferingSobeys Inc. has announced the

Company’s intention to issue

$150 million principal amount of

medium term notes pursuant to its

short form base shelf prospectus

dated June 1, 2010. The notes

are being offered on an agency

basis through a syndicate led

by National Bank Financial Inc.

and TD Securities Inc. and are

expected to be issued on June 7,

2010. The notes will bear interest

of 6.64 per cent over a 30-year

term. Net proceeds will be used

for general corporate purposes. *This selection of securities is not to be interpreted as a solicitation and companies are not endorsed by Rive Gauche Media

028-030.IHR_BizNews_re2.indd 28 8/16/10 11:12:49 AM

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IHR_August 2010Karma1pg.indd 1 8/17/10 9:51:45 AM

business news


Planet Organic Announces Third Quarter ResultsPlanet Organic Health Corp. has

announced that sales from continuing

operations for the quarter ended March

31, 2010 were $28.3 million compared

to $29.3 million for the same period

in 2009, a decrease of 3.4 per cent.

Foreign currency translation differences

accounted for $2.3 million of the

decrease. According to the Company, by

removing the impact of foreign currency

translation differences, third quarter

sales actually increase by four per cent

over last year. The Company recorded a

net loss from continuing operations of

$16.7 million compared to a net loss of

$1.3 million last year. According to the

Company, the current quarter includes

an impairment charge of $17.7 million,

which, if removed, results in an adjusted

net income for the current quarter of

$1.1 million.

GNC Reports 2010 First Quarter ResultsFor the first quarter of 2010, ended

March 31, General Nutrition Centers Inc.

reported a net income of $26.0 million, an

increase of $6.5 million from the previous

year’s first quarter ($19.4 million). The

Company reported consolidated revenue

of $465.0 million, an increase of 5.7 per

cent over consolidated revenue of $439.9

million for the first quarter of 2009.

Revenue increased in the Company’s

retail and franchise segments by 5.1 per

cent and 12.6 per cent respectively, and

declined in the manufacturing/wholesale

segment by 0.3 per cent. The Company

opened nine net new domestic Company-

owned stores, three net new Company-

owned stores in Canada, and 31 net new

international franchise locations. The

Company also announced an alliance

with the The Gatorade Co., a division of

PepsiCo, to launch G Series Pro, a sports

drink variant of Gatorade’s recently

launched G Series, in the first quarter.

G Series Pro will be distributed initially

through an exclusive co-marketing and

co-distribution collaboration with the

Company and its network of more than

3,500 company-owned and franchised

GNC stores across the country. Joe

Fortunato, Chief Executive Officer, said,

“Our first quarter results represent a

good start to 2010, as we continue to

grow revenue, profit, Adjusted EBITDA

margin, and cash flow. We also continue

to make progress on our major strategic

initiatives. The recently announced

collaboration with Gatorade is a good

example of our exciting new brand

extension efforts.”

Ranaz Reports 2010 First Quarter ResultsRanaz Corp. reported sales for the first

quarter ended March 31, 2010 as $4.2

million as compared to $4.3 million in the

same quarter in 2009. The Company also

reported a gross profit of $1.2 million for

the three-month period ended March 31,

2010 as compared to $1.1 million for the

same quarter in 2009. The Company says

that the nominal increase in gross margin

percentage in 2010 compared to 2009 was

due to change in product sales and market

mix, the reduction of production cost and

the reach of a higher productivity level

for the bar line. The net loss was $444,110

compared to a net loss of $190,246 for the

same quarter of 2009, representing an

increase of 133.4 per cent. The increase

of net loss was mainly due to the product

recall compensation revenue of $320,000

in 2009. Without this credit and the

termination compensation in 2010, the

net loss for the first quarter of 2009 would

have been $510,246 as compared to the

net loss for the first quarter of 2010 of

$269,110, and it would have revealed a

reduction of the net loss of $241,136.

UNFI Announces Third Quarter ResultsFor the third quarter 2010 ended May 1,

United Natural Foods Inc. reported net

sales of $985.7 million, an increase of

approximately $96.2 million, from net

sales of $889.5 million in the third quarter

of 2009. Net income was $19.5 million for

the third quarter of 2010, compared to

$16.8 million in the third quarter of 2009.

The supernatural channel experienced

growth of 17.7 per cent, the supermarket

channel had growth of 12.2 per cent,

and the independent channel showed

continued improvement with growth

of 6.9 per cent. In terms of UNFI’s fiscal

year 2010 to date, sales for the first nine

months of fiscal 2010 were $2.77 billion, a

6.4 per cent increase over the prior fiscal

year in the same period. Steve Spinner,

UNFI President and CEO said, “In May,

we announced the definitive agreement

to acquire the Canadian food distribution

assets of the SunOpta Distribution Group

business, and we expect the transaction

to close later [in June] .” Spinner also

noted that in June, UNFI “announced the

extension of our long-term partnership

with Whole Foods Market for an

additional seven years, resulting in an

amended agreement to serve them for

the next decade.”

SunOpta Receives Court Approval to Settle Class Action SuitsSunOpta Inc. announced that the Ontario

Court of Justice and the United States

District Court for the Southern District of

New York have approved the Company’s

agreement to settle all claims raised

in class action proceedings previously

announced arising from the Company’s

retstatement of interim financial results

for the first three quarters of 2007. The

Class Actions were file dagainst the

Company and other named defendants

on behalf of shareholders who purchased

or otherwise acquired SunOpta securites

from February 23, 2007 to January 27,

2008 inclusive. In return for the dismissal

of the Class Actions and releases from

Class Members of settled claims against

the Company and the remaining named

defendants, the settlement agreement

provides for a total cash contribution of

US$11.25 million (funded entirely by the

Company’s insurer) to a settlement fund

and the adoption of certain corporate

governance enhancements by the

Company. The settlement agreement

contains no admission of wrongdoing

by SunOpta or any of the other named

defendants and the Company and

other named defendants expressly

deny any liability or wrongdoing in the

agreement. <

028-030.IHR_BizNews_re2.indd 30 8/16/10 11:13:28 AM

Boots Targeting AcquisitionsAlliance Boots Ltd., which owns the U.K.’s

largest drugstore chain, is planning to

make acquisitions to better serve its

wholesale operations, and is also going to

expand its retail sales partnerships. Boots

is hoping to make wholesale deals in

China and Russia. On the retail front, the

company is extending its No. 7 skincare

line in Italy and France with Procter and

Gamble and arranging with Mothercare

Plc to retail toddlers clothing. Boots will

also open between 10 and 20 new stores

in the U.K. The retail market is viewed as

being ‘subdued’.

U.S. Retail Giant Kohl’s Eyes Canadian MarketDepartment store retailer Kohl’s is

considering entering Canada. The

company is eyeing expansion into Canada

because retail sales are so weak in the U.S.

New store openings in California, Florida

and Arizona are on hold. With 23 square

feet per capita in the U.S. Canada appears

to have room to grow at 14sq.ft. per capita.

Kohl’s is reportedly scouting for property

but may take a year or two to launch new

stores. Kohl’s specializes in private and

exclusive brands in its mid-priced stores.

This formula provides better margins and

lower marketing costs. The company has

over 1,000 stores in 49 states and showed

a 2009 profit of $991 million.

When in France, Starbucks Learns to Go GallicThe coffee chain Starbucks is learning to

adapt its retail model to do business in

France. The company has had a difficult

time in that country selling its standard

coffee and muffins fare. Starbucks has got

the message and is changing its look. Local

fare is being featured and specialty items

are on the menu. Starbucks is also paying a

lot of attention to its properties. Their new

store in Marseille preserved the original

architecture and used local architects. The

company is planning to add six stores this

year to its current 54 outlets, with a further

12 planned for 2011. Last year, Starbucks

bought out its local French partner and

finally turned a small profit.

U.K. Retail Sales DropRetail sales across the U.K. declined in

May to a point not seen since March 2009.

According to a CBI survey, 48 per cent of

all retailers reported a drop in sales volume

in the first two weeks of May compared to

the previous year. Many retailers report

they are not optimistic, with 15 per cent

feeling that sales will continue to fall.

“These retail sales figures for the early part

of May are clearly disappointing, with many

sectors failing to achieve higher sales than

a year ago,” said Ian McCafferty, CBI chief

economic advisor.

Retail Business in India BoomingA study published by international

property consultant CB Richard Ellis finds

that retailing in India is developing very

quickly and the country is becoming a

preferred market for investors. The Richard

Ellis report maps the presence of 294 top

retailers in 69 countries. In 2009, India

moved to the 39th position from 44th spot

the year before. The top favoured country

for retailing is the U.K. followed by the

United Arab Emirates, the U.S., France

and China. One factor holding back Indian

retailing is the restriction on foreign direct

investment (FDI). “If the government

relaxes FDI norms, I feel India’s ranking

will go up substantially,” said Anshuman

Magazine, CB Richard Ellis chairman.

Groupon Retailing Phenomenon Takes OffOne of the hottest Internet retail ventures

has an unusual model. It typically offers

only one product for sale, for one day only

and at a huge discount. The sponsoring

companies hold no inventory and there

are no SKUs or catalogue. Whatever deal

is offered is driven by the huge number

of potential customers. If enough people

buy in, the vendor issues a coupon for the

item or service to each purchaser at the

offered price. The pioneer in this Internet

retailing is Groupon, which launched in

Chicago in November 2008. There are now

Groupon locations in 40 cities and many

competitors have sprung up, including

Toronto-based TeamBuy, which launched

in October 2009.<

global news

31|Keys To Success JULY/AUGUST 2010

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031.IHR_Global_re2.indd 31 8/16/10 2:13:39 PM

company profile

32| JULY/AUGUST 2010 Keys To Success

Making it WorkAuthenta Natural Products is the real deal.

032-033.IHR_Company.indd 32 8/16/10 11:21:50 AM

company profile


Authenta Natural Products, based in Kelowna, B.C., is a new company that produces natural skin-care and beauty products. When he started his research, company founder

and president, Farid Ibrahim, heard from natural health retailers who were concerned about whether the body-care products they carried in their own stores were truly natural and free of the “chemical soup” found in many commercial cosmetic products.

Coming up with skin-care products that are free of chemicals is not an easy task and finding the right combination of natural ingredients for an effective product is a challenge in itself. But a bigger challenge is to combine those ingredients into a lotion or cream that is stable, feels great and has an acceptable scent. The problem for Authenta was to accomplish that without the use of chemical binders and preservatives.

In 2006, Ibrahim set about the task of developing its first product – a moisturizing anti-aging face cream packed with antioxidants. “We made and tested dozens of batches over a three-year period before we got it just right,” he says. Every bulk production batch of Authenta Skin Renewal Cream is no more than 20 litres in size to ensure uniformity of the product and the highest possible quality without the use of chemical binders.

