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I N S I D E Unlock the Secrets of Purposeful Branding
Page 58
WONDER WOMEN
DSN salutes the winners of this year’s Top Women in Health, Wellness and Beauty
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11.23
Vol. 45 No. 11
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FEATURES NEW: EXPANDED BEAUTY CONTENT! 60
INSIDE BEAUTY:
The Beauty of Purpose
Being a purposeful brand can mean anything from donating profits from one SKU, reworking packaging to be more sustainable or creating campaigns to address mental health 64
PHARMACY: GENERICS
What is the state of the generics industry?
In the face of challenges, the generics industry has continued to adapt to serve customers and patients 70
HEALTH: IMMUNE SUPPORT
Something Old, Something New
The big five immunity ingredients are vitamins C and D, zinc, elderberry and probiotics. But other bioactives still vie for consumer acclaim
WONDER WOMEN
DSN salutes the winners of this year’s Top Women in Health, Wellness and Beauty
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Private, Please
Check out the latest products in private label 76
DEPARTMENTS
COLUMNS
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EDITOR’S NOTE
20
10
INDUSTRY NEWS
18
PRODUCTS TO WATCH
GUEST COLUMN By Lucinda Maine, David Pope and Kyu Rhee
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LAST WORD By David Orgel
PRODUCT ROUNDUP
GENERAL MERCHANDISE: GREETING CARDS
Whimsical Wishes
From humor and words of appreciation to pop-up cards and licensed content, this is what’s popular
DSN (ISSN 0191-7587) is published monthly 12 times a year by EnsembleIQ, 8550 W. Bryn Mawr Ave, Suite 200, Chicago, IL 60631. Subscription rate in the United States: $150 one year; $276 two year; $17 single issue copy; Canada and Mexico: $204 one year; $390 two year; $20.40 single issue copy; Foreign: $204 one year; $390 two year; $20.40 single issue copy. Periodicals postage paid at Chicago, IL, and additional mailing offices. POSTMASTER: Please send address changes to DSN, 8550 W. Bryn Mawr Ave, Suite 200, Chicago, IL 60631. Vol. 45 No 7, July 2023. Copyright © 2023 by EnsembleIQ. All rights reserved.
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EDITOR’S NOTE
The Wonder: Women Celebrating the women making strides in retail pharmacy, beauty and wellness.
Earlier this year in a LinkedIn blog post, a writer made an economic case for having more women in the business world; his case was convincing. “When women are included in the workplace, they bring new ideas, innovative solutions, and alternative viewpoints that can help businesses to think outside the box and make more informed decisions,” the writer said. “Another reason for the necessity of women in business is the economic benefit. Women represent a significant portion of the workforce, and their contribution to the global economy is substantial. According to a report by McKinsey & Company, advancing women’s equality in the workplace could add $12 trillion to the global economy by 2025.” Of course, the participation of women in the pharmacy profession is massive. Today, women account for about 70% (give or take) of pharmacists in the United States, a dramatic rise from the ‘60s and ‘70s. Women are so prevalent in the industry that October 12 is “ACCORDING TO A now National Women Pharmacist Day. But women also are found REPORT BY MCKINSEY in all areas of the retail pharmacy profession and its related sectors, & COMPANY, such as manufacturing, logistics, supply chain, health, wellness, ADVANCING WOMEN’S beauty and more. This month, we’re celebrating those women with our annual EQUALITY IN THE Top Women in Health, Wellness & Beauty. Now in its fifth year, WORKPLACE COULD the program singles out exceptional women in three categories— ADD $12 TRILLION Business Excellence, Commitment to Care and Rising Stars— TO THE GLOBAL recognizing those who are making strides in various levels of ECONOMY BY 2025.” their careers. The program is a celebration of the past and the present. It recognizes and honors the women who are making or have made outstanding contributions to their companies and their communities, but it also is a glimpse into the future. To read about all the winners of this year’s awards, turn to our cover story on page 24 and join us in saying congratulations to all the women who received recognition but also to all of the women who were nominated. You may not have won, but every day you show up and perform at a high level for your organization. That’s the most important achievement of all. dsn
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INDUSTRY NEWS
Dollar General, Bayer partner to increase access to fruit, veggies for kids Dollar General and Bayer are joining forces to launch a campaign to help K-12 school districts around the country provide nutritional support for kids and their families outside of traditional school hours. Through this partnership, students receive a fresh produce coupon that is redeemable at local Dollar General stores that now offer fresh fruit and vegetables. The collaboration was also developed to coincide with National School Lunch Week, Oct. 9-13, which celebrates the importance of a healthy school lunch and the role of school nutrition professionals to provide well-balanced meals to students throughout the United States. “When we think about children’s nutrition, we recognize that schools and those involved in the daily preparation and delivery of nutritious and delicious meals are the true stars in helping to reduce childhood hunger,” said Inci Dannenberg, president of Bayer Vegetable Seeds. “We can’t achieve Bayer’s mission of ‘Health for All, Hunger for None’ alone, so partnerships like this are critical to breaking down barriers and helping families, beyond the school, access nutritious choices for their kids.” As one of the country’s largest life-sciences companies, Bayer said it is committed to tending to the communities to help increase access to health and nutrition. Bayer and Dollar General are offering families 50% off any one fresh produce item ($5 or less) and $2 off any Bayer Flintstones Vitamins through Nov. 30, 2023.
With approximately 75% of the U.S. population located within five miles of a Dollar General store, the company is committed to addressing food insecurity and increasing accessibility to nutritious foods. As of Q2 2023, DG offers fruits and vegetables in more than 4,400 stores with plans to offer produce in more than 10,000 total stores over the next several years. “Dollar General’s mission is Serving Others, and we understand millions of Americans and their families rely on us to provide convenient access to affordable and nutritious foods. Through our unique store footprint DG is able to make a difference in helping address hunger in our hometown communities,” said Emily Taylor, executive vice president and chief merchandising officer at Dollar General. School districts and organizations receiving the produce coupons are in Florida, Louisiana, Maryland, Michigan, Mississippi, Missouri, Ohio and Pennsylvania.
10 November 2023 DRUGSTORENEWS.COM
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INDUSTRY NEWS
Walgreens names Tim Wentworth as next CEO
Walmart expands virtual healthcare benefits Walmart is leveraging generative AI to enhance its search experience so that it better understands context and allows customers to search by specific use cases. The hope is that this will generate more relevant results that allows them to save time. The news came in a blog post on the retailer’s website, authored by Jon Alferness, chief product officer at Walmart U.S., Srini Venkatesan, executive vice president of Walmart U.S. omni platforms and tech, Dominique Essig, vice president of conversational commerce and replenishment and Thomas Kang, vice president and general manager, metaverse commerce, Store No. 8. The executives noted, “At Walmart, everything we do starts and ends with our customer, including technology. Today, we’re offering a glimpse into a few of the latest emerging tech-powered experiences we’ve recently launched, or are testing, all designed to make shopping easier and more convenient.” Noting that American families spend an eye-popping six hours per week on household planning and shopping, the group said, “although families routinely shop online for household items, the planning and shopping process continues to be tedious, time-consuming and full of last-minute surprises.” Pointing out that generative AI (GenAI) can help Walmart customers spend more time doing the things they enjoy and less time scrolling, tapping and searching, the group said, “That’s why we’re experimenting with a variety of GenAI-powered experiences that have the potential to elevate our relationship with customers from a shopping destination to a partner in accomplishing broader missions.” Walmart is starting by leveraging GenAI to enhance its search experience so that it better understands context and allows customers to search by specific use cases, generating more relevant results that allows them to save time. For example, customers can search “unicorn-themed toddler birthday party” instead of conducting multiple separate searches for plates, streamers, party favors and more. Walmart also is enabling GenAI to assist customers with complex purchases, such as selecting an age-appropriate cell phone that’s compatible with their current wireless provider.
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Tim Wentworth is now the CEO of Walgreens. Wentworth is the former CEO of the nation’s largest pharmacy benefits management company, Express Scripts, which was acquired by Cigna in 2018. He remained as chief of Cigna’s health services, before retiring at the end of 2021. Walgreens’ board said they were going to hire an executive with deep health experience who could rein in all of its new services, per a CNBC report. “What made me decide to come back was a chance to lead this iconic brand and company at a time when it’s not in a steady state,” Wentworth told CNBC. “It’s a massive platform…. [T]hey touch almost 10 million people a day.” Wentworth’s appointment follows Walgreens’ announcement on Sept. 1 that Roz Brewer was resigning as CEO. During Brewer’s tenure, Walgreens took a major stake in primary care provider VillageMD, acquired specialty pharmacy provider Shields Health, as well as homecare provider CareCentrix. “I came from one of the great efficiency companies at Express Scripts—I mean, we were built to drive out waste from health care and and we looked at everything through that lens. And that has to do by starting with our own cost structure, and there’s no question inside this company that’s every bit as important,” Wentworth said, per the report. The report also provided the following statement from Walgreens’ executive chairman Stefano Pessina, calling Wentworth “an accomplished and respected leader with profound expertise in the payer and pharmacy space as well as supply chain, IT and Human Resources. We are confident he is the right person to lead WBA’s next phase of growth into a customer-centric healthcare company.”
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INDUSTRY NEWS
Craig Jelinek to step down as CEO of Costco Costco Wholesale Corporation announced on Oct. 19 that Craig Jelinek has confirmed his intention to step down as CEO, effective Jan. 1, 2024. The board of directors has elected Ron Vachris, president and chief operating officer since February 2022, as president and CEO, effective Jan. 1, 2024. Costco said Jelinek and Vachris have worked hand in hand over the last 21 months in Vachris’ role as president and for many years before that. This is the culmination of the long-standing succession plan that Jelinek has discussed with the board. Vachris is a Costco veteran, with over 40 years of service to the company, starting as a forklift driver, and subsequently serving in every major role related to Costco’s business operations and merchandising activities. “Costco has a very strong culture and a deep bench of management talent,” said Jelinek. “I have total confidence in Ron and feel that we are fortunate as a company to have an executive of his caliber to succeed me.” Jelinek will remain with Costco through April 2024, serving in an
S Ea advisory role and assisting Vachris during the transition. Jelinek also will continue to serve on the board of directors and will stand for reelection at the January 2024 annual meeting. The company also announced today that its board of directors has declared a quarterly cash dividend on Costco common stock of $1.02 per share. The quarterly dividend is payable Nov. 17, 2023, to shareholders of record at the close of business on Nov. 3, 2023.
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P R O D U CTS TO WATCH
New & Noteworthy HRG’s five notable products from October 2023
Product introductions once again saw a decrease in October, after showing a modest bump in September. For the month of October, suppliers introduced 84 new products, which is 16 fewer items than the 100 they released in the previous month. Waukesha, Wis.-based HRG reviewed five products in the health category, 33 items in the wellness sector and 46 items in the beauty aisle to see which ones stood out as Products to Watch. Here is what they found:
1. Hyland’s Naturals Rest & Fortify Zen Sleep + Immunity Gummy The Rest & Fortify Zen Sleep + Immunity Gummy from Hyland’s Naturals provides 3 mg of melatonin to promote restorative sleep as well as L-theanine and organic botanicals to calm the mind and body. It contains organic black elderberry, vitamin C and zinc are included for immune support. These gummies are free of the top nine allergens, gelatin, high fructose corn syrup, artificial sweeteners, synthetic dyes and artificial flavors. One bottle contains 42 gummies.
3. Olay Super Serum Night Repair Procter & Gamble’s Olay Super Serum Night Repair offers a lightweight formula that provides results two times faster than a basic serum, the manufacturer said. The serum includes salicylic acid, niacinamide, lactic acids, glycerin and peptides to provide anti-wrinkle and hydration benefits that Procter & Gamble indicated can be seen in as soon as two weeks. It comes in a 1-oz. bottle.
4. NeilMed Sparkling Seawater Saline Spray Extra Strength Intended for sinus, allergy and cold relief, Sparkling Seawater Saline Spray from NeilMed Products is non-burning and nonstinging. It is formulated with a hypertonic seawater solution of 2.1% with a carbonation level of 0.4%, and the specially designed nozzle is designed to moisturize, lubricate and cleanse dry nasal passages with sparkling saline. The product is all natural, drugfree, preservative-free and is safe to use during pregnancy and for ages 1 year and up. It comes in a 4.3-oz. bottle.
2. Clearblue Menopause Stage Indicator Test
5. Nature’s Truth Electrolyte Hydration Gummies Lemon
Procter & Gamble said it created the Clearblue Menopause Stage Indicator kit as a way to understand more about the stage of menopause a woman may be experiencing. The kit includes five urine test sticks to be used in conjunction with an app, which uses an algorithm that combines the FSH level with age and cycle history to determine the likely menopause stage. Five test sticks come in a package.
Nature’s Truth Electrolyte Hydration Gummies from Piping Rock are formulated to provide a quick and easy way to hydrate, recover and increase energy, the brand said. The gummies are vegan, free from GMOs and gluten. They can be used before, during or after exercise to hydrate and replenish electrolytes more quickly than water alone, the brand said. It comes in a bottle with 30 gummies. dsn
18 November 2023 DRUGSTORENEWS.COM
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GUEST COLUMN
Healing the Healthcare System Empowering pharmacists to keep us healthy is critical for the industry By Lucinda Maine, David Pope and Kyu Rhee
Lucinda Maine, Ph.D., R.Ph., is the CEO Emerita, American Association of Colleges of Pharmacy, Kyu Rhee, M.D., M.P.P. is the former Chief Medical Officer at CVS Health; and David Pope, PharmD, is Chief Pharmacy Officer at XiFin.
With COVID hospitalizations on the rise again, it’s important to recognize the critical role America’s pharmacists played to battle the greatest threat to public health in our nation’s history. That battle continues to this day and requires a commitment to ensuring pharmacists are empowered to keep us healthy and even help heal the healthcare system. With the declaration of a Public Health Emergency and authority granted under the Public Readiness and Emergency Preparedness Act, restrictive pharmacy practice policies were suspended and universal access to pharmacist-provided COVID-19 vaccinations, tests, and treatments was authorized. Pharmacists mobilized, administering more than 300 million COVID-19 vaccinations—more than half of all COVID-19 vaccinations in the country. And the more than 350 million pharmacist-provided clinical interventions during the pandemic to more than 150 million people is estimated to have spared 8 million hospitalizations, and 1 million deaths—all while saving roughly $450 billion in health care costs. The success of pharmacists during the pandemic comes as no surprise. Pharmacists are uniquely trained and equipped to provide important medication information to patients, their caregivers. In fact, physicians often consult pharmacists for advice when prescribing drugs for patients already taking multiple medications to avoid potentially dangerous drug interactions. A pharmacist’s education includes training about diseases, assessing the health status of patients, providing education and helping patients manage diseases. Everyone who pursues a career as a pharmacist must complete at least six years of education that includes a doctoral program that confers a Doctor of Pharmacy degree (PharmD), and then must pass a national licensure exam before earning a state pharmacist license. And before each license renewal, pharmacists are required to complete continuing education classes to keep their skills and knowledge up to date. As the Joint Commission of Pharmacy Practitioners notes, “the foundation for the pharmacist’s patient care process is embedded within the pharmaceutical care model…as a framework for delivering patient care in any practice setting.” This care model trains pharmacists in a patient-centric approach to optimize patient health and medication outcomes by using principles of evidence-based practice.
