PUBLICATIONS MAIL 40678000 | 60 BLOOR STREET WEST SUITE 1106 | TORONTO ONTARIO, M4W 3B8 A Natural Success | $6 Joe, Teresa and Guy D’Addario, Joe Tavernese, Nature’s Emporium The Power of Men Are you selling to them? YOUR HEALTH CATEGORY SOURCE A Natural Success So Beautiful Skincare’s four winning strategies
This document is posted to help you gain knowledge. Please leave a comment to let me know what you think about it! Share it to your friends and learn new things together.
Transcript
PUBL
ICA
TIO
NS
MA
IL 4
0678
000
| 6
0 BL
OO
R ST
REET
WES
T SU
ITE
1106
| T
ORO
NTO
ON
TARI
O, M
4W 3
B8
A
Na
tura
l Suc
ce
ss
| $6
Joe, Teresa and Guy D’Addario, Joe Tavernese, Nature’s EmporiumThe Power
of MenAre you selling to them?
YOUR HEALTH CATEGORY SOURCE
A NaturalSuccess
So BeautifulSkincare’s four winning strategies
001.IHR_Cover.indd 2 5/5/11 3:11:10 PM
Featured Product Name (0000); Featured Product Name (0000)IHR Magazine; DPS; 16 in x 10.875 in; full bleedMonth 00, 0000; Advertisement
Potent Tea Tree OilNature’s First Aid
in a Bottle!
A potent antiseptic and germicide that can be applied to
minor cuts, abrasions, acne, stings, and more. The convenient spray is perfect for freshening hands or feet, or for gently treating minor cuts, scrapes or infected areas.
Skin HealthProtect, Soothe,
and Moisturize Skin
Natural antibacterial action without the negative side effects such as
dryness, redness or peeling. These fresh scented lotions can be used
as daily moisturizers or to help relieve acne and fungal skin infections.
Scalp & Foot HealthCombat Head Lice,
Dandruff and Athlete’s Foot
An effective natural alternative to potentially toxic chemical lice treatments. Topical use of Tea
Tree Oil can relieve athlete’s foot symptoms, including infl ammation,
itching and burning.
New!Hand
& Body Lotion
New!Tea Tree
Spray
Call today and ask about adding Canada’s #1 selling Tea Tree Oil*
products to your shelves!
1.800.204.4372
* Nielsen MarketTrack, National All Channels, 52 Weeks Ending June 5, 2010
Tea Tree Oil from Holista®
Tea Tree Oil is essential for a well-stocked natural health medicine cabinet. Its antiseptic, antibacterial and antifungal properties make it the
ultimate product for convenient family fi rst aid, health, and beauty!
Featured Product Name (0000); Featured Product Name (0000)IHR Magazine; DPS; 16 in x 10.875 in; full bleedMonth 00, 0000; Advertisement
Potent Tea Tree OilNature’s First Aid
in a Bottle!
A potent antiseptic and germicide that can be applied to
minor cuts, abrasions, acne, stings, and more. The convenient spray is perfect for freshening hands or feet, or for gently treating minor cuts, scrapes or infected areas.
Skin HealthProtect, Soothe,
and Moisturize Skin
Natural antibacterial action without the negative side effects such as
dryness, redness or peeling. These fresh scented lotions can be used
as daily moisturizers or to help relieve acne and fungal skin infections.
Scalp & Foot HealthCombat Head Lice,
Dandruff and Athlete’s Foot
An effective natural alternative to potentially toxic chemical lice treatments. Topical use of Tea
Tree Oil can relieve athlete’s foot symptoms, including infl ammation,
itching and burning.
New!Hand
& Body Lotion
New!Tea Tree
Spray
Call today and ask about adding Canada’s #1 selling Tea Tree Oil*
products to your shelves!
1.800.204.4372
* Nielsen MarketTrack, National All Channels, 52 Weeks Ending June 5, 2010
Tea Tree Oil from Holista®
Tea Tree Oil is essential for a well-stocked natural health medicine cabinet. Its antiseptic, antibacterial and antifungal properties make it the
ultimate product for convenient family fi rst aid, health, and beauty!
Everyone needs vitamin D, but babies and growing children require it for normal growth and development and to build strong bones and teeth.
Sun exposure on skin is the major source of vitamin D but season length, geographic latitude, cloud cover, smog, and sunscreens can reduce exposure and vitamin D synthesis.
Vitamin D products from webber naturals® offer a high quality, natural way to get the sunshine vitamin every day.
KIDS Liquid Vitamin D3 is not just for children. This is also a great product for anyone who doesn’t like to take pills or capsules. Liquid can be mixed with food, juice or baby formula, or taken directly by mouth. A baby-safe, measured dropper is included for accurate dosing.
Chewable Vitamin D3 is a quick, easy, and fun way to get that extra boost of the sunshine vitamin, especially during dark, rainy months. Kids enjoy the small tablet size and mild berry fl avour.
We all worry about cancer. Now, mounting research on the link between vitamin D and reduced cancer risk has prompted the Canadian Cancer Society and the Canadian Dermatology Association to increase the recommended daily amount to 1000 IU, for adults under 50. Give consumers the best value!
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. Follow us on : @webbernaturals | Like us on : www.facebook.com/webbernaturals
IHR_Webber KIdsVit D.indd 2 5/4/11 11:34:32 AM
Sunshine Every Day
BONE HEALTH AND MORE
Everyone needs vitamin D, but babies and growing children require it for normal growth and development and to build strong bones and teeth.
Sun exposure on skin is the major source of vitamin D but season length, geographic latitude, cloud cover, smog, and sunscreens can reduce exposure and vitamin D synthesis.
Vitamin D products from webber naturals® offer a high quality, natural way to get the sunshine vitamin every day.
KIDS Liquid Vitamin D3 is not just for children. This is also a great product for anyone who doesn’t like to take pills or capsules. Liquid can be mixed with food, juice or baby formula, or taken directly by mouth. A baby-safe, measured dropper is included for accurate dosing.
Chewable Vitamin D3 is a quick, easy, and fun way to get that extra boost of the sunshine vitamin, especially during dark, rainy months. Kids enjoy the small tablet size and mild berry fl avour.
We all worry about cancer. Now, mounting research on the link between vitamin D and reduced cancer risk has prompted the Canadian Cancer Society and the Canadian Dermatology Association to increase the recommended daily amount to 1000 IU, for adults under 50. Give consumers the best value!
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. Follow us on : @webbernaturals | Like us on : www.facebook.com/webbernaturals
For
deta
ils, w
rite
#102
on
Free
Info
Pag
e, p
age
73.
IHR_Webber KIdsVit D.indd 3 5/4/11 11:34:54 AM
ISSN 1197 - 1495 | Volume 11 Issue 4
Publisher John Gibbins
Editor-in-Chief Olivier Felicio
Associate Editor Carlos Weigle
Copy Editor Katherine Low
Editorial Assistant Jessica Uniac
Art Director Scott Jordan
Production/DesignSarah Vincett • Angie Gaal
Production CoordinatorElizabeth Valiaho
Contributors Julie Broadbent • Denise Deveau • Ron Garant
John A. Macdonald • James MerrittSarah O’Connor • Allison Tannis
Sylvie Savage • Natalie Singer • Ken Vannucci
Subscription RatesCanada $50 (gst included) for nine issues
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 the Publisher’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.
John Gibbins
Publisher
John Gibbins
YOUR HEALTH CATEGORY SOURCE
6 IHR JUNE 2011
PresidentOlivier Felicio
Controller & Operations ManagerMelanie Seth
Finance AdministratorLeslie Witol
Web ProgrammerMatthew Pompey
Sales AssistantErin Poredos
publisher’s letter
006.IHR_Editor.indd 6 5/5/11 10:27:35 AM
sisu.com 1.800.663.4163
Omega 3Omega 3The next generation of
to nourishOmega 3Omega 3Omega 3Omega 3
to nourishOmega 3
to nourishOmega 3Omega 3
to nourishOmega 3
to nourish
bright young minds
• Essential for brain and nerve development, and supports eye health and visual acuity
• Enhances learning capabilities in growing children and may improve behavioural health
• High-potency, emulsified, wild fish oil
• Fun, UFO-shaped chewable jellies in a delicious orange flavour
• Sugar-free, no artificial sweeteners, colours or preservatives
• The highest purity standard with a 5 star rating from IFOS*
Bright minds need omega 3 essential fatty acids to learn, grow and be healthy, but most children don’t get enough in their diet. SISU Kids U.F.O is the next generation of chewable omega 3 and is a fun, great-tasting way for kids to get this important nutrient.
U.F.O. Ultra-fortified omega 3 for kids
* International Fish Oil Standards
It’s out of this world!
(actual size)
this world!
Talk to your Account Manager about listing SISU Kids U.F.O. today.
IHR March 10 April issue full page full bleed
The next generation of
bright young minds
For details, write #103 on Free Info Page, page 73.
IHR.Apr_SISU.indd 1 5/4/11 11:32:36 AM
We believe that you, the retailer, dictate 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 relevance 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:
Andrew BettsCategory Manager, Natural Foods Thrifty Foods
After a long winter across Canada, the CHFA Expo West in Vancouver was a welcome event. The blossoms, daffodils and green grass were great to behold. Meanwhile, business inside the convention centre “The Evolution of an Industry” was also blossoming. Whether it was the product education sessions, the industry receptions and parties or the trade show, a vibrant positive energy was apparent. With over 450 exhibitors and thousands of retailers, natural health practitioners and industry professionals in attendance, the show was the place where ideas and opportunities converged. It was great to be part of this event and meet with so many valued partners. Nature’s Emporium, our cover story, is an example of what can happen with vision and hard work. The D’Addario family has evolved Nature’s Emporium from 5,000 to 50,000 square feet, offering their customers a great shopping experience. IHR is a proud sponsor of the Canadian Association of Chain Drug Stores (CACDS) executive exchange in Niagara Falls in June. CACDS is the national association that represents the community pharmacy industry in Canada. The retail members of CACDS are traditional chain and banner drug stores, grocery chains and mass merchandisers with pharmacies. These industry events are always a great opportunity for retailers and suppliers to share ideas, build business opportunities and develop lasting relationships. For more info www.cacds.com
FROM THE PUBLISHER
Allison Tannis, BSc, MSc, RHn, is one of
Canada’s most well-known researchers
in the health retail industry. Allison has
worked for a number of the largest natural
product manufacturers and retailers in
north America, where she has focused on
product development, brand management,
marketing and merchandising. Currently,
Allison is working as a consultant in the
industry. Plus, she is still busy writing
books, articles and blogging, enlightening
listeners on the radio, and guest speaking
to various national organizations and
community groups. Check out Allison’s
story on how to organize your store for
maximum impact, on page 48, and visit
www.allisontannis.com for more.
Sylvie Savage is the founder and president of Savage
Solutions. In today’s fast-paced, ever-changing retail
environment, Savage Solutions helps vendors develop and
grow their business in large retail banners. The company
offers services in three functional areas: consulting, sales
and administration. Sylvie has 15 years of experience in
strategic selling, including over five years of specialization
in the natural health industry. Check out her article on
deceiving labels on page 58. Sylvie was born in Montreal
and now lives in Toronto. www.savagesolutions.ca
012.IHR_Contributors.indd 12 5/5/11 11:30:34 AM
The Saskatoon Berry (Amelanchier alnifolia) is native to the Great Northern Plains where it manages to thrive under the harsh prairie environment. The berry is a rich storehouse of energy and phytochemicals that offers protection and provides nourishment to future generations of plants and animals that consume it. Key among these phytochemicals are phenolics, flavanols and anthocyanins that impart the deep, red to purple colour and also provide potent antioxidant protection. The ORAC (oxygen radical absorbance capacity) value, a common measure of the total antioxidant activity in fruit, places Saskatoon Berries above a number of wild and cultivated berries, including blueberries, chokecherries, sea buckthorn, strawberries and raspberries. Just Juice Saskatoon Berry juice is from select cultivars grown exclusively in Saskatchewan and Alberta. As with all of our juices, it is 100% pure and never from concentrate. Enjoy the distinctly sweet and slightly astringent flavour that is sure to make everyone a fan of this Western Canadian favourite.
Exclusively from Puresource.1-800-265-7245
Saskatoon Berries – Bring the natural goodness of the Canadian Prairies into your home.
SaskatoonBerry
Distinctly sweet with a slightly astringent flavour.
For details, write #106 on Free Info Page, page 73.
IHR_Puresource.indd 1 5/4/11 11:28:47 AM
sku review
14 IHR JUNE 2011
ANDALOU NATURALS CITRUS VERBENA BODY LOTIONThe unique Advanced Fruit Stem Cell Science renews skin at the cellular level, blending nature and knowledge for visible results. Invigorating citrus verbena, organic aloe vera, apricot and sunfl ower oils effectively hydrate and replenish to nourish skin. For more information write 123 on page 73.
ANDALOU NATURALS CITRUS VERBENA BODY LOTIONThe unique Advanced Fruit Stem Cell Science renews skin at the cellular level, blending nature and knowledge for visible results. Invigorating citrus verbena, organic aloe vera, apricot and sunfl ower oils effectively hydrate and replenish to nourish skin. For more information write 123 on page 73.