Of course, a great product won’t reach its market without a brand and a message that resonates with consumers. Ibrahim’s first idea was to leverage his ethnic background. “I thought, well, I’m half-Egyptian, and the Egyptians have been practising herbal medicine for thousands of years.” So the first prototype packaging for the new brand was a black box with a shiny gold pyramid that folded together at the top.

Two focus groups, made up of the owners or managers of the top health food stores in the greater Toronto area, did not care for the packaging. Their message was clear: “No gimmicks – just tell us what’s in the product, and don’t try to hide anything.”

The focus groups also thought the package labelling was ambiguous, and customers want to know what they are using on the biggest organ in the body. Ibrahim knew it would be very easy to fix that problem, and hence was born the idea of Authenta, a brand whose ethos is full transparency.

“We have developed our own labelling standard that far exceeds what is required by the regulations,” says Ibrahim.

“Authenta products list all ingredients by both name and where in nature they come from. The box panel also states the exact percentage of every ingredient. Our complete transparency policy means consumers never have to guess or worry about what they are putting on their skin.” For more information, to learn the purpose for each ingredient in the company’s products and to order online or by telephone, visit www.authentaskincare.com.

Authenta products are ideal for people who want products that are largely free of chemicals. Authenta’s do not contain the preservative parabens or other ingredients commonly found

in skin-care products, including petroleum-derived chemicals such as polyethylene glycol.

Authenta also uses ingredients that have a low-hazard score according to

the website of the Environmental Working Group (EWG), a non-profit organization that conducts research into the safety and efficacy of chemicals and natural ingredients used in skin-care products. Oddly enough, the ingredient with the highest EWG hazard score in the Authenta’s Skin Renewal Cream is vitamin A, which has a score of five out of 10; however, it is used in a concentration that falls well within the safety guidelines.

Ingredients used in Authenta products have been chosen not only for safety, but also for their efficacy. The Authenta Skin Renewal Cream is contains a range of antioxidants and moisturizers such as R-alpha lipoic acid and certified organic grape seed oil. There are more than 25 active ingredients in the cream.

Aside from its Skin Renewal Cream, Authenta has recently introduced its Face Cleansing Milk, Facer Toner and a product for varicose veins. Called Varosan, this is a topical gel containing a high concentration of aescin, which promotes circulation and helps reduce the appearance of varicose veins. The aescin occurs naturally in horse chestnut extract, the main active ingredient in w Authenta also endeavours to be socially responsible. Its products are never animal tested, and the outer packaging is made from 100 per cent recycled cardboard. Its products come in recyclable amber glass bottles with treatment pumps. These protect and preserve the creams and lotions inside from oxidization and UV radiation, which can easily damage products made without the use of chemical preservatives.<

“ Their message was clear: ‘No gimmicks – just tell us what’s in the product, and

don’t try to hide anything.’ ”

032-033.IHR_Company.indd 33 8/16/10 11:22:11 AM

cover story

Keys to Success:Innovation & Growth

ihr catches up with retailers profiled in previous issues to learn of recent advances.By Pauline Anderson

July/August 2010 Keys To Success|34

For more information on this story please go to our website:

www.ihpmagazine.

com

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If customers at Well! Well! Well! in St. Catharines, ON, need information on a particular natural food product, they need only stand and scan the package. Information on the

product’s ingredients, proper dosages, and any relevant cautions immediately pops up on a screen. “We were one of the fi rst stores that provide vitamins and supplements to have this service, and now other companies want to get on board, too” says Donna Forten, store manager.

Since IHR last profi led the company in September 2008, the store has introduced new product lines, including some unique “super-foods” brought in from around the world. “Two examples are Shavavari Powder for women or Kapikacchu Powder, a rich source of L-dopa” says Forten.

As well, the company has expanded its food category by about 10 per cent. Customers can now buy foods such as goji berries, purple corn and organic foods like yogurt, cheese and even pizza crust. A newly renovated premises allows for larger display of these new products; an entire area is now devoted to raw foods.

But some things have stayed the same at Well! Well! Well! � e secrets of its success remain “service, education, price and very unique products,” says Tina Lee, store founder and owner.

Amid a marketplace grappling with increasing regulatory changes, Well! Well! Well! believes that “staying steadfast” to its solid base will help it weather any industry turmoil. It aims to continue to off er an enjoyable shopping experience for customers. “We’re hoping that service level and that experience that customers get here will keep them coming in,” says Forten. “We have customers telling us they could have gone to such and such a place but came here because we’re familiar with their needs and we take the time to serve them.”

Staff , too, have also remained loyal, with all seven employees having been at the store for at least fi ve years. “We’re looking at increasing staff by bringing in someone who will work closely with us to provide more in-store demos and more product information to customers,” says Forten. “Customers might walk in the door and see a stand set up so they can see right away what’s new and exciting.”

� e store is gearing up to do a customer survey, although the details have not yet been worked out. Another exciting new project is a Healthy Singles Club for peo ple of all ages who are keen to meet others with a similar desire to “ live the healthy way”, says Forten. “We aim to provide both a social and an educational experience by having guest speakers discuss the latest on nutrition and how it plays a role in a healthy lifestyle.”

To begin with, the store plans to schedule twice monthly “Meet and Mingle Nights” and other events based on customer feedback.

Well! Well! Well!


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Almost overnight, the Good Health Mart business ballooned in size, adding six new stores to its existing nine, after purchasing Planet Organic Living Stores

earlier this year. The company is now in the process of rebranding these stores, located in downtown Toronto, Mississauga, Burlington, Milton, Guelph and Brampton.

The process involves phasing out the Planet Organic fitness-oriented product lines, bringing more Good Health Mart’s natural medicine products to the new stores (about 98 per cent of the company’s products are supplements and one to two cent food/snacks), and switching from the membership card driven marketing of Plant Organic to a loyalty card system.

� ere are still fi nal details to work out – painting the stores, hanging signs, setting up information clinics – but so far, the transition has been almost seamless. “We’ve experienced a little bit of dissatisfaction among customers, but we’ve given them something extra for the money they spent on the membership card,” says Murray McMahon, Good Health Mart founder. “Overall, we’re presenting a better deal to the customer.”

In the process, the company has about doubled its staff, which now numbers close to 50 full and part time employees and includes RNCPs (Registered Nutritional Consulting Practitioners), homeopaths and naturopaths. � e new mangers have been quick to adapt to the new way of doing business. “� e feedback I’m getting so far is that they like working for us,” says McMahon.

The purchase was part of a well-thought-out strategy. “Our fi ve-year plan was to add 10-plus stores and that fi ve-year plan

started two years ago so we’re ahead of the game right now,” says McMahon.

� e plan is far from complete; future expansion is all but certain “if we can fi nd markets that are not well served,” and if the growth is managed carefully, says McMahon. “For the most part, we’ve been talking to people and looking at purchasing existing stores that are similar to ours in makeup and fi t our model.”

McMahon has witnessed phenomenal growth in the natural products market since he went into business in 1993.

“When we first started, there was probably one health food store for about 25,000 people in Toronto; now, there’s a store for every 7,500 to 8,500 people in the city and that’s not including pharmacies.”

But 70 per cent of the population still doesn’t buy supplements on a regular basis. Future advertising initiatives will target this potential market says McMahon.

Good Health Mart


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Dad’s Organics

Since Dad’s Nutrition Centre was profi led in IHR fi ve years ago, the family-owned company has opened a second store in Regina, a bigger 6,200-square-foot “showcase franchise”.

� e outlet, which opened its doors last January, has “everything you’d expect in a grocery store but healthier,” says Drew Elder, franchise manager.

In addition to the supplements and natural products off ered at the original store in Saskatoon, the new location off ers organic and free range meats, and organic bakery goods and produce. While the Saskatoon store is still known as Dad’s Nutrition Centre, the new business is being branded as Dad’s Organic Market, says Elder.

Why the new focus on organic produce? “We noticed from our research that for people to shop organically, they have to go to about four or fi ve locations to complete their full shopping list, so we thought that by pulling it all together and provide a pleasant mainstream design, it would be a welcome change. � e reception so far has been tremendous.”

While larger supermarkets are getting into the organic food business, most of these stores don’t off er as wide a selection as Dad’s does, and their staff are not always trained to handle the special produce.

“There’s a shorter time life for organic products, even with something like corn fl akes,” says Elder. “Staff at other places might regard it as just another product, and might not rotate it enough. � ey may also not know how to explain these products to customers.”

And why open a store in Regina? In some ways, it was a no-brainer; many customers were already commuting the two-plus hours from that city to the store in Saskatoon anyway.

Located in a high traffi c neighbourhood, the Regina store has a wide-open feel about it, especially with its virtual blue skyline visible immediately upon entering the spacious, premises. “You can see the whole store from the entranceway,” says Elder.

Even though it specializes in organic products, the new franchise has by no means abandoned supplements. “� at’s defi nitely an area we would never want to kiss goodbye,” says Elder.

Opening more franchises is on the future agenda. “We’re targeting a number of key areas; we’ve looked at a couple of other locations in Saskatchewan, some in Alberta and we’re beginning to look at BC and Manitoba,” says Elder. “Within fi ve years, we will probably have close to 10 stores up and running.”

And plans are afoot for a more creative and unique form of advertising which Elder is reluctant to discuss in detail.


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From its 500-square-foot location inside the Apple Market in Mississauga, the Health and Wellness Center may not be large physically but it certainly plays a major role within

the health food sector. “We are currently, dollars per square foot, turning out the equivalent of a store three times our size,” says Frank Pirri, Health and Wellness Manager. “We may be only 500 sq. ft. but we’re packed to the rafters.”

Since last being profi led by IHR in early 2004, the company has widened what Pirri calls its “prescription food” sector, off ering more products aimed at treating various health ailments. For example, people with diabetes will fi nd a wide selection of sugar-free candies, cookies and baking mixes, while those with a gluten intolerance or outright celiac disease can choose from a number of gluten-free products.

� e company continues to operate as a separate entity within the Apple Market store, a 12,000 sq. ft. family-owned country market. Its focus remains a “holistic centre” off ering vitamins, minerals, herbals, and homeopathic products.

The company still holds corporate seminars, and organizes wellness days for employees of area companies. “We off er courses in everything from weight-management to healthy eating habits, to dietary plan and supplementary plans; we do all of that over and above what we do within this 500 sq. ft. space.”

And customers continue to come through the doors at roughly the rate of 100 per day. But whereas only a few years ago, a customer would spend $10 or $20, today each spends upwards of $50 per visit. “� e awareness for natural products has expanded dramatically,” says Pirri.