20 November 2023 DRUGSTORENEWS.COM
Considering nearly half of counties across the country are already facing shortages of primary care providers (with just one doctor for every 1,500 people); and with the Association of American Medical Colleges predicting a shortage of up to 124,000 physicians by 2034, it only makes sense to empower pharmacists to provide patient care to the full extent of their training and licensing. Fortunately, some states have modified state regulations to allow pharmacists and pharmacy technicians to continue providing services authorized under the public health emergency. Several states do permit pharmacists to prescribe oral contraceptives and pre- and post-exposure prophylaxis for HIV, opioid antagonists, smoking cessation products, immunizations and medications for influenza and strep throat. For example, under a new law enacted earlier this year, Virginia pharmacists are authorized “to initiate treatment with, dispense, or administer controlled substances or devices for the initiation of treatment” of strep, flu, COVID-19 infection and urinary tract infection. Last year, Kentucky became the first state to enable pharmacist-led, at-home colon cancer screening tests. As a matter of basic public health policy, why would we not maximize the care delivery potential of our healthcare system by empowering pharmacists to assume their rightful role as accessible providers of care within the full scope of their training? Hopefully more states and the federal government will build upon the national momentum to broaden and make permanent pharmacists’ role as providers of basic clinical services; failing to do so is simply a prescription to hinder our healthcare system and patient outcomes. dsn
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* CeraVe Moisturizing Cream and Hydrating Facial Cleanser were evaluated for improvements in xerosis severity, patient satisfaction, and quality of life. †U.S. News & World Report, 2023-2024. ‡IQVIA, ProVoice Survey, rolling 12-month data as of March 2023. §Based on an independent national survey of pharmacists. REFERENCE: 1. Kirsner RS et al. An international evaluation of a ceramide-containing hydrating cleanser and moisturizing cream for the improvement of diabetes mellitus-related xerosis. J Drugs Dermatol. 2023;22(1):65-73. CeraVe is a registered trademark. All other product/brand names and/or logos are trademarks of the respective owners. ©2023 CeraVe LLC CVE.D.P.1866
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ONE-ON-ONE
Breathe with ease Nate Jones, founder and president of Xlear Inc., shares the benefits and necessities of good nasal hygiene
Nate Jones, founder and president of Xlear, Inc.
Drug Store News: Why do you think we are starting to see so many nasal hygiene products like sprays, rubs, and sanitizing products coming on the market? Nate Jones: Xlear has been advocating for better nasal hygiene for 25 years, but it took a global respiratory pandemic before it gained mainstream attention. Study after study shows that nasal washing helps reduce upper respiratory infections, and covid is a respiratory illness. The #1 reason people visit their primary care provider is upper airway issues, so washing our nose just makes sense. Just as we brush our teeth daily to keep our mouth clean from cavity-causing bacteria, and wash our hands often to remove any germs or debris and avoid spreading them, we should also wash our noses, the inside, daily to stimulate the natural cleansing processes. An article in JAMA in early 2020 pointed out that washing our noses would reduce the severity of our illness and the spread of the viral illness that was going around. DSN: With such a wide variety of products available, and as a leader and the pioneer of modern nasal washing, how do we know which one to use when? NJ: For daily nasal hygiene, I recommend using our Xlear Daily Use formula. It was created specifically to wash the nose daily. If I ever had a respiratory illness, I would consider trying a sanitizing spray for just a few days and avoid overuse, which can disrupt the protective microbiome and potentially lead to worse things. Neti pots and rinse bottles are good for occasional use too, but excessive use can remove the protective mucosal layer. Nonsanitizing saline or xylitol nasal sprays, like Xlear, are best for daily cleaning. It is important to incorporate nasal hygiene into our daily routine, just like brushing our teeth and washing our hands. I suggest putting your nasal hygiene spray next to your toothbrush and washing your nose every time you brush your teeth. Speaking of toothbrushes, oral hygiene is equally important to help maintain a healthy
22 November 2023 DRUGSTORENEWS.COM
oral microbiome. Xlear Inc. offers Spry Dental Defense products, which make it convenient to improve your oral hygiene. These products utilize xylitol as their primary ingredient. Regular use of xylitol has been shown to effectively eliminate cavity-causing pathogenic bacteria in the mouth. Unlike sugar and other sweeteners that nourish cavity-causing bacteria and contribute to tooth decay, xylitol’s molecular composition restricts the growth of cavity-causing bacteria, improving the oral microbiome. DSN: Besides brushing your teeth and washing your nose, what else can be added to a hygiene routine? NJ: There are now studies that have shown that if our public health officials had implemented good oral and nasal hygiene protocols, they could have mitigated the recent COVID pandemic as early as August 2020, which makes sense as throughout history it has been through hygiene and sanitation measures that we have always ended epi/pandemics. Good oral hygiene goes beyond brushing teeth & includes adding xylitol to the routine. Nasal hygiene should be maintained for continued benefits. Good hygiene is not just specific to one illness or a certain set of symptoms. Regular oral and nasal hygiene contribute to overall protection and wellness. DSN: What is the latest innovation from Xlear Inc.? NJ: We have recently reformulated our Spry EnamelMax toothpaste and added L- arginine and Sodium Tri metaphosphate (STMP). L-arginine enhances saliva’s protective role and reduces tooth sensitivity naturally. STMP promotes tooth remineralization, making it stronger. Studies show that our EnamelMax blend can strengthen enamel by 33% compared to fluoride alone. Our Spry Dental Defense system also includes gum, mints, oral rinse, mouthwash, and more, making it easy to improve oral health throughout the day with xylitol. dsn
A PRODUCT OF:
COVER STORY
WONDER WOMEN
DSN salutes the winners of this year’s Top Women in Health, Wellness and Beauty B Y T H E E DIT O RS
E
ntering its fifth year, the Top Women in Health, Wellness & Beauty awards program acknowledges women at the pinnacle of their expertise, leaving an indelible impact in the realm of retail healthcare, beauty and wellness The DSN team chose 113 recipients in three categories— Business Excellence, Commitment to Care and Rising Stars—honoring women making significant advancements at different stages of their professional journeys. In Chicago later this month, the award winners will receive recognition at the upcoming Top Women in Health, Wellness & Beauty. The event will feature networking opportunities, keynote speakers, panels and more, which will showcase the essential elements for women to thrive and excel in the field of retail pharmacy. Discover more about these remarkable women who continually surpass expectations through either leading their communities or achieving noteworthy career milestones.
24 November 2023 DRUGSTORENEWS.COM
DSN To
COVER STORY
BUSINESS EXCELLENCE Amanda Leider Pharmacist Dave’s Pharmacy Leider has been a pharmacist in Alliance, Nebraska, for more than five years. A staffer at Dave’s Pharmacy for the past four years, Leider began as a staff pharmacist and is now the pharmacy manager at the Alliance location. Over the last year, Leider’s main accomplishment has been inventory management; decreasing overhead inventory without compromising patient access to their medications. Ordering from multiple suppliers is key to increase profit margins as insurance reimbursement continues to decrease. Promoting the pharmacy’s clinical services, vaccinations, strep and flu testing, A1C and cholesterol testing also has been beneficial.
Amber Kayse Vice President of Health & Wellness Payor Contracting Strategy Kroger Health Amber Kayse, PharmD, joined The Kroger Co. in 1998. She has held many roles, from pharmacy technician to corporate teams, where she created efficient processes for prescription fulfillment and clinical services. Currently, Kayse leads the team responsible for negotiating fair and equitable contracts with health plans and PBMs. She is also responsible for the success of Kroger Health’s payor strategic programs that yield industry-leading, quality outcomes. She has been previously recognized with Kroger’s Leadership and Progressive Grocer’s Top Women in Grocery Awards for contributions to simplifying the pharmacy experience, while enabling associates to practice at the top of their licenses.
Anita Patel Vice President, Pharmacy Services Development Walgreens Dr. Anita Patel leads the development of Walgreens clinical pharmacy services. She is responsible for the advancement of existing clinical programs such as immunizations and medication adherence, expansion into new therapeutic areas including health screenings, care gap closures for diabetes and hypertension, and innovation for clinical service delivery to improve access to quality care across all communities. Dr. Patel also oversees the Walgreens COVID-19 strategy and execution, including vaccines, testing, data and analytics. She has more than 20 years of experience in the public health and healthcare industry, helping to accelerate Walgreens into its pharmacy of the future strategy.
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Barbie Blair Senior Director – Sales, Kroger Team Beauty, Personal Care, Health & Baby Care Procter & Gamble Blair is P&G’s HBC team leader for Kroger responsible for eight of P&G’s 11 categories. With 30 years of experience, she has played a pivotal role transforming joint business plans, influencing go to market strategies and codifying management systems unlocking joint value for P&G and her customers. Blair is a collaborative, possibilities leader known for her problem-solving skills and transforming team cultures to enable winning results. She was selected as a Champion for the inaugural year of the Queen City Game Changers—a Cincinnati women’s leadership program and previously recognized by Progressive Grocer for Top Women in Grocery.
Beth Bell Vice President, Healthcare Sales Inmar Intelligence Bell has been delivering solutions to pharmaceutical manufacturers and pharmacies for more than 20 years. Bell started her career in accounting services and has applied unique financial best practices to the healthcare supply chain and pharmaceutical reimbursement processes. Bell leads the Inmar sales teams for pharmaceutical manufacturers, wholesalers, and retail pharmacy clients. Her superpower is listening to clients and working with the Inmar Intelligence teams to develop business solutions to address client needs. She is a true innovator and collaborator in our industry.
Brianna Stetson Director of Performance Marketing Strategy CVS Health As the director of performance marketing strategy Stetson and her team drive holistic, customer-oriented strategy across performance marketing channels driving millions of dollars in revenue each year. As a critical touchpoint in the customer’s journey, Stetson and her team are constantly looking at new ways to drive value to our customers through innovative marketing programs, diversified and personalized marketing messages across a variety of shopping touchpoints, and offers that keep the customer at the sole focus of everything we do. Outside of work, Stetson is a volunteer for her town’s finance committee and The New England Parent liaison for Early Intervention.
DSN Top Women Program Ad FINAL_Layout 1 10/9/23 10:40 AM Page 1
The Emerson Group is pleased to extend congratulations to all of the exceptional Top Women for their dedication and achievements in advancing the health, wellness and beauty categories. Additionally, this year we are proud to acknowledge two of our own Dana Cohen and Elizabeth Karvonen.
Demand Creation
Go-to-Market Strategy Omni Channel Solutions
A Complete Health & Beauty Infrastructure Integrated Supply Chain + Logistics, Retail + Digital Commerce, Strategy, Insights & Marketing
That’s the Emerson Group difference.
Analytics & Insights Trust, Professional Capabilities, Relationships
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Candice Judy Vice President, Pharmacy Retail Operations McKesson Judy supports McKesson and Health Mart independently owned pharmacies. She works with pharmacy owners and sales partners to grow revenue, strengthen business operations and thrive in a challenging environment to be there for their patients and community. Judy also serves as a consultant, mentor and business coach for various key initiatives within McKesson, including the new Health Mart franchise market strategy and the Community Pharmacy Scorecard for field teams to monitor and respond to the needs of our pharmacy customers. Judy also is an advocacy ambassador advocating for provider status for pharmacists and is an engaged member of the Retail Solutions Council.
Claire Biermaas SVP & President, Corporate Partnerships AmerisourceBergen Biermaas leads AmerisourceBergen’s Corporate Partnerships team, which provides wraparound support and resources to the company’s most strategic customers, including some of the largest healthcare institutions and retail pharmacies across the United States. These industry-leading customers are responsible for approximately $125 billion in annual revenue. Biermaas leads the team in strategizing effective methods of establishing and maintaining these robust partnerships to not only fulfill customers’ unique distribution needs, but also help them design and execute solutions that promote affordability and accessibility—a critical need for these customers, given the fiercely competitive and rapidly evolving healthcare market.
Cristina Kroening Director of Sales Market Performance Group Kroening is director of sales at Market Performance Group, a leading, end-toend omnichannel strategy and services company for many of today’s fastest-growing manufacturers and retailers in the CPG industry. She is on the CVS team and is responsible for developing and executing strategic go-tomarket strategies for her supplier partners and achieving long term growth. She has a passion for developing brands by using a proactive and fact-based approach, leveraging data and customized insights to create consumer lead sales strategies. Kroening lives MPG’s core value of client intimacy, always going above and beyond to find solutions for our partners.
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Crystal Lennartz Pharm.D., MBA, VP & General Manager Health Mart Atlas & Atlas Specialty, McKesson Lennartz is a highly accomplished pharmacist, healthcare leader and advocate with more than 15 years of experience in managed care, pharmacy operations, strategy and business development. She led McKesson’s Health Mart Atlas to be the largest, topperforming pharmacy services administrative organization in the market offering industry leading centralized managed care solutions for pharmacies. Lennartz led the implementation of Atlas Specialty, bringing the strength of Health Mart Atlas to support specialty pharmacies. As community pharmacies expand their clinical services offerings, Lennartz is dedicated to helping pharmacies get fairly reimbursed for the care they provide patients.
Dana Cohen Omni Channel & Shopper Insights Manager The Emerson Group Cohen is a leader in the omnichannel category development process, with its evolving shopper insights, at The Emerson Group and on the Walmart Team. Cohen’s strategic focus on omnichannel development helps redefine categories through unifying data from shoppers’ behavior, on and offline. She and her team leverage established and emerging technologies to identify new growth opportunities for the retailer and brand partners. Cohen believes creativity and trust are key to building stronger relationships and achieving mutual success in the CPG community. She is also a member of Emerson’s Give Back program and an advocate for personal and professional development.
Dana Steinfeld Senior Vice President, Brand Incubation & Innovation Maesa Steinfeld is a beauty executive with 24 years of experience creating products for global beauty companies. Since 2011, she’s been at Maesa, a brand incubator recently named a top 10 fastest-growing beauty company. In her current role, Steinfeld leads product innovation and new brand incubation. The brands and products she creates span categories with a focus on connection, accessibility and wellness. She believes that beauty and self care are luxuries that everyone deserves and refuses to compromise on product quality, irrespective of price. She strives to bring joy and optimism to the world through meaningful brands and products.
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Debbie Aslup VP of Sales Strategy & Services Market Performance Group It is a bit easier to do business with Walmart, thanks to Aslup. With her expertise in the industry, she has successfully developed and managed growth-focused strategies for brands in the Beauty, Health and Wellness sectors. Aslup has played a crucial role in building brands like Claritin, Ecotools, and Real Techniques, as well as leading teams such as Walmart Beauty, Schering Plough, Paris Presents and now Market Performance Group. She is known for her ability to drive growth and build strong brands and relationships within Walmart. Aslup serves her community, serving as 2023 board chair for American Heart Association.
Deidre Williams Chief Marketing Officer Soapbox Williams is a results-driven business leader and accomplished marketer with the proven ability to scale consumer brands for the CPG industry. As the chief marketing officer for Soapbox, a natural hair and skin care mission-driven company, Williams’ marketing and branding strategies has helped to build Soapbox into one of the fastest growing natural brands. Her professional experience includes managing leading brands for Unilever and revitalizing small and mid-sized brands in the Beauty, Natural and Wellness Space.
Dena Melnick Executive Director, Divisional Merch - Beauty CVS Health Melnick is an industry veteran with over 30 years of retail experience. She has held various roles in her seven years at CVS and is currently the DMM, executive director of personal care, managing all of the Hair Care, Oral Health, Shave, and Deodorant categories. During her time at CVS she has become known as “The Queen of White Space” introducing many new brands and businesses such as Claire’s and Fabulous Fashion Extras. She also developed the very first Big Hair Event at CVS back in 2018 and this is now a bi-annual event and grows every year!
Diane Bojic Customer Business Manager Crossmark As customer business manager at Crossmark, Bojic partners with Walgreens’ Category Management Teams and manufacturers to deliver sales, inventory management and profitability at retail. Bojic gives back to the retail/CPG
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industry by mentoring and connecting women. This past year Bojic created monthly meetups to connect and give colleagues the support to help them frame their career path. As a 15-year member of NextUp, she held the following roles: co-chair, secretary, and membership lead. Past awards received are the new Bobbie O’Hare Regional Committee Member 2009; New Best of the Best Regional Committee Member 2009; Crossmark Efficiency Award 2018.
Elizabeth Karvonen CVS Team Lead The Emerson Group Current CVS team lead and head of store brands at The Emerson Group, Karvonen works with 13 amazing teammates managing over $600 million in POS at CVS. She played a key role in launching and managing Emerson Giving, the Emerson Group’s charitable arm. Karvonen holds a B.A. from the University of Pennsylvania. In her free time, you can often find her running with her friends and colleagues, and volunteering in her community. She’s also the proud mother of twin teenage girls, and she never tires of being their No. 11 soccer and basketball fan.
Elyse Stoltz Dickerson CEO Eosera, Inc. Dickerson is CEO and co-founder of Eosera, Inc., a female-led company that focuses on ear care. Eosera has products in more than 28,000 retail stores nationwide, including major retailers like CVS, Walgreens, Walmart, Rite Aid, Albertsons and Kroger. Dickerson is the recipient of numerous industry awards, including being named EY’s 2023 Entrepreneur of the Year and ranked on Inc. 5000’s National List of fastestgrowing private companies three years in a row in 2023, 2022 and 2021. Dickerson holds a bachelor’s of arts degree from the University of Notre Dame and an MBA from the Cox School of Business at Southern Methodist University.