WEBBER NATURALS® CHEWABLE VITAMIN D3, BERRY FLAVOURVitamin D improves absorption and use of calcium and phosphorus, supports development and maintenance of bones and teeth. Chewable Vitamin D3 from webber naturals® is suitable for children three years and older to support healthy growth and development. Kids enjoy the small tablet size and mild berry fl avour. For more information write 122 on page 73.
WEBBER NATURALS®
PEPPERMINT OILPeppermint Oil can be used to calm an upset stomach, cramps, nausea, vomiting, and motion sickness. It can be taken with meals as a digestive aid and is a great choice for those looking for a natural source alternative to other anti-nausea and anti-vomiting products in the market. For more information write 121 on page 73.
INTUITIONTM MY WAISTLINEMy Waistline is a special blend of medicinal herbs – including yerba mate and dandelion root –, and other appetite suppressing and body cleansing herbs, juice concentrates and natural fl avours delivered in a delicious add-to-water concentrate. It works to stimulate your metabolism, suppress your appetite and facilitate the way your body processes the food you eat. For more information write 120 on page 73.
WEBBER NATURALS®
SKU Review.indd 14 5/5/11 1:52:02 PM
Suggested Retail Pricing: 3 Pack - $5.99 / 14 Pack - $24.99 Great value for consumers
Now available through Purity Life Health Products. To order call 1 800-265-2615
For Product information call Mon�tello Inc. 1 866-808-8889
www.drinkintuition.com
KEY BENEFITS• Herbal bene�ts to �ne-tune the body• Easy to dissolve and absorb into the system• Unique, creative packaging (patent pending)• Convenient, portable tube for on-the-go• Low calories, gluten-free, no sugar added• Refreshingly delicious!
INTRODUCING INTUITIONTM, THE WORLD’S FIRSTHERBAL INFUSED LIQUID CONCENTRATE!
NOW AVAILABLE: MY WAISTLINE & MY VITALITYIntuition TM is a line of preventative products that o�er a variety of health bene�ts through a special blend of medicinal herbal tinctures and juice concentrates, delivered in a delicious, low calorie, add-to-water mix.
This all natural beverage comes in a convenient, on-the-go tube…just peel and squeeze into hot, cold or sparkling water.
Make acocktailwith it!
GLUTENFREE
NOSUGARADDED
LOW INCALORIES
Floor Display includes 18 x My Waistline 3 pack18 x My Vitality 3 pack 6 x My Waistline 14 pack 6 x My Vitality 14 pack Code 436910
For
deta
ils, w
rite
#107
on
Free
Info
Pag
e, p
age
73.
IHR_Intuition.indd 1 5/4/11 11:26:45 AM
HOLISTA® RESTORATIV VITAMIN E LOTIONThis creamy lotion provides immediate moisture, soothing chamomile, and the powerful protective properties of Vitamin E to nourish the entire body with no added fragrances, and it’s also paraben free. Perfect for use after a summer day in the sun! For more information write 126 on page 73.
HOLISTA® TEA TREE SPRAYTea Tree Spray is a powerful antiseptic and germicide that can be applied to minor cuts, abrasions, acne, stings and more. This convenient product is perfect for freshening hands or feet, or for gently treating minor cuts, scrapes or infected areas. It’s a great addition to all fi rst-aid kits! For more information write 125 on page 73.
sku review
16 IHR JUNE 2011
INTUITIONTM MY VITALITYA great alternative to energy drinks, My Vitality is a special blend of medicinal herbs – such as ginkgo biloba and Asian ginseng –, juice concentrates and natural fl avours delivered in a delicious add-to-water concentrate. It works to balance your energy levels to promote physical and mental vitality, and elevates your overall wellbeing. For more information write 127 on page 73.
HOLISTA® ORGANIC OREGANO OIL EXTRA STRENGTHExtra-strength oregano oil is certifi ed organic and distilled from wild-crafted Mediterranean oregano to help boost immunity and eliminate colds and infections. This is the most potent oregano oil available, with 80% carvacrol, oregano’s key active ingredient. Use it daily to strengthen your immunity all year round. For more information write 124 on page 73.
delivered in a delicious add-to-water
SKU Review.indd 16 5/5/11 1:52:43 PM
sku review
BOO BAMBOO HAIR STRENGTHENING SHAMPOOSay goodbye to dry brittle hair! This bamboo extract-enriched formula drenches your hair with organic proteins and silica to help strengthen it and create brilliant shine. It gently cleanses without stripping away your colour, leaving you with incredibly soft, healthier looking hair. For more information write 129 on page 73.
JUNE 2011 IHR 17
WEBBER NATURALS® TRIPLE STRENGTH OMEGA-3 Triple Strength Omega–3 from webber naturals® delivers over 600 mg of EPA and 300 mg of DHA. This dosage is ideal for people with high triglyceride levels, high blood pressure, a risk of coronary artery disease, and for people struggling with cognitive decline. Easy to swallow, One-Per-Day softgels are enteric coated, eliminating heartburn or refl ux. For more information write 131 on page 73.
GENUINE HEALTH LIVE PROBIO+ O3MEGAHere comes the world’s fi rst “super probiotic,” the result of combining the most researched strain of probiotic with certifi ed, superior Omega-3 fi sh oil. Adding Omega-3s to a probiotic can increase bifi dobacteria levels by up to three times, while it decreases levels of bad gut bacteria that have been linked to cancer. For more information write 128 on page 73.
NORTH AMERICAN HEMP CO. AREA 369 HAIR SERUMHemp seed oil is the most nutritious oil on earth. It is easily absorbed into the hair with no build-up or greasy residue. It’s also naturally rich in Omega fatty acids and anti-oxidant vitamins, to lock in moisture. Area 369 Serum’s unique blend of silicones, vitamin E and Omega 3, 6 & 9 seals your hair’s cuticle for brilliant shine! For more information write 130 on page 73.
BOO BAMBOO HAIR STRENGTHENING SHAMPOOSay goodbye to dry brittle hair! This bamboo extract-enriched formula drenches your hair with organic proteins and silica to help strengthen it and create brilliant shine. It gently cleanses without stripping away your colour, leaving you with incredibly soft, healthier looking hair. For more information write 129 on page 73.
GENUINE HEALTH LIVE PROBIO+ O3MEGAHere comes the world’s fi rst “super probiotic,” the result of combining the most researched strain of probiotic with certifi ed, superior Omega-3 fi sh oil. Adding Omega-3s to a probiotic can increase bifi dobacteria levels by up to three times, while it decreases levels of bad gut bacteria that have been linked to cancer. For more information write 128 on page 73.
Just
launched
SKU Review.indd 17 5/5/11 1:53:46 PM
IHR_ad.indd 2 5/4/11 11:48:27 AM
IHR_ad.indd 3 5/4/11 11:48:02 AM
top seller review
20 IHR June 2011
TOP THRee PRODuCTS
HERBS
TOP THRee PRODuCTS
FOOD
TOP THRee PRODuCTS
PERSONALCARE
TOP THRee PRODuCTS
ACTIVELIFESTYLE
TOP THRee PRODuCTS
VITAMINS/SUPPLEMENTS
TOP THRee PRODuCTS
NEWPRODUCTS
STORE INFO
Want your store to be included in the Review? FIll In & Fax tHe FoRm on page 74
Ambrosia natural Foods, Thornhill, On
Store Size: 3,500 sq.ft.
Type: Health Food Store
Almond Breeze Almond Milk
Coconut Water nico
Cerealnature’s Path
Fenugreek 100s
Turmeric 100s
Ginger 100s
Shampoonature’s Gate
ShampooAvalon
ShampooPrarie naturals
Vega
ALLMAX
Progressive
Vitamin D drops
eFA Omega Ascenta nutraSea
Lifetime Calcium Liquid
Kelpnew Roots
SytrinolPreferred nutrition
Astaxanthinnow
Beach I.D.A. Pharmacy, Toronto, On
Store Size:1,000 sq.ft.
Type: Pharmacy/Health Food Store
Apple Cider Vinegar Bragg
Slimdown BarJamieson
ChocolateLindt
Omega 3
Glucosamine 500 mg
Ginger
Toothpaste Green Beaver
Suncare Products Heiko
Deodorant Kiss my Face
Diesel
Perfect Way
Vega
Magnesium natural Calm
Calcium Progressive
Multivitamins nu-Life
SaviSeedSequel
Omega Ascenta nutraSea
Suncare Products Green Beaver
empress Walk Health Food Store, Toronto, On
Store Size:385 sq.ft.
Type: Health Food Store
elegante me Bars
Simply Bars
Supreme Bars
Ginkgo nature’s Way
Ginseng nu-Life
Royal Jelly Organika
ShampooMill Creek
ShampooGreen Beaver
ShampooDr. Bronner’s
ALLMAX Isoflex Whey
Diesel Whey Perfect nutrition
nitro-tech Muscletech
Multivitamins Quest
ultimate One nu-Life
Super C 500 mg Quest
AGeOFF nuvocare
Maca MacaPro
Açai nu-Life
nutrition House, Calgary, AB
Store Size:800 sq.ft.
Type: Health Food Store
Apple Cider Vinegar Bragg
Protein Bars eAS
Flax Seed / Meal naturally Chapman Farms
Oregano Oil
Milk Thistle
Cleanse Renew Life
Deodorant Crystal naturally Fresh
ToothpasteJason
Hylauronic Acid derma-e
Creatine Purple K
PGX natural Factors
Protein Progressive
Calcium
Fish Oil Carlson
Melatonin nature’s Harmony
Simply Bars
Omega Truffles Bija udo’s
Whole Food Supplements
L’bears Health Foods, Trail, BC
Store Size:2,000 sq.ft.
Type: Health Food Store
Bulk
Raw nuts
Specialty Bread Maggie’s
Cinnamon
Sage
Oregano Oil
Jason Deodorant
ShampooAvalon
Vitamin e Crème Jason
Protein Powder Bio-X
Activ-X Platinum
Women’s Multi Vitamins
Multi Vitamins Platinum
Oregano Oil new Roots
Immune 7x
MYO-MeD Cream
Immmune 7x
Menopause A. Vogel
evergreen natural Foods, Toronto, On
Store Size:2,400 sq.ft.
Type: Health Food Store
Bulk Foods
Cereal nature’s Path
Tea - Traditional
Fenugreek
Blessed Thistle
Hawthorn
ShampooAubrey
Creamsderma-e
Green Beaver Lotions
Active Women Progressive
Coconut water Zico
Maca Powder
Bone BasicsAOR
Activ-X Platinum
natural Calm
Shea Butters MAIGA
Wholy Tea Body Detox
Traumeel Homeopathic Cream
Hooper’s Pharmacy, Toronto, On
Store Size:2,700 sq.ft.
Type: Pharmacy/Health Food Store
Metagenics
Omega Truffles Bija udo’s
Coconut Water nico
Blessed Thistle nature’s Way
Fenugreek
Ginger
ShampooPrarie naturals
Soap natural Soapworks
epsom Salts
Maca
Creatine Interactive
Vega
Vitamin D
Vitamin C Complex
Vitamin C
Protein Interactive
Schinoussa Sea Vegetables
Kelp noodles Quantum
Top Seller.indd 20 5/5/11 11:32:43 AM
top seller review
June 2011 IHR 21
The Top selling producTs in the review are from randomly selected retailers. The review is meant to give readers some idea of what consumers are buying most of in these selected stores. participating stores are free of any third-party influence and provide all the information. The information cannot be seen as a statistical survey or taken to reflect top-selling products on a national, regional or local level.
Main Drug Mart, Toronto, On
Store Size:1,300 sq.ft.
Type: Pharmacy
Snacks, Chocolate Bars and Chips
Soft Drinks
Candy
Royal Jelly
Ginger
Turmeric
Toothpaste
Deodorant
Shampoo
Sports Medicine Line Sportaid
Diabetic Socks
Diabetic Hose
Vitamin D
Vitamin CQuest
CalciumQuest
Files Crystal nail
Maca
CreamLivRelief
nutrition House, Toronto, On
Store Size:800 sq.ft.
Type: Health Food Store
Flaxseed Gold Top
new Zealand Proteinergogenics
Chia Seed now
Fenugreek nature’s Way
Ginger
Blessed Thistle
Deodorant HuGO
SoapSoapworks
Toothpaste Kiss My Face
Macasure 60S
Coconut Water nico
Libido 60S ultimate
Multivitamins Progressive
Multivitamins Platinum
Multivitamins new Life
Curamin 60S enzimatic Therapy
Telemeres 60Snew Roots
Leafsource 60S
noah’s natural Foods, Toronto, On
Store Size:2,650 sq.ft.
Type: Health Food Store
Almond Breeze
Coconut Water Taste nirvana
Organic Milk
echinacea 500 mg
Vitamin D Drops
Ginger Capsules
Deodorant Weleda
Toothpaste Weleda
Rose Weleda
Multivitamins
Coconut Water Taste nirvana
Vitamin Cemergen-C
Multivitamins Quest
Probiotics nature’s Way
Wild Rose Detox
Hyaluronic Acid Viva
Salt Inhaler Ancient Secrets
Pacifica Soaps
Shoppers Drug Mart #613, Markham, On
Store Size:12,000 sq.ft.
Type: Pharmacy
Milk
Bread
eggs
Garlic
Probiotics
echinacea
Toothpaste
Shampoo
Feminine Hygiene Always
Power Bars
Boost
Gatorade
Vitamin e Lifebrand
Vitamin D Lifebrand
Vitamin C Lifebrand
Fast Flats Dr. Scholl’s
Skin Tag Remover Dr. Scholl’s
Bio-Oil
noah’s natural Foods, Vaughan, On
Store Size:4,000 sq.ft.