He chalks up much of this success to forging relationships with local health experts. Many of these experts are recent medical graduates who are more accepting of the role of supplements and are more apt to refer patients who have not been successfully treated with traditional medicines.

“We have worked extremely hard at building relationships within the pharmacy trade and with medical doctors and surgeons,” says Pirri. “� ey trust us enough to send patients to us.”

� e 20 to 25 per cent yearly growth the store enjoyed a few years ago has dipped somewhat – to perhaps over 10 per cent – “It’s obviously slowed down but there is still double-digit growth; so it’s still steadily increasing,” notes Pirri.

� e company is set to host its 11th annual health and wellness fair in September. � e largest free event in the area, it typically attracts 60 vendors, as well as customers from as far away as Peterborough, Barrie and Hamilton.

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Since IHR profi led Ottway Herbals in July/August 2004, the company has made some major changes. First off , it closed its St. Clair location in Toronto, which had opened in 2002

and was the company’s smallest store, and consolidated that business into the three remaining GTA locations.

Another change was dismantling the pharmacy at the Church and Wellesley store, which meant the end of an experiment of having allopathic and natural products under the same roof. It may have worked on paper, but clientele just didn’t take to it, says Toufi q Satiar, President and CEO.

“� e customer speaks loud and clear,” he says. “As a business entrepreneur, you always have to try out new ideas and that’s what we did.”

� e store is now devoted entirely to natural and homeopathic products, vitamins/minerals and sports nutrition. “It’s a one-stop shopping experience for natural products to help people maintain good health,” says Satiar.Meanwhile, the company has maintained its intense focus on customer service. “� e customers come fi rst and they get looked after,” says Satiar. “As soon as they walk through that door, they get a hello and they get a thank-you the moment they walk out.“

Satiar remains unphased by the growing number of grocery and drug stores carrying natural products. “I never look at big box stores as our competition; if anything, they bring out some awareness in the market.” Unlike larger chain stores, Ottway can provide one- to-one service on a personal level. “Our market will always be there,” says Satiar confi dently. “As long as we look after the people who walk through that door, I think we’re safe.”

One way he continues to look after that clientele is to have informed, well-trained staff – including a medical doctor, naturopaths and homeopaths. “� at’s always been our strength.”

How else does he stay ahead of the competition? “Be true to yourself; be true to your clients,” and from there, business will fl ourish. � is, he says, is a winning formula for any company.

Another major change is a new focus on natural products for pets. Ottway carries a range of immune boosters, weight-loss products and animal calming aids. “� e next step after people look after themselves is to see what they can do for the family pet, who is often very close to their heart.” Pet products now account for about 5.5 per cent of the business, but this percentage is growing.

� ere will be more changes in the future. One of his most pressing goals is to improve the company website. “We were among the fi rst to start a website in our industry and since then, our website probably became a bit dated.”

Ottway Herbals



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feature

44| July/August 2010 Keys To Success

Lou Liberatore has a message for storeowners avoiding the switch to electronic inventory counters: Don’t be afraid of technology.

“A lot of stores still use a [traditional] cash register,” he says. “But [electronic inventory counters are] beneficial – you can see profit margins, financial reports, last costing and we update the cost every time we receive something.

As owner of The Healthy Bug in Halifax, N.S., Liberatore has been using an electronic inventory counter (or electronic point-of-sales system (POS)) for about four years, after chucking his cash register reliance. Adopting the technology cost the business around $10,000 – but to him it’s been worth every penny.

“We use it to track customer purchases and to run our rewards club,” he says. “We’ve also found it useful for tracking purchases for customers, so they can describe and find products that they’ve forgotten.”

Recently, The Healthy Bug used their electronic inventory control counter to entice customers to an in-show event with author Brad King.

“We can scan products and ingest emails to tell customers about events,” he says, adding that they send over 8,000 people regular company newsletters. Their customer contact list is maintained through Comcash, the point of sales system the store uses.

Running a quick and efficient front of house is something every business wants to do smoothly – and electronic inventory control counters are one way to keep transactions flowing throughout the day. The technology also has long-term payoffs and incentives.

Included among the pay-offs are discount option, accounting reports and inventory tracking, along with other basic tasks like returns and payment options.

Manufacturers of electronic inventory counters include Comcash (Laliberatore’s technology of choice), Logivision, CanadaPOS and Microsoft Dynamics. Most of these options run around the same price – and they’re not cheap. Laliberatore estimates each of his two consoles cost around $3,800.

Electronic inventory counters are very rarely leased: most manufacturers usually sell them through a reseller who has the

Electronic Inventory Control CountersAre they right for your business?

By Lyndsie Bourgon

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expertise to help stores install and program the technology. When looking for an electronic inventory control counter, businesses should be aware of this while searching for a retailer that has the time to understand individual business needs.

Of course, shopping by price is discouraged when it comes to bringing an electronic POS system into a retail business. While it can be tempting to buy a used console, or the cheapest option, it’s important to consider future upgrades and the price of repairs that could follow.

To get a sense of the real pros and cons associated with adopting electronic invoicing counters, you need to talk to Sanjiv Jagota.

Jagota’s Mississauga store, Nature’s Source, is in the process of developing their own POS software that is completely tailored to their individual needs. Nature’s Source has never operated without an electronic inventory counter, but Jagota says it’s been difficult finding software that provides the exact data the store needs, including a focus on seasonality and expiry date management.

Jagota acknowledges it’s a high cost to set up an electronic control counter system, especially for independent businesses. Having cycled through a number of console options, he estimates that it costs about $10,000 to $20,000 to equip an average-size store with the technology.

Much of that price has to do with installation fees, training and ongoing technical support. Costs will also be tacked on if you need a new computer to operate the system through and if you need remote access.

The Buyer’s Zone retail assistance website says that, in most cases, the steep cost of adopting the software will pay for itself within the first few years of use.

For a mid-size store similar to The Healthy Bug, up-front cost is still a huge deterrent but in return the system offers a glance into the lives of customers, along with the ability to streamline everyday activities, like managing inventory, updating price lists and keeping track of expiry dates.

Of course, with every modern technological convenience comes risk and frustration and electronic inventory control systems are not without their pitfalls.

Liberatore’s shop had problems syncing up their two computers – when the second console was attached, only one received Microsoft patches and upgrades. This caused a system malfunction and required a complete operating system overhaul. Liberatore opted to purchase a whole new computer instead.

He adds that there are also other technical snags. In his experience,

“You shouldn’t operate the Internet on it at the same time,” because the systems often cannot handle that much stress.

Like Jagota, Dorothy Wilson, store manager at Ottawa’s Rainbow Natural Foods, has found that finding the right POS software fit has posed a challenge:

“We weren’t comfortable with our original one, and its inventory tracking system,” she says. “We hope to reorganize the way we receive and do inventory tracking.”

These troubles haven’t been enough to dissuade Wilson and the store from using an electronic inventory counter all together: “It’s a good tool, that provides powerful data for better stock management and controlling cost of sales,” she says.

But her biggest challenge? “The hardest experience was when we first got it and inputting new products and learning how to use it.”

Wilson says it’s important for businesses to find a provider that understands their needs.

“As long as you get a good software provider that can help you, and look at your interface, it’s not too difficult for the cashiers to get trained up.”

In many cases, this can mean syncing a POS system to a number of stores, especially for chain stores and franchise outlets. Some electronic inventory counter systems provide an Internet-based data board that takes a snapshot of the day’s business. The information can be accessed from anywhere through the web, and is especially helpful for businesses that have multiple locations.

So if the weaknesses plaguing electronic inventory counters are minimal, why is it that many businesses across Canada are reluctant to adopt the technology?

Jagota estimates that close to 80 per cent of his colleagues across the country aren’t using the technology and that’s probably due to cost and technology fears.

“They think: ‘Why do it if you’ve always worked without?’” he says. However he likens that attitude to going to the bank and not asking for a balance statement – having a reliable electronic POS system is integral to managing and maintaining your business both presently and in the future.

Laliberatore is a bit blunter when it comes to the importance of the electronic counter system, saying: “I think everybody should have it. “It’s like going from horse and buggy to a car, there very few disadvantages. Of course there will always bugs, but you live and learn.”

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46 July/August 2010 Keys To Success|

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Here comes the sun! For many active men, the warming weather brings with it a whole new activity schedule. Fridays are for Frisbee, Saturdays are for sailing, Sundays

are for squash. When you’re a 9-5er, there’s no better feeling than powering down the laptop, Blackberry and meeting room projector on Friday afternoon, packing up early and heading outdoors.

Inevitably, when you push your body to new heights and depths, you feel it the next day. But what do you do when you still feel it the day after that? And the day after that?

Mainstream commercial personal care products have dominated the first aid market. The consensus among some natural health retailers is that this is starting to shift.

“It’s a category that’s been traditionally ruled by Polysporin. You’ll see seven or eight variations of the same product,” explains Warren Brander, the general manager of Thera-Wise products in Vancouver.

Thera-Wise makes a line of natural, plant-derived, bio-active skin healing ointments, anti-inf lammatory creams and soothing balms marketed toward physically active people seeking an alternative to mainstream remedies. All products in the line have NPN numbers, making them officially approved by Health Canada.

Brander feels that this range of over-the-counter skin therapy ointments is selling quite well. “First aid is a universal need.”

Weekend WarriorWith the warming weather, active men come out to play – and the result is aches, pains and sprains when the work week begins again. Natural healing products for weekend warriors are gaining momentum – here’s what you need to know.

By Sophie Kohn

47|Keys to Success JULY/AUGUST 2010

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e


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LittLe Weekend Warriors

Some of the fondest memories of our youth were of days

spent outdoors. But exuberant children will inevitably

present with various minor injuries and irritations. Parents

are aware of two important things. Children recover from

injury quicker than adults, but absorb toxic and dangerous

chemicals with greater efficacy. This is good reason to

want our children treated with natural products.

Homeopathic Arnica is the premier remedy for injury.

But for convenience, many parents prefer a homeopathic

combination in order to cover symptoms such as puncture

wounds (Hypericum), insect bites (Apis, Ledum) or

poison ivy (Rhus tox). Ferrum phosphoricum is extremely

well received for any type of swelling, inflammation or

first signs of illness. And the tablets can be crushed and

applied to injured skin.

When in nature there are a few necessary remedies to take

along. Tea tree oil is handy for many skin applications.

Sunburn heals well with aloe vera but it can be drying.

Suggest a soothing emollient cream with little or no

scent for night time healing, as pure as possible to avoid

chemical absorption.

Slippery elm is a demulcent herb that can alleviate the

signs of food poisoning and settle an upset stomach.

Found in lozenges, they are very much enjoyed by

children with upset tummies while away from home.