Emily Rogers Director, Retail Strategy, Drug/Value Channels The Coca-Cola Company Rogers leads retail channel strategy for the drug and value channels at the CocaCola Company. She has been in her current role since May of 2023 and is working to evolve the channel strategies to enable sustainable, profitable growth for the future. She has experience across category leadership, insights, strategy and people leadership. Prior to this role, Rogers has held various roles across category advisory and leadership, supporting drug, value and convenience retailers.
Do Good. Feel Good. Live Good.
Congratulations 2023 Winners! All trademarks are owned by Société des Produits Nestlé S.A., Vevey, Switzerland or used with permission. ©2023 Nestlé.
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Hailey Helin Sr. Director, P&G Walmart Hair Care Procter & Gamble Helin leads the P&G Hair Care business for Walmart, responsible for creating multi-year joint business plans that drive sales, profit, market share and category growth. Under her leadership, the business has delivered $200 million in incremental sales, leading Walmart’s category growth and outpacing North America. Since joining P&G in 2011, Helin has held numerous roles across beauty and household needs, and broad-based channel experience including Mass, Dollar and Food. She is a passionate, strategic leader with a track record of building strong relationships, championing female and multicultural talent, and establishing sustainable winning plans that leave a lasting impact.
Heather Grantham Sr. Director Marketplace Intel & Category Management Market Performance Group Grantham is an experienced U.S. category and shopper insights leader. Over her 23+ year career, Grantham has gained a deep expertise in analytic development and insights, selling presentation creation and delivery, strategic planning and training/development. She has been with Market Performance Group for the last three years leading its SmartSights Marketplace Intelligence team who manage over 30 ongoing clients, internal and external training initiatives, and insights with consultative projects. Prior to MPG, she worked for NielsenIQ for 11 years followed by almost nine years leading U.S. Analytics for Sanofi CHC.
Heidi Winthrop Vice President, Customer Facing Supply Chain Nestlé Health Science Winthrop has more than 28 years of experience in the nutritional supplement industry and is the vice president of the customer facing supply chain for Nestlé Health Science. Over the years she has held roles in marketing, private label sales operations and supply chain and has been extremely successful in all areas with a proven track record of flawless execution. She currently leads the global order to cash, domestic customer facing teams and an extended member of the customer leadership team ensuring strong collaboration with sales and driving exceptional customer service driving for results.
Holly VanLente Pharmaceutical Buyer Meijer As a pharmacy buyer for Meijer, VanLente is responsible for securing stable supplies of safe and affordable prescription products for
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Meijer’s pharmacy customers. She collaborates with leadership across all areas of the pharmacy business to ensure patients’ and stores’ needs are met. By building strong relationships with suppliers, VanLente’s’s efforts have enabled Meijer to weather the many supply disruptions that plague the industry. She also works closely with the Meijer distribution team to ensure product flows efficiently so pharmacy teams can focus on the patient, not product availability.
Jaime Romano Sr. Director Cat Dev & Cap./NRM Haleon As a senior director of category development and capability and NRM at Haleon, Romano leverages her expertise in customer strategy and insights to lead insight driven commerce solutions within H&W. Romano is also responsible for building Haleon’s NRM Team where she implemented new processes, tools and capability across the organization delivering profitable growth for Haleon and retail partners. She is a dynamic and accomplished leader who has demonstrated a track record of success. She was previously responsible for $1 billion in category sales, delivered double digit net sales and co-led the commercial introduction of the brand Voltaren OTC in the U.S.
Janell Stephens Chief Executive Officer/Founder Camille Rose LLC A leader in this space is none other than Janell Stephens, CEO and founder of Camille Rose LLC, who has been at the forefront of the radical shift in the beauty industry since its conception in 2011, and has been defining what it means to be a lover of all things beauty since it all began in her small kitchen many years ago. In a matter of three short years the brand morphed into a multi-million dollar company with legions of fans and throngs of supporting retailers.
Jasteena Gill Vice President of Marketing CeraVe USA Gill is a vice president of marketing at CeraVe USA, part of the L’Oréal Dermatological Beauty Division, with over 9 years of marketing experience in beauty and skin care. CeraVe, developed with dermatologists, has become one of the most relevant and top-performing skin care brands in the United States. Prior to joining the CeraVe brand in 2022, she was head of brand of Vichy Laboratoires, and grew the brand by 35% in 3 years. Gill graduated from McGill University with a bachelor of science degree in biology and is passionate about combining the worlds of science and skin care.
Cheers to the top women in health, wellness, and beauty!
Emily Rodgers Director, Retail Strategy, Drug Value
Thank you, Emily, for dedicating your expertise, time and care to making our customers shine.
©2023 The Coca-Cola Company
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Jeanne Lucas Sr. Director, Consulting Market Performance Group, LLC Lucas is an accomplished CPG professional with more than 25 years of combined strategic consulting and sales experience across a diverse portfolio of health, beauty and food brands. Since joining MPG, Lucas has applied her experiences and strong critical thinking to help clients improve efficiencies and financial results by optimizing terms of sale and commercial investment; implementing effective go-to-market strategies based on consumer, category and customer insights; and building organizational capabilities through effective change management initiatives. She is passionate about exceeding client expectations to deliver sustained results and relationships.
Jennifer Livingston Director, PR & Social Media - Marketing Simply Good Foods Co. Livingston is director, PR and social media, for The Simply Good Foods Company and its nutritional brands, Atkins and Quest. She manages all PR for the robust portfolio of products, programs, celebrity spokespeople, influencers and social media. She works with healthcare practitioners to amplify the benefits of a low carb lifestyle and the Atkins and Quest products that are rich in protein and lower in carbs and sugar. In the past year, she has launched Quest For Impact grants for people making an impact in their community for health and wellness initiatives.
Joni A. Odum President & CEO Firstline, Incorporated Odum leads Firstline, Incorporated, a Black- and women-owned consumer products company. Joni is integral in the development of Firstline’s national brands, including Evolve, WavEnforcer, DriSweat, Camryn’s BFF and Sleek. Joni’s entrepreneurial spirit is inspired by her late father, Robert A. Bowser (founder). Her spirit led Firstline’s awardwinning product innovation and penetration into untapped retail channels. At her core, Joni has an indisputable focus on people, culture and delivering affordable tools that inspire love for textured hair. Her leadership is vital to Firstline’s continued growth of product lines and expansion across the country.
Julie Anne Lalicon Senior Manager Specialty Pharmacy Publix Super Markets Lalicon has been with Publix Super Markets since 2014. She is the senior manager of specialty pharmacy and is responsible for
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implementing strategies and maintaining trade relations with manufacturers, vendors and other healthcare professionals to drive operational success. She successfully led her team in getting and maintaining Publix Specialty Pharmacy’s dual accreditation by URAC and ACHC and licensure in all 50 states. Lalicon is a pharmacist who is board-certified in ambulatory care and takes it upon herself to learn new skills and gain knowledge beyond her current role to bring added benefit to her department and operations
Julie Wilson Founder/Chief Executive Officer Patina Development Group Wilson has a strong background in sales and management within the CPG industry. She has worked for notable companies such as P&G and Hershey. In her role, she collaborated with Costco to help develop and market the Kirkland Signature vitamin SKUs. In 2009, Wilson founded her own brokerage company, Patina Development Group, where she is the CEO. Patina has achieved success with their partners by introducing new trending categories and direct-to-consumer SKUs and then driving sales through creative marketing tools. Wilson embodies the mantras of “Whatever it takes” and “No just means not today.”
Karen Todd Vice President, Global Brand Marketing Kyowa Hakko USA Todd, a registered dietitian and vice president of global brand marketing at Kyowa Hakko, has spearheaded the company’s global brand expansion with remarkable success. Her leadership has led to numerous ingredient awards and elevated brand recognition. Cognizin Citicoline, Kyowa’s flagship product, now dominates sales across various platforms, backed by clinical studies supporting cognitive benefits. Beyond her corporate achievements, Todd is an executive board member for the Council for Responsible Nutrition and she chairs the Women In Nutraceuticals non-profit, advocating for gender equity and women’s unique nutritional needs.
Kelly Sobol Senior Vice President of North America Sales & Customer Development Milani Cosmetics Sobol is the SVP of sales and customer development at Milani Cosmetics, where she leads North America. Over the past year, Sobol has driven significant revenue growth and helped lead a brand transformation that has resulted in Milani’s growth outperforming the beauty category for the last seven straight quarters. Sobol is a results-driven and collaborative leader, deeply committed to mentorship, building cross-functional
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I S A M O V E M E N T.
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teams and creating partnerships that unlock business value and drive growth. Her involvement in Women in Retail Leadership extends her influence beyond Milani Cosmetics and sets a precedent for other women in retail to follow.
Laura Medcalf Senior Buyer Target Medcalf is a senior buyer at Target, leading the strategy and assortment for the surface cleaning and cleaning tools businesses. She has 8 years of Target experience, holding roles in inventory management, planning and buying. The award recognition is for her collaboration with internal and external partners, leadership and eye for innovation to drive strategic category growth.
Lauri Gosline Director, Customer Development & Insights Quest Products LLC Gosline is the director of customer development and insights at Quest Products, a company specializing in OTC solutions that put the power of self-care into the consumer’s hands. In this role, Gosline has transformed the way the company uses and shares insights with retailers across all classes of trade. She is responsible for identifying customer and category trends, working with internal teams to develop selling strategies, and utilizing data to drive internal and external growth initiatives. Gosline’s work has been an integral part of Quest doubling the size of their business in the last three years.
Lisa MacMillin Executive Vice President of Sales Soapbox MacMillin is a proven results-driven executive vice president of sales who motivates and inspires best-in-class teams and partnerships while delivering profitable volume growth and brand development. Since joining Soapbox in early 2021,MacMillin has created selling strategies that doubled the sales and distribution through key strategic retailer partnerships in food, drug, mass and specialty. Not only does Soapbox produce an amazing on-trend portfolio of natural hair and body products, but also has the privilege of donating 36 million-plus bars of soap through Soapbox’s 1 for 1 give back mission
Mandy Johnson Category Director - Hair/Bath & Personal Care Rite Aid Johnson is responsible for 13 categories across hair, bath and personal care at Rite
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Aid. Working with supplier partners to introduce better-foryou assortments in branded and private label products to meet the needs of our customers, Johnson grew share in the market across key categories. In addition, Johnson is responsible for promotional planning, assortment decisions, profit and loss management and the development of long-term growth pillars to accelerate growth at Rite Aid.
Margherita Cardello Divisional Vice President Pharmacy Operations Rite Aid Cardello’s length of service with Rite Aid has spanned more than 27 years. Of that time, 10 of those have been as the divisional vice president of pharmacy operations of New York City and New Jersey. That role grew this past year when Cardello assumed responsibility for New England. It has been very rewarding for Cardello to see the script growth and immunizations increase throughout the division, while improving the customers’ experience. Cardello’s biggest accomplishment has been to build a great team that is very driven to succeed. “To watch my team grow, becoming candidates for higher positions is probably the biggest reward any leader could ask for.”
Marina Welk Sr. Director - Consulting Market Performance Group Welk has been with MPG in a strategic consulting role for 10 years as senior consultant. Welk’s thought leadership and problem solving approaches have helped clients in health and beauty to achieve their business goals across various initiatives including; delivering a trade optimization model that results in more efficient spending strategies allowing the client to re-invest into growth driving initiatives, building a customer engagement planning process to elevate client’s engagement with customers and improve impact on the business and designing best in class innovation launch plans to create optimal impact on sell in and sell through.
Maxine Weir Director, Compliance & Ethics McKesson Weir works with various businesses at McKesson to ensure compliance with legal and regulatory requirements, internal/ industry standards, and community expectations to promote doing “what is right.” Other duties include fostering a complementary relationship with legal colleagues to support compliance program effectiveness and supporting and encouraging teamwork with internal colleagues and business partners along with fostering respect and camaraderie with
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external customers. Weir is a mentor for new and existing employees interested in self-development and advancement and is a .General Council Organization 2022 award recipient for outstanding contribution, leadership, support, problem-solving skills and guidance in standing up the HealthMart Federal COVID-19 Vaccine Program.
Nada Robel Clinical Pharmacy Specialist Meijer Robel plays a pivotal role in overseeing clinical services across 40-plus pharmacies in the Illinois/Wisconsin region. With 30 years of valuable experience in retail pharmacy, she guides her teams through dynamic pharmacy landscapes and the burgeoning prospects in clinical services. Her paramount goal is to transparently convey objectives and initiatives of clinical programs to ensure seamless implementation throughout stores. Robel’s passion lies in nurturing individuals, confidently fostering teams who achieve the extraordinary. She empowers her teams through education and critical thinking to apply their expertise to enhance patient outcomes. This approach has been instrumental in propelling her toward unparalleled success.
Omonye Phillips
Pam Gaik Senior Vice President, Client Engagement Market Performance Group, LLC Gaik has more than 25 years of experience in the CPG and retail industries. She joined MPG in 2020 and currently leads client engagement. Gaik is a champion for ESG initiatives within the industry and MPG. Under her leadership MPG has established its supplier diversity and inclusion programs, providing pro-bono resources and mentorships to further develop capabilities
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Paula Bogoslofski Senior Category Manager, Wellness CVS Health Bogoslofski leads the wellness strategy and categories at CVS Health as lead director while also leading the Tested to be Trusted company-wide initiative and commitment to the customer. She leads with a people-first mindset by continuing to reshape the wellness strategy to deliver new, disruptive and innovative solutions to better serve the changing customer needs. She not only supports and serves customers on their journey to reach their health and wellness goals, she also prioritizes her passion for developing people by sharing her knowledge of the business through coaching, teaching and mentoring.
Rashe Bowie (Formerly) Director of Business Development Firstline Brands Bowie boasts a career spanning more than two decades in the CPG industry, with experience across product management, marketing, and business development. As growth and strategy director at Firstline, Bowie is recognized for her deep insights into retailers and customers, turning them into actionable strategies, driving success in sales, profit, market share and category growth. With unwavering dedication spanning a decade, her role has been pivotal in achieving retail partnerships and driving sales to unprecedented heights across key retailers, such as Walgreens, CVS, Walmart, H-E-B, Kroger, Sally Beauty, Dollar General, Nexcom and AAFES.
Ruth Rachelle Regional Vice President, Sales Piping Rock Health Products Rachelle has more than 40 years of retail and sales experience, with the last 20 spent in the wellness and nutrition industry. As regional vice president at Piping Rock, Rachelle and her team have built the company’s business in the East from the ground up, expanding Piping Rock’s brand presence and sales across the territory. As a thoughtful mentor and advocate, she supports and develops future industry leaders at every point in their career. Rachelle plays a key role in supporting the strategic direction of Piping Rock and is passionate about the longterm success of both retail partners and the company.
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Divisional Vice President, Pharmacy Operations Rite Aid Dr. Omonye Phillips is a divisional vice president at Rite Aid. Her reputation thrives on dynamic servant leadership, overseeing 160-pus stores and 3,500 associates across Southern to Central California. Omonye spearheads strategic vaccination administration, MTMs and pharmacy sales, fostering essential connections between pharmacists and the community. Renowned for nurturing talent and driving exceptional results, her division achieved EBITDA growth of 200% above plan in the latest fiscal year. Beyond her professional prowess, Omonye boasts a diverse academic journey spanning Africa, Europe and America, culminating in her alumni status at the University of Michigan and a seat on its alumni board.
and connectivity for minority owned businesses. Gaik is passionate about giving back to the communities she lives in and regularly volunteers across several charitable organizations. She serves on the Community Board of Directors for the American Diabetes Association, a position she’s held since 2018.
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CONGRATULATIONS! These exceptional women from Market Performance Group have been recognized at the 5th Annual DSN Top Women in Health, Wellness & Beauty Awards.
