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DRUG STORE NEWS

NACDS Total Store Expo | Monday, August 26, 2019

NACDS Leaders Talk DIR Fees, Opioid Abuse

INSIDE Mack Elevation Forum...... 8 PAC Award Winners ....... 10 Meet the Market .............. 12 Show Floor ....................... 16 Nightlife ............................ 28 Growing Together: Beauty Data Dive .......................... 32

Chris Lane, NACDS chairman and executive vice president of Wakefern Food/Shop Rite, spoke to NACDS Total Store Expo attendees about how DIR fee reform is a driving focus for the organization’s chain membership.

D

irect and indirect remuneration, or DIR, fees and advancing pharmacy’s role as part of opioid abuse prevention are complex and critical issues that the National Association of Drug Store Chains is committed to. So said NACDS president and CEO Steve Anderson, speaking at Sunday’s Business Program at NACDS

Total Store Expo. “DIR is absolutely dire,” Anderson said. “For those not familiar with DIR, let’s put it this way: DIR fees are phantom fees. They result from a loophole in a regulation. They are inflating patients’ drug costs. And they are squeezing pharmacies out of business. We are bringing everything we have to this fight. We have to.”

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INDUSTRY INSIGHTS

Anderson pointed out that DIR fee relief fell victim to big differences of opinion among key leaders at the highest level of the Trump administration. “Now we have to charge up the big hill — Capitol Hill,” Anderson said, noting that NACDS is collaborating with several associations, including the National Community Pharmacists Association, the American Pharmacists Association and others. Anderson also told attendees that NACDS is committed to advancing pharmacists’ role in opioid abuse prevention, and is working for federal and state legislation to advance a seven-day limit on patients’ first opioid prescriptions. “There is a moment of truth when a patient walks into the pharmacy to fill an opioid prescription,” Anderson said. “The pharmacist makes a professional decision: Did the prescriber write this prescription for a legitimate medical purpose? Or is something else going on? That’s one of the most difficult situations in healthcare delivery today. The public recognizes that pharmacies do a lot in the areas under their control.” Anderson also unveiled NACDS’ new ad, which emphasizes pharmacy’s commitment to opioid abuse prevention. He introduced a new Policy Partners Portal, which invites suppliers’ engagement in pro-patient, pro-pharmacy advocacy, at NACDS. org/Policy-Partners. Finally, Anderson addressed the growth of the CBD industry and said Food and Drug Administration guidance for clarity on CBD marketing and labeling is on NACDS’ political agenda.

Lane highlights collaboration

Chris Lane, NACDS chairman and executive vice president of Wakefern Food/Shop Rite, followed Anderson’s remarks, further emphasizing that DIR fee relief is the driving focus for the diverse chain membership of NACDS. “We are diverse in our experience, and we are united in our goals. DIR fees — these phantom fees — do not discriminate,” Lane said. Lane said phantom DIR fees are raising

NACDS president and CEO Steve Anderson highlighted the efforts NACDS is undertaking with regard to DIR fee reform, and highlighting pharmacy’s role in fighting the opioid crisis.

patients’ drug costs and putting pharmacies out of business. “It is of vital importance that we need to do more to tell the story of pharmacists’ role in the solution to the opioid problem. The stakes are so high. This is a critical time. The opioid abuse epidemic touches all of us. I ask suppliers for their engagement and help in fighting the DIR fees and advancing opioid abuse solutions,” Lane said. Lane urged suppliers to write to Congress and tell their stories of how their work for consumers is being harmed by DIR fees, and how the opioid crisis affects

Americans. “We need you as part of the conversation,” he said. Finally, Lane said, “We have big issues. We have big ideas. So thank you for your role in addressing and advancing them at TSE.” Former Secretary of State John Kerry also addressed attendees during the Business Program. Kerry discussed the need for governments to keep pace with the fast-changing pace of society. “Governance is not moving faster. This is a real challenge that is bigger than any one issue,” Kerry said. He also noted that the issue of “bigness” among companies will become a major political issue. dsn

DIR fees are phantom fees. They result from a loophole in a regulation. They are inflating patients’ drug costs. And they are squeezing pharmacies out of business.

p Steve Anderson, NACDS president and CEO

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August 26, 2019 DRUGSTORENEWS.COM


EDITOR’S NOTE

It’s the Little Things Retailers need to accompany stellar merchandising with consistency.

I

want my SmashMallow Cinnamon Churro marshmallow snacks, and I want them now. On a visit to my local Wegman’s a few weeks back, I came upon a front-end display introducing me to these marshmallow treats for the first time. They looked quite appealing, and I threw two bags into my shopping cart just moments before I reached the checkout line. When I got home, I opened one of the packages and discovered pretty quickly that these little treats Seth Mendelson were not just good, they were extremely good and Editor in Chief only 40 calories per serving, as per the packaging information. I quickly made a mental note to myself that on my next visit to the store, a very well-merchandised unit about 10 miles from my home, I was going to stock up on these products. But here is where Wegmans, probably unintentionally, pulled a fast one on me. A few days after my initial visit, I was back at the same store, and the first thing I did was look for that display and those yummy snacks. I was prepared to buy a boatload of product. Unfortunately, the display was no longer there. So, I asked a very helpful employee where the product was stocked in-aisle. Looking it up, he pointed me in the right direction, but they were not there.

Retailers need to understand the consumer’s psyche when they shop. Offering a product one day on a highly visible display and making it impossible to find — or simply not carrying it — a few days later creates confusion in the shopper’s mind. In fact, over the next 10 days via multiple visits, I asked a number of employees for help. Despite their best efforts — and on a couple of occasions I had store employees making phone calls to department managers and searching the warehouse — SmashMallow Cinnamon Churro snacks were nowhere to be found. Worse than that, no one could figure out whether they were so popular that they were simply out of stock or not popular enough and discontinued at that store. Frustrated, I turned to the enemy of all traditional retail for my fix. I went online to Amazon and found that I could quickly purchase the product there and have them at my doorstep in a day or two. Honestly, I have not hit the Amazon button yet, hoping that my next visit to Wegman’s will be a success. Call me a loyal customer. But, I am getting ready — just in case. The moral of this story, of course, is that Wegman’s did a great job merchandising the marshmallow treats to get consumers like me to see it and purchase it. But the follow up on keeping me buying this product, for whatever reason, has not been great. Simply put, Wegmans got me excited about a product and then made it hard for me to buy it a second time. So, while I give the Wegman’s staff an A for effort trying to help me find the product, the company’s merchandise team left me hanging when I went to purchase it. Retailers need to understand the consumer’s psyche when they shop. Offering a product one day at a highly visible display and making it impossible to find or simply not carrying it a few days later creates confusion in the shopper’s mind. And that confusion can only lead to the shopper’s decision to perhaps use another outlet for their purchases in the future. Little things can make people happy. dsn 6