In its dry form cayenne will stop bleeding. A bloody nose

can be stopped within a minute of taking a capsule of

capsicum. It will miraculously heal a bleeding ulcer.

Interestingly, when it is heated it becomes an irritant

and can create an ulcer! Cayenne has been used for

hundreds of years to prevent hypothermia in freezing

weather. Simply sprinkle a moderate quantity into socks

and gloves to prevent frostbite.

External wounds in children can be healed effectively if

they are kept clean. Calendula ointment and tea tree oil

are handy for abrasions and scratches. Deeper wounds

need to be cleaned to prevent infection. The classic use

of hydrogen peroxide should be reconsidered as it will

seal the wound and any bacteria that is within it. A gentle

wash of four tablespoons sea salt in three cups of water

is of the same pH as blood and soothing to the wound.

A generous sprinkle of powdered goldenseal root and a

sterile covering will heal the wound with no scarring!

— Jane Zathey

How does he account for the shift in consumer demand toward more natural healing products? “There’s more information being made available to consumers,” he says, citing The Environmental Working Group’s website, Skin Deep, as an example.

This website lets users search any personal care product by brand. It gives a full ingredients list, an explanation of what each ingredient does, and a danger rating out of 10.

“People don’t want chemicals on their skin,” Brander says. “They’re also thinking about it from the global perspective, too. This category continues to grow every year. There’s a green chemistry movement that’s finally getting momentum and awareness. “

What types of natural ingredients are proving effective for healing?

“What’s very important in our types of ointments is that the base is a non-petrochemical base. The problem [with petrochemicals] is that these don’t help the skin breathe,” Brander explains.

In place of petro-chemicals, products are starting to make use of a more bio-compatible base. Olive waxes are proving most compatible with the fatty composition of the skin. They provide an effective foundation while also allowing the skin to breathe naturally. Olive waxes also provide a cream or ointment with a safe preservative system, allowing the product to have a shelf life while forgoing the need for toxins and chemicals.

Beta-glucan, a derivative of plant cellulose, is a powerful ingredient for increasing the immunologic function of the skin.

Argan oil is currently enjoying a surge in popularity thanks to both mainstream and natural products that are exalting its efficacy in shampoos, conditioners and moisturizers. This oil helps to regulate water and lipid loss in the skin following any kind of abrasion or surface trauma. It expedites the healing process by replenishing these two crucial substances after injury, which is when the body needs them most.


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Calendula f lower, chamomile and burdock root are all plant-derived ingredients that offer considerable soothing properties. Calendula ointments are particularly good for cuts and scrapes.

Rosehip oil and aloe vera are also common in today’s up and coming skin-healing ointments. Both aid in the healing of burns, mild to moderate topical dermatitis, inflammation, redness and itchiness. Aloe vera is especially soothing in gel form stored in the fridge.

Mark Fontas, a supplement salesperson at Noah’s Natural Foods in Toronto, says he sees a lot of athletes, both amateur and professional-level, come in seeking anti-inflammatory treatments and homeopathic solutions for sore muscles.

And increasingly, Fontas notes that his customers are looking specifically for natural remedies. Athletes of all stripes are turning away from mainstream options because “people worry about side effects,” Fontas explains.

He estimates that a typical customer spends anywhere between $20 and $40 when he or she is buying natural first aid solutions.

Fontas’ customer base is generally divided into two main groups – professional athletes looking for preventative treatments prior to engaging in sports, and amateur “weekend warrior” athletes looking to treat minor skin and muscle distress that has already occurred.

For the weekend warriors, Fontas recommends anti-inflammatory agents which include homeopathic preparations available as ointments, gels, drops, tablets and even injection solution. The topical applications are most sought-after by those casually involved in recreational sports and those new to the natural health market. Robert McMaster, a former Science Director for Heel in Canada said, “There are many homeopathic creams and gels that are widely used to address strains, sprains, bruises and similar trauma. Sport practitioners and professional athletes have long relied on these as safe and effective anti-inflammatory and healing agents.”

Ointments and gels are commonly sold in quantities of 50 or 100 grams, contain aconitum napellus, which helps to reduce pain following injury. Arnica montana, belladonna and bellis perennis all help to reduce swelling, bruising and pain.

Another product that sells quite well at Noah’s is concentrated arnica oil on its own. Arnica is a relative of the sunflower family used to treat strains, sprains and bruises. The oil is used to make a concentrated arnica ointment. True arnica oil is 100 per cent petroleum-free, and these ointments instead have a beeswax base. This type of base helps the product absorb quickly into sore muscles and damaged tissue, because unlike petroleum, the product does not turn the skin into a barrier for moisture. This type of ointment can be applied 3-4 times daily, directly to the affected region.

Weekend warriors are also opting to take internal anti-inflammatory treatments, as well as topical ones. Fontas says that turmeric has become very popular for this purpose. Turmeric contains several curcuminoids that are powerful anti-oxidant, antiseptic and anti-inflammatory agents. In its most common uses, turmeric is mixed with boiling water and ingested, or mixed with a basic essential oil such as jojoba oil and applied directly to skin abrasions. There are many turmeric and curcumin supplement product that are taken internally for systemic effect. Also, several lines of today’s top multi-vitamins include turmeric in their ingredients list.

At the other end of the spectrum, seasoned athletes are opting for natural preventative treatments such as glucosamine and methyl sufonyl methane (MSM) capsules to help stave off osteo-arthritis and joint degeneration resulting from sustained, intense exercise. Both of these options require several months of reliable consumption before the user will notice results.

Fontas says that the pro athletes generally tend to plan ahead more, and thus are in the market for treatments that demand more foresight. By contrast, weekend warriors and recreational athletes are after faster-acting healing solutions.

“Athletes of all stripes are turning away from mainstream options because ‘people worry about side effects,’ Fontas explains.”


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1. Kimmatkar N, Thawani V, Hingorani L, Khiyani R. Effi cacy and tolerability of Boswellia serrata extract in treatment of osteoarthritis of knee--a randomized double blind placebo controlled trial. Phytomedicine. 2003 Jan;10(1):3-7.

2. Ammon, HP., Safayhi, H., Maeck, T., Sabieraj, J. Mechanism of anti-inflammatory actions or curcumine and boswellic acids. J Ethnopharmacol. 1993 Mar;38(2-3).

3. Ammon, HP Boswellic acids (components of frankincense) as the active principle in treatment of chronic inflammatory diseases. Wien Med Wochenschr. 2002;152(15-16).

4. Murray, Michael T. The Healing Power of Herbs: The Enlightened Person’s Guide to the Wonders of Medicinal Plants, revised and expanded 2nd ed. Prima Publishing, 1995.

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2. Ammon, HP., Safayhi, H., Maeck, T., Sabieraj, J. Mechanism of anti-inflammatory actions or curcumine and boswellic acids. J Ethnopharmacol. 1993 Mar;38(2-3).

3. Ammon, HP Boswellic acids (components of frankincense) as the active principle in treatment of chronic inflammatory diseases. Wien Med Wochenschr. 2002;152(15-16).

4. Murray, Michael T. The Healing Power of Herbs: The Enlightened Person’s Guide to the Wonders of Medicinal Plants, revised and expanded 2nd ed. Prima Publishing, 1995.

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feature


Glacéau vitaminwater can be found just about at any mass food retailer in North America. Even Hollywood celebrity Jennifer Aniston poses seductively holding

a vitaminwater bottle in a recent ad for the product. While the product is ubiquitously touted as a smart choice for today’s watchful consumer, � e Coca-Cola Co. – makers of the product – recently failed to win dismissal of a lawsuit, brought by the Center for Science in the Public Interest (CSPI), which is serving as co-counsel in the class-action suit. � e lawsuit accuses the company of misleading the public through health-related claims on bottles of its glacéau vitaminwater beverage.

Judge John Gleeson of the U.S. District Court in Brooklyn stated vitaminwater’s labels could violate the Food and Drug Administration’s labelling regulations. The lawsuit is hinged on alleged misleading statements that reinforce a consumer’s belief that the product comprises vitamins and water. It alleges potential for confusion is heightened by the presence of other statements in vitaminwater’s labelling. An extract from The Coca Cola Company’s website states: “The glacéau vitaminwater lawsuit is a ridiculous and ludicrous lawsuit. glacéau vitaminwater is a great tasting, hydrating beverage

with essential vitamins and water, with labels showing calorie content.”

Health food retailers are the gateway to a consumer’s informed decision. With so much contradictory information f loating around, it’s diffi cult for retailers to fairly estimate any possible dangers of the product for consumers. One thing is for certain: many health food retailers have already avoided the product.

Impact on Retailers Stephen Gardner, CSPI’s director of litigation, suggests retailers may not have felt the impact just yet from the lawsuit. “Because of new stories on the product, people may realize that it is not in fact a good source of vitamins and then the retailer would care because the consumer would stop buying it,” he asserts. “With retailers, so far they’re not doing anything. � ey don’t care, because they haven’t been sued. � ey’re not reacting as long as they’re selling it.” Many smaller health food retailers in Ontario have chosen not to carry the product, without even knowing about a lawsuit. Anthony Gerbrandt, store manager at Noahs Natural Foods in Toronto, reports that the health food chain doesn’t carry vitaminwater. He says health food retailers are aware of the risks

Vitamin WaterWhat you should know and the impact of the U.S.

lawsuit on health food retailers.By Sarah Snowdon

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of added sugar. Janet Kaplan of Ottawa-based Rainbow Natural Foods notes they have never carried the product. Family owned and operated health food retailer The Health Shoppe in Toronto do not carry vitaminwater; they say simply that there are other healthier options to the brand and give preference to electrolyte beverages that aren’t sold in mass food retailers across Canada. Health food retailers understand the health implications of misleading labelling far more in depth than the average grocer or food retailer. They read the labels carefully and they understand the difference between various vitamin-laced products. Reassuringly, in the matter of vitamin-related beverage products, health food retailers maintain a cautiously authoritative stance.

According to a recent CSPI news release, the FDA disapproves of products that mention some ingredients to the exclusion of more prominent ingredients such as added sugar. Each bottle of vitaminwater contains 33 grams of sugar. CSPI nutritionists claim this amount of sugar can promote obesity, diabetes, and other health problems.

Dave Moran, director of public affairs and communications at Coca-Cola Canada states: “…while we can’t comment on the court

case, the vitaminwater bottle speaks for itself, from the nutrition facts panel to the ingredient statement on every bottle of glacéau vitaminwater, which clearly states what vitaminwater contains, the vitamins and at what levels, the number of calories and carbohydrates in every serving, sugar content, natural flavours, etc., in compliance with Canada’s labelling regulations.” Coca-Cola argued that simply listing the sugar among the ingredients on its label was sufficient disclosure but the judge ruled this was not enough.