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Selena Cox Executive Director, Divisional Merchandise - Beauty CVS Health Selena Cox is the divisional merchandising manager for beauty where she and her team are responsible for cosmetics, facial care, sun, fragrance, personal cleansing, hand and body lotion and trail travel. Cox joined CVS Health last year, coming from GNC where she was the senior director, DMM of beauty, health and wellness. She has spent her entire career in merchandising, holding a variety of different positions at iconic retailers including Macy’s and Bloomingdale’s. She has also been involved in diversity and social efforts throughout her career and is most proud of launching the Employee Resource groups at Macy’s. A dynamic beauty enthusiast, Cox is bringing new ideas and ways of looking at the business to enable CVS Beauty to continue leading the industry. Selena graduated from the esteemed HBCU Hampton University with her Bachelor of Science degree in business. She is married to Dexter Cox, an engineer with whom she has a 2-year-old son, Amir.
Shannon Heffernan Vice President, Sales L’Oreal Dermatological Beauty Heffernan has been at L’Oreal Dermatological Beauty for two years, currently leading the commercial team for the drug channel. Prior to L’Oreal, Shannon spent 13 years at WBA in various buying, strategy and leadership roles; most within the beauty and personal care space. She and her husband, Sean, live in Chicagoland with their three children, Honora (10), Mairead (8) and Joseph (4).
Staci Cochran Vice President, Health Merchandising Walmart Cochran is the omni merchandising vice president of health at Walmart. Cochran leads an $8.5 billion portfolio anchored on strategies that have consistently delivered market share gains, increased digital penetration and rapidly expanded omni assortment. Cochran leads a team of 16 merchants and 30-plus cross-functional partners that are laser-focused on providing frictionless retail experiences for customers, leaning toward the senior and aging consumer. Cochran is known for her people-first leadership, both internally and externally, focused on developing merchant talent as well as strategic supplier relationships focused on growth.
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Stacia Schaefer Strategy Execution Manager Meijer Stacia Schaefer, pharmacist with seven years at Meijer, currently guides enterprise-level strategic initiatives as strategy execution manager. In her prior role as trade relations manager at Meijer’s Specialty Pharmacy, she excelled in forging invaluable manufacturer partnerships and introducing innovative solutions. Additionally, Schaefer is a strong advocate for nurturing talent within Meijer, dedicating herself to mentoring and fostering growth opportunities. She extends her impact beyond the workplace, serving as vice chair on the board of Ele’s Place, a Michigan non-profit. Schafer’s comprehensive commitment fosters a culture of growth, collaboration and community impact, positively influencing both the Meijer team and the wider community.
Tracy O’Neill Director of Project Management iA O’Neill, as iA’s director of project management, is responsible for managing some of iA’s largest centralized fulfillment centers. She works closely with customers to ensure both the immediate and long-term success of each of these highvolume locations, from the initial design phase, to building and launching a location, to managing post-goals and helping customers grow their solution sets. O’Neill’s commitment to the customer, collaboration and sustainable innovation is how she successfully launched 17 centralized fulfillment locations for iA customers in two years—a process that would normally take several years.
Turkessa Knox Team Leader, Kroger Haleon Knox is the director of sales at Haleon for the Kroger team. In this position for three years, Knox has been able to build positive working relationships with key leaders that has resulted in building $35 million in strategic initiatives with her customers over the next three years. She has been able to realize $6 million thus far. As a result, she has been able to turn share losses into gains in all major commodities over the last year.
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Valerie Mondelli Executive Vice President - Chief Commercial Officer RevSpring Mondelli is the EVP – chief commercial officer at RevSpring, responsible for driving overall growth and market strategy across healthcare and financial services business segments. She has a passion for bringing solutions to the market that enhance the patient experience. Mondelli has 25-plus years of exceptional results in revenue growth, new market development, go-to-market planning and operations. She is an inspiring and influential collaborator with a proven track record in building and promoting teams. Mondelli has worked across all segments of healthcare including pharmacy, health systems, health plans, providers and manufacturers, driving double-digit revenue growth year after year.
OTHER WINNERS Elizabeth Colvin Vice President of Merchandising Kroger
Kelly Mckinnon (Formerly) Sr. Director DMM, Beauty Walmart
Hazel Nussbaum General Manager, Kristin Ess Brand Maesa
Melinda Rubin President Garcoa Labs
Raana Sidky Pharmacist-in-Charge Parkview Medical Plaza Pharmacy
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COMMITMENT TO CARE Brooke Roe Manager of Pharmacy Quality & Accreditation Meijer Roe is the manager of pharmacy quality and accreditation at Meijer, Inc. Her primary role is to oversee the patient safety strategy and error prevention in the pharmacy area. She also ensures Meijer Pharmacy continues to remain accredited with necessary programs. Over the past year, she’s streamlined the continuous quality improvement process and further enhanced the safety culture. This work has provided even better care for both patients and team members. Additionally, Roe is very active in both local and state pharmacy organizations.
Deborah Lolo Pharmacy Manager Publix Super Markets, Inc. - Publix Pharmacy Lolo, formerly a pharmacy manager at CVS and Publix Supermarket, currently holds the role of manager of pharmacy outpatient and ambulatory at Memorial Health System. She also serves as president of the Haitian American Pharmacists Association. Through HAPA, Lolo provides free health education, health fairs and organizes international medical missions to aid underserved communities. In 2022, she earned recognition as one of South Florida Legacy magazine’s top 40 under 40 and as a top 20 under 40 by the Haitian American Chamber of Commerce of Florida. In 2023, she received the Mr. George Community Service Award from Publix Supermarket.
Eleonora Huskey Pharmacy District Manager Meijer As a Meijer Pharmacy district manager, Huskey is responsible for overseeing pharmacy operations and patient care while driving compliance with state and federal regulations. She is passionate about advancing the pharmacy profession and positively impacting patients’ lives. She has built collaborative relationships with health departments and communities providing vaccinations while focusing on patients’ health and wellness. Huskey has successfully launched various programs that improved system functionality while leading change through innovation. Huskey is a true leader, who supports her teams by developing and mentoring them to make a positive impact and create moments that matter in the communities Meijer serves.
T H E S H ER ATON GR AND CHI CAGO R I VERWAL K
Join us in Chicago to celebrate the honorees!
TOP WOMEN 2023 AGENDA Tuesday, Nov 14th •
Welcome Cocktail & Networking Reception
•
Top Women Awards Dinner
Wednesday, Nov 15th •
Keynote: Resilience with Dr. G Resilience Expert, Author and Consultant, Dr. Deb Gilboa, will share her insights on how to identify the mindset and strategies to turn stress to an advantage.
•
Step Up & Rise The WE Group discusses the power of community and how to harness collective strength to build confidence for the next step in your career.
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Fierce Conversations with Wendy Hanson Co-Founder & Chief of Culture and Community for Better Manager, Wendy Hanson, will provide best practices and tips to achieve greater success in strategizing and planning for difficult conversations in the workplace.
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Hard Conversations Retailers and suppliers provide insights and practical examples of negotiating deals and your career, the best way to deliver and receive bad news, telling the truth and how to prepare, react and move forward.
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Youth Is Served: The Future of Health, Wellness & Beauty Retailer & Supplier Next-Gens discuss their aspirations, what they’re passionate about and how to recruit more talent to the industry.
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Get Media Ready! Learn how to stand out from the crowd, enhance credentials, build your brand and interact with the media on behalf or your company and yourself.
CONTACT JOHN KENLON FOR MORE INFORMATION:
Visit Our Website for More Information, jkenlon@ensembleiq.com | 212-756-5238 www.dsntopwomen.com
Agenda is subject to change
COVER STORY
Gina Daley Assistant Vice President, Integrated Health L’Oréal Dermatological Beauty Daley is the assistant vice president of integrated health with L’Oréal Dermatological Beauty. Part of her role focuses on driving accessibility of dermatological expertise at retail, especially through the pharmacist. Through her and her team’s work CeraVe was named the No.1 pharmacist-recommended skin care brand in 2023. Daley also does innovative work with large dermatology groups and in teledermatology and is passionate about creating better access to care. By connecting key-opinion-leading dermatologists with retail visionaries, Daley is fostering relationships that will lead to better and clearer shopping experiences for those seeking dermatological solutions.
Jaclyn Vogt Pharmacist Meijer Pharmacy Jaclyn Vogt, Pharm.D., is an ambulatory clinical pharmacist with Meijer Pharmacy practicing in hypertension clinics via a partnership with Michigan Medicine. She works closely with patients to manage their hypertension through a combination of lifestyle and medication interventions. In addition, Vogt has assisted with opening new clinic locations, coordinating the Meijer pharmacists who staff these clinics, and collaborating with Michigan Medicine to foster growth of the program. In the past year she mentored two new clinical pharmacists, requested expanded electronic medical record access to enhance patient communication, and helped launch new virtual appointments.
Julie Bagley Director, Regulatory Affairs iHealth Inc., a division of dsm-firmenich Bagley has spent 30-plus years in health and wellness CGP (dietary supplements, OTC drugs, medical devices). Since 2008, she has led the iHealth regulatory affairs team in cross-functional development and global marketing of its microbiome, women’s health and healthy aging portfolios. Her consumer-first mindset has made the regulatory team a valued partner throughout the organization. Awareness of food insecurity and domestic violence are two social issues Bagley is passionate about. She brings this passion to work and leads many of the charitable and community initiatives at iHealth. Bagley is also a mentor in DSM’s Bright Mentoring program.
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Krista Hein Patient Care Services Manager Albertsons/Safeway Pharmacy Hein is the patient care services manager and residency program director for the Safeway Mid-Atlantic Division. She manages clinical programs for the division including the immunizations and prescribing services for D.C., Maryland and Virginia. She spearheaded the implementation of medication administration in Maryland, Pharmacist Led Travel Health, PrEP/PEP and OTC prescribing in Virginia, and PrEP/PEP prescribing via a CPA in D.C. Hein works with the local health departments to provide the community with increased access to vaccines including becoming a Vaccines For Children provider in D.C. and working with BCHD to provide vaccinations to underserved communities in Baltimore City.
Lillian Hill Registered Pharmacist & Registered Nurse Publix Pharmacy Hill is a healthcare professional with a remarkable journey spanning more than three decades. She earned her Bachelor of Science in nursing in 1987, embarking on a 35-year career as a registered nurse, specializing in post anesthesia care units and open heart recovery. In 1993, she added another accolade to her repertoire, obtaining a Bachelor of Science in pharmacy. For nearly three decades, Hill has served as a pharmacy manager with a focus on immunization clinics with Publix Supermarket, demonstrating her unwavering commitment to patient care. Her dedication extends beyond the pharmacy counter; she’s committed to patient well-being and education.
Nancy Van Till Pharmacist Meijer Pharmacy #158 Van Till is a highly skilled and respected pharmacist with more than 29 years of experience, including 17 years of leadership. Van Till has been with Meijer for 8 years, 6 of those as team leader mentoring, coaching and developing countless pharmacy leaders. Van Till is a champion of advocating vaccine protection through active promotion within the pharmacy also has a current patient-centric focus to provide outstanding care by assisting the elderly, in specific, in navigating the medical and pharmaceutical landscape, both in the pharmacy and the community. Van Till also collaborates with physicians, nursing and local establishments to help elderly locate resources.
REGISTRATION IS OPEN December 13th 2023 InterContinental NYC Barclay 11:30AM - 4:00PM DON'T MISS THESE KEY RETAIL PANELISTS AND INDUSTRY EXPERTS KEYNOTE: The Generative AI Glow-Up: New Radiance in Health, Wellness & Beauty CPG SPEAKER: Sharon Gai, AliHealth
PANEL: Redefining the Modern Healthcare Experience PANELISTS: Kevin Host, Walmart Jeff Key, Pioneer Rx Julie Lenhard, Wegmans Valerie Mondelli, RevSpring Craig Norman, HEB Dain Rusk, Publix Tom Utech, iA MODERATOR: Scott Miller, McKesson
Merchant to Maestro: SPEAKER: Andy Murray, University of Arkansas / Center for Retailing Excellence
PANEL: Integrating the Front-End Into the Pharmacy's Healthcare Model: PANELISTS: Colette Heimowitz, SimplyGood Foods Alex Hurd, Walmart / Canada Sherri Keeth, Sam’s Club John Reed, L’Oreal Jake White, CVS MODERATOR: Lari Harding, Inmar
PANEL: How Pharmacy Partnerships and Collaborations Improve Health Equity and Maternal Health PANELISTS: Jason Ausili, EnlivenHealth®, an Omnicell Innovation Diane Borton, CareSource Stacy Burch, Embecta Dr. Nitesh Chawla, University of Notre Dame Anna Prilutsky, Haleon Dr. Marc Watkins, Kroger MODERATOR: Shannon Huneke, Accenture
Agenda is subject to change.
2024 Shopper Outlook: SPEAKER: Deborah Weinswig, Coresight Research
What is Village MD & How Does it Work? SPEAKER: Adam Chesler, Village MD
For more information visit www.dsnindustryissues.com THANK YOU TO OUR CURRENT 2023 SPONSORS
COVER STORY
Olivia Kinney Clinical Program Development Manager Kroger Health Kinney is a community-based pharmacist who is passionate about simplifying health care. In her role at Kroger Health, she designs and implements preventive health programs to close gaps in care and promote medication adherence. Kinney serves as a subject matter expert on vaccinations and customer outreach. She exemplifies a commitment to care by distilling medical information into approachable training and guidance that empower customers to make evidence-based decisions on their health journey. Kinney is an active volunteer with the American Pharmacists Association and most recently served in the elected role of national member at large.
Summer Kerley Vice President, Clinical & Market Access Solutions Rite Aid Kerley is the vice president clinical operations and health plan solutions for Rite Aid Corporation. In her role, she oversees clinical pharmacy initiatives that further enhance the ability to deliver a higher level of patient care focusing on adherence, immunizations, medication therapy management, statespecific prescriptive authority (i.e., point-of-care testing and hormonal contraceptive prescribing) and development of ACPE pharmacist and technician continuing education in the ~2,300 Rite Aid locations. Additionally, she is responsible for the development of new and enhanced clinical operational processes to increase overall profitability and positive health outcomes with health plan partnerships.
RISING STARS Abby Klein Buyer, Vitamins & Nutrition Meijer Klein has spent the last four years of her career buying various categories within health, beauty and personal care at Meijer, most recently buying vitamins and fitness nutrition. She is passionate about creating customer centric strategies and achieving results with her team. With her ability to think strategically, challenge the status quo and lead key initiatives, Klein has been able to achieve strong results across her categories. Most recently Klein has contributed to exceptional growth in the fitness nutrition category by investing in new brands, reflowing store floorplans and accelerating advertising and display strategies.
Allie Rooney Sr. Director of Software Platforms iA Senior director of software platforms at iA, Rooney is responsible for ensuring the delivery and seamless integration of the software solutions and systems that make up iA’s pharmacy fulfillment platform. The customer solutions Rooney oversees include high-volume centralized fulfillment, commercial solutions at retail pharmacies, and now cloud-based applications through iA’s NEXiA software suite, the first of which iA launched in 2023. In her role, Rooney developed and now manages the process, procedures, and mechanisms to scale and optimize iA’s software solutions and systems as the needs of these prescription fulfillment customers and the pharmacy industry at-large rapidly evolves.
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Allyson Brennan Founder Emogene & Co. Dr. Allyson Brennan has 15 years’ experience specializing in neurology. She received a bachelor’s of science degree in psychology with a minor in chemistry/biology from Millsaps College and received her bachelor’s of science in pharmaceutical sciences and Pharm.D. from The University of Mississippi. Three years ago, Brennan created her own skin care company, Emogene & Co., focusing on effective pharmacist-formulated skin care using naturally derived ingredients to bridge the gap between science and nature. Brennan provides customer education about effective ingredient selection while leading her all-female team to produce high-quality skin care with no outsourcing, from formulation to fulfillment/shipment.
Amanda Storin Supply Chain Manager – Supplier Collaboration Walgreens As a supply chain manager on the Walgreens Supplier Collaboration Team, Storin is responsible for leading national brand supplier engagement and bringing ideas and solutioning to the supplier community. She supports in creating and growing partnerships with suppliers and carrying out new strategies that bring to life on shelf availability, point of sales forecast accuracy and productive inventory.
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COVER STORY
Amanda Waugh Category Manager Facial Skin Care CVS Health Waugh is the category manager for facial care at CVS Health, focussing efforts to help customers on their path to better health by providing a thoughtful, curated inclusive assortment of items and helping each and every customer to achieve better outcomes related to their skin health. Waugh has been with CVS for six-plus years and “loves working for such an incredible organization.”