August 26, 2019 DRUGSTORENEWS.COM

An EnsembleIQ Publication 8550 W. Bryn Mawr Ave, Suite 200, Chicago, IL 60631 Senior Vice President, Publisher John Kenlon (516) 650-2064, jkenlon@ensembleiq.com Editor in Chief /Associate Publisher Seth Mendelson (212) 756-5160, smendelson@ensembleiq.com EDITORIAL Associate Managing Editor David Salazar (212) 756-5114, dsalazar@ensembleiq.com Senior Editor Sandra Levy (845) 893-9573, slevy@ensembleiq.com Desk Editor Maria Manliclic (212) 756-5093, mmanliclic@ensembleiq.com Online Editor Gisselle Gaitan (212) 756-5138, ggaitan@ensembleiq.com SALES & BUSINESS Beauty Director Laura Fontana (440) 724-4369, lfontana@ensembleiq.com Northeast Manager Alex Tomas (212) 756-5155, atomas@ensembleiq.com Regional Manager Steven Werner (312) 961-7162 swerner@ensembleiq.com Brand Marketing Manager Mary Ellen Magee (856) 419-8411, mmagee@ensembleiq.com Production Manager Jackie Batson (224) 632-8183, jbatson@ensembleiq.com Director of Audience and Data Gail Reboletti (224) 231-6363, greboletti@ensembleiq.com PROJECT MANAGEMENT/PRODUCTION/ART Vice President Production Derek Estey (877) 687-7321 x 1004, destey@ensembleiq.com Creative Director Colette Magliaro cmagliaro@ensembleiq.com PRESIDENT Consumer Goods Retail Business Jennifer Litterick (647) 946-9219, jlitterick@ensembleiq.com CUSTOMER SERVICE Having a problem with your subscription? Send us full details with the mailing label of the last copy you received, along with your telephone number. Write to: Circulation Fulfillment Director, Drug Store News, P.O. Box 3200 Northbrook, IL 600653200; email drugstorenews@omeda.com; or call (847) 564-1468 CIRCULATION LIST MANAGER Elizabeth Jackson MeritDirect (847) 492-1350 x 318. REPRINTS PARS International, LF-Reprints@parsintl.com, (212) 221-9595 x435, tinyurl.com/LF-reprints. Single copy price is $20 for a regular issue and $100 for a statistical issue PERMISSIONS For permission to reuse material from Drug Store News/ DSN (ISSN 0191-7587) please access www.copyright.com or contact the Copyright Clearance Center, Inc. (CCC), 222 Rosewood Drive, Danvers, MA 01923, (978) 646-2600, (855) 239-3415. CCC is a not-for-profit organization that provides licenses and registration for a variety of uses.

CORPORATE OFFICERS Executive Chairman Alan Glass Chief Executive Officer David Shanker Chief Financial Officer Dan McCarthy Chief Operating Officer Joel Hughes Chief Innovation Officer Tanner Van Dusen Chief Human Resources Officer Ann Jadown Executive Vice President, Events & Conferences Ed Several


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INDUSTRY INSIGHTS

A Dramatic Digital Shift The Impact Summit discusses how to lead a digital transformation.

W

e all are living through the fourth Industrial Revolution, blending the cyber and physical worlds and unleashing a dramatic digital shift. Most companies are emphasizing technologies, but the winners are focusing on business transformation. This year’s most recent Impact Summit, “Thriving in an Amazon/ Walmart World,” held Aug. 23 at the Bostonian Hotel in Boston ahead of NACDS Total Store Expo, was a day filled with emerging insights, thought leadership and inspiration. “We now live in an era of the neversatisfied customer. Customers no longer compare you to who’s next to you on the shelf. They now compare you to the best service they’ve ever received,” said Dan Mack, founder of Chicago-based Mack Elevation and the moderator of the summit. “Sustainable competitive advantage is not simply about scale anymore. It’s about scale, speed and convenience.” The objective of the annual growth summit was to discuss the industry’s newest thinking on building a thriving and profitable digital partnership with Amazon and Walmart. Mack moderated the discussion, which featured seven thought leaders, including: • Bryan Gildenberg, chief knowledge officer at Kantar Consulting, who discussed thriving in an era of digital adolescence; • Molly Schonthal, vice president of innovation and insights at Salsify, who discussed winning the digital shelf; • Keith Anderson, senior vice president of strategy and insights at Profitero, speaking on lessons from emerging digital-first brands; • Melissa Burdick, president of Pacvue, who discussed real-world applications and tools in artificial intelligence; • Chris Perry, vice president of global executive education at Edge By Ascential, who discussed real-time brand negotiations; • Meagan Bowman, founder of Stonehenge Labs, discussing how speed is the new success metric; and • Craig Dubitsky, founder of Hello Products, who shared his ideas on building a purpose-driven, experimenting and agile company. The summit included audience input 8

August 26, 2019 DRUGSTORENEWS.COM

Dan Mack of Mack Elevation, Molly Schonthal of Salsify, Bryan Gildenberg of Kantar Consulting, Melissa Burdick of Pacvue, Chris Perry of Edge by Ascential and Keith Anderson of Profitero with Craig Dubitsky of Hello Products and Meagan Bowman of Stonehenge Technology Labs

The event included a panel discussion about how to thrive in a hyper-competitive world.

“We now live in an era of the never-satisfied customer. Customers no longer compare you to who’s next to you on the shelf. They now compare you to the best service they’ve ever received. Sustainable competitive advantage is not simply about scale anymore. It’s about scale, speed and convenience.”

from 75 leaders of top health and beauty care companies, who shared their thoughts and achievements on building their evolving, global digital businesses. On average, only 1-in-10 companies enjoy profitable growth for 10 years or more, and the biggest barrier to growth is internal alignment.