What’s in a Name? CSPI alleges misleading labelling and marketing has put the company in a tight corner trying to defend claims proving otherwise. “It starts with the name and it goes from there. The name’s misleading,” says Gardner. “It’s not vitaminwater, it’s sugarwater to which they’ve added some vitamins,” he says. “They deceive people into buying it because they don’t know it’s a Coke product and they think it’s vitaminwater; they think that’s all it is.” Gleeson conveyed both the name “vitaminwater,” and the names of the individual flavours – such as “defense,” “energy” and “revive,” have the potential to reinforce a consumer’s mistaken belief that the product comprises only vitamins and water.

“It’s not vitaminwater, it’s sugarwater...”


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Coca-Cola has since launched into its marketing of vitaminwaterZERO, a “naturally sweetened” no-calorie water drink. Its flavours include names such as “go-go,” “recoup,” “rise” and “squeezed.” The question is whether they launched these products as a response to consumer demand or as a fall-back measure should the lawsuit threaten the $4.2-billion brand. Many health food products claim to prevent disease, or support the immune system through antioxidants and other super vitamins. These claims are generally upheld to be trustworthy, especially if being mass marketed at the level of vitaminwater. “They’re making drug claims and using the language that they can prevent a disease, which turns the product into an illegal drug,” says Gardner.

Savvy consumers no longer need to call their naturopath to know the ins and outs of many health food products. Healthy choices are top of mind for consumers, and marketers are following suit. “Coke bought this product to help salvage its drink business because people were moving away from sugary soft drinks. They’re trying to buy into something that looks healthy,” Gardner says.“Coke is really an unprincipled marketing company. It may be a cry of the desperate because, by and large, people aren’t consuming their products as they once used to.” Gardner says with all the effort to make Coca-Cola divulge the truth about one of their best-selling beverages, many just want the company to come clean. “The desire would be to make them change their name. To stop making the

drug claims, and claims that are illegal. But their problem is they bought the name, vitaminwater, and that’s what they want. But the judge’s clearly state that it’s not right; it violates FDA policy,” he says.

Duel-labelling, something many consumers and retailers look for when stocking and purchasing health-food products, can further limit understanding of a product’s caloric levels. “What Coke has done has played tricks with duel-labelling,” says Gardner. “They can show you that it’s got 100 per cent of vitamin C per bottle but they only give you eight ounces (per serving), instead of the 20 ounces [on par with vitamin levels], which doesn’t tell you how much sugar is in the bottle. They tell you how many vitamins are in it because they look like good numbers,” says Gardner.


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Canadians are big on loyalty programs. According to a 2009 survey conducted by Colloquy, the average Canadian family is part of 9.2 different loyalty programs. In the

United States, meanwhile, the average family participates in 6.2 loyalty programs per household.

As Canadians get used to being rewarded for return visits, it’s no surprise that they’re looking for the same treatment from other stores they frequent.

“Customers will come in and ask me: ‘Do you have a loyalty program in place,?’” says Susan St. James, the owner of � e Garden Health Foods in Vancouver. She doesn’t, but the questions are certainly making her consider it.

But are loyalty systems – programs that off er rewards to customers based on how much they purchase – right for small business and health food store owners?

Roger Brooks, loyalty program consultant and author of The Power of Loyalty: 10 Essential Steps to Build a Successful Loyalty Strategy, thinks so. “A loyalty program would work for a single location or a chain for that matter,” he says. “You can do something very rudimentary like a punch card for a specifi c type of product or you can get more sophisticated and have something that is built into the program on your point-of-sale machine.”

Loyalty programs can be structured in various ways. Customers can get gifts, money back or discounts on specifi c purchases, for instance. According to Brooks, however, systems that are based on points collection are more eff ective than those that track the amount of money spent – perhaps because customers don’t like to be reminded of the latter fi gure.

Most major stores in Canada, from grocery chains like Loblaws, to book stores such as Chapters, have loyalty programs in place. Starbucks is currently testing out its loyalty program in Calgary.

Customer Loyalty Programs

Are they the way to go for your store?By Wendy Glauser

JULY/AUGUST 2010 Keys To Success|56

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Customer Loyalty Programs

It has plans to roll out the system across Canada. The program lets customers advance up to higher reward levels based on loyalty.

With its 9.7 million cardholders across Canada, however, Shopper’s Drug Mart is Canada’s biggest chain-based loyalty program. Members get 10 points for every dollar they spend, with the possibility of gaining more on special promotions. If they buy a specially marked product, customers earn bonus points, usually anywhere from 250 to 1,000. On top of that, the store designates days on which customers receive 20 times the points. Once customers reach 8,000 points, they get $10 off their purchase but the more points customers collect, the bigger the reward becomes. At the 95,000 mark, the rebate is $170.

In comparison to non-Optimum members, Optimum cardholders spend 60 per cent more every time they pass through the check-out, according to the retailer. While it is not clear that the rewards themselves spur the added spending (those who spend more at the store will also be more likely to sign up for the card in the first place), the statistic does suggest that customers who like loyalty programs are the ones retailers want.

Whatever type of loyalty program a company uses, Brooks recommends that it offer special, surprise promotions, in addition to the standard reward system. Generally, he says, stores implementing loyalty programs will shift a significant share of the discounts they offered to the general public and only start to offer those deals to loyalty program customers.

“It’s important to have that surprise and delight factor,” says Brooks. When a loyalty card holder is unexpectedly rewarded – perhaps because they’ve made their third purchase in a month – they’re more likely to buy into the program, and tell others about it. “They’ll tell 10 people what happened and then they’ll tell 10 people.”

While loyalty programs can make it more likely that customers will stock up at your store, the other big benefit of programs is the marketing opportunities they offer.

By tracking the spending activity of repeat customers, stores compile marketing data that they can use to better serve their customers, and perhaps even share with suppliers in win-win strategies.

“You can offer to share data about your customers with the manufacturers and suppliers, and they may agree to offset some of the costs of the promotion,” says Brooks. For example, stores can collect data on which age groups are more likely to buy certain products or what other items tend to be in the basket of buyers of a particular brand.

In addition, customers who sign up for loyalty discounts are more likely to give their emails to stores – allowing stores the opportunity to market directly to their customers’ inboxes.

Murray McMahon, the CEO of Good Health Mart, says his company sends out a monthly email to members of its loyalty program. The email offers information on special promotions and also includes news that customers might find interesting, such as a new study showing the benefit of a particular supplement.

Good Health Mart has 12 franchises in Ontario (six were acquired in March 2010 with the purchase of three Planet Organic Living stores and three Healthy’s Nutrition stores) but McMahon has had a loyalty program in place since 1993, when he only had one store.

The store gives customers points that they can then redeem as discounts on their purchases. While McMahon doesn’t want to disclose the amount of the discount his store offers members, he says his program gives better return than Shoppers.

McMahon says his customers are fully on board with the program, and they monitor their point accumulation closely. “One of our new staff might make a mistake and the customer will say ‘I should have got points!’” he says.

“ …start with small, simply loyalty programs, and build up to more sophisticated…”



But few programs are as involved as Good Health Mart’s in the health food business. Abu Sarwar, the owner of Nature’s Health Food, simply offers any customer who spends more than $10 a 10 per cent off card that is good for life. “They get discounts from every other store,” says Sarwar. “They expect it.”

There is no guarantee, of course, that loyalty programs will increase profits. Stores that have loyalty programs usually have to reduce the number of sales they have for the general public, and that could hurt business. Even when membership to a program is free – as Brooks recommends – customers could be hesitant about joining. Many customers already have several loyalty program cards in their wallet and a program has to be worth their while for them to want to take another one.

Brooks argues that for programs to work, they have to offer very attractive incentives. “The more you put into a program, the more you’ll get in return from a customer,” he says. But he also suggests small and medium-sized businesses start with small, simple loyalty programs, and build up to more sophisticated, IT-based systems over time. Several companies offer to set up loyalty card systems that work with a point-of-sale system, and usually start at around $500, with monthly maintenance fees.

More sophisticated, data-collecting loyalty programs may have costs in the thousands and even tens of thousands, says Brooks.

The other issue to keep in mind with loyalty programs is the legal implications, especially in light of a possible law suit against Shoppers Drug Mart after the company changed the rate at which customers were rewarded. Before July of this year, Shopper’s used to offer a reward after 7,000 points.

In July, a customer asked a Quebec Superior Court judge to approve his motion to launch a class action against the company on the grounds that it contradicted the terms he and others agreed to when they initially signed into the program.

Brooks strongly recommends discussing a program’s legal terms and conditions with a lawyer before launching any program and have a lawyer look over any promotional material that has information about the program.

While St. James says she’d “have to see some statistics that it really works” before she would consider a card-based points program, she’s more likely to go for the tried-and-true stamp card. St. James says she’s noticed other health food stores in her city offer cards that are stamped and signed after every $20 or so spent. Once customers accumulate enough stamps, they win a discount or reward.

Still, St. James thinks ultimately what draws customers in are the products and prices a store offers and how staff treat people. “I think one of the most important things that we have is a high quality line of products that other stores don’t carry,” she says.

St. James thinks the main reason loyalty programs are popping up in so many stores is that bringing in customers – and customers that spend – is getting trickier. “A lot of retailers are suffering. They’re wondering how they’re going to manage in the future but the only way is really great customer service.”

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W hile consumer confidence and spending are on an upswing once again, indicating that the economy is indeed recovering from a diffi cult recessionary period,

business owners are also dealing with a recovery period. During the economic downturn, retailers had to make tough decisions regarding the states of their businesses, and the members of their teams. � ese decisions applied on a large-scale in the case of mass-market retailers, and on a smaller-scale in the case of small-to-medium-sized or independent retailers. What decisions did you, as a retailer, have to make when the recession hit, and how

did you arrive at those decisions? Were they permanent choices or temporary solutions? As the economy recovers, what changes will you make? In this piece, Howard Grosfield reviews the decisions small-business owners made during the recessionary period, as per the American Express Small Business Monitor survey of small-business owners, which was conducted across Canada over the last year. On the plus side, according to the survey, things are improving, particularly for Canadian small businesses – around 80 per cent of businesses said that they expect to take on more business in the next year.

Looking ForwardOptimism drives business owners through recession, with eye to

brighter year ahead. • By Howard Grosfi eld

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The past year has certainly had its share of ups and downs for Canadian small business owners. Small business owners do not particularly enjoy letting people go, or following up with customers to pay their bills, or trying to negotiate better deals from suppliers. Those necessary evils have all been a bigger part of the job for small business owners in the last year or two. What keeps them moving forward? Simply put, a firm belief that the benefits of owning their own business are worth it, and an optimism that great things lay ahead.