Type: Health Food Store
Bread
Organic Milk
Coconut Water nico
Milk Thistle
Fenugreek
Blessed Thistle
Lip Balms Burt’s Bees
Shampoo Giovanni
Castor Oil
ISO WheyInteractive
Vega
Coconut Water nico
Vitamin C
Vitamin D
Fish OilsCarlson
Kelp noodles Sea Tangle
Raw Foods Market Raw
Greek Yogurt
Organic Garage, Oakville, On
Store Size:17,000 sq.ft.
Type: Organic Grocery Store
unsweetened Original Almond Breeze
Agave 1.25 KGWholesome Sweeteners
Kettlecorn Popcorn, Indiana
Cinnamon Simply Organic
Turmeric Simply Organic
Coriander Simply Organic
Daily essential Moisturizers Desert essence
Toothpaste, MintGreen Beaver
Body WashJason
Vega Berry (Large)
new Zealand Whey Isolate ergogenics
Pumpkin Seed Powder Omega nutrition
Vitamin D3natural Factors
Vegan Vanilla Protein Genuine Health
Organic Rice Probiotic Bio-K
Beanitos
Sea Veggies YangBan
Indian Ketchup Amaya
Tilley’s Pharmasave #492, Kenora, On
Store Size:2,000 sq.ft.
Type: Pharmacy
Hemp Seed Manitoba Harvest
Sesame & Seaweed Rice Chips Lundberg
Black Pepper Crackers Mary’s Gone Crackers
Whole Food Health Optmizer, Very Berry Vega
Vital Greensnaka
Flax Oil Herbal Select
Lip Balm Burt’s Bees
Tea Tree Shampoo and Conditioner Giovanni
Hair Spritz Giovanni
Heed Lemon LimeHammer nutrition
Sport Performance Optmizer, Açai Vega
Raspberry espresso GelsHammer nutrition
Liquid Iron with Vitamin C and Bnoka
nutri-Flex with Vitamin Dnoka
Greens+ Multi+ Genuine Health
White, Red and White, Black GO GO Quinoa
Black Pepper Crackers Mary’s Gone Crackers
Coconut Oil nutiva
Shoppers Drug Mart #1013, Markham, On
Store Size:10,000 sq.ft.
Type: Pharmacy
eggs
Milk
Butter
Garlic
Acidophilus
echinacea
Deodorant
Soap
Shampoo
Knee Braces
Wrist Braces
Carpal Tunnel Brace
Vitamin D
Vitamin e
Vitamin C
Skin Tag Remover Dr. Scholl’s
Dry Shampoo Line Batiste
Chips Simply Food
Top Seller.indd 21 5/5/11 11:34:10 AM
industry news
22 IHR JUNE 2011
Mighty copper defeats superbugSponsored by the Copper
Development Association of
New York City, the International
Copper Association and the
European Copper Institute, a live
webcast experiment conducted
on April 4, 2011 showed that
MRSA culture, an infection-
causing bacterium popularly
known as the “superbug,” dies
on a copper surface, proving
that antimicrobial copper is a
highly effective surface material
for killing bacteria responsible
for infectious diseases. A small
amount of liquid containing
between 1 - 10 million bacteria
stained with a green fl uorescent
dye to make it visible under
a microscope was placed on
both copper and stainless steel
surfaces. The stainless steel
surface showed little fade,
indicating the surface had
minimal antimicrobial activity.
By contrast, the MRSA bacteria
on the antimicrobial copper
surface died in real time during
the webcast. Harold Michels,
CDA senior VP, technology
and technical services, said,
“Antimicrobial copper is part
of the solution in the fi ght
against healthcare-acquired
infections – it kills 99.9% of
bacteria within two hours of
exposure. Our goal is for health
care administrators, infectious
disease professionals,
architects and other health-
care decision-makers to
consider antimicrobial copper
as a product that continuously
kills bacterial contamination
when they’re retrofi tting or
building new facilities,” thereby
reducing the transmission of
infectious diseases. Worldwide,
it is estimated that more than 80
per cent of infectious diseases
are transmitted by touch.
Kill pain, not your heartA new study from the
Archives of Internal Medicine
(AIM) has indicated that
NSAIDs (e.g. ibuprophen and
acetaminophen) may play a
part in the development of
heart disease. With 70 million
prescriptions and 30 billion OTC
annual sales, Michael Sheehan
of BioResource Inc. said, “The
fact that they [NSAIDs] may
contribute to heart problems is
a wake-up call the public needs
to take seriously.” The AIM
study found that heart failure
patients who used NSAIDs
may be at an increased risk for
side effects and other dangers.
The article concluded that
NSAIDs “are harmful to heart-
failure patients,” reporting that
individuals who received the
medications were subject to
“dose-related increases in risk
of death and re-hospitalization
for heart failure.” Sheehan
added, “There are good
signs, however, that more
Americans are seeking
natural options to pain pills.
A recent National Institutes
of Health study revealed that
the number of men seeking
information on alternatives to
traditional pharmaceuticals and
treatments rose by 18 per cent
between 2002 and 2007. This
trend indicates Americans are
getting smarter about taking
responsibility for their personal
health. The truth is there are
dozens of natural substitutes
for NSAIDs, and many of these
remedies lack the potentially
harmful side effects and risks
associated with NSAIDs [which
include but are not limited to
nausea, vomiting, diarrhea,
constipation, stomach pain,
easy bruising, bleeding and
fever]. With new, safer choices
available, perhaps the need to
use NSAIDs will diminish in the
future.”
Swiss giant fi ghts ulcerIn keeping with Lonza’s
strategy to broaden its nutrition
portfolio, the company has
licensed a gut ulcer-battling
Lactobacillus probiotics strain,
plucked from the 8,000-strain
strong vats of German contract
organization, Organobalance.
Although a product launch
is unlikely within two years,
the undisclosed deal (and
strain variety) gives Lonza an
exclusive global license to
market the strain that recent
peer-reviewed studies have
shown can benefi t stomach
ulcer sufferers. “Integrating
the Lactobacillus anti-H.
pylori strain into our nutrition
ingredient portfolio provides
an opportunity to leverage
our strong biotech expertise
and knowledge to provide a
highly effective product to the
nutrition landscape,” stated
Roman Quinter, senior VP and
head of nutrition ingredients
business at Lonza. Major
probiotic providers such as
Bio-K, Natren, Kyolic and
Jamieson, among many others,
might be concerned with this
eventual product launch.
dozens of natural substitutes
for NSAIDs, and many of these
associated with NSAIDs [which
constipation, stomach pain,
easy bruising, bleeding and
fever]. With new, safer choices
available, perhaps the need to
future.”
Swiss giant fi ghts
Kettle Corn loves Omega-3Fortifi ed with Ocean Nutrition Canada’s MEG-3®
brand Omega-3 EPA/DHA ingredients, From Farm
to Table Canada is pleased to add this new Kettle
Corn product. The product meets the new nutrition
guidelines issued by the Ministry of Education for
Ontario schools, and each 21 g serving provides
32 mg of Omega-3 EPA/DHA. It’s also free from
GMOs, gluten, trans-fats and artifi cial fl avours or
colours. From Farm to Table utilizes locally grown
foods and its factory is located less than 100km
from its growers, all of whom adhere to the same
principles: To conserve energy and cut greenhouse
gases, to protect and enhance wildlife habitats, to
employ sustainable productions systems, and to
ensure safe and fair conditions for farm workers.
IN THE KNOW: GREAT NEW PRODUCTS AND THE LATEST ON RESEARCH AND REGULATION
022-025.IHR_IndustryNews.indd 22 5/5/11 10:59:46 AM
For
Det
ails
, writ
e #1
09 o
n Fr
ee In
fo P
age,
pag
e 73
ihrMayJune10_NAHS_PomPower_Ad.indd 1 5/4/11 11:23:28 AM
24 IHR JUNE 2011
industry news
NY Yankee catches one for Canadian teamOakville, Ont.-based Liquid
Nutrition Group Inc. (LNGI), an
international-based nutritional
smoothie, food, vitamin and
supplement store franchisor,
recently announced its
aggressive plans to expand
across 35 markets in Canada and
the U.S., with the fi rst of its new
stores opening in summer 2011
in Toronto and Los Angeles.
With stores currently operating
in Montreal, the growth strategy
includes building a strong team of
partners to generate awareness
about healthy, balanced living.
Having recently signed two-
time NBA MVP Steve Nash,
the company has now signed
the Yankees starting pitcher and
Canadian native Russell Martin.
The three-year deal positions
Martin as an equity partner,
lending his name, image and
likeness. “[Liquid Nutrition’s]
proactive approach to nutrition
mirrors my own personal beliefs
and together we will educate
others that eating and living
healthy can be fun, easy, quick
and delicious,” Martin said.
LNGI’s President Glenn Young
remarked, “Steve and Russell
are terrifi c examples of how to
integrate nutritional intake with
regular activity. Together, this
Liquid Nutrition Dream Team will
energize the landscape of health
and nutrition to benefi t food
lovers and all of those concerned
with healthy living.”
Neptune makes wavesAs part of the VitaFoods Europe
Global Nutraceutical Event
taking place in Geneva, May
10th – 12th, 2011, Neptune
Technologies & Bioressources
Inc. has been selected as a
MTB’s new starsMichael Theodor Brokerage Inc. has created two new
positions to ensure they exceed all of their partners’
expectations. The new roles include Brand Manager
Simona Irwin (right) and a 2nd account manager,
Marjolaine Martel, for the Quebec marketplace. Simona
worked for four years with Whole Foods Market in the east
and four years with her own distribution company, while
Marjolaine has several years’ experience as a category
manager with a large Quebec health food retailer. MTB is
headquartered in Richmond, B.C. with an eastern offi ce
in Brampton, Ont.
No such thing as “colour rush”At a recent Food Advisory
Committee Meeting about food
dyes at the U.S. Food & Drug
Administration (FDA), several
groups of experts got together
to discuss “whether available
relevant data demonstrates
a link between children’s
consumption of synthetic
colour additives in food and
adverse effects on behavior.”
The result was that the FDA’s
Food Advisory Committee
decided that a warning label
wasn’t needed, which wasn’t
surprising since they had
stated, “based on our review
of the data from published
literature, FDA concludes that
a causal relationship between
exposure to color additives
and hyperactivity in children in
the general population has not
been established.” The latest
in the debate comes from the
International Food Information
Council (IFIC) in comments
submitted to the FDA. The IFIC
emphasized the lack of sound
scientifi c evidence that links
food colours and hyperactivity
and provided consumer insights
that show a low level of concern
by the majority of Americans
about food colours in the foods
they purchase and consume.
David Schmidt, IFIC President
and CEO, commented that,
“Misguided theories dilute the
impact of advice from health
professionals on methods
that have been found through
scientifi c research to be truly
effective in treating AD/
HD, such as medication and
behavior modifi cation.” A 2007
UK Southampton food colour
study was reviewed by both
the FDA and the European
Food Safety Authority, and
each found that the study did
not support a link between
the colour additives that were
tested and behavioral effects.
North Carolina gets it rightAlthough State Senate Bill
31 – which would have
increased the penalty for in-
state residents who practice
medicine without a license
from a Class 1 misdemeanor to
a Class 1 felony – passed the
house, it was rewritten and then
amended, effectively exempting
alternative practitioners from
the change and thereby saving
herbal health practitioners from
criminalization. In Canada,
Ontario’s new Naturopathy Act
recieved fi nal approval in June
2007 and will come into full
effect following an extensive
transition process. This act
moves the regulation of
Naturopathic Doctors under the
Regulated Health Professions
Act. The Naturopathy Act
also confi rms the current
capacity of NDs as primary
care practitioners. NDs are also
regulated in the provinces of
British Columbia, Manitoba and
Saskatchewan.
Derma-e is number oneDerma-e® Natural Bodycare’s
DMAE-Alpha Lipoic Acid-C-
Ester Crème has become the
number one item in facial care
within the natural products
channel, as noted by SPINS®,
the leading provider of scan
data sales information to the
Industry. Not only has this
best-selling product reached
the top spot in all of facial care,
it has also become the second
best-selling item in all skincare
categories, helping to contribute
to the company’s ranking as the
fastest growing top-10 brand in
facial care, responsible for 60%
of the growth in this category.
ON THE GO: WHAT AND WHO IS HAPPENING IN THE BUSINESS WORLD
Blame it on WalmartSome food prices are increasing
but consumers are continuing
to see great promotional deals
as retailers fi ght to remain
competitive with Walmart’s
expanding grocery presence,
according to Metro’s CEO
Eric Lafl èche. Prices of some
regular food items such as
milk, bread, meat and some
produce have started to
increase, yet promotional prices
have remained unchanged.
“Promotional prices are very,
very aggressive because of
the competitive situation,”
says Lafl èche. Competition
is expected to accelerate in
Quebec when the world’s largest
retailer begins selling a full range
of food at Walmart Supercentres
— as the U.S. retail giant does
in other markets, including
Ontario. While promotional deals
will continue for now, Lafl èche
told analysts that prices should
eventually rise.