According to Mack, “digital leadership is not about technology, it’s about leading organizational transformation to effectively navigate the future. To learn more, contact Dan Mack, managing partner of Mack Elevation, for advisory support, coaching and alignment training. dsn


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NACDS Honors H-E-B at Political Involvement Reception The National Association of Chain Drug Stores recognized H-E-B with its Politically Engaged Pharmacy, or PEP, Award during the Political Involvement Reception held Saturday night in Boston as part of NACDS Total Store Expo. Martin Otto, H-E-B’s COO and a former NACDS chairman, accepted the award on behalf of the company. The PEP Award recognized the San Antonio-based company’s exemplary leadership and participation in the NACDS Political Action Committee. It is awarded to companies or individuals who have demonstrated exceptional commitment to advancing pharmacy through political engagement. “Under the leadership of Martin Otto and his team, H-E-B helped to advance pro-pharmacy, pro-patient legislative priorities, exemplifying their steadfast commitment to these goals,” said Richard Ashworth, NACDS vice chairman and Walgreens president of operations. Ashworth presented the award in his capacity as chairman of the NACDS-PAC. Saturday’s event also featured guest speaker Major Garrett, the chief White House correspondent for CBS. The bipartisan NACDSPAC supports federal congressional candidates who Richard Ashworth of Walgreens presents the NACDS Politiadvance pro-patient and cally Engaged Pharmacy Award to Martin Otto of H-E-B. pro-pharmacy policies.

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Exhibit Hall Open for Business The first day of appointments in the Boston Convention and Exhibition Center’s exhibit hall kicked off Sunday following the morning’s Business Program. This year’s Product Showcase was featured at NACDS Central in the center of the show floor.


Consumers recognize cards do more to put good in the world Younger generations increasingly turn to cards as a way to unexpectedly connect and make the world a kinder place.

As millennials get married and have children, they begin to recognize the importance of relationships in their lives and search for ways to strengthen those bonds. Meanwhile, as they—and younger emerging generations—grow up in an increasingly digital world that encourages political, social and emotional awareness, they are looking for ways to improve their emotional well-being and surround themselves with positivity and good.

It is no surprise, then, that younger generations are turning to greeting cards as a way to create genuine, authentic connections and put more good into the world. According to Hallmark research, millennials represent 20% of the dollars spent on greeting cards and are growing their spending faster than any other generational segment.

86% of millennials say greeting cards are a good way to let someone know they are special.

86%

Hallmark Insights & Analytics Quantitative Research, 2017

This summer, Hallmark is reaching out directly to younger generations by launching an all-new, curated assortment of cards called Good Mail. Featuring diverse artists, trend-forward designs Good Mail cards are printed at the Hallmark Production Facility in Lawrence, Kan., right in the heart of the U.S.

and an authentic voice, Good Mail cards focus on unique, modern, real takes on life that reflect today’s relationships. With a focus on emotional

“As an expert in relationships, Hallmark is consistently innovating and creating relevant products to help our younger consumers make deeper, more meaningful connections with others.” Amy McAnarney, Vice President and General Manager, Key Accounts and Development

well-being, Good Mail offers more captions for mental wellness and millennial life events, as well as more LGBTQ captions. Most cards are non-occasion specific, allowing the sender to choose when they want to send a card and let someone know they matter.

Good Mail appeals to consumers who are optimistic, have an eye for design and are looking for unexpected ways to connect and make the world a kinder place, one card at a time.

© 2019 Hallmark Licensing, LLC


MEET THE MARKET

Jessica Lee of Gurunanda and Kirill Blajievski of Army and Air Force Exchange Service with Puneet Nanda of Gurunanda Kelly McLeod and Kristen Kyle of Big Lots with Dan Huber of Beneficial Blends

Christina Schwartz and Marla Gunn of the Bartell Drug Company

Derek Jouppi and Andrew Martinko of Suncayr with Mark Panzer and Tami Tollefson of Albertsons Companies

Kimberly Reisner of Hi-School Pharmacy Services and Tim Murphy of Spot Stuff

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Ysa Mayorca and Jimmie Berggren of the Humble Co. with Bob Austin of Bed, Bath and Beyond

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Craig Jordan and Vince Govindani of Ontel Products Corporation with Scott Blundell and Marco Casagrande of Sandstone Pharmacies

Jerome Tse of Berri Pro with Bradlee Underwood of Walmart

Anna Lomauro and Trish Young of Prasco Laboratories with Rikky Shah and Aniket Dhadphale of Republic Pharmaceuticals

Frank Culotta and Thomas Rizzo of PL Developments with Wade Hastings of McKesson

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Christina Kim and Daniel Youm of the Creme Shop with Kayton-Andrew Sakai of Long Drugs/CVS Pharmacy

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SHOW FLOOR

Marcy Fisher and Dennis Fisher of Bee Bald/Bee Bald Man Care Products

Tim Lasecla, Christina Black and Ron Boger of Idea Village Products

Alex Lynch, Samuel Engel and John Buffaloe of Implus Corporation

Ron Chomiuk of The Swanson Group, Chris Sposato of Theraworx Relief by Avadim Health and Tom Morrell of The Swanson Group

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SHOW FLOOR

Marsha Garcia and Sterling Price of Doctor Easy Medical Products

Julie Schaefer-Hild and Kelly Reichman of Hallmark Cards

Eric Crumbaugh of Express Rx with Dewayne Benson of Smith Drug Company

Elliott Simhon and Vincent Porpiglia of Sentia Wellness

Shafi Shilad, Mike Coughlin and Mark Mies of ScriptPro

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Vince Bonna, Nicole Dobson, Claire Chiesa and Kate Lynch of Curaleaf Hemp

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SHOW FLOOR

Stephanie Trachtenberg and Jamie Leventhal of Clio

Chris Kearse, Doyle Jensen, Steve Donohue and Tom Boyer of Innovation

Carol Godfrey of Aurobindo Pharma USA, Darren Shirley of R&S Northeast and Jon Kerr of Aurobindo Pharma USA

Todd Harbour, Lindsay Holton, Doris Aragundi, Steve Hodges, Misty Flynt and Ken Feldman of Coty Consumer Beauty

Lynette Piers and Dena Van Winkle of Ascend Labs

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Kaitlin McNamara and Rick McQuarrie of Kiss Products