The American Express Small Business Monitor has been surveying small business owners across Canada for the past year, and owners have reported taking a variety of measures to deal with the recession. Almost half reported that they had implemented cost-saving techniques such as pay freezes, reduced spending allowances and pay cuts. One in four had to cut staff. Owners even dipped into their own pockets to reward their employees at year-end.

Even in the midst of a recession, or perhaps because of it, small business owners were willing to take a number of risks to keep their business going. More than half (55 per cent) of the respondents said that the recession was pushing them to accelerate effort towards innovation. About a third of the respondents said they were willing to use their personal assets to cover costs. And nearly the same number reported they would use their line of credit to pay creditors if need be.

Small business owners have strong survival instincts, but much of their willingness to take risks was likely premised on their belief that a recovery was in the distance. An increase in measured optimism speaks to that belief: In March 2010, 54 per cent of respondents said they were confident that their financial position would improve in the future. That’s up from 40 per cent in March 2009.

“If you are in business for yourself, you’d better be an optimist,” said Dwight Boyd, who has been making boats for 30 years. Boyd owns Clarion Boats in Campbellford, Ontario. Although mahogany boats that can cost as much as half a million dollars can be a bit of a tough sell during a recession, Boyd is positive when looking to the future. “As the economy turns, we have plenty of stock, we will recall the employees that we laid off.”

More than third of companies that laid people off found that they were then understaffed in the first quarter of 2010. Recognizing their employees were working harder, small business owners made sure that they kept staff happy and motivated. They found creative ways to make sure their employees’ hard work was recognized.

“It doesn’t make a difference what’s happening with the economy. Employees need to be recognized,” said Pat Harris of Trenton,

Ontario. Harris, who owns Paradigm Financial Services, a business tax and consulting company, and her employees celebrated year-end with dinner and a night at a comedy club. And she was also able to give them bonuses.

Another small business owner held his regular annual party for his employees – but to pay for it he started working extra hours and putting money aside several months in advance.

Owners recognize that their employees are their greatest assets, and that when the economy starts to improve, having well-trained and experienced employees will be key. Some small businesses have already started to see growth – 17 per cent reported in the March 2010 American Express survey that their business has grown significantly and that they need more staff.

Around 80 per cent of businesses said that they expect to take on more business in the next year. Almost 60 per cent expect to expand the scope of their business, and 57 per cent plan to invest in new equipment or other capital spending. For all of those plans, a supportive and experienced group of employees is vital to success.

One thing that has held strong amongst last year’s turmoil is the sentiment that at the end of the day owning your own business is worth the challenges associated with it. More than three-quarters of respondents said in the last quarter the benefits made it all worthwhile, the same level as a year earlier. That’s not to say that the last year hasn’t been stressful – respondents said that the economy caused them stress throughout the year. But the numbers have improved. In March of last year, 66 per cent of survey respondents said they were stressed by the economy, a number that has since dropped to 56 per cent.

The best indicator that conditions for small businesses in Canada are improving comes from American Express’s Small Business Index. When combining measures of confidence, performance and small business owner attitudes, the Index rose to C, or 65 per cent in the March survey, an incremental yet steady improvement from C- or 61 per cent in March 2009. The change captures both the difficult realities of business in the last year, as well as improving optimism and confidence in business growth.

Of course, small business owners are almost by definition optimists. They know that no matter the economic climate there will be obstacles, so they charge forward.

“We started our business in the toughest economy in recent memory and we’ve made sacrifices,” said Melissa Thibodeau, owner of www.buycanadianfirst.ca, in Montreal. “But the fact is, we have grown our business.”

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The Spice of LifeShow your customers how to add bold flavours to their gourmet pantry.

T he gourmet customer is one who is comfortable in the kitchen, and confident with experimenting with flavours. The gourmet’s interest, therefore, lies in ingredients that

will add further f lavour and pizzazz to a meal prepared with gourmet or exotic ingredients (think – organic figs, stoneground flour, vine-ripened organic tomatoes, exotic cheeses and spreads). The old adage that “variety is the spice of life” rings true when it comes to your gourmet customers – that is, focus on herbs and spices as a main point of interest. Natural health and food retailers are in an advantageous position to first market the health benefits of certain spices, and second, to merchandise an exotic variety of said spices to appeal to the consumer who also has health on his or her mind. Health-conscious individuals follow low- or no-sodium diets, so offering a plethora of herbs and spices as f lavourful

alternatives allows your customer to focus on both the healthful aspects of your store, the gourmet flavour experimentation. In addition, this is an opportunity for both gourmet merchandising and cross-merchandising with some of your herbal supplements, or your personal care products that may contain some of these natural ingredients.

Be creative – educate your employees on some simple pairings of foods and spices – for example, rosemary with roasted potatoes or lamb; ginger to give an added kick to homemade Asian-inspired dishes; or trying cinnamon-spiced pancakes or tea. They should already be educated in the health-promoting properties of these ingredients, so they’ll have no problem combining a health tip with a spicy suggestion.

Gourmet Elements Health Helpers

Saffron • Saffron threads come from the crocus sativus flower and are hand-harvested

• Can be used in Italian risottos, French bouillabaisse, English saffron cakes, Indian biryani

• Remedy for sore gums, inflammation and menstrual problems; antioxidant properties

• A study at Italy’s L’Aquila University found that saffron may protect and correct vision in individuals who have retinitis pigmentosa

Cumin • A main component in spice mixtures and curry powders• Used to flavour Dutch and French cheeses and breads

• Source of iron• Can reduce bloating, gas and nausea

Sage • Used in breads, dressings, can be grown at home • Sage tea used for sore throats and coughs, and as a gargle for inflammation of mouth and gums

Turmeric • Native to Asia and related to ginger• Sharp, musky, slightly bitter flavour and golden colour, often

added to dishes for colour as much as flavour• Gives prepared mustard its yellow colour

• Reduces inflammation and free radical/oxidant stress• Researchers at the University of Michigan recently reported

that curcumin, found in turmeric, decreased the number of tumour-causing stem cells while having no effect on normal differentiated cells

Mint • Fresh mint has a hearty taste, which makes it a great garnish; adds zest to homemade iced tea or lemonade

• Refreshing in Middle Eastern dishes like lamb or when flavouring a marinade

• Soothes digestive tract, reduces length and severity of stomachaches

• Mint teas have shown promise in easing IBS discomfort

Rosemary • Enhances tomatoes, spinach, mushrooms, potatoes• Often used to scent roasted lamb and beef• Sprigs can be used as garnish

• Reduces free radicals and oxidative stress• Can aid with digestive disorders

Cinnamon • Can be used to flavour cider and punch• Cinnamon sticks as can act as a garnish or add flavour to

savoury dishes

• Research has shown that it can support healthy blood sugar levels in Type 2 diabetics, and reduce LDL cholesterol levels

Ginger • Can be used in sushi dishes, stirfries, salads, desserts, and infused into tea

• Reduces inflammation• Helps with nausea, motion sickness, morning sickness• Carminative effect can help to break up intestinal gas

By Dani Ng-See-Quan

feature

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Topical Skin CarePycnogenol in topical skin care.

Pycnogenol is widely used in topical and oral applications for various dermatological indications. A unique combination of pharmacological functions of Pycnogenol provides an

unmatched variety of health benefits for skin health.

Human Skin Absorbs PycnogenolPycnogenol was tested for the ability to be absorbed by human skin [Sarikaki et al, 2004]. A Pycnogenol solution was applied to a viable human skin patch and molecules penetrating the skin were identified. Smaller constituents such as phenolic acids were identifiable already 30 min after application. Many constituents, including catechin, showed the highest concentration after four hours. Many constituents of Pycnogenol were measurable in significant quantities even 12 hours after application.

Pycnogenol Binds and Protects Collagen and ElastinPycnogenol has a high affinity to proteins rich in the amino acid hydroxyl-proline. These are predominantly the matrix proteins in the skin, collagen and elastin. When Pycnogenol is added to collagen or elastin, a high amount remains tightly bound. In consequence, Pycnogenol also tightly binds to the skin. To other proteins such as albumins Pycnogenol has little affinity [Grimm et al., 2004]. Further experiments showed that Pycnogenol as well as its metabolites, developing after oral consumption in humans, protects collagen and elastin from enzymatic degradation. These enzymes, matrix metalloproteinases (MMPs), influence the equi-librium between collagen degradation and renewal. The inhibitory concentrations (IC50) of Pycnogenol metabolites were lower than that of a known MMPinhibitor Captopril.

066-067.IHR_TopicalSkinCare.indd 66 8/16/10 10:01:54 AM

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Pycnogenol Accelerates Wound Healing and Lowers Scar FormationIn a pharmacological study the ability of skin to heal wounds was investigated [Blazsó et al., 2003]. Wounds were inflicted by heat treatment followed by topical application of Pycnogenol gel once a day until healing. In absence of treatment the healing process took 15.3 days and application of gel without Pycnogenol had no effect on the healing time. Gel with 1% Pycnogenol was found to accelerate the healing process by 1.6 days as compared to gel without Pycnogenol. Pycnogenol was found to dosedependently shorten the period required for wound healing. Furthermore, scar size was lowered with increasing Pycnogenol concentration. In two clinical trials topically applied Pycnogenol was shown to improve healing of ulcers in individuals with venous disorders or diabetes [Belcaro et al., 2005 & 2006]. Application of Pycnogenol powder directly onto ulcers in 30 diabetic patients allowed complete healing in 84% of patients, whereas the control group receiving standard treatment only had 61% with completely healed ulcers.

Pycnogenol is a Potent AntioxidantPycnogenol was demonstrated to be a very potent antioxidant with the ability to neutralize every naturally occurring oxygen radical species [Rohdewald 2002]. Pycnogenol can recycle oxidized (spent) vitamin C to restore its activity. This supports the availability of vitamin C as co-factor for the enzymatic activity of prolyl hydroxylase, which synthesizes functional collagen and elastin.