Pfi zer, quick on its feetIn an effort to downsize and
regain some agility, Pfi zer has
sold its capsule-manufacturing
business, Capsugel, to private
equity fi rm Kohlberg, Kravis
and Roberts (KKR) for $2.4
billion in cash. The sales price
is characterized as reasonable
considering the division’s
record as a stable, moderate
growth business. KKR is
a fi rm with deep industry
expertise and a long history of
partnering with market-leader
businesses to take them to
the next level. Earlier this year,
KKR led a $5.3 billion takeover
of Del Monte Foods Co.
Capsugel also manufactures
liquid, softgel, non-animal
and fi sh gelatin capsules, and
its customers include Pfi zer
and other pharmaceutical and
dietary supplement fi rms. The
company will continue to be
based in New Jersey.
Shoppers on shaky ground?Facing major issues, including
new generic drug laws that
are slicing its profi ts and the
abrupt departure of CEO Jurgen
Schreiber, SDM’s “brand value”
dropped 17 per cent to $2.6
billion from two years ago,
according to a study by New
York’s Interbrand researcher.
Although it is still the top-
valued retail name in Canada,
it faces increased competition
from retailers expanding
into the pharmacy business,
including Loblaw Cos. Ltd. and
Walmart Canada Corp. With
savvy new foreign retailers such
as Target Corp. invading the
market, the challenge is likely
to become even more intense.
Yet Shoppers and its 9.5 million-
member-strong Optimum loyalty
program, have been a model for
U.S. drugstore retailers.
Looking for IronmanThe Subaru Muskoka Ironman
70.3 is the premier event of the
Subaru Triathlon Series, which
features nine races in Canada
over the summer season, and
Lakota has signed on as Support
Sponsor. This sponsorship
provides Lakota with signage
at all the races, sample packets
and brochures in the race
kits, and full-size prizing at the
events. The Muskoka location
takes place June 25th-26th and
features 1,400 participants.
GNC goes publicAfter two abandoned IPOs by
GNC’s previous owners, Apollo
Management, and having failed
to reach a merger with Chinese
buyer Bright Food, Ares
Management and the Ontario
Teacher’s Pension Plan were
relieved when GNC issued
22.5 million shares at $16 per
share, for a total of $360 million
in equity on April 1. By midday,
the stock had risen $0.50, or 3.1
per cent and stood at $18.60 at
the time of this writing. The net
proceeds of $240 million will
service GNC’s long term debt
of $1.3 billion, most of which
was accrued during leveraged
buyouts as control of the
company constantly changed
hands. Under the leadership of
Joe Fortunato and Beth Kaplan,
the company will be testing
new 2,000 to 3,000 sq. ft.
stores – nearly twice the size
of the current ones – with the
aim of remaining competitive,
growing the market via broader
product offerings, economies
of scale and better employee
knowledge and satisfaction.
as Target Corp. invading the to reach a merger with Chinese
From peanuts to greatnessStarted in 1976 by founder Antje Wirth, The Peanut Mill
celebrated their 35th year in business with a week-long event
between April 11th – 18th. Originally located in Niagara-on-the-
Lake, and now residing in Geneva Square Plaza in St. Catherines,
Ont., The Peanut Mill began grinding peanuts into fresh peanut
butter (thus the name) and is now a one-stop shop for natural
and organic foods, vitamins and dietary supplements, personal
care products and health information. The current owner and
general manager, Wirth’s son, Jason Sebeslav, carries on
the tradition: “I've grown up with The Peanut Mill and for me
there's a sense of pride in carrying on an enterprise that both
my mother and grandmother helped build,” he states.
022-025.IHR_IndustryNews.indd 25 5/5/11 11:00:32 AM
26 IHR june 2011
I met Curt Valva when I was just starting my company, at a seminar
on natural beauty products held at the downtown Hyatt Hotel, in
L.A. I remember that day as if it were yesterday. I am sure he
remembers it too, since I was the one giving him a hard time,
asking questions that would make me look smart in front of a very
select audience! That moment led to a visit to the Aubrey Organics
plant in Tampa, Fla. That’s when I met Aubrey Hampton for the first
time, and our relationship evolved from being strictly business to
me somehow becoming part of the Aubrey Organics family.
Aubrey had many things in common with Curt, Karen Ress and
me, which explains why I felt so welcomed into their lives. To this
day, I realize how fortunate I was to sit at their table at every trade
show, as if I were part of their team. Of all the people and business
associates he knew from around the world, Aubrey chose me to
sit down with him. every time he saw me, he always asked me the
same question, “What are you doing here? You’re not working for
the company!” However, he would never miss the opportunity to
have me not only sit at his table but right beside him, for the past
10 years.
Occasionally I’d come visit him at his office and he would always be
concocting something. Whether it was a new product or working
on a play (Aubrey and his late wife, Susan, founded the Gorilla
Theatre in Tampa), his passion was evident in everything he did.
Many people have been touched by his kindness and unique sense
of humour, and I am sure no one will ever forget him. Yes, it will
always be his name on the bottle.
Wherever you are now, Aubrey, thank you for being in my life and
so generously welcoming me into yours.
Olivier Felicio
Founder and President
Rive Gauche Media Inc.
Farewell,My Friend
022-025.IHR_IndustryNews.indd 26 5/11/11 9:40:21 AM
IHR_Lifescience Nut.indd 1 5/10/11 12:26:47 PM
Sunny In the InsideWith bathing suit season upon us, many consumers will be taking a sunny stroll right to the internal cleansing section of their local health food store, pharmacy or supermarket. People often let themselves go over the winter, adding unwanted pounds due to a richer diet. Compound that with a lack of exercise, immunity-suppressing colds and viruses and minimal fresh air and sunshine — well, it all adds up to a craving for rejuvenation. Meanwhile, summer makes consumers think of losing weight, eating fresh foods and leading a more balanced life. It is also time to cleanse, which might prove to be a great opportunity for detox products.
Year-Round HealthWhen a customer is ready to embark upon a comprehensive detox, encourage him or her to look beyond a quick fi x. � is is a perfect time to communicate with your customers about the leading adult health concern: digestion (fi rst among the “10 Key Trends in Food, Nutrition & Health 2011,” according to New Nutrition Business). � ere are many wonderful cleanses, kits and fl ushes on the market, but addressing the entire digestive system is a necessary part of the equation. Support your customers’ digestive health year-round by promoting the daily use of quality vitamins, probiotics, and high-fi bre foods or supplements.
Market TrendsBased on both consumer trends and expert opinion (Patterson 2010, Agri-Food Canada), the following four health categories currently off er the greatest market opportunities:
> Digestive health> Weight management> Heart health> General health and well being
Although part of the digestive health category, cleansing and detox can be linked to the other three categories. A Mintel report shows tremendous growth in the number of products making detox claims from 2008 to 2009. � ese include 108 per cent in food, 34 per cent in healthcare and 19 per cent in beverages. In 2010, retail sales of digestive remedies grew 3 per cent in Canada, reaching the current value sales of $363 million, according to a Euromonitor report.
Other numbers are equally eye-opening. According to � omas Bedford, an industry expert, "sales of cleansing items were increasing 30-40 per cent up until 2008. � e recession curbed some of this growth, but as the economy bounces back we are seeing these fi gures rise to those levels again."
Know Your CustomerEven though it's still mostly women who are interested in detox and cleansing, there's been a shift in the market. According to Bedford, "the demographic is getting younger, and people who are 25-35 are starting to cleanse as they are aware of the toxic load that their bodies are under."
Perception has also shifted. "Cleansing is perceived more positively now than ever before. � e stigma that it means fasting has been broken."
Beyond the TrendDetox is currently a popular topic. Celebrities such as Gwyneth Paltrow, Donna Karan and Salma Hayek are well-publicized fans. An Amazon.ca search brings up over 1,200 book titles on the subject, with over half of them referencing a prescriptive diet. Environmental pollutants, dietary toxins, and chronic stress are ubiquitous features of modern life. � e food we eat, the water we drink, the air we breathe – all have been compromised.
g Current value sales of digestive remedies in Canada: $363 million.1
g Retail sales of digestive remedies grew 3 per cent in Canada in 2010.1
g Growth in the number of products making detox claims, by category (2008-2009):
food (108 per cent), healthcare (34 per cent), and beverages (19 per cent).2
Sources: 1 Mintel; 2 euromonitor
While more relevant now than ever before, the principles and processes of cleansing have a long and venerable history. Many ancient cultures practised it, while today, Indian ayurveda and traditional Chinese medicine rely on tried-and-true detox herbs and formulas in their protocols.
ToleranceWhen customers ask about the benefits of detoxing, one must determine if they suffer from pre-existing health conditions, and if so, suggest they seek the approval of a health care practitioner before embarking on a cleanse. It is likewise important to ask relevant questions to suggest the appropriate product. If a customer is new to cleansing, has a sluggish system or poor diet, a kit that targets numerous internal systems at once or has a strong laxative effect may be too intense. Edwin Shendelman, of Supplements Plus notes that “tolerance is a big factor.” He says that customers often seek out a cleanse when they are actually constipated, so it is important to understand what their elimination is like and what their objectives are. Helping customers determine the right fit for them among the many available choices offers an excellent opportunity to engage with them over a host of lifestyle issues.
According to David Gouveia, RHN and owner of Nonpareil Natural Health Retreat, “the first step in bringing the body to health is detoxification and drainage.” At the retreat centre, where they specialize in detoxification programs, David recommends that those who are new to cleansing “ease into it gradually – so as not to experience withdrawal symptoms such as headaches, fatigue, nausea, irritability and sweats.” Further assisting the detox process is an increase in water consumption, dietary modifications, yoga (especially inversions), and skin brushing.
Why Detox?Thankfully the human body has a wonderful ability to eliminate toxins naturally, but over time it will periodically get sluggish and overburdened. The liver, which performs a host of bodily functions, is paramount in the detoxification process. Other organs that assist in the elimination process are the lungs, lymph, blood, skin, colon, and kidneys. Done properly, and
supported by a healthy lifestyle, one may expect the following results from a successful cleanse:
> stimulation of bile production in the liver> flushing of the colon and kidneys> improved lymphatic drainage and circulations
It is important to remember that it is the organs, glands and systems actually doing the detoxifying. Cleansing herbs simply support and stimulate a natural process.
Marketing StrategiesConsider setting up a dedicated section for complete cleansing, inside and out. The section might include cleansing kits, detox supplements, fibre formulas, non-toxic household cleansers and personal hygiene products. Alternatively, affix signage in any cleanse-related section directing customers to other sections of interest, such as refrigerated probiotics. Another idea is to print off a small card with a list of foods to avoid and those to include during a cleanse. Check out the detox page at www.grailsprings.com/DetoxTips for a list on dietary modifications.
Educating customers about the importance of cleansing is also vital for any successful marketing strategy. As Bedford explains it: "By making people aware of the toxicity around them. For example, there are over 80,000 chemicals in use today and over 1,000 new ones introduced each year. They are in our food, water and air so we can’t really escape it. If you breathe, you should cleanse!"
This strategy might also lead to cross-promotional opportunities. "The next logical step is to educate and inform consumers about the good things they can be putting into their bodies, such as probiotics, essential fatty acids, etc."
There are many proven marketing tools you can implement. Supplements Plus, for instance, had great success with a recent detox promotion. The nutrition company provided signage for a window display, a discount on merchandise, staff training and free products for the employees to try. Discuss opportunities such as these with your suppliers for year- round returns.
W hen passion is what drives you, how can you stay away from the things you love? That dilemma must have crossed the minds of Mark and Stacey Egide
last March, after spending seven years out of the natural beauty business. A business they knew very well and to which they had devoted their energy and drive for innovation. It was then when Stacey asked Mark, “What do you think about starting another company?” The passion seed was planted again, and the result is the blossoming of Andalou Naturals, a revolutionary line of skin, hair and body care products.
Yet, as it is the case with every good passion story, it all began years ago. Mark, who has been in the industry for 32 years, started his path at Carme International, manufacturers of brands such as Carme and Millcreek. When the company was sold in 1989, he saw it as the perfect opportunity for launching a business of his own and started the Beauty Without Cruelty line for the natural products market.
One success story was followed by another: Just months later, Stacey joined Mark and together they created the San Francisco Soap brand of bath and body products, which went on to become the second largest specialty bath and body brand in the United States, one that produced over one million gift sets every year. That business was sold in the late ’90s.
company profile
30 IHR june 2011
Back to fine formThe founders of successful brands such as Avalon and Alba return to the business with the winning Andalou Naturals product line.By Carlos Weigle
030-032.IHR_CompanyProfile.indd 30 5/5/11 10:16:39 AM
company profile
june 2011 IHR 31
Organically BeautifulThat’s when a great idea emerged: If natural product enthusiasts were becoming increasingly passionate about organic foods, why weren’t personal care products following that trend? “After six months of research on organic ingredient availability and another six months of product development, we launched the first full line of personal care products with significant levels (at least 70 per cent) of certified organic ingredients, Avalon Organics,” recalls Mark.
Their commitment to certified organic continued with the Alba Botanica brand and the launch of the Alba Hawaiian product line, “one of the most successful brand introductions in the natural products history,” underlines Stacey.
Avalon was also sold, years passed, and then Stacey asked Mark that crucial question, “What do you think about starting another company?” She told him curiosity struck when she started reading about some research a Swiss company was conducting on plant stem cells, and more specifically, fruit stem cells. “She had also been doing some preliminary research on other key and very unique ingredients for skin care,” explains Mark. “After a couple of months reviewing the materials, it was clear fruit stem cell science was, in our opinion, the next big thing in anti-aging skin care products. These are ingredients, and this is a science that really works.”