August 26, 2019 DRUGSTORENEWS.COM


SHOW FLOOR

Dennis O’Toole and Dior Sweeney of Art Naturals

Jim Marini of Greenwood Group, Amanda Sicvol of Alliance Pharma and Sean Heisler of Greenwood Group

Scott Smith and Mary Kris Malloy of Edgewell Personal Care

Bruce Kramer, Andy Pitsch and Rodney Feltner of Wahl Clipper Corporation

Osman Mithavayani, Ali Mithavayani and Omar Mithavayani of Xtreme Beauty International/OKAY

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Loretta Lombardo, Debi Dall, Tryg Anderson and Tanya Thomas of Elsevier

August 26, 2019 DRUGSTORENEWS.COM


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SHOW FLOOR

Rodney Waights of Beiersdorf with Elizabeth Karvonen of the Emerson Group

Michael Gibbons, Janick Boudazin, MaryEllen Tefft and Gary Wittenberg of Boiron

Stephen Corrou, Tracy Fisher, Jennifer McAllister, Mary Caffrey and Pete Millette of Alcon Vision

Eric Purcell, Della Lubke and Greg Stofko of Alembic Pharmaceuticals

Yann Pigeaire, Laura Willis, Don Steiert and Makenzie Geist of Similasan Corporation

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Courtney Roundy of Harmony Hemp, Zach Stewart of The Emerson Group and Alex Yakulis of BGJ Group

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SHOW FLOOR

Back row: Vic Mazzacone, Clay Smith, Stu Messinger, Shannon Rivero, Kirk Hessels, Megan Becker, Srikanth Namburi, Crystal Mechler, Rich Matchett, Pete Romer, Laura Ricardo, and Ron Cerminaro; sitting: Stephen Rutledge, Kon Ostaficiuk and Scott Irwin of Camber Pharmaceuticals

Neil Luckianow and Kate Mueller of Mile High Labs

Judi Kletz and Adam Hayes of The Procter & Gamble Company

Quentin Manika, Chava Coleman Perry, Valerie Krugh and Les Hamilton of Hyland’s

Christine Walton, Bala Kumar and Lisa Cardetti of Dr. Reddy’s Laboratories

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Claire Levine of BD and Theresa Steele-Leo of BD Diabetes Care

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NIGHTLIFE

Beth Bell and Lari Harding of Inmar

Michael Czaja of Kobayashi Healthcare, Brent Anderson of Hockfield & Associates and Scott Gorley of Perfecta Products

Derek Birkner and Kate Maheu of A.T. Kearney with Michael Burke and Warren Moore of Walmart

Bill Hammond of Publix Super Markets, Marlen Rosales of EagleForce Health and George Riedl of DisposeRx

Ryan Burke, Liza Chapman and Zack Green of Pharmacy Technician Certification Board (PTCB)

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Todd Sega and Zac Renfro of Pharmacy Quality Solutions with Pamela Marquess and Jonathan Marquess of Woodstock Pharmacy

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August 26, 2019 DRUGSTORENEWS.COM


NIGHTLIFE

Patrick O’Leary and Nora Grace of Greenwood Group

Tim Parker, Stef Aguis, Luke Hubbard and Kyle Lazernik of Green Roads

Mamta Joshi of Performance Health Analgesics with Deven Crandall of Performance Health

Kristin Schloss and Subodh Marwah of Strides Consumer with Tom Hodson of Greenwood Brands and Tom Keeney of Performance Health, Rehabilitation and Recovery and Chas Tabone of Performance Health

Becky Deutschmann, Laura Hedrick and Carissa Castonzo of Walgreens

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Joseph Rudy and Kim Stokell of Cardinal Health

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August 26, 2019 DRUGSTORENEWS.COM


DATA DIVE

Growing Together Beauty segment growth is driven both by emerging brands and well-known names. By David Salazar

B

eauty category data always is fascinating because of the trends that can be discerned within segments in a given year. More so than in the OTC category, whose segments were in yesterday’s issue of Drug Store News, the beauty category is, in most respects, at the mercy of whatever makeup or personal care trends are hot. While it can make for some unpredictability, it also is a perfect example of shoppers using their spending power to tell manufacturers what they want from the segments they shop. One of the segments that has seen shifts as the result of beauty trends is eyebrow makeup products. The $367 million segment managed nearly 13% growth in the 12 months ended June 16. It is no secret that one of the most popular makeup trends in recent years has been full, thick brows, and demand for tools to achieve such a look meant big sales for brands in the segment. In particular, Maybelline Tattoo Studio, which led the eyebrow makeup product segment, saw its sales increase by 327%, while the No. 2 and No. 3 brands — Revlon Colorstay and L’Oréal Brow Stylist Definer — saw sales growth of 20.6% and 17%, respectively. In some cases, it is easy to see an interplay between segments, and how success in one sometimes translates to difficulty in another. Take the case of eyelashes. The $877 million mascara segment saw sales decline by 4.6% alongside a 6.4% decline in unit sales, with four of the top 10 brands posting declines in their sales. Meanwhile, in the false eyelashes segment — which it is worth noting is roughly a quarter of the size of the mascara market — sales grew by 16.6%, with two brands, No. 2 brand Kiss Lash Couture and No. 9 Kiss Blowout, more than doubling the prior-year period’s sales. Segment leader Ardell saw sales rise by 18.5% as the Ardell Professional and Ardell Wispies brands managed 88% and 49% sales growth, respectively. Certainly, the false eyelashes segment is not about to overtake the mascara segment anytime soon in regard to total sales, but the data seems to highlight a growing interest in lash volume that can’t be achieved with mascara alone. Across some of the beauty category’s mainstay segments, there was solid 32