Pycnogenol Helps Prevent UV Damage and Photo-ageingExposure of the skin to UV-light generates reactive oxygen radicals and triggers pro-inf lammatory processes which may cause sunburn. Pycnogenol was shown in preclinical studies to effectively counteract sunburns [Sime at al., 2004]. The skin thickness was evaluated after exposure of the skin to UV-light for three consecutive days, which serves as measure for the skin sunburn reaction. As compared to baseline, the UV exposure almost doubled the skin thickness, ref lecting a significant reaction of the skin to the UV radiation. Application of lotions containing Pycnogenol to the skin immediately after each UV-exposure dose-dependently reduced edema. A concentration as low as 0.05% Pycnogenol significantly inhibited the inflammatory sunburn reaction. Pycnogenol was applied to skin after UV-exposure because the procyanidins in Pycnogenol absorb UVlight. Application to the skin subsequent to UV-exposures ensures that exclusively the anti-inflammatory properties of Pycnogenol are active. Pycnogenol was also shown to potently counteract the systemic immuno-suppressive effects of UV-radiation. Application of 0.1% Pycnogenol lotion to exposed skin post irradiation restored the UV-affected immune response (evaluated as contact hypersensitivity to chemical irritants) to 87% of non-irradiated levels [Sime et al., 2004]. Pycnogenol was demonstrated to protect from UVradiation induced carcinogenesis [Sime et al., 2004]. In absence of Pycnogenol treatment (0%) mice chronically

exposed to UV began to develop benign papillomas after 11 weeks which thereafter progressed towards more malignant states. Pycnogenol lotion applied after each UV-exposure prolonged the onset of tumors, this effect reached significantly when 0.2% Pycnogenol was applied. Some mice treated with 0.2% Pycnogenol never developed a tumor during this experiment. These findings suggest a significant photo-protective effect of Pycnogenol.

Pycnogenol has Broad Anti-Microbial ActivityPycnogenol exerts anti-microbial activity against a broad range of micro-organisms: gram positive and negative bacteria, as well as yeast [Torras et al, 2005). The minimum inhibitory dose ranged from 20 μg/ml, such as for Staphilococcus aureus, to 250 μg/ml as in the case of Campylobacter. The MID for Candida albicans was shown to be 30 μg/ml. Pycnogenol does not have bacteriocidal activity. Upon dilution of Pycnogenol concentration below MID, microbial growths will be restored. Formulations bearing at least 0.025% Pycnogenol will possess anti-microbial activity towards both gram positive and negative bacteria as well as Candida albicans.

Pycnogenol is Effective for Acne TreatmentPycnogenol has been clinically tested in 40 women suffering from adult acne. A 0.5% Pycnogenol lotion was applied twice a day after washing the face. The symptom severity was investigated at baseline and after one month treatment using an established symptom severity grading standard [Seki et al., 2006]. The results showed that the majority of women experienced an improvement of their acne. One in four women did experience any effect of the treatment. 75% of the women found an improvement and 5% had their acne dramatically improved.

Pycnogenol was suggested to improve acne as a result of its anti-inflammatory activity, its anti-microbial activity as well as the improved wound healing properties. This study suggests that Pycnogenol may be beneficial in a variety of skin conditions involving inflammatory and infectious components.

Pycnogenol is most effective for healthy skin when it is applied topically as well as taken as supplement. Each delivery form has unique advantages. Both delivery forms in combination provide optimal supply with nutrients from within and warrant highest efficacy particularly for photo-protection and improved skin elasticity.

ReferencesFBelcaro G et al. Venous ulcers: microcirculatory improvement and faster healing with local use of Pycnogenol. Angiology 56:699-705, 2005.Belcaro G et al. Diabetic ulcers: Microcirculatory improvement and faster healing with Pycnogenol. Clinical and Applied Thrombosis/Hemostasis 12: 318-323, 2006.Blazsó G et al. Pycnogenol accelerates wound healing and reduces scar formation. Phytother Res 18: 579-581, 2004.Grimm T et al. Antioxidant activity and inhibition of matrix-metalloproteinases by metabolites of maritime pine bark extract (Pycnogenol). Free Rad Biol Med 36: 811-822, 2004.

066-067.IHR_TopicalSkinCare.indd 67 8/16/10 10:02:02 AM


research news

VITAMIN D VITAMIN B12

MAGNETIC THERAPY

HIGH DosEs of VITAMIN D fouND sAfE DuRING PREGNANCYA meeting of pediatricians in Vancouver has been told that the safe amounts of vitamin D that can be safely taken by pregnant women is much higher that the official recommendation. Dr.

Carol Wagner presented result from a controlled study where varying amounts of vitamin D was given pregnant women and the safety and efficacy was evaluated. “We found that 2,000 Ius was better than 400 Ius, and 4,000 Ius was the best, without any adverse events” said Dr. Wagner. Dr. Wagner noted that in the 1950s and ‘60s it was believed that high levels of vitamin D could cause birth defects but that this opinion has since been debunked. However, she also allowed that her findings may be controversial to some practitioners as the official recommended dosage is between 200 and 400 Ius daily.

MAGNETIC THERAPY fouND To AffECT A PATIENT’s MoRAl VAluEsA research team at the Massachusetts Institute of Technology devised an experiment on volunteers that tested their moral judgment. Volunteers were presented with

situations where another person was put at risk. Normally, subjects condemned exposing another person to serious risk even if no actual harm occurred. In this experiment, the researchers stimulated the right temporo-parietal junction of the brain with magnetic impulses before the subjects read the scenario. After this, subjects did not condemn knowingly allowing another person to face risk. “If no harm was done, then subjects would judge [it] as oK, even if the story made it clear [that someone] was trying to poison [another]. That’s the sort of moral judgment you often see in kids who are three or four years old,” said research team member lianne Young. “To be able to apply a magnetic field to a specific brain region and change people’s moral judgments is really astonishing,” said Dr. Rebecca saxe.

MAGNETIC sTIMulATIoN fouND To RElIEVE DRuG-REsIsTANT DEPREssIoNPatients experiencing chronic depression and who are resistant to drug therapy many benefit from a daily application of magnetic stimulation,

researchers report. The procedure involves a mild form of electroconvulsive therapy (ECT) that was approved by the food and Drug administration in 2008. At the Medical university of south Carolina, 190 patients were enrolled in a controlled trial. Treatment involved jolting the top left section of the brain with an electromagnetic coil emitting 3,000 pulses over 37 minutes. After three weeks, 14.1 per cent in the control group reported their depression relieved compared to 5.1 per cent in the control group. When the treatment was repeated for a further three weeks, the positive reports increased to 30 per cent. This study should help settle the debate about whether [this treatment] works for depression,” said study leader Mark George. “We can now follow up clues suggesting ways to improve its effectiveness.” The study was funded by the u.s. National Institute of Mental Health.

METfoRMIN lINKED To VITAMIN B12 DEfICIENCYDiabetics who have been prescribed the drug metformin are at risk of developing a vitamin B-12 deficiency, according to research published in the British Medical Journal (May 12). Dutch researchers

conducted a double-blind, placebo controlled study on 390 patients with type 2 diabetes. They found that those who took metformin developed a 19 per cent reduction in their B-12 levels compared to the placebo group. over time, the researchers found that this tendency increased and symptoms of B-12 deficiency became more pronounced. Because a B-12 deficiency has a wide range of symptoms, doctors could easily fail to detect the condition. “our study shows that it is reasonable to assume harm will eventually occur in some patients with metformin-induced low vitamin B-12 levels, the study team concluded.

068-069.IHR_Research_re.indd 68 8/16/10 9:58:24 AM


research news

NATURAL HEALTH

CELIAC DISEASEVITAMIN E

SURVEy REpoRTS THAT MANy CANADIANS ExpERIENCE REgULAR pAINAs many as 85 per cent of adult Canadians report they experience at least one episode of moderate to severe pain in the previous three

months. of this group, 55 per cent sought help from a health professional but 31 per cent of those who did were dissatisfied with the outcome. one in six Canadians seek relief from pain by using alcohol, illegal narcotics or non-prescribed medications. over-the-counter products are used by 81 per cent and half of those suffering moderate to severe pain use natural health products or some form of alternative or complementary therapy. For one-third of those surveyed pain is something they endure every day or on several days of the week. The survey was conducted by Leger Marketing on behalf of www.painexplained.ca.

pATIENTS wITH CHRoNIC pAIN TURN To ALTERNATIVE oR CoMpLEMENTARy THERApIESone-third of patients who experience chronic pain use alternative or complementary therapies for relief. This is the finding of University of Michigan

researchers who studied 5,750 patients. patients who were white and older were most likely to use acupuncture, biofeedback/relaxation or manipulation techniques such as chiropractic. patients reported that they used these therapies because they worked. Lead study author Dr. Carmen R. green, said, “This research may provide important new insights into the use of alternative therapies for people living with chronic pain.” green also said, “It’s helpful for physicians to know that patients are using these therapies. Unfortunately patients are often reluctant to share information regarding alternative therapy usage with health care providers.” The study was published in pain Medicine, Vol. 11 Issue 1.

VITAMIN E BENEFITS pATIENTS wITH CHRoNIC LIVER DISEASEA study has found that 43 per cent of patients with chronic non-alcoholic steatohepatitis who do not have diabetes would benefit from a daily dose of vitamin E. This form of liver disease is

common, affecting as many as 10 million Americans. At present, there is no approved drug for this condition. The study ran for 96 weeks with 247 adults. Vitamin E at 800mg or a placebo was given. There was a significant improvement in the vitamin E group, principally seen as a reduction of inflammation. No adverse effects were reported. “This clearly shows that vitamin E is effective for treatment of patients with nonalcoholic steaohepatitis who don’t have active diabetes,” said Arun J. Sanyal, study author and chair of the division of gastroenterology, hepatology and nutrition at Virginia Commonwealth University. Sanyal also said vitamin E as a treatment should be taken under the direction of a physician. The study was published in the New England Journal of Medicine, April 28, 2010.

STUDy poINTS To BIFIDoBACTERIA FoR THE RELIEF oF CELIAC DISEASESpanish researchers have found that manipulating the intestinal microbiota with pro and pre-biotics may have favourable consequences for patients with celiac disease. This study used

cell cultures that were exposed either to gram-negative bacteria isolated from celiac patients or bifidobacteria, a friendly bacteria that is dominant in the large intestine. Both sets of cell cultures were studied alone and in the presence of disease triggers. The gram-negative cultures provoked marked inflammation whereas the bifidobacteria cultures up-regulated anti-inflammatory cytokines. In an accompanying editorial, Louis Montaner, DVM, MSc, Dphil, editor-in-chief said, “Just as some foods can lead to poor health, it’s no surprise that others can have positive effects. For people with celiac disease, this opens a line of research into new therapies that may be as accessible as a grocer’s shelf.” The study was published in The Journal of Leukocyte Biology, May 2010. <

068-069.IHR_Research_re.indd 69 8/16/10 9:58:41 AM

events


Event Submissions our eVeNT SeCTIoN IS e X PA N D I N G

And we would like you to contribute. We want to inform retailers about your upcoming events, seminars and symposiums. Please email a brief description (under 30 words, including contact information) to:

[email protected] “event listing” in the subject line.

Events will be chosen based on relevance to the retailer (space is limited).