Mark and Stacey egide
030-032.IHR_CompanyProfile.indd 31 5/5/11 10:17:49 AM
company profile
32 IHR june 2011
It was time for their new brand, Andalou Naturals, to shine. It now offers 37 different skin, hair and body care products based on fruit stem cell science, as well as other key, unique ingredients such as probiotic, polypeptides and an exclusive bioactive eight-berry complex. All products also have a minimum 70 per cent certified organic content in an aloe vera base, and meet the Whole Foods Market premium standard for ingredients.
Interestingly enough, coming up with a name that can really represent your brand is almost as challenging as developing a great line of products. Yet, as with everything Mark and Stacey do, that name came to them in a very natural and organic way. “The word Andalou has a rich, ancient history, with connotations of emergence, as a ‘path of light,’” explains Stacey. It is also the French spelling for Andalusia, a region in southern Spain, “a geographic and cultural getaway between Europe and Africa, bridged between the Atlantic Ocean and the Mediterranean Sea.”
Love Your FarmerOnce you have great products and a fine name, it’s always good to look outside your bubble and care about others. As Stacey puts it, “we value knowing where our ingredients come from and the farmers who grow them.” Andalou has a commitment to sustainability by promoting socially responsible trade and commerce, and is also devoted to helping communities through several well-respected organizations. Among them, Women’s Initiative for Self Employment, The Breast Cancer Fund, GLIDE (against marginalization and poverty) and the Rainforest Action Network.
In order to succeed, you also need a great team. That’s why Mark and Stacey decided to “get the old band together” and gather some of the people who worked with them in the past, as well as reaching out to a few others who had been on their radar for quite some time.
The result of combining all those key ingredients is already evident: Andalou Naturals products are being successfully distributed nationally in the U.S. by Whole Foods Market and hundreds of other retailers, both in Canada and the U.S. Meanwhile, consumers are really excited about fruit stem cell science and its skin care benefits, such as awakening dormant cells to behave like younger, healthy cells, repairing cellular damage caused by UV radiation, oxidative and environmental stress, and protecting the longevity of skin and follicle stem cells for continuous regeneration at the cellular level. “We have been in overdrive for a year, and are so pleased that our excitement is being shared across North America,” note Stacey and Mark. Which proves the point that being away from what you love can only be temporary, and that passion and innovation are key ingredients to any successful recipe.
At a GlanceAndalou NaturalsLocation: 7250 Redwood Blvd. Suite 380 novato,
Facebook and Twitter: Yes, easily accessible through
their home page.
Staff: 11
Top-selling products: treatment creams, shampoos, body
lotions.
Sales: Mark and Stacey egide believe Andalou will exceed
the success they had with Avalon and Alba, and in a shorter
period of time.
“It was clear fruit stem cell science was the next big thing in anti-aging skin care products.”
030-032.IHR_CompanyProfile.indd 32 5/5/11 10:18:41 AM
Andalou Naturals are made thoughtfully and beautifully, blending natural, organic and fair-trade ingredients with advanced fruit stem cell science.
We value knowing where our ingredients come from and connecting the chain of hands that make every step possible from farm to bottle, soil to skin, and botany to beauty.
As a force of nature, we champion sustainability and meaningful pursuits to foster good things in the world and enrich the lives we touch with one responsible product at a time.
To learn more, please visit our website at www.Andalou.com
ADVANCED SKIN CARE
RENEWS DORMANT CELLS
Awakening cells to behave younger
REPAIRS DAMAGED CELLS
Increasing cell longevity and vitality
REGENERATES HEALTHY CELLS
Stimulating healthy cell production
RENEW � REPAIR � REGENERATE
For details, write #111 on Free Info Page, page 73.
IHR_Andalou.indd 1 5/4/11 11:19:29 AM
34 IHR june 2011
cover story
A NAturAl SuCCESS
How nature's emporium went from a 5,000 square foot store to becoming one of north America's
largest natural and organic retailers
By Carlos Weigle
Photography by julie Broadbent
034-039.IHR_CoverStory.indd 34 5/5/11 1:33:21 PM
june 2011 IHR 35
cover story
034-039.IHR_CoverStory.indd 35 5/5/11 1:34:13 PM
36 IHR june 2011
cover story
There is something awe inspiring about turning a 5,000 square foot store into a retail space 10 times that size and surviving the experience. Then again, if the owners are
the D’Addario family, failure is not an option.
The first visionary was Angelo D’Addario, who tapped into the bulk foods trend in the early ’80s and opened a store in Pickering (PGA Foods), soon to be followed by another two in North Toronto.
The family-owned company continued to grow by following a very simple rule: giving customers what they wanted. At that time, that meant increasing the offering of natural products. However, very few can escape a deep economic recession unscathed and the one that plagued the early ’90s hit the D’Addarios hard, forcing them to close their Toronto locations.
Then fate showed its ugly side when a fire destroyed their flagship store in Pickering. That series of very unfortunate events could have had a devastating effect, forcing them out of the business and making them look elsewhere for business ventures. As it turns out, it had the opposite effect. “While we were waiting for the insurance papers to clear, a space became available in Newmarket. That’s when we started talking about rebuilding,” recalls Teresa who, along with her father-in-law, Angelo, and her brother-in-law, Joe, founded Nature’s Emporium in 1993.
034-039.IHR_CoverStory.indd 36 5/5/11 1:34:53 PM
JUNE 2011 IHR 37
cover story
Now and Then: Percentage of total revenues by department
In the ’90s40% bulk foods35% refrigerated products and health and beauty aids (HABA)25% supplements
In 201125% supplements25% grocery23% others15% fresh produce7% health and beauty aids (HABA)5% bulk foods
Opening a new store under a new name gave them the chance to have a slightly diff erent profi le, one that accompanied the times. � e experience they accumulated, on the other hand, allowed them to tap into some tried-and-true strategies while avoiding some of their mistakes.
Even though the 5,000 square foot store initially featured a large bulk food section, refrigerated products and two aisles dedicated to natural food products, this time around it also included “a nice aisle of supplements.”
Product selection and variety is key in making any business succeed, they say. “We had really good relationships with suppliers, so we could bring in small units versus large cases, to try out new products when customers requested them,” explains Teresa.
Personalized, knowledgeable customer service is what makes customers come back, according to the D’Addarios. � at was very clear to them right from the start. As Teresa puts it: “With all the competition around, we just started working harder on bringing in what customers wanted and focusing on customer service. We’ve always been very hands-on, and I think people like that.”
� e other key aspect to any successful business is, of course, the ability to adapt. � at factor has also been a constant on Nature’s Emporium’s shelves. Within the fi rst few years in operation, the bulk segment of their business shrunk to 40 per cent of their revenues, supplements grew to 25 per cent, and the balance was refrigerated products and HABA (health and beauty aids). Nowadays, supplements still account for 25 per cent of the revenues, but grocery has grown to 25 per cent, fresh produce to 15 per cent, HABA is 7 per cent and bulk foods only amount to 5 per cent. � ese fi gures alone showcase their ability to change with the times, as the market requires. “Currently the fresh produce is the fastest-growing department,” says Joe.
034-039.IHR_CoverStory.indd 37 5/5/11 1:35:17 PM
38 IHR june 2011
cover story
The produce department's success is largely attributed to Joe Tavernese, who joined the team as a partner in 2009. Says D’Addario: "He gets up bright and early every morning to personally inspect and buy all the produce we sell. He has been a major factor in our amazing growth. His brother, Cosimo, has also joined us. He has an accounting degree and runs our office."
The changing times also brought new ways to communicate with their customers. In that respect, Nature’s Emporium embraced the online experience to great results. Not only do they have a very comprehensive website, they also have a strong social media presence on Facebook, Twitter, YouTube, blogs and forums. Everything is done in-house by a team of three, led by media director, Andrew Muto.
The reasoning behind the social media expansion is quite clear to Joe: “We already have the baby boomers in our store, we need to reach a younger audience.” The efforts are certainly paying off. Joe says it’s common to have people come in talking about something they saw or read on one of their social media platforms. Some of their videos have had between 5,000 and 10,000 views on YouTube, which is remarkable.
Young blood is also making an appearance behind the counters and in the offices. Joe’s oldest son is almost a full-time employee, while two of Guy and Teresa’s kids have also embraced the family business. “My dad would be proud,” expresses Joe. “His legacy lives on.”
Without a doubt, the first few years are key in any business, and they can break even accomplished and well-respected business people. Teresa notes that “it took about three years for us to see if the store was going somewhere or not. Then, the pace started picking up and everything shifted.” Indeed, according to Joe, “every year has been a record one since we opened in 1993. I’d say we average about a 20 per cent growth, year over year.”
The continuous change in product selection, with the increase in natural grocery products and supplements, made an expansion imperative. Luckily, they first managed to expand the store to 15,000 square feet (in 2002) and then to 20,000 square feet (in 2006). As Teresa explains it, “there was so much demand for variety from our customers that we couldn’t address because we didn’t have the space. The expansions provided a great opportunity for us to create a full-service natural market.”
The first expansion allowed them to focus more on groceries (which became 40 per cent of the store’s revenues), the addition of a natural café/juice bar, and the expansion of the HABA section from 15 to 32 feet of wall space. The second expansion, on the other hand, meant even more dedicated space for supplements, as well as the addition of homeopathic remedies, including professional lines.
Even so, those expansions involved, as much as possible, calculated risks. Now, more than doubling your store area … Well, that’s a different beast altogether, one that can easily get out of control
034-039.IHR_CoverStory.indd 38 5/5/11 1:35:48 PM
and run any successful business to the ground. Still, Joe sees the experience in a different light: “It was the easiest expansion we’ve ever done. It just made sense and came to be naturally. We’re also better prepared now, since we have a team of people to help us out and not everything depends on us.”
Opportunity knocked on the D’Addarios door – literally. It so happened that Weston Produce, a large independent grocery store that was Nature’s Emporium’s neighbour decided to close their location in 2009. Despite having a large-enough space already, the company still found itself pressed for room. There are always new products coming into the market, be it organic produce, prepared foods or supplements.
However, the idea wasn’t an easy sell: the jump from having a 20,000 square foot store to one that measured 50,000 square feet would certainly make anyone pause. In spite of that, expanding had become increasingly alluring and, in the end, temptation was too great and they gave in.
The decision wasn’t abrupt, and expanding into the new space wasn’t either. In fact, the planning process took over a year. There was too much to consider, from product variety to changing almost every aspect of their business. Construction then took a few more months, until everything was finally ready.
With the expanded space came also better lighting and design overall, as well as the opportunity to offer products such as raw food, and expand already existing products such as artisan cheeses. It also allowed the owners to turn a 3,000 square foot
mezzanine into a community room. As Joe explains it, “it holds up to 200 people, and its primary focus is teaching and education. We’ll even have a kitchen where we can teach people how to cook holistically.” They’re also building a naturopathic clinic, so that Nature’s Emporium becomes “a truly holistic experience.”
The result is twofold. First, it turned Nature’s Emporium into one of North America’s largest natural and organic stores and, second, it proved once again that, despite economic downturns such as the one experienced in the last few years, the public’s appetite for living a healthier, more balanced life is almost limitless. If anyone ever thought the natural products industry was merely a fad, success stories such as this one clearly show it’s not. Moreover, it signals a bright future for those who invest in the business. At least for those who do it as well as the D’Addario family.
june 2011 IHR 39
cover story
At a GlanceNature’s EmporiumSize: 50,000 square feet
Social Media: Facebook, Twitter, YouTube, blogs and forums
Staff: 120 (full-time and part-time)
Hours: Monday to Friday, 9 a.m. to 9 p.m.
Saturday, 9 a.m. to 7 p.m. Sunday, 9 a.m. to 6 p.m.
Key Personnel: joe D’Addario, Guy D’Addario,
Teresa D’Addario and joe Tavernese
034-039.IHR_CoverStory.indd 39 5/5/11 1:36:21 PM
Ken VannucciColumnist
I am Kenny Vanucci and the focus of my column will be to give you an idea of what I find “kool” in life and work. I am a Merchandise Manager for London Drugs. I love product and package development and the marketing thereof! I love consumer packaged goods marketing! I love social media and networking! I love retail!
40 IHR june 2011
Looking thin and beautiful
Expo West proves that less is more, and that pretty packaging is here to stay.
By Ken Vannucci
I should have had this blog post done some time ago, but that is how things work sometimes. Blogging takes a backstage to many other things in my life. The Expo West Natural Health
show took place on the weekend of March 11th in Anaheim, Calif. and this is a quick recap of what I saw there.
Now, I think I do my best “work thinking” when I am away from the office and the nonsense and distractions of everyday office life. Fewer phone calls, fewer emails, fewer routine disruptions, fewer politics; it’s just less of everything when you travel. More time to think, conceptualize, hunt, analyze, and more time to really make a difference in your work and, hopefully, in your stores. And most
044-046.IHR_KensKool.indd 44 5/5/11 10:32:15 AM
ken’s kool
june 2011 IHR 41
importantly, to make a difference for your customers. In the end, that’s the most important part of a buyer’s job, to find cool stuff for customers who visit our stores.