August 26, 2019 DRUGSTORENEWS.COM

Table of Charts Blushes

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Body accessories

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Concealers

34

Eye shadows

36

Eyebrow makeup products

36

Eyeliners

36

Foundations

38

Mascaras

38

Deodorants

38

False eyelashes/adhesives

40

Women’s hair color products

40

Men’s hair color products

40

Shaving cream Hand and body lotions

Hair conditioners/creme rinses

42

Lipsticks

44

Hair styling/setting gels/ mousse products

44

Perfumes and colognes/body powder

44

Razors

46

Razor cartridges

46

Disposable razors

46

Shampoos

48

Shampoo and conditioner combo packs

48

Acne treatments

48

Facial cleansers

50

42

Suntan lotions and oils

50

42

Toothpaste

50

growth, driven as much by emerging brands as by well-known legacy names. The $2.5 billion shampoo segment managed 4% growth, which is nothing to scoff at with a category that size. Among brands, Batiste, maker of dry shampoos, managed to increase its sales by a third, snagging the No. 4 spot with a dollar share of 2.5% — about half of the share that segment-leading OGX commanded. Batiste’s market share also was similar to that of two well-known names — Suave Professionals, whose sales dipped by 9.7%, and Herbal Essences Bio Renew, which grew sales by 16.2%. Challenger brands were particularly ascendant in men’s grooming. The $532 million razors segment was the only razor-related segment that saw sales growth in the year ended June 16 (razor cartridges declined by 4.6% and disposable razors saw sales down 3.3%), with a 4.5% increase in sales. Though brands from Procter & Gamble’s Gillette collectively hold dominance in the category, among single brands, Harry’s took the top spot in the segment, cornering 9.8% dollar share and increasing sales by 177%. Harry’s performance, coupled with the performance of Schick Hydro 5

Sense, which grew its sales by 169%, puts Edgewell Personal Care, which acquired Harry’s earlier this year, on an increasingly solid footing in the segment. What the data shows is that when it comes to growing the beauty category, there may not be as large a dichotomy between emerging brands and legacy brands as one might be inclined to think. In several of the segments, innovative products from wellknown brands grew as well as products from relatively new companies. This seems to point to something category leaders likely know well — branding is important, yes, but only in combination with products that actually accomplish what consumers are looking for. Need states in beauty — driven in large part by what is trending — are what drive most of consumers’ decision-making. Companies hoping to find success in their respective segments will internalize this and continue to innovate around trends. This requires a good amount of intuition and more than a little bit of courage to invest in something that may not be in vogue one day and old news the next. But with the amount of money that can be made if they are successful — it very well may be worth it. dsn


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DATA DIVE TOP 10 BLUSHES BRAND

SALES*

L’Oréal True Match

$17.1

CoverGirl Cheekers

14.7

Maybelline Fit Me

% SALES CHG

$ SHARE

UNIT SALES*

% UNIT CHG

1.8

-8.0

11.8

3.9

-8.8

3.78

9.3

0.8

7.5

1.8

-1.2

5.16

Revlon

8.9

-16.1

7.1

0.9

-16.4

9.57

CoverGirl Classic Color

8.4

-4.7

6.7

1.5

-5.6

5.61

Milani

5.9

7.5

4.7

0.8

7.5

7.77

CoverGirl Instant Cheekbones

4.3

0.2

3.4

0.8

-0.6

5.67

Maybelline Face Studio Master Contour

4.2

-15.9

3.4

0.4

-16.0

11.15

Milani Rose

3.8

9.2

3.0

0.5

9.1

7.32

Revlon Insta Blush

3.4

-15.3

2.7

0.3

-15.8

11.19

100.0%

20.6

$124.9

-8.6%

5.5%

AVG PRICE

13.7%

TOTAL

3.1%

-9.8%

Half of the top brands in the blush category saw sales decline in the year ended June 16, including three in the double digits. Overall, the segment saw sales decline by 8.6% as unit sales dropped 9.8%. Despite the overall headwinds, top brand L’Oréal True Match managed a 3% sales increase amid 5% growth in unit sales. Milani and Milani Rose also both saw notable increases in sales and units sold.

$9.36

$6.07

TOP 10 BODY ACCESSORIES Sales in the diverse body accessories segment were more or less flat for the year ended June 16, with a 0.2% increase in unit sales unable to prevent a slight dip in revenue. A majority of the top 10 brands in the segment saw sales decline — with No. 2 brand e.l.f. Studio’s sales dropping by nearly a third. At the same time e.l.f.’s namesake brand saw sales increase by more than a third, capturing an even 10% of segment dollars. Milani and Maybelline Baby Skin Instant Pore Erase saw double-digit declines in sales, while private label, Sally Hansen Airbrush Legs and Wet N Wild MegaGlo saw dips hovering between 7% and 8%.

BRAND

SALES*

% SALES CHG

$26.7

35.0%

e.l.f.

$ SHARE

UNIT SALES*

10.0%

4.3

% UNIT CHG 18.2%

17.3

-31.2

6.5

2.9

-30.9

5.96

Private label

16.8

-8.1

6.3

2.1

-9.2

7.95

Sally Hansen Airbrush Legs

15.0

-7.8

5.6

1.3

-6.8

11.40

Wet N Wild MegaGlo

14.7

-7.1

5.5

3.2

-9.6

4.54

Maybelline Face Studio Master Prime

13.6

22.3

5.1

1.6

23.9

8.28

Milani

10.8

-10.4

4.0

1.2

-9.4

9.20

NYX Matte Finish

7.3

-0.5

2.7

0.9

-5.3

8.23

Wet N Wild Photofocus

5.7

341.4

2.1

1.2

337.2

4.77

Maybelline Baby Skin Instant Pore Eraser

4.9

-13.0

1.8

0.8

-12.7

6.14

100.0%

36.7

$267.7

-0.5%

0.2%

TOP 10 CONCEALERS Maybelline Instant Age Rewind

SALES*

% SALES CHG

$50.0

21.1%

$ SHARE

UNIT SALES*

% UNIT CHG

17.2%

5.8

21.8%

AVG PRICE $8.54

Maybelline Fit Me

28.3

24.5

9.7

4.6

22.7

6.11

L’Oréal True Match

10.9

-10.1

3.7

1.3

-11.8

8.64

CoverGirl Smoothers

10.3

4.5

3.5

1.6

3.8

6.42

Maybelline Cover Stick

9.8

-14.3

3.4

1.8

-14.9

5.39

Maybelline Face Studio Master Concealer

9.0

-16.5

3.1

1.1

-16.5

8.27

Revlon PhotoReady

9.0

6.1

3.1

1.0

8.4

9.40

Maybelline Superstay Better Skin

7.2

-12.7

2.5

0.9

-11.3

7.91

e.l.f.