Amie Stephens Director of Adherence Improvement & Client Services Rite Aid Stephens is the director of adherence improvement and client services on the clinical services team at Rite Aid. In this role, Stephens leads the company’s adherence and medication therapy management strategies. She also works directly with clients to stand up and deliver value-based programs to close healthcare gaps. She is passionate about supporting the development and growth of others, driving efficiencies by focusing on technology and standardization, and ensuring teams have the tools and training they need to successfully care for their patients.
Angelica Esparza-Trujillo Sales & Planning Manager Similasan As the sales and planning manager for Similasan, Esparza-Trujillo leads the company’s U.S. sales team’s sales strategy and planning for food, mass and drug channels. She develops annual/ quarterly sales plans in support of organizational strategy while managing sales activities to support retailer sales execution and overall sales plan objectives. Esparza-Trujillo has been a key player in successfully achieving +75% ACV for the company’s new product, iVIZIA, in year one of launch while maintaining distribution of current Similasan products. Esparza-Trujillois an advocate for diversity, equity and inclusion. She strives to guide the younger generation of women in the workplace.
Angela Ferguson Category Director, Beauty Rite Aid Ferguson is the category director for beauty at Rite Aid. With her passion for product and results, Ferguson drove share, along with double digit top line and margin growth, in her categories last year. Ferguson has updated and streamlined processes, partnered with new brands and grown key existing brands, and built and executed long term strategies—all with
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the consumer at the heart of her decisions. In addition to driving results, Ferguson is a wife and mom. She is also on the Board for Nature of Fire, a nonprofit that helps the poor and marginalized in Pittsburgh communities.
Annelise Riebling Marketing Director Bausch + Lomb Riebling has more than 15 years of experience working in sales, brand management and marketing. At Bausch + Lomb, Riebling’s leadership has been instrumental to the success that the Lumify brand has received since launching in 2017. She is responsible for overseeing cross-functional and inter-agency teams to activate consumer campaigns across digital and social media channels. As a result of her ongoing efforts, Lumify is the No. 1 brand in the category with sales that exceed $200 million, and it has received more than a dozen media, beauty and industry awards.
Ban George Health & Wellness Leader, Michigan Division Kroger Health George is the Kroger Health and Wellness leader for the Michigan division. She joined Kroger in 1999 as a pharmacy intern. Since, she has held various pharmacy positions. In each role, she has carried through her deep passion for serving people. She oversees 103 pharmacies and has been successfully leading efforts to strengthen community access to health care. During the COVID-19 pandemic, George spearheaded Kroger’s effort to set up the first pharmacist-led drive-thru testing in Michigan, providing critical access to health care, with a special focus on underserved communities. George is originally from Baghdad, Iraq, and speaks English, Arabic and Chaldean fluently.
Beth Eggleston Nutrition Education Specialist Meijer Beth Eggleston, MS, RDN, is a nutrition education specialist for Meijer Specialty Pharmacy, a subsidiary of the Midwestbased grocery retailer, Meijer. Hired into a new position, Eggleston helped to build Meijer Specialty Pharmacy’s nutrition programming, focusing on web-based nutritional resources and recipes tailored to those living with specialty medical conditions. At the same time, she and her team, via Meijer’s national sales team, create and provide nutritional-based materials for physician offices and their patients. More recently, Eggleston has expanded her job responsibilities into Meijer’s retail pharmacy and grocery business and is collaborating with various departments, including merchandising, marketing and communications.
CONGRATULATIONS to all the 2023 Top Women in Health, Wellness, and Beauty!
JONI A. ODUM President/CEO Firstline, Incorporated 2023 Top Women Business Excellence
Congratulations, Joni! Your leadership and focus on innovation drives us to continue to create and develop products that elevate consumer goods in the market. Our company and our teams shine brighter because of you. Thank you for all you do!
FIRSTLINEBRANDS.COM
FIRSTLINEBRANDS
COVER STORY
Caitlin Connolly Manager Pharmacy Contracting Publix Super Markets Connolly is a manager of pharmacy contracting for Publix Super Markets and has been in the pharmacy industry for 12 years in various roles from operations, procurement, specialty and managed care. She has worked tirelessly throughout the COVID pandemic to lead COVID billing efforts and leads the team on data analytics to standardize and streamline pharmacy claims data. In addition, she is working with the industry to find standardized solutions to requirements within the Inflation Reduction Act.
Caitlin Malone Director, Procurement Albertsons Companies As the director of pharmacy procurement for Albertsons Companies, Malone oversees prescription drug supply and pharmacy consumables for Albertsons Companies’ pharmacies nationwide. Malone’s background as a clinical pharmacist along with 15-plus years of company experience, have driven her commitment to customers. Through cross-functional leadership and development of strategic partnerships, Malone has delivered value via productivity and cost savings initiatives. Malone also serves on the board of directors for Albertsons Women’s Inspiration and Inclusion Network, striving to empower female leaders.
Chanae Gilbert Nationally Certified Patient Care Technician Meijer Gilbert is the lead pharmacy technician at Meijer pharmacy, where she plays a key role with hiring new technicians along with training. Gilbert also works with WMCAT’s employer retail partnership with Meijer, mentoring pharmacy technician students during the program and retail externship. This year Gilbert received an award for inspiration.
Christine Pope Consumer & Market Knowledge Manager Procter & Gamble Pope is responsible for the creation and activation of the analytics and insights strategy on Procter & Gamble’s CVS Retail Team. In her role, she has driven a “consumer-first” mentality within her team and CVS. She has uncovered consumer and market insights that have served as the foundation of breakthrough drug channel and CVS joint business plans and that have also
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allowed P&G to break into new white space opportunities. Pope also develops the team’s analysis capabilities as well as long-term business planning processes to ensure the team‘s strategy is led by the latest, best available insights.
Courtney O’Grady Vice President, Sales Strategy & Services, Value & Emerging Channels Market Performance Group, LLC O’Grady is the vice president of sales strategy and services for the value, specialty beauty, pet and alternative channels at Market Performance Group. She has more than a decade of experience within the CPG industry. O’Grady joined MPG in 2020 and developed the company’s value channel team, working with multiple vendor partners in the health, beauty and wellness space to bring accessible products and offerings for the underserved shopper. She has executed several brand launches as well as transformed business models and go-to-market strategies for many manufacturers. O’Grady is focused on enhancing retailer partnerships and relationships as well as building a powerhouse team.
Debbie Carney Manager of Central Processing Publix Super Markets Carney has a 23-year professional tenure at Publix Pharmacy. Over the last six years she has held the role of central processing manager. She has demonstrated her dedication and ability to constantly evolve and adapt to the ever-changing landscape of pharmacy. Under Carney’s guidance, her team has grown exponentially and has been marked by a relentless pursuit of excellence, a passion for service and an unyielding commitment to improving workforce efficiency. Her forwardthinking strategies have not only enhanced internal operations but also impacted the retail teams she supports, leading to greater overall efficiency and effectiveness.
Devin Ward Merchant – Cough, Cold, Flu Walmart As the cough, cold and flu merchant for Walmart U.S., Ward is an advocate for the customer in the OTC industry. With more than 17 years of retail expertise, she is a highly driven/ resultsoriented professional who has highlighted her ability to develop and implement winning strategies, growing category performance over 20% from previous year through cross functional partnerships. Ward has a commitment to price leadership, operational excellence, and dedication in finding innovative solutions to complex business challenges.
Jennifer Livingston Director, PR & Social Media Business Excellence Award
COVER STORY
Dorothy Hart National Account Manager, Pharmacy Haleon Hart is a registered pharmacist and a Haleon national account manager responsible for developing executive level relationships with assigned national retail pharmacy chain clinical teams to develop over-the-counter product self-care programs, pharmacist education and strategic Rx-to-OTC switch business plans that align with the objectives of the retail pharmacies. Hart spearheaded the Haleon Medicare OTC Benefit Task Force working with Haleon Shopper Insights to develop an in-depth OTC Benefit Research Report which is being offered to retailers in a phased approach. This ongoing research is providing a deeper understanding of the benefit and how utilization can enhance preventative self-care with OTCs.
Emily Keiper Director of Hardware & Robotics Product Management iA Keiper, director of hardware and robotics product management at iA, is responsible for the life cycle and growth of iA product portfolios, including robotics, hardware, consumables and third-party integration solutions. Keiper has scaled and grown essential business verticals within iA since joining the team in 2021. In her first year with the organization, Keiper evaluated, built and launched a new consumables business vertical. Within that time, she captured significant sales growth of more than 90%+ in the first year. During her second year, under Keiper’s management, her team launched a dozen new product releases. More innovations are planned in the coming months.
Erin Stunyo Director of Sales, Target Simply Good Foods Company Stunyo is the director of sales leading the Target team for The Simply Good Foods Company, supporting both Quest and Atkins Nutrition brands. She is responsible for strategic annual planning in-store and online, new product introductions, and leading health and wellness initiatives to help Target guests live happier, healthier lives. Through these strategic initiatives, she has bolstered Quest Nutrition into one of the top growth brands in healthy snacking. Stunyo oversees a cross-functional team as well as leads the partnership with Target, and continues to showcase her passion and thought leadership as she drives the business every day.
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Gayle Young OTC Category Merchant Giant Eagle Young is the over-the-counter medicine merchant at Giant Eagle. Over the years, Young navigated fast leadership changes and kept a steadfast hand on the business, providing guidance and consistency to supporting teams. Consistently, she has and continues to optimize her assortments bringing at least a 10% gain in warehouse space. Her work has increased average margin by 2% and increased market share in her top seasonal categories by almost one share point. Most of all, she priorities integrity and communication, priding herself in treating everyone with respect and kindness.
Heather Hopkins Patient Care Pharmacist Albertsons Companies Hopkins is a patient care pharmacist with Albertsons Companies and has worked to expand specialty care services across nine states and two divisions. She has helped to develop and implement collaborative practice agreements across three states for pharmacist administered long-acting medications. Hopkins also works directly with pharmacists to train them on medication injection techniques. She has also played a large part in expanded pharmacist billing practices for services in the state of Colorado.
Heta Patel Division Pharmacy Manager Albertsons Companies/Randalls/Tom Thumb Patel is the for Randalls/Albertsons Companies, covering the Houston and Austin area and overseeing the operations for 27 stores. An employee of Randalls/Albertsons for 30 years, Patel also serves as a board member for the Texas Federation of drug stores, is an active preceptor and is a member of the Residency Advisory Committee. Patel participates in cultural dance and competes in dancing competitions around the country.
Jaclyn Behnke Buyer, Bath Meijer Behnke is the bath buyer at Meijer. Over the past six years, Behnke has held various merchandising roles at Meijer in beauty. Behnke is passionate about the customer experience and strives to drive a collaborative environment. Behnke is most proud of her leadership among her partners through streamlining communication, collaboration and empowerment. In addition, Behnke helped lead a total department aisle reinvention in skin care, which has driven new premiumization and customer count in Meijer stores.
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COVER STORY
Jan Janson Customer Business Manager Crossmark In the role of customer business manager at Crossmark, Janson successfully managed diverse CPG clients while fostering strong relationships with drug wholesale customers. From 2021 to 2023, she leveraged a wealth of experience to forge dynamic partnerships between the two parties. Janson developed targeted strategies to optimize sales for customers and retailers. Collaborating with internal teams, Janson ensured seamless execution of product distribution and rollovers. She monitored supply constraints, flexing promotions months in advance to meet availability. Through meticulous data analysis and consistent client and customer engagement, the agency was represented well within the CPG landscape, fostering enduring success.
Jenna Smith Strategic Client Executive iA Smith joined iA in 2022 as strategic client executive. In her role, Smith is responsible for creating alignment between pharmacy fulfillment customer and iA managers and solutions for the best possible customer outcomes. For iA customers, this means ensuring that they have the right set of solutions and systems for the business needs of that fulfillment setting; whether that’s designing a blueprint with iA’s modular hardware to best fit a centralized fulfillment environment, or creating a mix of automated and semi-automated dispensing options for a commercial pharmacy so pharmacists can spend more time patient-facing rather than counting pills.
Jennifer Roush Sr. Category Manager Amerisourcebergen As category manager of diabetes care, cold and allergy, and women’s wellness, Roush has a passion for customer care and supplier support that drives positive and profitable sales results across multiple categories. An industry veteran, she is most proud of her teammates and enjoys supporting them in their career journey.
Jessica Busick Brand Manager Soapbox Busick’s strong marketing skills led her to her role as brand manager at Soapbox, with accomplishments that include new product development, having launched 50-plus SKUs, and managing omnichannel marketing campaigns supporting incremental
sales and distribution growth. She is also privileged to lead a team of three strong and talented women, bringing diversified skills to the company. This year, she had the honor to visit one of Soapbox’s aid partners in Cambodia, where the company’s sales support hiring local women who create and distribute bar soaps and teach hygiene education to their community.
Kerri Quigley Category Manager, Health & Beauty The Giant Company Quigley is the category manager responsible for all health and beauty categories for The Giant Company, a grocery store chain within the Ahold Delhaize group. She was an analyst and assistant category manager in HBC for two years before being promoted to manager in February 2023. Quigley was responsible for delivering an overall sales growth in 2022 of more than 5%. She is working on special projects like a kid’s zone and a reinvention of the design and flow of the HBC aisles. She is known by her team and the vendor community for her strong customer focus and relationshipbased leadership.
Kimberly Watson Manager Pharmacy Procurement Publix Super Markets Watson serves as the procurement manager for Publix Super Markets. In this role, she develops and directs procurement strategy for the company. Watson began her career with Publix in 2006 where she worked as pharmacy manager before transitioning to the corporate office, where she has held a variety of role,s including clinical pharmacist and senior manager of managed care. From 2019 to 2021, she directed medical/clinical affairs for a specialty manufacturer before rejoining Publix in 2022. Watson earned her Pharm.D. degree from The University of Georgia in 2006. She lives in Lakeland, Fla., with her husband, Drew, and their dogs.
Kristy Smith Sales Manager Market Performance Group Smith has a strong track record in driving sales. She’s achieved impressive results, including adding more than 45 items to the product assortment in less than a year and generating over $1 million in incremental sales. A key strength is her ability to view situations from both a buyer’s and a manufacturer’s perspective. This unique dual lens approach allows her to understand the needs and expectations, leading to effective and mutually beneficial outcomes. In addition to her strategic mindset, Smith has also developed tools and resources for her team to enhance productivity and streamline processes.
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COVER STORY
Lesley Osorio
Melissa Llewellyn
Merchant – Wellness, Lifestyle Nutrition Walmart Osorio currently serves as a merchant in health and wellness at Walmart, where she leads the lifestyle nutrition category. Her passion for enhancing people’s lives by saving them time and money is evident in her work. Osorio’s extensive leadership and work experience have molded her into a versatile professional. She has spearheaded numerous impactful initiatives, yielding tangible accomplishments and process enhancements. Osorio excels at optimizing supplier relationships and securing favorable terms that translate into significant cost savings for the company. Her enthusiasm for elevating wellness initiatives at Walmart highlights her dedication to the customer.
Clinical Care Coordinator Meijer Llewellyn, a valued colleague within the company, has tenure of 23 years. She has contributed to the health screening programs that would train multitudes of technicians in patient care, company wide. She has been awarded the “Golden Apple” to enhance productivity with-in the pharmacy. She volunteered, assisting with COVID clinics, working alongside the U.S. National Reserve at Ford Field to help vaccinate patients. She initiates collaboration to build on innovative ideas. Llewellyn takes pride in training teams at local Meijer Pharmacies to spread her passion and excitement to each of them to focus on the community, customer service and compliance.
Lindsay Ulatowski
Michelle Shumate
Sales Manager Market Performance Group After spending 15-plus years in retail, Ulatowski transitioned from national category director at Albertsons Companies to sales manager at Market Performance Group. In her new role, she calls on Albertsons while representing a variety of clients across health and beauty care. Her strong relationships with both the merchandising team and the vendor community have helped gain new distribution across several brands. In the upcoming hair care reset, Ulatowski successfully added 17 incremental items totaling $4.7 million in annual sales.
Lead Director, Category Manager CVS Health Shumate is a lead director, category manager responsible for eye care/ear care and top of checkout categories at CVS Health. Shumate is responsible for developing and executing category strategy as well as being accountable to deliver sales and margin goals of the P&L. She collaborates across the enterprise to deliver industry leading growth plans. Shumate works closely with the supplier community to ensure the right product placement and strategy drives profitability as well. Now in her fifth year with CVS, Shumate also handles initiating and executing strategic promotional strategies and marketing plans by joining forces with cross-functional partners.