I am aware of the disruptions that work travel can have on your personal life, as you are away from family and friends. It can certainly throw your everyday work off and potentially really knock you back with respect to workload and timelines. But I also keep in mind that the time spent out of the office and away from your desk can be the only thing that really makes a difference in the long-term success of your categories (remember I write this from the perspective of a retail category manager). Travel is by
far the best way to broaden your mind and fill your heart and soul with new and game-changing ideas, either in terms of personal or professional endeavours.
Lots and LotsSo what did I see when I was at Expo West in Anaheim at the beginning of March? Lots!
The first thing I noticed was the size of the show. I have been to Expo West eight times over the past 10 years, and this year was the busiest that I’ve seen it. The show was packed – in fact, irritatingly so. You could barely get around on the Friday – it was a zoo!
044-046.IHR_KensKool.indd 45 5/5/11 10:32:30 AM
ken’s kool
The natural health industry is most definitely healthy and, in fact, seemed to be booming … it was awesome. There were lots of customers and lots of vendors, and more new things and more innovation that I’ve seen in years.
What was the flavour of the show for me? I was impressed with the amount of focus this year on “cleaner” – for lack of a better word – foods and HABA (health and beauty aids). Foods and HABA with just less of everything in them: less salt, less sugar, no peanuts, no gluten, less artificial, less packaging, etc. More natural, more organic, and more recycled packaging. There were more HABA and ethnic products than I could ever remember, too. In fact, the international presence felt very much like the Fancy Food Show. Overall, just a great feel.
So what can we actually bring home to our stores? What a show like this does is either solidify what you are doing or throw into question what you thought was right. It makes you think, analyze and reanalyze. The most important thing to ask or think about is this: “What did/does a show like this do for London Drugs and its customers?”
What it shows to me as a buyer is that we have hit some things “bang on.” We were the first major retailer in Canada to take on the “Enjoy Life Brand” of products that are gluten, dairy, peanut and a bunch of other things free! Gluten- and peanut-free was everywhere at the show. We were one of the first retailers of our size in Western Canada to see this trend and pounce on it, helping a group of folks who had limited options for tasty and better-for-you, gluten-free products. We now have numerous options for people who require or want gluten-free. And it’s all a result of attending shows like Expo West.
The Whole PackageThe other categories or things that really stood out to me had to do with packaging, in terms of what the packaging was made from, how much of it, and how much better it looked. There was so much more recycled packaging and packaging made from different ingredients, including corn-based and other vegetable-based packages. Pretty cool and more prevalent that I had anticipated.
The other great thing with respect to packaging was how “looks” have improved. Natural products have typically lagged in that respect (please don’t throw in just one or two examples of the ones that have always looked good – I am speaking in general terms).
The insides have been great, the outsides, well … let’s jut say I was happy to see brands like Zhena’s Gypsy Teas looking great and really showing folks how to package as well as any international CPG (consumer packaged goods) company. Among others, Enjoy Life is also changing their look and really hitting the mark. Same with Nature’s Path, downsizing and re-harmonizing their entire look. These companies are really showing their stuff; they continue to look natural and have not become “one and the same” (as it often happens with traditional brands). And they are really showing why they are different; they are just doing it in better-looking skin (packages). Looking good, folks!
This show, or any show like this, will always force a buyer to hunt and really try and find something new and cool. It’s all about “niching out, man!” and trying to find those things that will really
connect with your consumers and that will make them want to come back to you. I will make one final comment about this show, and most shows that we go to in the States, or anywhere in the world for that matter. One question that I do get asked frequently by co-workers, family and friends is this: “You talk about the cool stuff you see, you talk about all of the great ideas that you get, but I don’t see all of the things you talk about hit the stores – what happened?”
The main challenge that Canadian retailers face has to do with the packaging requirements that we have in our country. English/French labels are only a requirement for us, and American companies would rather not deal with us, more times than not, because of that reason alone. There is also the issue of nutritional panel on food items. Again, it’s about the language and how our panel is different in how it displays nutritional facts. Many of the products may have claims that Health Canada will only allow to be stated if the products go through different departments. Finally, many products have ingredients that may not be allowed into our country. As you can see, there can be many issues preventing us from bringing cool products to our stores, more than just the four I listed above.
Anyway, please come in and check out our stores over the next months and see if you can spot the new stuff we have found or see if you can catch the stuff that inspired me at the show. Hope you are as excited as I am!
42 IHR june 2011
“The natural health industry is most definitely healthy and, in fact, seemed to be booming.”
044-046.IHR_KensKool.indd 46 5/5/11 10:32:47 AM
HELPING YOUR CUSTOMERS BEAUTIFY THEIR SKIN FROM WITHIN
PYCNOGENOL® IS ONE OF NATURE’S MOST POWERFUL ANTIOxIdANTS. ITS HEALTH BENEFITS HAvE BEEN dOCUMENTEd IN
MORE THAN 250 SCIENTIFIC PUBLICATIONS ANd 80 CLINICAL TRIALS—ANd THESE NUMBERS ARE GROWING.
BEAUTY by
AS AN ACTIvE INGREdIENT IN COMBINATION PROdUCTS OR ON ITS OWN, PYCNOGENOL® IS THE GOLd STANdARd. IT’S PROvEN, POPULAR, EFFECTIvE, ANd SAFE.
WE PROUdLY REMAIN A SCIENCE-BASEd GLOBAL COMPANY dEdICATEd TO GROUNdBREAKING RESEARCH ANd dEvELOPMENT PROGRAMS WITH OUR vALUEd PARTNERS.
TO ORdER NOW, CALL TOLL-FREE 877.369.9934 OR vISIT OUR WEBSITE, www.pYcnogEnol.coM
LOOK, FEEL, ANd LIvE BETTER
Look for these brands at your favorite health food retailer.
SKIn cARE
wrinklesPycnogenol® binds with skin proteins, collagen and elastin, and protects skin from various harmful enzymes helping to rebuild elasticity, essential for a smooth, younger look.†
Scar FormationSeveral clinical studies have shown that Pycnogenol® protects the collagen matrix and increases skin stability during healing.
SuncareSunburn is an inflammation caused by free radical induced tissue damage. By neutralizing these free radicals, Pycnogenol® helps protect skin from the stress and damage of sunburn and photoaging.‡
Hyper-pigmentationPycnogenol® helps promote the “glow” and reduce over-pigmentation for a more even complexion.§
These statements have not been evaluated by the Food and Drug Administration. This product is not intended to diagnose, treat, cure, or prevent any disease.
IHR.Mar11_Nat Health Science.indd 1 5/4/11 11:17:26 AM
026-028.IHR_SkinCare.indd 44 5/5/11 11:13:23 AM
june 2011 IHR 45
feature
Skin care products are an important stock in trade for many retailers. In some cases, they can account for up to half of the health and beauty aids (HBA) category, as well as a substantial
amount of revenues. In fact, skin care products have averaged out at a solid 10 per cent of retailers’ revenues for many years.
Retailers love the category for good reason. Not only is it a thriving one with significant profit margins (40 per cent on average), it is also one where opportunities for creative merchandising abound. Whether showcasing an anti-aging theme, seasonal promotions (e.g. sun protection in summer, dry skin offerings for winter), or focusing on specific parts of the body, there is no end of cross-promotional opportunities for lotions, cleansers, creams, exfoliating agents, washes, soaps, aromatherapy/essential oil products, moisturizers, ointments and more.
Globaltrade.net reports that in 2009 in Canada, cosmetics and skin care was the fourth most important consumption item, with $4.4 billion plus in retail sales. Key consumers are baby boomers
who are demanding products to reduce the physical impacts of aging, such as anti-aging, sun care and men’s products.
Recent research from Mintel confirms that anti-aging skin care products is a particularly strong category, with annual worldwide sales of $832 million, and a projected 46 per cent increase in prices from 2010 to 2015. In fact, in 2010, 24 per cent of consumers surveyed used anti-aging skin care products, another 21 per cent used wrinkle-reducing facial skin care products, and 18 per cent used skin-rejuvenating products.
While one typically sees a large space devoted to skin care products in mass merchandising locations, natural product retailers are not always following suit and putting their best foot forward when promoting the category. Depending on who you talk to, skin care products are often marginalized to make room for food items or supplements. When that happens, you might be missing out on some golden opportunities to increase revenues and improve customer satisfaction.
While the skin care industry brings in over $4 billion annually, natural product retailers are still not taking full advantage of
this booming category.
By Denise Deveau
Wonderful skin
026-028.IHR_SkinCare.indd 45 5/5/11 11:22:20 AM
feature
46 IHR JUNE 2011
Strike when it’s hot� e skin care product category is constantly bringing new product off erings on board, so it’s not uncommon to have a hot seller that’s all the rage. When that happens, be sure to showcase the product line where your customers can fi nd it. Sometimes that means moving it off the HBA shelves and near the checkout, at the end of an aisle, or other high-traffi c area. In fact, studies have shown that sales can jump as much as 40 per cent when an item is placed in a dedicated display unit in a prominent location. When promoting a top-selling product or line, make sure there is always enough inventory to meet demand.
Simplify the selection process You might wonder whether it’s best to display products by brand or product type. Either can work, depending on the circumstances.
For the most part, those in the know say that categorizing by product type is usually the best approach, especially when dealing with multiple brands. While shoppers may be brand loyal, they also tend to look for specifi c items when browsing the shelves, whether that’s a night cream or a shower gel. Off ering a quick and easy way for them to comparison shop means less eff ort is needed to fi nd products and the customer experience is improved. Having handy product groupings with a broad range of prices and selections also provides an opportunity for staff to engage in dialogues and help guide shoppers’ choices.
� e exception to this may be if you carry a limited number of brands, or have distribution rights to hard-to-fi nd product or high-end product lines. � en dedicated brand displays can be an eff ective way to move product and increase interest. If a branded approach is used, be sure that displays are well appointed and supported by information and/or promotional off erings to improve cross-selling or up-selling opportunities.
“The beauty of skin products is the plethora of cross-promotional opportunities available.”
Buff up your skin care merchandising:
026-028.IHR_SkinCare.indd 46 5/5/11 11:13:42 AM
june 2011 IHR 47
feature
Knowledge is everythingSkin care can be a complicated category. Choice criteria can range from the relatively superficial (e.g. preferred scent or colour) to therapeutic properties (e.g. antioxidants, hypoallergenic). Mintel notes that consumers tend to prefer licensed all-natural skin care products. However, not all organic or natural skin care merchandise is professional or certified, so it’s important to check out product claims before stocking your shelves. (For example, a certified organic product must be made with at least 70 per cent organic ingredients – see story on page 58.)
Because skin products are applied to the body, customers tend to be careful researchers and label readers when it comes to making the right choices. Where customers have specific sensitivities or personal concerns, it is essential that your staff knows the attributes and active ingredients of the products being offered. Most suppliers can help by offering employee training sessions, hosting customer information events, providing samples or offering supporting literature (print or online).
Retailers can go beyond what their suppliers have to offer by hosting their own information sessions or seminars. Or perhaps host events in which customers can enjoy free services such as a hand massage or nutritional consultation with each purchase.
From head to toe, skin care products can open up many merchandising opportunities for retailers. Unfortunately, the category is not always marketed to its best advantage. However, with some creative thinking, good education and training, and a bit of one-on-one time with customers, you may discover there’s always room for improvement.
Get creative with cross-promotions The beauty of skin products is the plethora of cross-promotional opportunities available, simply because health and beauty naturally go hand-in-hand. Retailers can create countless themes to draw people’s attention and increase sales.
Suggestions include bundling skin care items with specific supplements (e.g. Vitamin D and face lotions); food and beverages (e.g. vitamin water with sunscreen products); or bath accessories (e.g. loofahs with soaps and shower gels).
Seasonal or demographic-themed displays that showcase a combination of products can also be effective. There is no end to the possibilities of what retailers can combine for special occasions such as Christmas Day or Mother’s Day, for example. A summer promotion could include a range of products, from sun blocks and lip balms to bug repellents and natural moisturizers. Gift baskets and travel-themed bundles in a range of pricing options can often drive spontaneous purchases.
So Beautiful• In 2009, in Canada, cosmetics and skin care was the fourth most important consumption item, with $4.4 billion plus in retail sales.1
• Annual worldwide sales of anti-aging skin care products: $832 million.2
• In 2010, 24% of consumers surveyed used anti-aging skin care products, another 21% used wrinkle-reducing facial skin care products, and 18% used skin-rejuvenating products.2
Ten winning strategies to make customers fall for your store
By Allison Tannis, BSc MSc RHN
The door swings open and your eyes adjust to take in your new surroundings. In that fi rst moment, your customer’s mind makes over a dozen decisions about your store. � at’s it – just one moment. Making a good fi rst impression on your customers is
very important, since it aff ects their mood and purchasing behaviour. In other words, eff ective merchandising is vital to retail success. If you think you’ll need a barrel of money to make signifi cant changes, think again. It’s all about the right strategy: Here are ten proven ways to help attract customers to your store – and keep them coming back.
Map it OutWatch your customers. How do they fl ow through your store? For instance, customers need a “landing strip,” according to Paco Underhill, author of the national bestseller Why We Buy (Simon & Schuster, 2009). Don’t clutter your front entry – customers aren’t shopping there. Place your power-rack (a hot spot for promotions or high-sales volume items such as neti-pots) a little farther in.