6.7

136.8

2.3

1.5

116.6

4.40

CoverGirl Invisible

6.2

-35.0

2.1

1.0

-35.0

5.98

100.0%

43.0

TOTAL

$291.3

-2.3%

-4.3%

Though half of the top brands in the concealer segment saw a decrease in sales, the other half managed to post sales gains, with the top two brands — both by Maybelline — posting sales increases of more than 20% and cornering more than a quarter of the dollar share. However, even good gains weren’t enough to buoy the overall segment, with sales dipping by 2.3% and unit sales declining by 4.5% for the year ended June 16.

$6.77

* In millions Source: IRI for the 52 weeks ended June 16 across total U.S. multi-outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

34

$6.22

e.l.f. Studio

TOTAL

BRAND

AVG PRICE

August 26, 2019 DRUGSTORENEWS.COM

$7.29


*

ARS E Y 6 R

OVE % 8 4 +

L52WKS

2013

2014

2015

2016

2017

MULO $ SALES

2018

2019


DATA DIVE TOP 10 EYE SHADOWS BRAND

SALES*

% SALES CHG

Maybelline Expert Wear

$19.8

-20.2%

7.6%

4.9

-20.5%

CoverGirl Eye Enhancers

$6.7

-28.3

6.4

4.3

-29.8

3.88

Revlon Colorstay

14.8

-1.4

5.6

2.2

-1.7

6.68

L’Oréal Colour Riche

13.4

-12.9

5.1

2.1

-12.9

6.35

Private label

13.3

7.1

5.1

1.9

7.1

6.81

Wet N Wild Color Icon

13.2

22.1

5.1

5.5

5.2

2.41

Maybelline the City Mini

10.9

2.7

4.2

1.3

2.5

8.51

CoverGirl TruNaked

10.6

24.2

4.1

1.0

23.6

10.63

e.l.f.

10.3

7.1

3.9

1.5

18.8

6.65

8.8

323.2

3.4

1.3

261.9

6.90

100.0%

48.8

Profusion TOTAL

$261.8

$ SHARE

-3.2%

UNIT SALES*

% UNIT CHG

AVG PRICE

Unit sales in the eye shadow segment were down nearly 10% for the year ended June 16, which brought the overall segment sales down by 3.2%. The top four brands in the segment saw sales declines — one as high as 28% — and solid-to-good sales gains among other brands weren’t enough to buoy the collective. Though it only had a 3.4% dollar share, Profusion saw 323% growth in sales.

$4.09

-9.5%

$5.36

TOP 10 EYEBROW MAKEUP PRODUCTS BRAND

As brows continue to be a big focus, it makes sense that the eyebrow makeup segment managed to grow by 13%, with an almost 10% increase in unit sales. Maybelline Tattoo Studio led the segment, posting an eyebrow-raising 327% increase in sales for the year ended June 16.

SALES*

% SALES CHG

$42.3

327.0%

11.5%

4.4

365.5%

$9.71

Revlon Colorstay

32.0

20.6

8.7

3.9

21.7

8.24

L’Oréal Brow Stylist Definer

24.3

17.1

6.6

2.9

16.0

8.36

Maybelline Eye Studio Brow Precise

16.0

-13.2

4.3

2.2

-14.5

7.33

e.l.f.

15.8

32.7

4.3

6.6

29.2

2.39

Maybelline Eye Studio Brow Define + Fill Duo

13.9

-1.9

3.8

1.9

-0.8

7.24

NYX Micro

13.2

6.8

3.6

1.3

7.0

9.90

L’Oréal Brow Stylist Shape & Fill

12.7

40.2

3.5

1.3

41.3

10.07

CoverGirl Easy Breezy Brow Fill + Define

11.0

15.1

3.0

2.5

10.9

4.31

NYX

10.8

22.6

2.9

1.8

14.7

5.98

100.0%

60.0

Maybelline Tattoo Studio

TOTAL

$367.3

$ SHARE

12.6%

UNIT SALES*

% UNIT CHG

9.5%

AVG PRICE

$6.12

TOP 10 EYELINERS BRAND Revlon Colorstay

SALES*

% SALES CHG

$52.9

6.2%

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE $7.06

10.5%

7.5

8.4%

CoverGirl Perfect Point Plus

35.2

-4.0

7.0

6.2

-5.3

5.66

L’Oréal Infallible

28.2

-6.0

5.6

3.3

-6.2

8.42

Maybelline Unstoppable

25.2

3.9

5.0

3.7

2.8

6.78

Maybelline Eye Studio Lasting Drama

18.0

-33.5

3.6

2.4

-34.1

7.63

L’Oréal Infallible Pro Last

17.8

182.8

3.5

2.2

180.1

8.02

Almay

11.9

-12.0

2.4

1.7

-10.9

7.07

e.l.f.

11.7

3.3

2.3

4.9

-1.8

2.37

Maybelline Eye Studio Master Precise

10.7

-12.8

2.1

1.4

-15.5

7.86

CoverGirl Perfect Blend

10.4

-8.1

2.1

2.0

-9.5

5.11

100.0%

89.9

TOTAL

$503.1

-5.4%

-7.6%

Eye liners had an uphill battle in the year ended June 16. With unit sales down 7.6%, the segment ended up seeing sales decline by 5.4%. Six of the top 10 brands saw sales decline, with two Maybelline brands posting double-digit declines. Those that grew sales mostly did so modestly, with the notable exception of L’Oréal Infallible Pro Last, which grew sales by 183%. However, given the product’s modest market share, it’s stellar performance couldn’t completely counteract larger headwinds.

$5.59

* In millions Source: IRI for the 52 weeks ended June 16 across total U.S. multi-outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

36

August 26, 2019 DRUGSTORENEWS.COM


I F YO U ’ R E MISSING WA H L YO U ’ R E MISSING THIS GUY

C A R RY T H E # 1 LITHIUM LINE-UP

The Brand Used by Professionals® Since 1919

wahlusa.com Contact us at 1-800-334-4627 ©2019 Wahl Clipper Corporation *Based in part on data reported by Nielsen through its Scanning Service for the trimmer & clipper Category for the 52 week period ending 12-28-2018, for the XAOC & FDM markets.