Liz Moir Sr. Manager, Patient Care Services Albertsons Companies Moir has over 14-plus years of professional focus in patient care. She has program oversight of immunizations, travel health, point-of-care testing, pharmacist prescribing services, vendorsponsored clinical programs and diabetes engagement programs in Albertson’s 1700-plus pharmacy locations. She oversees program creation, design and implementation rollout for all clinical programs performed by pharmacists and technicians in-store. In the past year, Moir focused on creating patient engagement programs to ensure patients were informed and educated on vaccinations they may be eligible for, redesigning and expanding a pharmacy-based travel health program, and innovating and expanding pharmacist prescribing services in step with legislative opportunity.
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Minela Vrbanjac E-commerce Sales Manager O-Cedar (FHP) Vrbanjac is a dynamic channel account manager, responsible for the strategic business management of O-Cedar’s e-commerce division. Over the past year, Vrbanjac leveraged her more than seven years of expertise in e-commerce management to implement a customer-centric approach that paved her way to success. Through this approach, she tailored an omnichannel marketing and promotional plan, leading to increased brand share and higher repeat consumer retention rates. Furthermore, she utilized her strong business relationships to secure key annual negotiation wins, resulting in cost savings.
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COVER STORY
Misty Keller Team Leader, Shopper & Category Insights, Target OH Haleon Keller leads the shopper and category insights team for Target at Haleon and has more than 18 years of experience in sales, category management, and shopper and category insights. Keller is a talented insights partner that has transformed thought leadership with her retailer. She is an inspiring coach for her team and champion of culture within the organization. In addition to her leadership skills and understanding of customer dynamics, she has tremendous passion for storytelling and bringing insights to life through actionable solutions to drive growth. Keller is also on the Women at Haleon Steering Committee and a member of NextUp.
Panissa Williams Director of Marketing & Product Development Clavél Corporation Williams serves as the director of marketing and product development for Clavél Corporation. She has been in this role for more than two years and prior experience
has been in healthcare marketing for more than 10 years. She works alongside her husband, Dason Williams, and has been instrumental in launching their products (Blue Stop Max) in over 20,000 retail locations including Walmart, Walgreens, Dollar General and more. Clavél Corporation has experienced exponential growth including a rebranding of one of their skin treatment products.
Sasha Harris Director, Women’s Health – Baby Care, Personal Intimacy, Feminine Care CVS Health Harris leads women’s health categories at CVS Health as lead director, while supporting its enterprise-wide women’s health and wellness blue chip and WIC program. While overcoming nationwide supply challenges (i.e. formula crisis), Harris showcased servant leadership, collaborative stakeholder planning and crisis management. Her diverse retail background uniquely generates consumer-focused strategic solutions. Harris successfully revitalized a category, launched a localized assortment, curated a space to support new moms and co-launched the company’s HERe for Her campaign within her first two years. Harris is a heart-led, people champion who strives to leave a positive impact on as many people as possible.
ACTIONABLE INSIGHTS & CONNECTIONS POWERING BUSINESS GROWTH EnsembleIQ is the premier resource of actionable insights and connections powering business growth throughout the path to purchase. We help retail, technology, consumer goods, healthcare and hospitality professionals make informed decisions and gain a competitive advantage.
EnsembleIQ delivers the most trusted business intelligence from leading industry experts, creative marketing solutions and impactful event experiences that connect best-in-class suppliers and service providers with our vibrant business-building communities. ENSEMBLEIQ.COM
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Stephanie Tharp Sr. Merchant, Health – First Aid, Footcare, Elastics Walmart Tharp is a senior merchant with more than 11 years of experience in merchandising and supply chain across food service and retail. As the senior merchant of first aid, foot care and elastics, Tharp is passionate about providing affordable healthcare solutions to customers. She is a data-driven professional who utilizes her expertise to lead cross-functional teams to drive proven results. This past year, she led a department wide project to bring navigational and educational signage to stores to improve customer experience and engagement. She is dedicated to customers and committed to providing quality products at accessible prices.
Van Morris Sr. Category Manager - McKesson Market Performance Group, LLC Morris serves as the senior category development manager for Market Performance Group , where she leads the category management process for McKesson. With Morris
®
at the helm and along with her team, they have successfully driven efficiency in reporting practices, developed elevated analytics capabilities and leveraged consumer insights and industry trends to develop retailer-specific strategies to cater to the independent pharmacy shopper. Together with her cross-functional team at MPG and merchants at McKesson, they have created consumer-focused strategic solutions to drive incremental sales for the health and wellness categories.
Vanessa Ruys Commercial Pharmacy Manager Marley Drug, Inc. (a subsidiary of Medicure, Inc.) Ruys is the director of pharmacy operations for Medicure and Marley Drug. She oversees the staff and operations of a nationwide pharmacy solution for cost effective access to important prescription medications without the need for any insurance. She manages the team of pharmacists and pharmacy technicians to ensure smooth flow of Marley’s online and in person orders. She works to negotiate contracts with different manufacturers to reduce costs to the business and ultimately to reduce costs to the patients. dsn
Keep On Keeping On Delightful blends that support a healthy immune system.*
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* These statements have not been evaluated by the Food and Drug Administration. This product is not intvended to diagnose, treat, cure or prevent any disease.
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The Beauty of Purpose Being a purposeful brand can mean anything from donating profits from one SKU, reworking packaging to be more sustainable or creating campaigns to address mental health
Ulta Beauty associates noticed guests were critical of themselves and engaged in negative self-talk. That sparked the idea for a study to examine what’s behind low self-esteem and how Ulta Beauty could help. The Joy Study, commissioned by Ulta Beauty, explored how 5,000 adults and teens experience joy. More than 70% of those polled engage in negative self-talk and 91% pinpoint that negativity as an obstacle to their ability to experience joy. With the help of best-selling author, motivational speaker and podcaster Mel Robbins, Ulta Beauty created a training curriculum for store associates called “A Toolkit for Joy.” Robbins teaches the videobased program. “At Ulta Beauty, we strive every day to use the power of beauty to bring to life the possibilities that lie within each of us, and joy is a feeling we want everyone to experience when walking through our stores,” said Michelle Crossan-Matos, chief marketing officer, Ulta Beauty. The Joy Study is just one example of Ulta Beauty’s purpose-driven philosophy. The beauty powerhouse isn’t alone in its quest to do well by doing good. “What was once a differentiator has become a non-negotiable for many beauty consumers and if a beauty brand is not communicating and following through with real actions on environmental, social and/or sustainable values, they are just not part of the consideration set of today’s beauty shoppers,” said Marie Driscoll, adjunct professor at The New School. “Values have become imperative for beauty, fashion and luxury brands as a way to connect with today’s shoppers and keep them involved given the sheer breadth of alternatives,” she added.
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If you are trying to make your company purpose driven, start with something important to you. People have the ability to discern when something isn’t authentic. – Taydra Mitchell Jackson, SheaMoisture
Consumers appreciate the movement. Doing good is taking a bigger role in how consumers shop and spend their dollars. According to a Cone Cause study, 85% of customers are more likely to trust brands that try to do good in the world, and 80% will switch to brands with a cause they support. According to Paula Alexander, director of sustainability at Burt’s Bees, the numbers are even higher for younger shoppers. “We called it our Next-Gen consumer— millennials and Gen Z. Their interest in brand purpose is even higher [than older generations],” Alexander said. Next-Gen consumers are three times more likely than other age groups to say the role of business is to serve communities and societies. “And they are more skeptical than ever,” she added, noting efforts must be authentic. “Purpose is also a way to obtain and retain great employees.” One of the original brands with a purpose, Burt’s Bees recently published its Impact Report with a progress update on its 2025 goals that fall under two pillars—Full Circle Future (sustainable packaging, climate and eliminating waste) and Resilient Communities (responsible sourcing, global supply chain investment and foundation giving). The company achieved 60% recycled content on average—a significant move toward its 2025 goals of 83% packaging that is reusable, recyclable, compostable or designed for recycling. Burt’s Bees paperboard lip balm is an example of its packaging advancements, which are 90% recycled paperboard. The lip balm dovetails with SheKeeper, a three-year, $2 million partnership with the potential to improve the livelihoods of more than 16 million women working in the shea industry through introducing beekeeping and
I NS I D E
expanding sustainable shea processing capabilities in Ghana. Retailers are responding with their own efforts, including sustainability and regenerative goals for their companies. Companies like to partner with brands that match their ethos. As exemplified by its Beauty Mark initiative, CVS, a company striving to lead with a purpose, looks to align with brands with similar goals. “We have an appreciation for brands that are mindful of their impact and that are purpose infused,” said Andrea Harrison, vice president, merchandising, beauty and personal care for CVS. Brands don’t need deep pockets to give back. But what they do need to do is align
the effort with the brand, said Taydra Mitchell Jackson, chief marketing officer for SheaMoisture and a brand retailers applaud for its philanthropic efforts. “If you are trying to make your company purpose driven, start with something important to you. People have the ability to discern when something isn’t authentic,” Jackson said. Unilever-owned Shea Moisture is associated with giving back. The brand reinvests at least 1% of net sales into economic opportunities for underserved entrepreneurs and Black business owners. Shea butter is one of the brand’s core ingredients and is sourced from womenled cooperatives in West Africa, providing fair wages and creating economic opportunities. Recently, SheaMoisture teamed up with The Roku Channel and MACRO Television Studios to debut “The Next Black Millionaires,” a docuseries that captures the journey of three entrepreneurs growing their passions into milliondollar businesses. The series provides inspiration for other Black founders who face obstacles, including raising funds.
Empowering brand philosophies Leading with purpose was part of the DNA of Urban Hydration from day one, said Psyche Terry, founder of UI Global Brands, the parent of Urban Hydration. “For Urban Hydration, this connection to purpose is the driving force behind everything we do. It’s like this because I firmly believe that brands must have a clear and compelling purpose to forge a profound connection with their customers,” she said. The company has a multipronged approach. Each product, she said, is conceived to empower people and foster their sense of beauty from self-care. Raw Sugar caught the attention of chains such as Walgreens for its formulas and its importance on bringing essentials to people in need. Since its founding in 2014, the company has distributed more than 16 million bars of soap and clean essentials as part of an ongoing partnership with Water for People and Eco Soap Bank. A retailer who put Raw Sugar into her assortment said the positioning distinguishes the line from competitors. “I liked their products and positioning,” she said. Emerging brands can show support on par with multinational powers. Even as a relatively new brand, Bubble Skin Care plants a tree for each order shipped in its efforts to foster sustainability. Purpose-driven marketing isn’t only about donations. Lottie London, a U.K.based beauty brand expanding in the United States at Walmart and CVS, created a campaign to raise awareness about the importance of blood donations. Citing research that only 1 in 10 blood donors falls into the Gen Z age group, Lottie London kicked off the Beauty for Blood Campaign. Milani’s efforts stretch beyond the traditional donation model. Employees get involved in programs like the partnership with Our Big Kitchen in Los Angeles. The team prepared almost 400 meals to distribute to local organizations. Jeremy Lowenstein, chief marketing officer for Milani, explained that Our Big Kitchen’s goal of getting high-quality meals to everyone mirrors the brand’s mission to democratize beauty for all. “All of our employees want to give back to the community. As a smaller brand, we felt that the opportunity was for us to engage with our local community,” he said. Another effort helps support the Latino community. Milani invited four artists to create artwork for a virtual gallery for Hispanic Heritage Month. Social media followers then had a chance to win the one-of-a-kind pieces. dsn
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PHARMACY: STATE OF GENERICS
What is the state of the generics industry? In the face of challenges, the generics industry has continued to adapt to serve customers and patients By Sandra Levy
The Association for Accessible Medicines recently released its 2023 U.S. Generic & Biosimilar Medicines Saving Report, highlighting the value of generic and biosimilar medicines. The report noted that the U.S. healthcare system—including patients, employers and taxpayers—saved $408 billion in 2022 by using FDA-approved generic and biosimilar drugs. At the same time, AAM pointed out that “it is critical not to take these savings for granted, as growing challenges to a sustainable future for generic and biosimilar competition continue to rise.” Indeed, the generics industry faces myriad challenges, including the need to ensure a consistent supply of critical products, pressure on margins, deflation and port staffing issues, while also developing and launching new products. To understand what the generics industry is facing and how it plans to catapult ahead, Drug Store News called up executives from leading generics firms to share their views on the state of the generics industry. Their answers shed light on the tenaciousness of the industry and its ability to go the extra mile to serve their customers and patients.
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DRUG STORE NEWS: WHAT IS THE GREATEST CHALLENGE FACING THE INDUSTRY?
Amneal Pharmaceuticals
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ANDY BOYER
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executive vice president, chief commercial officer – generics
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As a global diversified pharmaceuticals company, we work with a wide array of customers—from the largest to the smallest—to provide patients with high quality, affordable medicines. In terms of the biggest challenges broadly facing the industry today, there are chronic supply shortages, including essential medicines that serve as the backbone of the U.S. pharmaceutical industry. Continued pressure on generic margins by the healthcare industry has left many manufacturers with little choice but to discontinue unprofitable products and reduce R&D spend in the U.S. in favor of more complex products and investment elsewhere. These economic pressures have been a key contributing factor for chronic drug shortages in the market.
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ASC InServiceAd DSN.qxp
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IN SERVICE TO YOU
Our Goal? The Best Customer Service. Period. SERVICE THA
A DIFFERENCE • A complete product line of over 90 molecules and 450 SKUs. • Fast, responsive customer service from experienced knowledgable reps you know and trust. • A robust pipeline offering 10-12 new molecules annually. • A company to partner with today that will be here tomorrow.
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PHARMACY: STATE OF GENERICS
Ascend Labs
JOHN DILLAWAY
executive vice president The greatest challenges facing the generic industry continue to be dealing with shortages and the unprecedented deflation that has dominated the industry over the past three years in particular. The two issues are well intertwined with one another. Too many approvals competing for too few positions has created an unbalanced model which has led to dramatic deflation and in many cases decisions to exit molecules which can then lead to product shortages. The financial impact is worsened then by service level penalties, the combined effects of which are now starting to cause casualties among manufacturers. These events will continue until solutions emerge.
the current antibiotics shortage due to the higher than anticipated cough/ cold/flu season. In addition, stepped up facility inspections by the FDA has created some supply disruption. On top of that, inflation has been affecting many industries across the nation, however, generics is one of the few industries that is experiencing deflation, which is not a sustainable trend for the business. Despite these challenges, Aurobindo has been able to leverage a strong vertically integrated supply chain where there is less reliance from CMOs and external suppliers for us to continue manufacturing and supplying our products. Aurobindo is uniquely positioned to manage supply chain risk by controlling all major aspects of the pharmaceutical supply chain. One thing that we would have liked to see is a greater appreciation for the generic industry at large, the critical work we do in collectively producing nearly 90% of the nation’s drug supply, saving, sustaining and improving lives of tens of millions of Americans, and more often than not, just pennies per pill. The generic industry should be heralded for what we do, and looked to as a clear and critical part of the solution for our nation’s healthcare system. In the past year, it shows how important it is to have good communication, collaboration and planning with partners during any market disruptive events such as this ongoing cough/cold season. This ensures that everyone can work together, overcome obstacles and come out stronger. In addition, it is critical for all market participants to be held to the best-in-class standards of compliance and quality. By doing so, Aurobindo can grow in a sustainable manner and successfully deliver billions of doses of medicine to our customers and patients.
North America MARC KIKUCHI
CEO, Dr. Reddy’s
Aurobindo Pharma USA PAUL MCMAHON
president, oral solids division Some challenges that were out of our control included port staffing issues, container availability and air and sea freight capabilities, etc. The global supply chain crisis, with shortages affecting every industry, has forced us to look at new strategies to adapt to alternative materials procurement and transportation methods. After three years of COVID, the industry has been severely impacted, and demand dislocation has been difficult to predict, most recently resulting in
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There are quite a few. Keeping an ample supply of safety stock of finished goods and API is important as we continue to de-risk our supply chain. Also qualifying and retaining multiple sources for these materials from various parts of the world will help ensure continued supply. Beyond these normal challenges based on expectations of commitment of supply and competitive pricing, things like transparency and strategic partnerships have emerged as critical factors.