Map out an overall plan to your store. Direct traffi c so customers shop your entire store. One way to do this is to place destination products and impulse items throughout your store. Design your plan keeping in mind that “customers fl ow to the right,” according to Underhill.
Feeling overwhelmed? If a store overhaul feels too daunting, why not start by taking the pulse from the front to the back of your store? Notice how milk is merchandised at the back of a grocery store – to get it you have to pass other merchandised products, increasing your likelihood of an impulse purchase.
“Fix” Your Image� e furniture or fi xtures that display your merchandise refl ect the store’s image (Crate and Barrel became famous by using shipping crates as fi xtures). Be sure to look for fi xtures that can be moved to allow you to change the store layout as needed. Adjustable fi xtures are best in health stores, as you can alter shelf height to accommodate from pint-sized bottles to jugs of eco-friendly laundry detergent. Most importantly, have fi xtures with clean lines so you can keep your products organized and avoid clutter.
Send an InvitationAttracting customers has a lot to do with curb appeal. Start with your store’s sign. Is it dated, peeling or hard to read? Clean, fresh and professional store signs are essential to sending a positive message to customers. Invite them in. And don’t forget about your window displays. Bright, colourful and impactful displays will certainly draw customers’ attention.
Have a PlanBefore you run around madly altering your store’s design, have a plan. “From the start, I wish had known more of the science behind merchandising,” says Jason Gloster, owner of the Horn of Plenty in Dundas, Ontario. Understanding your store’s demographic (age, income, needs, buying habits, average transaction value) is crucial. “As much as health food stores are diff erent, the same principles of merchandising apply. I have never been afraid to check out what larger stores are doing. It’s important to fi nd out who the leaders are and benchmark them with your own store.” says Gloster. Using information gained from competitors, combined with knowledge of your target consumer, will allow you to design your store’s product selection, layout and displays more eff ectively.
Shelving Your ProductsProduct placement is important. In your store aisles, shelves should usually have top-selling products at eye level; products are stocked three deep (sometimes more); and products are clearly priced. Double-facing product can give the illusion of space. Space encourages lingering – consumers who linger are more inclined to buy, particularly in health retail where consumers like to take time to read labels.
Health food stores can feel overwhelming, even to the most veteran customers. � e volume of products and contrasting product claims can frustrate consumers. “Reduce your SKU count and focus on products that drive business; by doing so you increase sales per square foot,” says Phil LeBeau, Director of Sales at Sequel Naturals. “If you have too many options, it creates confusion.”
AnchorAnother way to reduce consumer confusion is to create an anchor by placing similar products together. You can do this by ingredient, brand or ailment. � is allows customers to quickly fi nd what they are looking for. Off er helpful directional signage to customers so they can fi nd your anchor areas. “Remember that time is relative, so if you spend 10 minutes walking in circles, it’ll feel like you’ve been there for half an hour.” If you walk into a store and see everything at a glance, it holds you longer, and “the time consumers spend there is considerably happier” says Underhill. Keep signs clear, readable and visible – there is a lot of stimulus in a store setting to compete with.
Mix It UpCross-mix merchandising is another option, since it helps customers visualize how they might use their impulse items. In a high-traffi c area, display an impulse-buy product with its themed accessories. For instance, lip balm could be displayed with organic cotton face cloths, hand soap, breath mints and toothpaste. Remember to keep cross-mixed visual merchandising displays clean and to the point: the average consumer views a focal display for merchandise for about one second.
8 Make a Display of YourselfClean, dramatic and bright are important merchandising tools to use in your displays. “[� e] ends in your store are what draw people in, make things exciting and can really set the tone of the place,” says Gloster. Alter your displays in tune with your regular customers’ visits. Give them a slightly newer look at each visit, and a completely new display every other visit.
Need some inspiration? Create an impact window by hanging a large poster featuring a picture of a big ginger root. In front, place a bushel overfl owing with ginger and small, organized stacks of ginger supplements and candies. Impact windows are dramatic and bring attention to the variety of a particular selection inside your store.
Change is hard. As retailers, you spend most of your waking hours in your store. As such, it can be diffi cult to see outside the shelves – so to speak. However, ensuring your merchandising is working for you, not against you, is vital to your store’s success. “Have regular planning meetings and frequently walk the store to make sure products make sense where they are, and each display speaks to somebody,” suggests Jon Silen of Whole Foods Robson in Vancouver. Customers want retail stores to have clean, bright (well-lit) interiors, easy access, uncluttered aisles, and responsive and friendly service. Remember that shopping is not a task, but an experience – one that we hope will send us home with a product that will enhance our lives.
9
10
Prop ‘Em UpProps help to sell the concept of your store, and accent the environment. A wheelbarrow with potted tomato plants and a pair of gardening gloves could be obvious props for your produce section. Or think a little outside the box and use them to promote lycopene for prostate health. Summer props could include beach umbrellas or large picnic baskets brimming with organic, portable summer treats.
Brighten Up Simply changing the type of light bulb in your light fi xtures can make a profound diff erence in your store. Generally, you want lighting that illuminates the merchandise and traffi c path in a store. � en, you want accent lighting (preferably adjustable) that highlights focal displays. Track-mounted lights are a great option for accent lighting, and are cost eff ective.
Managers and entrepreneurs continue to ask me: why do I need a social media strategy? After all, most businesses have implemented an effective online web presence – isn't that enough? Yet the mountain of evidence and facts continues to build toward the conclusion that retailers
cannot afford to ignore social media any longer.
For example, a recent survey (by IAB of Canada/PHD Canada) found that, by 2019, digital media will be the number one media of choice for all Canadians aged 18-54. Another recent report in the New York Times shows a significant spike in sales for online retailers when customers participate in online conversations about their products or services on Facebook. There have even been findings that a negative review in an online social network can have a positive impact on sales. The facts are telling: social media is making a significant impact on some of the best-known Canadian brands and retailers.
The reality for retailers and brand managers is that their brand is the sum of the conversations that people are having about their company – and today many of these conversations are happening online, within social networks. As business leaders and marketers, you need to participate in these conversations. If you are not participating in these conversations with your existing and future customers, then someone else certainly will.
What's your status?Almost 90 per cent of Canadian businesses engage in social media, yet are they taking full advantage of that powerful tool?
By john A. Macdonald
054-057.IHR_SocialMedia.indd 54 5/5/11 10:28:40 AM
june 2011 IHR 55
feature
054-057.IHR_SocialMedia.indd 55 5/5/11 10:28:48 AM
feature
56 IHR june 2011
• Canada is a worldwide leader in terms of social media, with nearly
90 per cent of businesses adopting social media tools.1
• By 2019, digital media will be the number one media of choice for all
Canadians aged 18-54.2
• One in six executives believes social media is the most important means
for their organization to engage the public about their brand, while 31% say
it plays a major role.1
• Only 10% of organizations don’t bother engaging in social media.1
• 60% of executives say their organization often or sometimes monitors
social media channels for mentions about their business.1 Sources: 1 SAS/Leger Marketing, 2 IAB of Canada/PHD Canada
Does all this sound a bit frightening? Well, the good news is that social media tools and practices can be readily learned by your organization. The effective use of such tools can give you access to new channels which deliver speed, immediacy and reach, and offer businesses the opportunity to engage in live conversations to reinforce their unique brand promise. Before you rush into the “nuts-and-bolts” of social media such as Facebook, Twitter and blogging, it is critical to start with your business objectives and strategy. A clearly articulated strategy is essential to ensure that you differentiate yourself from your competitors. The next step in the journey is to ensure that you understand the online audience. You must determine where your audience is online and then listen to their sentiments and discussions regarding your brand. As the saying goes, we are born with two ears and one mouth – use them in that proportion. As such, listening is also a key point of effective online conversations. Only by listening first can you appreciate the appropriate tone and frequency for you audience. Tools such as Trendrr.com, as well as blogs and alerts, are essential
for monitoring online chatter regarding your brand. These tools can help you listen and “tune in” to the conversations that are relevant to your customers.
A good social media plan needs to consider customer segmentation – in essence, you will want to consider the types of people that participate in your online community. As you start to listen to these online conversations, you will notice that your audience participates in different ways. Forrester Research has been tracking the adoption of social media across categories and found out that there are “creators” who write content and make podcast and videos, “critics” who post comments, ratings and reviews, “ joiners” who create profiles on social networking sites and actively participate in these sites, “spectators” who read, listen and watch the content created by others, and the “inactives” who are not actively participating in the online conversation. Finally, any good strategy should include measurable targets. Critical targets for your social media include elements such as daily story feedback, blog analytics, share-of-voice, search volume and inbound links.
054-057.IHR_SocialMedia.indd 56 5/5/11 10:29:41 AM
june 2011 IHR 57
feature
Now you are finally ready to start to venture into the creation of or participation in an online community. If, like many retailers, you are new to this, I advise the “crawl-walk-run” approach. Start slowly with low-risk, low-volume experiments, measure your results, assess the impact on your business and broaden your strategy accordingly.
The challenge for anyone who has started to leverage these new channels – and you have undoubtedly experienced it – is that the choice of social media tools and platforms can be daunting. Horizontal social media platforms such as Facebook, Twitter and YouTube are obviously the starting point for many retailers because they have many active participants already. This means that it is likely that the audience for your products and services may already be users of these social media tools. The more users on a social media platform, the more value this social network typically creates for users – this is known as “network effects.” However, there are other options for retailers. In fact, some leading retailers prefer to establish their own social networking properties where they can have more control of the brand. There are numerous “white label” social networking tools that can be used to create custom social websites, hyper-local sites and powerful content management platforms such as Joomla and Drupal – that are used to create personal homepages – as well as large community-driven and corporate websites. The good news is that you have not missed the opportunity to take advantage of the benefits of social media. As a retailer, you do not need to be first-to-market on a social media platform to be successful. For example, two to three years ago the early adopters began to experiment with online couponing and location-based social networking tools yet saw limited early results. Today, these tools have been proven in the market and are actually considered mainstream marketing vehicles; user adoption is higher and the majority of retailers are jumping in and leveraging these powerful marketing platforms.
In conclusion, social media is about the creation and fostering of a vibrant online community and tapping into the conversations of your customers. In subsequent editions of IHR Magazine we will discuss, in depth, the big questions of social media: Which channels to use, which people and audiences to engage and what conversations you should join.
“Even a negative review in an online social media network can have a positive impact on sales.”
054-057.IHR_SocialMedia.indd 57 5/5/11 10:29:54 AM
58 IHR JUNE 2011
feature
058-061.IHR_Organic.indd 58 5/5/11 12:08:36 PM
More than meets the label
feature
june 2011 IHR 59
While demand for “organic” and “natural” products increases, it’s important to know which labels to trust.
By Sylvie Savage
Would you like formaldehyde with that? There is more to labels than meets the eye – what can a retailer do to help consumers feel confident in regards to label
perception and bring them back to their store as a result of earning their trust?
The reality is that deceptive labels are everywhere and that they are likely misleading consumers. Vague or loose labelling laws and regulations may provide the opportunity for some manufacturers to gain from misrepresenting or exaggerating product quality. Granted, consumers have the responsibility to judge for themselves what is accurate or not, but the onus should also be on retailers. In that respect, they should do their due diligence to ensure that products offered at their stores adhere to proper government regulations. Where regulations are not well defined, stringent expectations should be enforced regarding deceptive labels.
Although regulations differ across product categories, there are standard rules that can be applied by law and others that can be applied by retailers. Doing so should increase the chances of having exceptional products and trustworthy names on the shelves, which will ultimately increase the integrity of this growing category.
Good to knowUnderstanding all the existing regulations can be a daunting task, yet an awareness of the rules is half the battle. A good starting point would be to demystify the confusion you might feel by determining what you need to know regarding “organic”, “green” and “natural” labels. Below are the four key segments – food, body care, natural health and environmentally friendly – that would include most consumer products that we find on our retail shelves today and an overview of the relevant rules and regulations faced by each.
058-061.IHR_Organic.indd 59 5/5/11 12:55:32 PM
60 IHR june 2011
What’s on your plate? As of June 2009, Canada’s Organic Products Regulations (OPR) put in place standards for certifications of all organic agricultural products. All agricultural products marketed as “organic” in interprovincial and international trade, or bearing the organic agricultural product legend, must comply with the following regulations:• Productcontentmustbegreaterthan95percenttobelabelled
“organic” or have the organic logo.• Amulti-ingredientproductwith70-95percentorganiccontent
may declare “organic ingredients” on the label but cannot claim to be “organic” or use the organic logo.
• Amulti-ingredientproductwith less than70percentorganicingredients may only claim “organic content” in the product ingredient list.
Products that make an "organic" claim must be certified by a certification body that has been accredited, based upon the recommendation of a Canadian Food Inspection Association (CFIA) designated Conformity Verification Body.
There are several other regulations pertaining to food. For example, if the label states "nature," "natural,” "mother nature," or "nature's way," it should not convey the impression that these terms have, by some miraculous process, made the food nutritionally superior to others or that engineering has resulted in the product’s ability
to better serve human needs. As well, foods or food ingredients submitted to processes that have significantly altered their original physical, chemical or biological state should not be described as "natural.” Consumers may consider foods described as "natural" of greater worth than foods not so described, so these regulations are in place to avoid deception.