DATA DIVE TOP 10 FOUNDATIONS BRAND

SALES*

CoverGirl Plus Olay Simply Ageless

% SALES CHG

$58.6

$ SHARE

3.8%

UNIT SALES*

6.1%

4.4

% UNIT CHG

AVG PRICE

4.4%

$13.46

Maybelline Fit Me Matte Plus Poreless

56.9

-3.3

5.9

8.9

-3.4

6.38

Revlon Colorstay

50.4

-5.5

5.3

4.6

-4.8

11.05

L’Oréal True Match

35.4

-5.1

3.7

3.7

-5.4

9.58

Cover Girl Clean

27.5

-11.3

2.9

4.4

-11.1

6.30

Maybelline Fit Me Dewy Plus Smooth

26.1

-3.1

2.7

4.0

-2.9

6.44

Neutrogena Healthy Skin

25.8

-0.4

2.7

2.0

-0.7

13.06

Maybelline Dream Liquid Mousse

22.8

-18.8

2.4

2.7

-18.5

8.34

L’Oréal Infallible Pro Matte

22.5

-11.0

2.3

1.9

-10.8

11.66

Milani Conceal Plus Perfect

20.2

27.5

2.1

2.1

26.0

9.41

TOTAL

$959.4

-4.3%

100.0%

103.4

-4.5%

Foundations struggled some in the year ended June 16. Among the top 10 brands, eight posted sales declines, though only three saw double-digit drops. At any rate, sales growth for No. 1 CoverGirl Plus Olay Simply Ageless (3.8%) and No. 10 Milani Conceal Plus Perfect (27.5%) wasn’t enough to keep the nearly $1 billion category from seeing a 4.3% sales decline alongside a 4.5% drop in unit sales.

$9.27

TOP 10 MASCARAS Though it’s a much bigger segment than false eyelashes, sales of mascara to augment existing brows aren’t growing the same way that artificial ones are. The segment saw an overall decline in sales of almost 5%. This is despite the top two brands — both from L’Oréal — posting sales gains and Maybelline Total Temptation growing sales by 77%. Solid growth among another six brands couldn’t buoy the segment.

BRAND

SALES*

L’Oréal Voluminous

% SALES CHG

$77.4

$ SHARE

8.2%

8.8%

UNIT SALES*

% UNIT CHG

11.8

8.4%

73.3

16.5

8.4

8.1

16.0

9.06

Maybelline Great Lash

40.4

-2.4

4.6

8.1

-2.9

5.00

Maybelline Lash Sensational

37.2

7.1

4.2

5.

5.2

7.51

Maybelline Volum’ Express Falsies

36.6

17.9

4.2

5.7

15.8

6.47

Maybelline Volum’ Express Colossal

34.9

-3.5

4.0

5.5

-4.9

6.39

CoverGirl Lash Blast Volume

34.7

-16.2

4.0

4.8

-16.0

7.28

Maybelline Total Temptation

29.3

76.6

3.3

3.5

74.9

8.28

L’Oréal Telescopic

24.1

10.6

2.7

2.6

9.5

9.21

CoverGirl Lash Blast Clump Crusher

18.1

-8.2

2.1

2.5

-8.7

7.30

$877.7

-4.6%

100.0%

129.8

-6.4%

TOP 10 DEODORANTS BRAND

SALES*

% SALES CHG

Dove

$203.9

14.8%

6.4%

41.9

$ SHARE

UNIT SALES*

% UNIT CHG 7.2%

AVG PRICE $4.86

Dove Men Plus Care

187.1

13.5

5.9

34.0

14.5

5.50

Secret

150.0

15.3

4.7

35.2

11.1

4.27

Degree Men

147.0

-7.6

4.6

43.4

-10.5

3.39

Dove Advanced Care

134.4

11.0

4.2

33.3

12.2

4.04

Secret Clinical Strength

129.9

3.3

4.1

14.2

-0.7

9.13

Old Spice High Endurance

123.3

3.0

3.9

32.7

-4.4

3.77

Old Spice

101.0

24.6

3.2

19.4

20.4

5.20

Suave

98.9

2.6

3.1

56.3

-1.1

1.76

Secret Outlast

90.4

-7.6

2.8

19.2

-13.4

4.70

100.0%

753.2

$3,180.6

6.0%

0.5%

With a segment as big as deodorants, which totaled $3.2 billion for the year ended June 16, the 6% sales increase it saw is nothing to scoff at. Among the top 10 brands, eight posted sales growth, with five brands growing by double digits. Category mainstay Old Spice stood out with 25% sales growth.

$4.22

* In millions Source: IRI for the 52 weeks ended June 16 across total U.S. multi-outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

38

$6.57

L’Oréal Voluminous Lash Paradise

TOTAL

Total

AVG PRICE

August 26, 2019 DRUGSTORENEWS.COM

$6.76


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DATA DIVE TOP 10 FALSE EYELASHES/ADHESIVES BRAND Ardell

SALES*

% SALES CHG

$44.0

18.5%

$ SHARE

UNIT SALES*

16.8%

7.0

% UNIT CHG 5.1%

AVG PRICE

Kiss Lash Couture

27.1

111.0

10.4

4.0

85.7

6.77

Kiss Looks So Natural

24.6

4.5

9.4

4.4

3.3

5.65

Ardell Professional

23.8

88.0

9.1

2.3

119.5

10.15

Kiss

15.3

36.8

5.8

1.8

18.7

8.55

Ardell Wispies

12.4

48.9

4.8

1.4

30.6

9.19

Eylure

10.8

46.5

4.1

1.3

29.9

8.28

Kiss Everez Lashes

9.8

-8.6

3.8

1.5

-9.8

6.56

Kiss Blowout

7.6

172.3

2.9

1.0

125.8

7.33

Broadway Eyes

7.3

10.3

2.8

2.8

5.9

2.61

100.0%

45.1

6.3%

TOTAL

$261.3

16.6%

False eyelashes continue to appeal to a growing base of consumers — if the sales data is to be believed. For the year ended June 16, the segment saw a 16.6% increase in sales. Kiss made serious gains, with two of the company’s brands more than doubling sales, with Kiss Lash Couture ending up with 10.4% of segment dollars as the No. 2 brand.

$6.29

$5.79

TOP 10 WOMEN’S HAIR COLOR PRODUCTS Brands from L’Oréal are dominant among women’s hair color products. For the year ended June 16, nearly 30% of the segment’s dollar share went to a L’Oréal brand. And though there was a standout among brands — Clairol grew sales by 268% — one very bright spot didn’t keep the $1.4 billion segment from coming in just 1.3% down with regard to sales, which was accompanied by a 2.3% unit sales dip.