Better Quality Today, Better Outcomes Tomorrow.
Haloperidol Tablets Metolazone Tablets Flurbiprofen Ophthalmic Solution Digoxin Oral Solution Propranolol Tablets Diclofenac Potassium Tablets Captopril Tablets Pilocarpine Tablets Metronidazole Tablets
PHARMACY: STATE OF GENERICS
Dr. Reddy’s strives to offer products that truly meet our patients’ needs. With chain stores servicing a large number of patients, it only makes sense to engage with these customers on what they anticipate will be the most beneficial to their patients. In addition, our customers are an important source of information for determining which products the market is short on, and where they see there’s demand that hasn’t been met yet. I think these conversations open opportunities on both sides. They may tell us where there’s a need in a specific therapeutic area, and we would take that feedback and try to work on it. In other words, we believe the industry is shifting from a more transactional nature in the relationship to a more strategic one, where it’s not just about pricing; it’s about two-way communications and serving unmet patient needs.
Q
DSN: HOW DO YOU PLAN TO HELP CUSTOMERS AND PATIENTS IN 2024?
Boyer: Where
profitable, Amneal plans to continue delivering high-demand and high-impact products, like lisdexamfetamine dimesylate, calcium gluconate injection and naloxone nasal spray, to the market, offering customers consistent supply from the quality-focused and reliable partner we are.
Dillaway: Ascend takes some extra steps in assisting patients directly. We receive a high number of calls from patients who are specifically looking for the Ascend product. Many say their pharmacy made a change and now provides them a different manufacturer whose product may cause an unwanted side effect or in their estimation is less effective. For these customers, Ascend has partnered with PursueCare, a mail order pharmacy in W.Va., that has agreed to carry all Ascend products and take these patients as referrals in order to fill their requests for the Ascend brand. Patients are put in touch with PursueCare who can quickly transfer their prescription and deliver the desired product to them. Ascend’s chief medical officer is an actual
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practicing primary care physician who is available to help with patient questions. McMahon: In fiscal year 2023, Aurobindo led the market in ANDA approvals and filed 49 Abbreviated New Drug Applications and received final approval for 59 ANDAs. In addition, the company successfully launched and relaunched 24 products. Aurobindo Pharma looks forward to launching many more products in the coming months, as the company continues to expand its portfolio with nearly 200 pending approvals. This brings us to over 700 FDA-approved Abbreviated New Drug Applications to date. Aurobindo remains focused on strengthening our existing businesses and developing a differentiated and specialtydriven product portfolio. In addition to our robust organic pipeline, the organization recently acquired another manufacturing facility. Aurobindo continues to invest in infrastructure in terms of plant and capacity expansions and building new facilities, all of which will fuel our growth. We are pleased to announce our new Luoxin facility, located in China, where we’ll be producing the blow-fill-seal inhalation products, the first of which will be levalbuterol, followed by albuterol, ipratropium and others, beginning early 2024. To keep up with demand and continue to set itself apart, it is critical for Aurobindo to have highly competitive costs and product availability while holding to the best-in-class standards of compliance and quality. By doing so, the company is continuing to grow in a sustainable manner and successfully delivering billions of doses of medicine every month to its customers and patients. We are thrilled to announce we are offering copay cards to patients for four of our specialty products: vigabatrin tablets, ambrisentan tablets, pyrimethamine tablets and lenalidomide capsules. Kikuchi: The best way to help patients and customers is to better understand their needs. Communication is a key. Dr. Reddy’s communicates and connects at all levels, from top executives to multi-level executives below. We believe it’s essential to make connections at all levels to provide the best service and get the most comprehensive feedback from our customers. We’re able to get the best input from connecting with various level executives to understand where there’s a real need. We have several tiers of staff that interact with customers as well as both OTC and specialty sales teams, all of whom interact daily as well as in more formalized weekly and monthly meetings. There’s constant communication, based on an incredible dedication to meeting patients’ unmet needs. Then we must act on those unmet needs. This means maintaining a strong pipeline to facilitate the launch of new products. A continuous stream of new product launches will provide customers and patients with more affordable options and enhance access to products and services that they need. We will continue to be guided by our deep-rooted philosophy that Good Health Can’t Wait. As a leader in the pharmaceutical industry, we have the ethical and moral imperative to accelerate access to muchneeded medicines for people around the world. Our philosophy of Good Health Can’t Wait is guidance for our current behavior and inspiration for our future actions. dsn
ACTIVE INGREDIENTS Extensive portfolio of more than 250 API products across various categories such as anti-infectives, peptides, biosimilars, vaccines, polymers and more.
FORMULATION Robust product portfolio comprised of over 225 product families including oral solids, topicals, injectables, ophthalmics and inhalations.
Vertically integrated supply chain ensures unmatched quality and value for our customers
MANUFACTURING Serve over 125 countries globally and include 17 API facilities with continuous expansion of our operations to meet our customers’ needs.
PACKAGING Designed to handle high speed packaging, in-line labeling and printing for bottles, blister packs, prefilled syringes, and multi-dose vials, while maintaining automated filling systems, tablet counters, along with a state-of-the-art vision system.
DISTRIBUTION To see our full product portfolio spanning across varied therapeutic categories, please visit us at aurobindousa.com
567,000 sq ft warehousing and distribution space provides capacity of up to 40,000 pallets, enabling increased safety stock, service levels, and order fulfilment to our customers.
HEALTH: IMMUNE SUPPORT
Something Old, Something New
The big five immunity ingredients are vitamins C and D, zinc, elderberry and probiotics. But other bioactives still vie for consumer acclaim By Taffel Sturgeon
Five nutritional ingredients tend to power mainstream immune-support supplements in the food/drug/mass market—vitamins C and D, zinc, elderberry and probiotics. Vitamin C has long been the foundational supplements ingredient for supporting immunity, so it’s no surprise that pandemic demand led to consumers clamoring for the ingredient—sales shot up by 58.1%, according to the Nutrition Business Journal 2023 Supplement Business Report. Vitamin D was in a strong second place in 2020 with a 47.5% gain. But as the COVID immunity rush subsides, the sales hit has taken its toll. Vitamin C sales in the first half of this year are down 16.6%, according to SPINS sales data encompassing the conventional and natural market. Vitamin D sales are also down, by 9.7%. That difference between the two letter vitamins suggests consumers recognize that vitamin D is valuable across more health concerns than just immune function.
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Zinc is a well-known mineral with a demonstrated ability to reduce the severity and duration of cold symptoms.
Elderberry, used to reduce the severity and duration of colds and flu, saw sales in the first half of the year collapse—down 26.8%. And zinc sales are down 19.4%, according to SPINS. Probiotic supplements continue their rise— up 3.3% through the first half of 2023— which is indicative of applications beyond even the traditional gut health and immunity to benefits as far-flung as cognition, skin health and more. Despite the drop-off in products selling these rather traditional ingredients, it doesn’t mean there will be no sales of immunesupport supplements during the current coldand-flu season. After all, some part of that drop-off is because of the astonishing sales spike during the pandemic.
New products, old ingredients New products continue to be brought on to the market. The latest entrant is a baby cough syrup and immune booster, developed by a pair of pediatric moms.
HEALTH: IMMUNE SUPPORT
Xylitol, a sugar alcohol, displayed antiviral activity against three highly contagious respiratory infections caused by viruses— including (ahem) Sars-CoV-2. “We noticed that more and more parents were seeking alternative natural remedies for mild health concerns,” said ZenOsa company co-founder Louisa Salisbury, M.D. “We also knew from our research that there was growing evidence for certain specific remedies, but we
FDA advised to ban a billion-dollar baby An FDA advisory committee panel in September recommended taking phenylephrine off the shelves of OTC products, saying it does not work as a nasal decongestant. The unanimous advice from 16 advisors holds only for orally administered products, such as tablets or capsules, but not for nasal sprays. In 2022, an estimated 242 million products containing phenylephrine were sold totaling $1.763 billion in sales. If the FDA ends up agreeing with the committee‘s advice, it will start a process including public comment before working with OTC drug makers to help them reformulate products in certain SKUs of brands, such as Nyquil, Benadryl, Sudafed and Mucinex. “I never really thought that medication worked very well at all,” said Gene Bruno, provost at Huntington College of Health Sciences and chief science officer at Nutraland USA. “Of course ephedra used to be good for that but it isn’t available any more. Pseudoephedrine still works well.” Ephedra was commonly used in dietary supplements as a weight-loss aid but was traditionally used for asthma, bronchitis and hay fever. The FDA banned the ingredient over safety concerns for dieters in 2004. Pseudoephedrine can be found in OTC products such as Sudafed and Allegra-D.
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weren’t impressed with what was on the market.” While the product is powered by vitamins C and D, zinc and elderberry, it does use monk fruit as a zero-calorie sweetener source. Zinc is a wellknown mineral with a demonstrated ability to reduce the severity and duration of cold symptoms by preventing viruses from both binding and replicating in the nasal mucosa. That’s why it is usually found in lozenges or sprays. One study found that it reduced the length of cold symptoms by three days. Another study found symptom resolution two days sooner than those taking a placebo. Researcher Dr. George Eby discovered in 1984 that zinc gluconate could provide immune support to a compromised immune system. He compared 23 mg zinc lozenge to placebo, giving the lozenge every two hours after an initial double dose. After seven days, 86% of zinc-treated subjects were asymptomatic, compared with 46% of the placebo group. His study led the way to Quantum Health Products developing its specially formulated line of zinc gluconate lozenges that was launched shortly after Eby’s research. “Our TheraZinc line was the very first line of zinc lozenges offered for sale,” said Todd Howerter, Quantum’s vice president of marketing. “Consumers are searching for products with studied ingredients made by companies they trust.” C
Non-traditional enhancers Beyond the big five immune-support ingredients are a range of products powered by bioactives that can help customers complaining of cough, colds and flu concerns. A recent study published in March 2023 assessed anti-viral properties of three sugar alcohols, which are no-calorie sweeteners usually used to reduce calories in beverages. One of the three sugar alcohols, xylitol, displayed antiviral activity against three highly contagious respiratory infections caused by viruses—including (ahem) SARS-CoV-2. Previous work done at Utah State University had discovered that these sugar alcohols work by blocking adhesion of different viruses on human airway tissues. Homeopathic remedies have been around for a century in the U.S. market, and twice as long in Europe. In that span of time stands a product class that is trusted as safe and effective by consumers, especially for parents giving medicines to their children. “The safety profile of the products is definitely a key attribute,” said Les Hamilton, president of Hyland’s, a homeopathic brand founded in 1903. “Additionally, parents are seeking out more natural options for their children.” The natural angle is key as natural-focused shoppers sometimes want to just drop in to more convenient drug store locations. “The trade channels are blurring,” said MaryEllen Tefft, vice president of sales FDM at Boiron, a homeopathic brand founded in 1932. “Natural channel shoppers now expect to conveniently pick up their favorite products in food, drug and mass outlets.” Meeting consumers where they are in convenient locations will always be a nice situation to be in for the mainstream bricks-and-mortar outlets All the better to keep offering consumers new ways to deal with old illnesses in innovative ways. dsn
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PRODUCT ROUNDUP
Private, Please Check out the latest products in private label
Retailers can take note of the latest private label offerings from a variety of suppliers. These are some of the newest products in the health and wellness sectors.
DrVita Spring Valley Mushroom Complex The Spring Valley Mushroom Complex is a blend of three of the most popular and efficacious mushroom extracts available, according to DrVita. Featuring cordyceps, reishi and lion’s mane, the Spring Valley Mushroom complex is designed to support heart health, energy, stamina, mental clarity and immunity. It is the latest product from the company and launched earlier this year with Walmart.
Premier Solutions Hydrocolloid acne patches Premier Brands of America Hydrocolloid acne patches have seen incredible growth over the last few years, making them one of the fastest-growing trends in skin care. Premier offers a wide range of acne products to meet a variety of consumer needs including Acne Dots, Face Patches, Nose Patches, Body Patches and Fun Shaped Patches. The company said its hydrocolloid products are validated as medical devices and deliver key performance benefits consumers are seeking. The acne patches have been developed with a proprietary formula that absorbs oil and pus from blemish-prone spots on the T-zone, cheeks and chin. The patches are designed to be easy to use and come in multiple sizes and shapes to fit any blemish.
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PRODUCT ROUNDUP United States Postal Service
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Premier Solutions Itch Relief Pump Spray Premier Brands of America
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Premier Solutions Itch Relief Pump Spray is a non-aerosol spray that helps soothe skin and temporarily relieves pain and itching associated with minor burns, cuts, scrapes, insect bites and skin irritations. The spray is ozone-friendly and easy to use. Consumers can pump the spray nozzle and apply it directly to the affected area, without the need to rub or touch their skin. This product contains diphenhydramine hydrochloride 2%, an external analgesic that works fast to temporarily relieve pain and itching, the company said. Safe for adults and children over 2 years old, it comes in a 2.5-oz. bottle.
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Julianne Mobilian EnsembleIQ 8550 W. Bryn Mawr Suite 225 Chicago, IL 60631-3731 10. Owner
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the names and addresses of all stockholders owning or holding 1 percent or more of the total amount of stock. If not owned by a corporation, give
the names and addresses of the individual owners. If owned by a partnership or other unincorporated firm, give its name and address as well as those of each individual owner. If the publication is published by a nonprofit organization, give its name and address.)
CVS Pharmacy Universal Tools collection
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CVS Pharmacy has expanded its one+other collection, a beauty and personal care brand created with a mission to democratize access to selfcare products. The collection features six comfortable to use self-care tools that includes Nail Nipper + Catcher ($16.99), Slant Tweezer ($9.99) and Nail Clipper + Catcher ($9.99). Each tool includes such features as wide, open handles and non-slip, easy-to-grip silicone patterns that make self-care more accessible to people with certain disabilities.
11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent or More of Total Amount of Bonds, Mortgages or Other Securities.
If none, check box -------->
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PS Form 3526, July 2014(Page 1 of 3 (Instructions Page 3)) PSN 7530-01-000-9931 PRIVACY NOTICE: See our privacy policy on www.usps.com 13. Publication Title
14. Issue Date for Circulation Data Below
United States Postal Service
Drug Store News
Statement of Ownership, Management, and Circulation (Requester Publications Only)
15
1. Publication Title
2. Publication Number
Sep-23 Average No. Copies Each Issue
No. Copies of Single Issue
During Preceding 12 Months
Published Nearest to Filing Date
30,382
30,148
22,411
24,269
0
0
0
0
Extent and Nature of Circulation
3. Filing Date a.
Drug Store News
0448-2900
4. Issue Frequency
5. Number of Issues Published Annually
10/1/2023
Total Number of Copies
(Net press run)
(1) Outside-County Paid/Requested Mail Subscriptions stated on PS Form 3541.
6. Annual Subscription Price
(Include direct written request from recipient, telemarketing and Internet re-
12
b.
quests from recipient, paid subscriptions including nominal rate subscriptions,
Legitimate Paid
employer requests, advertiser's proof copies, and exchange copies.)
Paid and/Or
(2) In-County Paid/Requested Mail Subscriptions stated on PS Form 3541
8550 W. Bryn Mawr Suite 225
Requested
(Include direct written request from recipient, telemarketing and Internet re-
Chicago, IL 60631-3731
Distribution
quests from recipient, paid subscriptions including nominal rate subscriptions,
Monthly 7. Complete Mailing Address of Known Office of Publication
$125.00 Contact Person
(Not printer) (Street, city, county, state, and ZIP+4)
EnsembleIQ
Telephone
Julie Ball 1-877-687-7321
(By Mail
employer requests, advertiser's proof copies, and exchange copies.)
EnsembleIQ
and
(3) Sales Through Dealers and Carriers, Street Vendors, Counter
8550 W. Bryn Mawr Suite 225
Outside
Sales, and Other Paid or Requested Distribution Outside USPS
the Mail)
(4) Requested Copies Distributed By Other Mail Classes Through the USPS
8. Complete Mailing Address of Headquarters or General Business Office of Publisher
(Not printer)
Chicago, IL 60631-3731 9. Full Names and Complete Mailing Addresses of Publisher, Editor, and Managing Editor Publisher
(e.g. First-Class Mail)
(Do not leave blank) c.