The hot listThere are limited regulations pertaining to the labelling of body care products as “organic” or “natural.” This is concerning as our skin absorbs much of what we apply to it and it’s even more absorbent when it comes to children. There are literally thousands of chemicals in many of the body care products merchandised at our stores; however, these product labels face nowhere near the same degree of regulation as the food industry. Potentially, this can open the door to unscrupulous claims that may manipulate consumers into believing that a certain product is more natural than another when in fact it is not.
There is a cosmetic “hot list” that helps consumers, retailers and manufacturers understand what is banned or should be limited within our products in Canada. However, it’s important to point out it is the manufacturer’s responsibility to meet the requirements of the regulations and that the manufactures themselves perform the tests, not Health Canada.
feature
058-061.IHR_Organic.indd 60 5/5/11 12:12:44 PM
JUNE 2011 IHR 61
feature
It’s not easy being naturalNatural Health products are those of a therapeutic nature that don’t have a cosmetic purpose. For example, a tea tree antiseptic cream has no cosmetic purpose; it’s designed to relieve minor skin irritation, which is therapeutic in nature. � is would be classifi ed as a Natural Health Product (NHP). NHPs fall into the following categories:• Vitamins and minerals • Herbal remedies • Homeopathic medicines • Traditional medicines such as Chinese • Probiotics • Other products like amino acids and essential fatty acids
In Canada, these products must have a product license, Natural Product Number (NPN) or a Homeopathic Medicine Number (DIN-HM), which must appear on the label. � e sites that manufacture, label, and import these products must have a site license. To get product and site licenses, specifi c labelling and packaging requirements must be met. However, regarding “organic” and “natural” labels, the same loosely defi ned regulations apply as with body care.
Friendly or notEnvironmentally friendly products would be those that can be found in our homes, such as cleaning products, toys, diapers and clothing. In that context, the term “green” is meant to describe an environmentally friendly product, yet the meaning of “green” is still not well defi ned, therefore creating few standards beyond the Consumer Packaging and Labelling Act (which requires that pre-packaged consumer products bear accurate and meaningful labelling information to help consumers make informed purchasing decisions). Due to that lack of defi nition, the use of the term “green” can often be misunderstood by consumers.
It’s up to youAll in all, the trend is moving toward healthier lifestyle choices by consumers and, like any other trend, there will be growing pains. Both responsibility and opportunity come with this emerging category.
Retailers have tremendous infl uence on what consumers buy through what they make available on the shelves and it is incumbent on the retailer to ensure they off er products from manufacturers that adhere to high ethical standards in an emerging category that is still somewhat self-regulating. Doing so will help build brands, and consumer education will go a long way toward gaining increased share in this growing category.
Take action today!➔ Opt for certifi ed organic, natural and fair trade products.
➔ Always ensure that the products on your shelves don’t
have ingredients that are on the “hot list” and keep your
vendors accountable.
➔ Have a “hot list“ available in store as a checkpoint for
consumers and employees.
➔ Create a “hot product” zone that guarantees true
organic, natural and green products that consumers
can rely on.
➔ Defi ne yourself as a retailer that takes pride in having
your consumers' wellbeing at heart.
058-061.IHR_Organic.indd 61 5/5/11 12:13:03 PM
feature
62 IHR june 2011
Personal care products specifically aimed at men are one of the fastest growing areas of the integrated health sector, yet retailers are still perfecting the art of effectively
marketing these products to a male audience.
“It has only been in the 2000s that the men’s grooming market has become a steadily strong performer, in large part because marketers have finally assembled the essential keys to marketing to men, typically through humorous advertising that emphasizes the multi-functionality of products that work fast and efficiently,” says Don Montuori, publisher of Packaged Facts. “But men are becoming more adventurous in their personal care regimens. Not only are many of the world’s men trying premium male-specific
hair gels or skin creams for the first time, but some are also buying a greater range of grooming products, including unisex items.” Packaged Facts has forecasted that by 2014, the global market for all-male consumed grooming products will be worth $85 billion.
While more and more men are interested in health and wellness products, the challenge for marketers is helping them overcome their hesitation about experimenting in territory that has been a women-only domain for so long.
“We don’t have a lot [of men] that come in, and when they do it’s mostly for a moisturizer or most often, aftershave,” says Judy Jones, Beauty Boutique expert with Shoppers Drug Mart. Jones
062-064.IHR_SellingMen.indd 62 5/5/11 10:59:18 AM
june 2011 IHR 63
feature
By Sarah O’Connor
The Power of MenWith an estimated global market of $85 billion in 2014, male grooming products are next big thing.
acknowledges that women are very interested in natural and organic products, with the latest trend being paraffin-free skin care products. On the other end of the spectrum, many men are still figuring out what products are suitable for them, and may be overwhelmed at the range of natural options available. And that presents a great opportunity for retailers who are willing to educate them.
“They pretty much rely on what you tell them, and you have to ask them what they are looking for,” continues Jones. “They’re not really that brand conscious. Price conscious, maybe, because they’re not familiar with how much (high-end products) cost.”Not only are these products largely unfamiliar, many are downright unappealing to the male consumer.
“Many challenges come from product scents, since most are marketed for women and have more fruity or floral scents,” says Cristina D'Addario, HABA brand manager for Higgins Cohn Brand Management. “Packaging of products is also targeted at women, and many facial care and anti-aging products in particular are predominantly targeted at them.”
This is changing, of course, as brands become aware of the opportunities presented by this growing sector. Jones cites Lancôme, Vichy, Zehr and L’Oreal as brands that have introduced skin care lines specifically geared toward men in the last year, and notes that Biotherm has long been a leader in this category.
062-064.IHR_SellingMen.indd 63 5/5/11 10:59:27 AM
feature
64 IHR june 2011
Mighty Men• In 2010, in Canada alone, the men’s care industry pulled in $1.6 billion in total sales.1 • Canadian men’s beauty product market: $579 million (estimated).2 • Market growth: 70% between 2003 and 2008.2 • Men’s skin care product sales grew three times the rate of the overall market in 2009.3 • Two-thirds of men in Canada use women’s personal care products, but only a quarter are comfortable admitting to it.4
Sources: 1 Datamonitor, 2 Euromonitor, 3 L’Oreal, 4 Dove
“Many brands are simply changing the packaging to appeal to men, as several of the same ingredients that benefit women's skin in the natural industry benefit men's skin as well, like aloe vera, hyaluronic acid, jojoba oil, etc.” says D’Addario. “The biggest change made to market men's products is the fragrance: many men's products are unscented or made with more masculine scents like fresh, herbal or spice, as opposed to fruity or floral, to appeal more to their gender.”
In addition to customizing the products themselves, successful retailers are also allocating reserved real estate specifically for men in their stores,
“It should be simple for men to find and try products,” explains Tracey Burby, HABA Brand Manager with Michael Theodor Brokerage. “In that sense, brand and category blocking is crucial for these products as it draws them into a section that’s all about them.” Variety is also crucial, as Burby puts it: “It’s important to have a full offering, from shaving creams to moisturizers; if there isn’t a full selection then they won’t stay interested.” D’Addario believes “it is also becoming more and more socially accepted for men to pamper and treat their skin and bodies as women do, which I think will continue to have men interested in a wide range of products and also very concerned about which products they are using and putting on themselves.”
Jones, who has worked for Shoppers Drug Mart since 1969, notes that this awareness is a very recent development. “When I first started there were only a few aftershaves and not much in skincare,” says Jones, noting that in the last five to 10 years she has noticed men becoming much more conscious of health and fitness issues and taking better care of themselves. Today, Jones has observed that men tend to purchase less expensive brands at first and then progress to more upscale ones.
Burby believes the media has been an important factor in expanding the men’s category: “There’s an increased awareness amongst the younger generation regarding personal grooming, anti-aging and the effects of gender-specific formulated product lines thanks to media and social networking.”
The future certainly looks promising. According to D’Addario: “As more male shoppers decide to explore retail, retailers will continue to evaluate options to expand their male customer base. We are seeing more male staff in personal care departments and will keep seeing sections and categories as well as products dedicated to men. Also, products for male teenagers are slowly beginning to develop. These products will introduce young men into natural personal care products and will develop them into personal care shoppers. This will continue to increase the overall options and opportunities available to men,” D’Addario concludes.
"Products for male teenagers will introduce
young men into natural personal
care products and will develop them into personal care
New Brunswick, Newfoundland, Nova Scotia, Prince Edward IslandPharmasave Drugs (Atlantic) Ltd.Greg Van Den HoogenDirect: (902) 481-5175
www.pharmasave.com
Never before have independent pharmacy owners faced such challenges with so many factors threatening the success of their business. Now, more than ever, will a strong, well established program provide pharmacy owners with the support necessary to get through these challenging times and help owners reinvent their business model to ensure a successful future.
We can help. There is an unprecedented importance to joining a group who takes care of its members first. You are guaranteed to achieve this at Pharmasave because Pharmasave is owned by its members. Pharmasave has more than 25 years of experience in building a program that works for you and has a strong team of professionals to ensure you get the most value out of your program.
While being part of a strong buying group is important, and Pharmasave has the leverage of one of the largest independent pharmacy buying groups in the country, we have stayed true to our values. The strength in any program lies in the support that is provided to its members. We have remained committed to building a program around support first, which is why so many independent pharmacists have made the decision to join Pharmasave and why Pharmasave is the best option to support independent pharmacists on their path forward.
Let us work with you to ensure that there will always be a place for independent pharmacy!
Independent...But Not AloneWe will work with our members to ensure the long term success of their retail business and the Pharmasave Brand
For
deta
ils, w
rite
#110
on
Free
Info
Pag
e, p
age
73.
IHR.Feb11_Pharmasave.indd 1 5/4/11 11:20:05 AM
70 IHR June 2011
research news
Chocolate may ease chronic fatigue syndromeChocolate is rich in flavonoid
antioxidants, which have been
shown to benefit various
conditions including heart
disease, blood pressure,
and glucose control, but had
never been tested in chronic
fatigue syndrome (CFS). now
it has, thanks to a clinical pilot
crossover study comparing
high cocoa liquor/polyphenol rich chocolate (HCL/PR) to simulated
2. use this quick reference list below to find out its free info number (it’s also on the ad)
3. Write the number(s) on the attached free info card
4. Mail or fax us at 1-888-849-0155 or 416-703-6392
5. Receive free info, direct from as many advertisers as you like
Example
101
cONNEcT WITH… page write #
june 2011 IHR 73
072-073.IHR_Faxback.indd 73 5/5/11 1:46:43 PM
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.
>
Top Seller revieWYoUr STore MATTerS
>SporTS NUTriTioN Top SellerS
product: Brand:
Size: Flavour:
product: Brand:
Size: Flavour:
product: Brand:
Size: Flavour:
>viTAMiNS/SUppleMeNTS Top SellerS
product: Brand:
Size: Flavour:
product: Brand:
Size: Flavour:
product: Brand:
Size: Flavour:
>NeW prodUcTS Top SellerS
product: Brand:
Size: Flavour:
product: Brand:
Size: Flavour:
product: Brand:
Size: Flavour:
>Food Top SellerS
product: Brand:
Size: Flavour:
product: Brand:
Size: Flavour:
product: Brand:
Size: Flavour:
>HerBS Top SellerS
product: Brand:
Size: Flavour:
product: Brand:
Size: Flavour:
product: Brand:
Size: Flavour:
>perSoNAl cAre Top SellerS
product: Brand:
Size: Flavour:
product: Brand:
Size: Flavour:
product: Brand:
Size: Flavour:
Store Name__________________________________________________ city ______________________________________ province ___________
date ___________ Name ____________________ Title _________ Address __________________________________________________________
Approximate income of Store customers: $20,000-$40,000 $40,000-$60,000 over $60,000
June 2011
74 IHR june 2011
072-073.IHR_Faxback.indd 74 5/5/11 1:46:52 PM
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.
NEW Gravity Feed Displays Available Now!Each display features a QR code in-store customers can scan with their smartphone to watch an informative video on the importance of Omega-3s.
Finally! An Omega-3 that kids and adults will love.
Which would you rather taste — a healthy spoonful of cod liver oil, or a delicious slice of lemon meringue pie? Why not both?
Lemon Meringue Liquid Omega-3 from webber naturals® is creamy, lemony, smooth — and delivers 700 mg of Omega-3 PLUS 100% of your daily requirements of Vitamins D and A in every delicious spoonful!
The days of force feeding cod liver oil are over ! Get all the essential fatty acids and vitamins of cod liver oil in our delicious new lemon meringue fl avoured emulsion.
No pills to swallow. No fi shy aftertaste.
The BEST Omega-3 You Ever Tasted !
Helps Develop and Maintain Bones, Teeth, Night Vision, Cognitive Health and Brain Function
For
deta
ils, w
rite
#115
on
Free
Info
Pag
e, p
age
73.
IHR_Webber LemonOmega.indd 1 5/4/11 11:44:07 AM
A new look... and a whole new attitude toward sun care. Natural Sun combines only nature’s
own sun-defl ecting minerals with luxuriously rehydrating, damage-defying, never greasy
natural ingredients: CoQ10, organic antioxidants, pomegranate and more. In six varieties,
SPFs 15 and 30+, plus a new rich After Sun and Pure Aloe Vera. This combination of absolutely
natural, broad-spectrum protection with irresistibly upscale packaging makes Natural Sun a
stunning product line you do not want to miss.
For more information, call Purity Life at 1-800-265-2615 or Tall Grass Distribution at 1-800-616-5900, or New Age Marketing at 1-888-868-0127. 5HR1