AugustCan-Fit-Pro international Fitness

and Club business ConFerenCe

and trade show

august 11-15

Metro toronto Convention Centre

toronto, ontario

www.canfitpro.net

nha healthy living ConFerenCe

august 19-23

Flamingo Conference resort and spa

santa rosa, California

www.healthscience.org

art oF being green Festival

august 27-28

Middleville Fairgrounds

Middleville, ontario

www.artofbeinggreen.ca

SeptembersuPerior living health, wellness

and leisure exPo

september 17-18

the sports dome, Cle grounds

thunder bay, ontario

www.tb-chamber.on.ca

grande Prairie health

and wellness show

september 25-26

evergreen Park, teC Center

grand Prairie, edmonton

www.albertahealthshows.com

the total health show

september 25-26

vancouver Convention Centre

vancouver, british Columbia

www.canwestshows.com/health

OctobershoPPer MarKeting exPo

october 5-7

navy Pier

Chicago, illinois

www.shoppermarketexpo.com

solar Power ConFerenCe

october 12-14

los angeles Convention Center

los angeles, California

www.solarpowerinternational.com

natural ProduCts exPo east

october 14-16

boston Convention and exhibition Center

boston, Massachusetts

www.expoeast.com

Can-Fit-Pro Personal training

and grouP Fitness ConFerenCe

and trade show

october 16-17

Macewan Conference and event Centre

Calgary, alberta

www.canfitpro.net

goodliFe Fitness toronto

Marathon exPo

october 17

direct energy Centre, exhibition Place

toronto, ontario

www.torontomarathon.com/expo.shtml

ChFa exPo east

october 21-24

Metro toronto Convention Centre

toronto, on

www.chfa.ca

Fort MCMurray health

and wellness show

october 23-24

suncor leisure Centre, Macdonald

island Park

Fort McMurray, alberta

www.albertahealthshows.com

9th international ConFerenCe

on urban health

october 27-29

new york academy of Medicine

new york, new york

www.nyam.org/icuh2010

Novemberhealth and nutrition show

november 6-7

long beach Convention Centre

long beach, California

www.healthandnutritionshow.com

green business networK’s

green business seMinars

november 6-7

Concourse exhibition Center

san Francisco, California

www.greenamericatoday.org

Can-Fit-Pro Personal training

and grouP Fitness ConFerenCe

november 19-21

vancouver Convention Centre

vancouver, british Columbia

www.canfitpro.net

Fraser valley health

and wellness show

november 19-21

Chilliwack heritage Park

Fraser valley, british Columbia

www.fvhealthshow.com/home

070.IHR_Events_re.indd 70 8/16/10 9:57:28 AM

CANADIAN REGULATORY SERVICES• Preparation of compliant Canadian label text for food products,

supplements, skin care and drugs

• Preparation of Drug Identification Number (DIN) andNatural Health Product (NHP) Number submissions

• Preparation and management of GMP, SOP and Quality Controlprograms within the guidelines of the Natural Health Products

Directorate

• Formulating and contract packaging availablefor Canada and the U.S.A

• Warehousing services and order fulfil lment

SERVING THE NATURALPRODUCTS INDUSTRY SINCE 1981

MMP ENTERPRISES LTD.,130 Industry St., Units 31-34

Toronto, Ontaro, Canada M6M 5G3Phone (416) 604-7604 Fax (416) 604-7605

We are considering applications for the followingManagement position at various locations in

Ontario, Quebec and Atlantic stores

Natural Value/ Nature’s Treasure Department Manager

Interested candidates must be available to work varied shifts,including weekdays, weeknights and weekends on a regular basis.

The successful candidate will be responsible to oversee theoperations of the Natural Value department including:

• Ordering • Ensuring budgets are met• Merchandising • Inventory control and selection• Labour scheduling • Motivation and development of

the department teamThe ideal candidate will have:• Retail experience and/or education in Alternative Medicine,Herbology, Vitamins & Minerals, as well as an interest andknowledge of Food and Nutrition;• The ability to work in a fast paced environment and the abil-ity to multitask and prioritize;• Excellent communication skills and exemplary customerservice skills.

If you are interested in this opportunity, please submit adetailed resume and cover letter to:

Senior Category Merchandising Manager

Thank you for your interest, however only those selected foran interview will be contacted.

NEW FAX!(905) 861-2627

HEAD OFFICE

1135-13560 Maycrest Way Richmond BC V6V 2W9

PHONE: 604.288.0017 - TOLL FREE: 1.800.668.3008 FAX: 604.273.3417

Regional Sales Managers

Tracey Burby - East 905.872.2775 or [email protected]

Shawna Quigley - West

403.547.0486 or [email protected]

Account Managers

Darlene Costello - BC Mainland 604.220.2962 or [email protected]

Anne Hume-Smith - BC Interior 250.499.9589 or [email protected]

John Tivadar - AB & Prairies/Van Island


Kerri Job - BC Mainland 604.512.6142 or [email protected]

Brian Asttaria - BC Mainland


Vik Saini - Toronto & Western Ontario 519.267.2191 or [email protected]

Helene Huot - Ottawa/W Que/Maritimes


Kevin Alexander - Quebec 514.995.7388 or [email protected]

MICHAEL THEODOR CHFA HALL OF FAME

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EL THEMAFOFLL

HIRING DEMO STAFFPuresource Naturals is currently hiring parttime demo staff for Ontario, specifically,SW, GTA, and Niagara Region. A fun andfantastic opportunity to subsidize yourincome! Must have education in nutrition,naturopathic, or similar alternativebackground. Please forward resumes to:[email protected] qualified candidates will be contacted.

ihr MARKETPLACE

If You’re Reading It,You Know It Works!

To Advertise inMarketplace

Call (416) 203-7900ext. 6108

Territories available across CanadaBoston Mills Allergy Group Inc. is looking for highlymotivated, commissioned sales representation. Weoffer allergy testing services to Naturopathic Doctors.If you are already calling on Naturopathic Doctorsand are looking for an additional product line pleasesend your resume to: Boston Mills Allergy Group Inc.15023 Chinguacousy Road, Caledon, ON L7C 3H7

Fax Number: 905-838-4567

BUSINESS FOR SALE

Have you ever thought of owningyour own health store and

becoming part of the growingnatural health industry?

A reputable independent healthand nutrition retail store is forsale in Calgary in an excellent,

long-term location.Consistent annual revenues of$1.2 million, netting owners

earnings of $200K.Share sale at $600K, including$110K of inventory. Come followyour passion to assist others with

their wellness.

For more information contactAndrew Savageat 403-827-3911 or

[email protected]

071.IHR_MARKETPL.qxd:Layout 1 8/16/10 4:04 PM Page 81

FAX: 1-888-849-0155 or (416)703-6392 MAil: ihr Magazine 60 Bloor St. West, Suite 1106, Toronto, oN, M4W 3B8

Take a moment to fill out this questionnaire and your store may be among those highlighted in the Top Seller review Section of the next issue of ihr. The number of units sold determines the top sellers. To be included in the review, products mentioned must be classified as natural health products not standard consumer brands.

>

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>SporTS NuTriTioN Top SellerS

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Store Name__________________________________________________ city ______________________________________ province ___________

date ___________ Name ____________________ Title _________ Address __________________________________________________________

phone ___________________________ Fax _____________________________ email __________________________________________________

Store Size: under 1,000sq.ft. 1,000-3,000sq.ft.

3,000-5,000sq.ft. over 5,000sq.ft

Approximate Age of Store customers:

under 25 25-40 40-65 over 65

Approximate income of Store customers: $20,000-$40,000 $40,000-$60,000 over $60,000

July/August 2010


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karma Nutritional power Teen 29 109

IHR Newsletter 31 110

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Webber Naturals Joint Ease 50-51 113

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Michael Theodor Brokerage Inc 59 115

larabar 65 116

Webber Naturals Melatonin 76 117

Multisure capsules For Men 50+ 14 120

Holista Tree Tea Oil 14 121

Hoista Omega-3 Triple Strength 14 122

Holista Head lice kit 14 123

Webber Naturals coenzyme Q10 14 124

Green Beaver Natural Facial care 15 125

Multisure Easy Swallow capsules 15 126

Holista Melatonin Easy dissolve 15 127

Nu-life The ultimate One Omega-3 15 128

Webber Naturals Vitamin d3 liquid 15 129

Aubrey Organics pure Aloe Vera 16 130

Nu-life defense 16 131

Weider daily Fitness Bars 16 132

puresource lip Balms 16 133

dermaSilk Anti-Wrinkle 16 134

Green Beaver Sports Natural deodorants 18 135

delapointe Shea Butter 18 136

Holista Vitamin d 18 137

Organika All Natural Gummies 18 138

Ascenta Nutrasea+ d 18 139

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y o u r p r e m i u m w o m e n ’ s n a t u r a l h e a l t h m a g a z i n emore out of life 2010

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TAKE ADVANTAGE of this GROWING CATEGORY!

Want more information about webber naturals products? 1-800-430-7898 | www.webbernaturals.comHerbals and supplements from webber naturals® are advertised on national television, major market radio, in consumer magazines, and daily newspapers.

Before Every Good Morning, Get a Great Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! Night’s Sleep! The Sleep Support line from webber naturals® offers natural support for people suffering from the effects of insomnia and restless sleep.

Melatonin | Jet Lag? Poor Sleep?

When sleep patterns are disturbed by traveling or other circumstances, falling and staying asleep can be diffi cult. Melatonin from webber naturals® helps reset the sleep-wake cycle and improve sleep quality — especially related to aging, sleep disorders, and jet lag. Available in 3 mg, 5 mg, and NEW 10 mg Maximum Strength potency.

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TAKE ADVANTAGETAKE ADVANTAGE of this TAKE ADVANTAGE of this TAKE ADVANTAGE GROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORYGROWING CATEGORY!!!!!!!!!!!!GROWING CATEGORY!GROWING CATEGORYGROWING CATEGORY!GROWING CATEGORYGROWING CATEGORY!GROWING CATEGORYGROWING CATEGORY!GROWING CATEGORYGROWING CATEGORY!GROWING CATEGORYGROWING CATEGORY!GROWING CATEGORYGROWING CATEGORY!GROWING CATEGORY

In 2009 a reported 34% of Canadians suffered from sleeping problems. Today, Melatonin is the fastest growing supplement category at 26%.* Webber Naturals is outpacing the category at 46% and continues to expand with new product innovations.

* Nielsen MarketTrack, TL. West, Ontario, Maritimes All Channels, 52 weeks ending January 16, 2010


ihrAug_Webber_Ad.indd 1 8/16/10 1:12:31 PM

IHR - July / August 2010 Issue

Documents

pgx granules

healthy blood sugar

pgx glucose mmoll

erratic blood sugar

balanced blood sugar

tea tree oil shampoo

publisher editor

tea tree o il available