(Name and complete mailing address)
Total Paid and/or Requested Distribution [Sum of 15b. (1), (2), (3), and (4)]
John Kenlon
0
0
22,411
24,269
7,565
5,724
0
0
(1) Outside County Nonrequested Copies as stated on PS Form 3541 (include
EnsembleIQ
Sample Copies, Requests Over 3 years old, Requests induced by a
8550 W. Bryn Mawr Suite 225 d.
Premium Sales and Requests including Association Requests, Names
Nonrequested
obtained from Business Directories, Lists, and other sources)
Nigel Maynard
Distribution
(2) In-County Nonrequested Copies as stated on PS Form 3541 (include
EnsembleIQ
(By Mail and
Sample Copies, Requests Over 3 years old, Requests induced by a
Outside
Premium Sales and Requests including Association Requests, Names
Chicago, IL 60631 Editor
(Name and complete mailing address)
8550 W. Bryn Mawr Suite 225
obtained from Business Directories, Lists, and other sources)
Chicago, IL 60631-3731 Managing Editor
(3) Nonrequested Copies Distributed Through the USPS by Other Classes of
the Mail)
(Name and complete mailing address)
Julianne Mobilian
Mail (e.g. First-Class Mail, Nonrequester Copies mailed in excess of 10%
EnsembleIQ
Limit mailed at Standard Mail or Package Services Rates)
8550 W. Bryn Mawr Suite 225
(4) Nonrequested Copies Distributed Outside the Mail
Chicago, IL 60631-3731
(Include Pickup Stands, Trade Shows, Showrooms and Other Sources)
10. Owner
e.
(Do not leave blank. If the publication is owned by a corporation, give the name and address of the corporation immediately followed by
Total Nonrequested Distribution (Sum of 15d (1), (2), (3), and (4))
the names and addresses of all stockholders owning or holding 1 percent or more of the total amount of stock. If not owned by a corporation, give f.
the names and addresses of the individual owners. If owned by a partnership or other unincorporated firm, give its name and address as well as those
Total Distribution (Sum of 15c. And 15e.)
of each individual owner. If the publication is published by a nonprofit organization, give its name and address.) Full Name
g.
Complete Mailing Address
Copies not Distributed (See Instructions to Publishers #4 (page #3))
8550 W. Bryn Mawr Suite 225 EnsembleIQ
h.
Chicago, IL 60631-3731
Total (Sum of 15f. And 15g.)
i.
Percent Paid and/or Requested
0
0
411
153
7,976
5,877
30,387
30,146
0
0
30,387
30,146
73.80%
80.50%
Average No. Copies Each Issue
No. Copies of Single Issue
During Preceding 12 Months
Published Nearest to Filing Date
(15c. Divided by 15f. times 100) PS Form 3526-R, July 2014 (Page 2 of 4)
If none, check box -------->
Electronic Copy Circulation
a.
Requested and Paid Electronic Copies
b.
11. Known Bondholders, Mortgagees, and Other Security Holders Owning or Holding 1 Percent or More of Total Amount of Bonds, Mortgages or Other Securities.
16
Total Requested and Paid Print Copies (Line 15c) + Requested/Paid Electronic Copies (line 16a)
None c.
Full Name
Total Requested Copy Distribution (Line 15f) + Requested/Paid Electronic Copies (line 16a)
Complete Mailing Address d.
8550 W. Bryn Mawr Suite 225 EnsembleIQ
Percent Paid and/or Requested Circulation (Both Print & Electronic Copies) (16b divided by 16c X 100)
Chicago, IL 60631-3731 x
3,979
3,894
26,390
28,163
34,366
34,040
76.80%
82.70%
I certify that 50% of all my distributed copies (electronic and print) are legitmate requests or paid copies.
17. Publication of Statement of Ownership Publication of the Statement of Ownership for a Requester Publication is required and will be printed in the
Nov-23
issue of this publication. 18. Signature and Title of Editor, Publisher, Business Manager, or Owner
12. Tax Status
09/28/2023
(For completion by nonprofit organizations authorized to mail at nonprofit rate) (Check one)
The purpose, function, and nonprofit status of this organization and the exempt status for federal income tax purposes: x Has Not Changed During Preceding 12 Months o Has Changed During the Preceding 12 Months
I certify that all information furnished on this form is true and complete. I understand that anyone who furnishes false or misleading information on this (Publisher must submit explanation of change with this statement)
form or who omits material or information requested on the form may be subject to criminal sanctions (including fines and imprisonment) and/or civil
PS Form 3526, July 2014(Page 1 of 3 (Instructions Page 3)) PSN 7530-01-000-9931 PRIVACY NOTICE: See our privacy policy on www.usps.com 13. Publication Title
sanctions (including civil penalties).
14. Issue Date for Circulation Data Below
Drug Store News
PS Form 3526-R, July 2014 (Page 3 of 4)
Sep-23
15
Average No. Copies Each Issue
No. Copies of Single Issue
During Preceding 12 Months
Published Nearest to Filing Date
76 November 2023 DRUGSTORENEWS.COM 30,382 Extent and Nature of Circulation
a.
Total Number of Copies
(Net press run)
30,148
(1) Outside-County Paid/Requested Mail Subscriptions stated on PS Form 3541. (Include direct written request from recipient, telemarketing and Internet re-
b.
quests from recipient, paid subscriptions including nominal rate subscriptions,
Legitimate Paid
employer requests, advertiser's proof copies, and exchange copies.)
Paid and/Or
(2) In-County Paid/Requested Mail Subscriptions stated on PS Form 3541
Requested
(Include direct written request from recipient, telemarketing and Internet re-
Distribution
quests from recipient, paid subscriptions including nominal rate subscriptions,
(By Mail
employer requests, advertiser's proof copies, and exchange copies.)
and
(3) Sales Through Dealers and Carriers, Street Vendors, Counter
Outside
Sales, and Other Paid or Requested Distribution Outside USPS
Date
22,411
24,269
0
0
0
0
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GENERAL MERCHANDISE: GREETING CARDS
Whimsical Wishes
From humor and words of appreciation to pop-up cards and licensed content, this is what’s popular in greeting cards By Patrick Williams
In an increasingly digital world, finding and gifting the right greeting card is an opportunity to deliver a friend or loved one the perfect, heartfelt message paired with charming art and texture. And customers aren’t only sending greeting cards for holidays and birthdays anymore, but sometimes to show others that they are thinking of them. Here, we caught up with greeting card producers and distributors to get up to date on the latest trends in the marketplace.
Conveying the best sentiment The little amount of space that cards take up is a gigantic selling point for retailing them in drug stores, said Jenny Shoaf, co-principal of Biely & Shoaf Co., a publisher of stationery and gift products. “We can be a huge profit center because the markup is so big,” Shoaf said. Biely and Shoaf’s business includes the Biely & Shoaf Collection, which produces an array of art styles and messaging for various holidays and occasions; Shannon Martin Design, a line of humorous cards with retro photos; and Oatmeal Studios, a humorous card company that artist Helene Lehler founded in 1978 and named after her pet rabbit Oatmeal. “Funny really resonates with people, and it makes them happy,” Shoaf said,
78 November 2023 DRUGSTORENEWS.COM
citing one trend that has remained constant over the years. Oatmeal Studios cards retail for less than $4, Shoaf said. “We want our cards to be affordable to Middle America because that is really whom we are reaching out to.” Biely & Shoaf also distributes cards from A Smyth Co., which has the mission “to help you connect with the people you love the most,” and Black Joy Paper, a collective featuring the work of Black artists. Meanwhile, at Hallmark, the team is driven by cultural and creative trends, said Amy McAnarney, vice president and general manager, strategic accounts and business development. “We aim to create cards that get to the heart of what shoppers want to say, while authentically reflecting their lives and relationships,” McAnarney said. Hallmark’s cards include messages surrounding faith, family and the home that are relevant to customers from multiple cultures, McAnarney said. The company also creates cards that resonate with early adopters of trends, particularly African Americans and Hispanic Americans, who expect timely and topical content. Younger generations look for cards
that convey positive messages of generosity, kindness and inclusiveness, and McAnarney said Hallmark incorporates this type of content into its cards. In addition, McAnarney said younger card purchasers and recipients are enthusiasts of pop culture. To that end, Hallmark has incorporated licensed content from hit TV shows, such as “Ted Lasso,” “Schitt’s Creek,” “The Office,” “Friends” and “Golden Girls.” Hallmark recently brought the physical and digital gifting spheres together via a collaboration with Venmo. The partnership, announced in August 2023, allows customers to send money through Venmo and hand-write a message in a physical greeting card. “Gifting trends are constantly evolving, and we want to stay at the forefront of what consumers need to share thoughtful and unique gifts with the ones they love,” said Darren Abbott, Hallmark’s senior vice president of global product development and innovation.
Engineering included When you open some cards, they are so intricately constructed that on first glance, they resemble skyscrapers—or mountains, or animals—more so than pieces of paper.
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GENERAL MERCHANDISE: GREETING CARDS
Up With Paper, founded in 1978 as PopShots, is the original American pop-up greeting card company. Monika Brandrup, who leads Up With Paper as executive vice president and creative director, said many customers purchase pop-up cards as gifts. And when the populace’s purse strings are tight, such as in an economic downturn, these types of cards still sell well. “Often, when people buy greeting cards, they like to display them and enjoy them for a little bit, and then they usually put them away,” Brandrup said. When Brandrup began working at Up With Paper in the early 1990s, the company put out about 20 new cards per year. The team was innovative with paper engineering, Brandrup said, but the card-creation process was far more tedious than it is in the 21st century with newer technologies. Up With Paper places about 500 to 600 SKUs on the market each year. As holiday and birthday cards pop-up cards remain popular, Brandrup said friendship and “just because” cards are trending more now. Many of Up With Paper’s cards are blank, and the business will include different message tags. Hallmark also offers pop-up cards in its Hallmark Paper Wonder and Signature Paper Wonder lines. “Each intricately crafted card unfolds, pops, and expands to reveal a distinctive surprise,” McAnarney said. John Wise and Wombi Rose co-founded pop-up card company Lovepop while attending Harvard Business School in 2014, after graduating from Webb Institute, where they studied naval architecture. The partners began creating cards inspired by kirigami paper art that they saw on a trip to Vietnam. Then in 2015, they joined the ABC show “Shark Tank” and brought on investor Kevin O’Leary as a shareholder. Wise, Rose and their team have since expanded, including in retail drug stores. Lovepop’s mission is “to create one billion magical moments,” the company said. “We make sure that every time, we are delivering that magical experience,” Wise said. “When the customer opens it, they get that moment of awe. And they get that moment of connection when they see the sculpture and understand the content and the message that was being conveyed by the sender.” About five years ago, Lovepop began creating cards with licensed content from Disney, Wise said. In Lovepop offerings, pharmacy retailers will find pop-up Marvel and “Star Wars” content, which are properties of Disney, as well as licensed content from “Harry Potter,” “Friends” and more. “One trend that we’ve seen in maybe the last five years is that customers are migrating out of the middle price points,” Wise said. “They either want it to be really special, or if it’s going to be just a flat, folded piece of paper, then they don’t want to spend a lot for it.” Echoing Brandrup, Wise said: “The fact that these cards don’t get thrown away—they get held on to, they get cherished, and they get shared further—is something that makes them really, really special.” dsn
80 November 2023 DRUGSTORENEWS.COM
PRODUCT PICKS Get Well Dogs Up With Paper Up With Paper’s Treasures greeting cards combine colorful artwork with pop-ups for a variety of sending occasions. All Treasures cards are 5.25” x 5.25” and are paired with a white envelope. Here, a pack of pups arrive bearing a sweet bouquet and healing wishes. This card was printed in full color and finished with clear acetate.
Sisterhood Friendship by Amy Slaughter; Another Year Birthday by Tiffany McGraw Black Joy Paper Black Joy Paper was created to amplify the voices of a group of talented Black artists—Lauren-Ashley Barnes, Natalie Charles, Tiffany Grimes, Tiffany McGraw, Andrea Williams, Amy Slaughter, and Cherrymae Golston—and to add diversity and inclusion in an industry that has lacked that presence in past. These cards measure 4.5” x 6.25” and are printed in the USA on post-consumer recycled paper.
Hallmark + Venmo Cards
More than three quarters (78%) of Venmo customers regularly use Venmo to send money as a gift to their friends and family. Hallmark + Venmo Cards make it possible for customers to give a physical card with money through Venmo, providing customers with a singular option for their gifting needs. Hallmark + Venmo Cards also add extra peace of mind and convenience for customers.
ACTIONABLE INSIGHTS & CONNECTIONS POWERING BUSINESS GROWTH EnsembleIQ is the premier resource of actionable insights and connections powering business growth throughout the path to purchase. We help retail, technology, consumer goods, healthcare and hospitality professionals make informed decisions and gain a competitive advantage. EnsembleIQ delivers the most trusted business intelligence from leading industry experts, creative marketing solutions and impactful event experiences that connect best-in-class suppliers and service providers with our vibrant business-building communities. ENSEMBLEIQ.COM
LAST WORD
Now That’s Smart Messaging
These retailers did great jobs recently in communicating to customers, employees and communities By David Orgel
Retail communications is easier when it’s about positive news—like an employee promotion or winning an award. The difficulty comes with more complex topics—such as shoplifting or shutting a store. There’s a lot of complexity these days and a few retailers have done great jobs in nailing how to relay difficult messages to customers, employees and communities. Their communications are anything but tone-deaf. It’s worth calling out their efforts as important lessons for all retailers.
resources director, Wegmans New England division. “We love our Natick community and customers, and we’re eager to pursue new store locations in the area for the future.”
ShopRite and Checkouts
Hearing pushback from shoppers isn’t fun. Wakefern Food Corp’s ShopRite stores in Delaware received negative feedback from some customers after increasing the focus on self-checkouts in 2021. David Orgel is an Those stores recently reintroduced designated fullaward-winning service checkout lanes with cashiers. ShopRite business journalist, struck a smart tone in communicating this reversal Giant Food and shoplifting industry expert and and underscoring its sensitivity to shopper needs. Shoplifting has become a growing problem across speaker. He is the principal of David “You asked. We listened,” the retailer said in retail, and store leaders are focused on the safety Orgel Consulting. mailers to customers. The chain elaborated further and well-being of employees and customers. in a statement published by a Delaware newspaper. Giant Food recently unveiled a series of anti“With labor shortages beginning to ease now, we are adding shoplifting measures at one store in Washington that was back full-service lanes and offering a more hybrid self-checkout/ especially plagued by shoplifting. These measures ranged from full-service experience for customers. We are always evolving, adding receipt checks to replacing many national brand health adapting and listening to our customers so that we can provide and beauty care products with private brand items. The retailer the best possible shopping experience.” was candid in relaying this news to the community and made clear that it doesn’t have all the answers. “None of the tactics we deploy is the ultimate solution to the problem we face, but Walmart and Generative AI we continue to invest in efforts that will improve safety for There’s a lot of talk about AI, and some of it centers on fears about our associates and customers and reduce theft,” said Jon Arons, AI replacing human workers. Walmart recently introduced a new communications and community relations manager. generative AI-powered feature called My Assistant, which aims to help employees accomplish certain repetitive tasks and free them up to improve customer experiences. A Walmart executive Wegmans and Shutting a Store deftly addressed the AI elephant in the room about workforce. It’s always hard to announce a store closing to a community. “GenAI can help us work faster and more efficiently, but it also That was true for Wegmans when it recently decided to end has limitations,” wrote Donna Morris, executive vice president, the five-year run of a unique store in Natick, Mass. The multichief people officer, in a LinkedIn post. “For out-of-the-box, truly level store was large for a Wegmans (146,000 square feet) and brand-new thinking—that’s what humans are good at.” operated with an escalator in a major mall. In communicating the pending closure,Wegmans was transparent and got right to the point. It said the store had underperformed Why These Communications Succeeded and the experiment didn’t work, but the retailer was not giving These retailers succeeded because their messaging was nuanced, up on the community, and that employees were being offered honest and transparent. As a result, their communication positions at other area Wegmans. “Unfortunately, with this nonstyles will connect very well with customers, employees and traditional location we are unable to attract enough customers for communities. This is always important, especially when the our business model to work,” said Brien MacKendrick, human discussions get complex. dsn
82 November 2023 DRUGSTORENEWS.COM
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