BRAND

SALES*

L’Oréal Superior Preference

$162.2

% SALES CHG

$ SHARE

0.0%

UNIT SALES*

11.7%

17.9

% UNIT CHG 0.0%

AVG PRICE $9.06

Garnier Nutrisse

123.8

-5.1

8.9

17.3

-5.4

7.18

Revlon Colorsilk Beautiful Color

120.7

-1.5

8.7

38.3

-1.0

3.15

L’Oréal Excellence

113.1

-1.1

8.1

13.7

-1.1

8.24

Clairol

80.0

267.7

5.8

10.9

270.6

7.32

Clairol Nice N Easy

75.4

-11.0

5.4

10.7

-14.3

7.03

L’Oréal Feria

75.1

-5.8

5.4

8.1

-5.1

9.31

L’Oréal Root Cover Up

61.4

24.7

4.4

5.9

23.2

10.43

Clairol Natural Instincts

45.6

-6.9

3.3

6.4

-7.2

7.16

Revlon Colorsilk

36.0

-4.0

2.6

11.6

-3.3

3.10

100.0%

206.4

TOTAL

$1,389.8

-1.3%

-2.3%

$6.73

TOP 10 MEN’S HAIR COLOR PRODUCTS BRAND

SALES*

Just for Men

$138.0

% SALES CHG 3.7%

$ SHARE 67.2%

UNIT SALES* 16.2

% UNIT CHG 0.0%

AVG PRICE $8.50

Just for Men Autostop

27.2

-1.4

13.2

3.2

-0.7

8.51

Just for Men Control GX

18.2

11.1

8.9

2.2

10.9

8.42

Just for Men Touch of Gray

9.7

-16.4

4.7

1.1

-14.5

8.53

Soft Sheen Carson Dark & Natural

5.7

-1.0

2.8

1.1

2.4

5.05

Private label

2.8

-32.4

1.4

0.7

-27.4

3.98

Grecian Formula 16

2.3

-33.1

1.1

0.2

-40.8

10.71

Just for Men Original Formula

0.5

56.0

0.3

0.1

39.4

8.53

Creme of Nature

0.3

71.3

0.2

0.1

Grecian 5

0.1

43.2

0.1

NA

9.8

4.29

100.0%

25.0

-1.7%

$8.20

TOTAL

$205.4

0.7%

67.0

4.74

Combe is the manufacturer to beat in the men’s hair color segment. The company’s various Just for Men brands corner 94% of the dollar share. And though Autostop and Touch of Gray saw sales decline, the namesake product and the newer Control GX both saw growth, with the latter increasing sales by 11%. Segment sales were mostly flat.

* In millions Source: IRI for the 52 weeks ended June 16 across total U.S. multi-outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

40

August 26, 2019 DRUGSTORENEWS.COM


Simplifying quality validation: Pharmacy’s path to value-based care.

T

he Compliance Team’s Exemplary Provider® accreditation program for Community Pharmacy is designed to set-in-place a simplified quality validation process that adapts to any pharmacy business model; no matter if it’s a small locally-owned independent, or a full-spectrum chain of stores. Medicare approved to accredit all Part B—DMEPOS providers since 2006, our industry leading accreditation process is the first to feature operationsbased plain language quality standards as well as include expert mentoring, access to hundreds of document templates, and a subscription to our Patient Quality Measurement™; the nation’s oldest

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DATA DIVE TOP 10 SHAVING CREAMS BRAND Edge

SALES*

% SALES CHG

$77.6

-4.1%

$ SHARE

UNIT SALES*

17.1%

22.0

% UNIT CHG

AVG PRICE

-5.1%

Barbasol

42.8

-12.1

9.4

27.7

-15.0

1.55

Private label

39.9

-3.5

8.8

23.2

-3.5

1.72

Skintimate Skin Therapy

37.4

-7.4

8.2

9.7

-8.1

3.84

Gillette Series

28.3

-17.3

6.2

11.5

-11.8

2.46

Gillette Foamy

24.0

-3.9

5.3

12.7

-4.0

1.88

Skintimate Signature Scents

20.7

-7.6

4.6

8.4

-6.8

2.48

Gillette Fusion Proglide

15.9

-10.1

3.5

2.8

-16.5

5.58

eos

15.2

4.8

3.3

4.6

3.6

3.31

Gillette Satin Care

15.0

2.0

3.3

6.7

13.7

2.25

-3.7%

100.0%

TOTAL

$454.6

162.2

Eight of the top 10 brands in the shaving cream segment saw sales decline for the year ended June 16, with the overall category down 3.7% in sales alongside a 6.5% drop in units sold. Three brands — Barbosol, Gillette Series and Gillette Fusion Proglide — saw double-digit declines while eos and Gillette Satin care grew.

$3.52

-6.5%

$2.80

TOP 10 HAND AND BODY LOTIONS The $2 billion hand and body lotion segment is rife with opportunity. Private label — the top “brand” in the segment — only controls 7% of the dollar share, leaving 93% for brands to stake their claims. For most part, brands did so, with most posting gains in unit sales and revenues. Standouts included CeraVe, which had a 15.4% increase in revenue, and Cetaphil, which had 9.9% sales growth. Overall, the category was nearly flat, with sales up 1.1%.

BRAND

SALES*

Private label

$147.6

% SALES CHG

$ SHARE

6.8%

UNIT SALES*

7.0%

37.0

% UNIT CHG 1.6%

AVG PRICE $3.99

Gold Bond Ultimate

146.7

-1.5

7.0

26.3

-2.1

5.57

CeraVe

107.7

15.4

5.1

8.1

15.3

13.33

Cetaphil

87.1

9.9

4.2

8.8

15.0

9.90

Jergens

79.6

4.4

3.8

14.5

-4.8

5.49

Jergens Ultra Healing

70.3

7.1

3.4

22.2

8.7

3.16

Aveeno Active Naturals Daily Moisturizing

69.5

0.5

3.3

11.7

-8.6

5.94

Jergens Natural Glow

66.3

-4.2

3.2

8.8

-5.5

7.49

Nivea

59.2

26.1

2.8

12.3

21.8

4.81

Vaseline Total Moisture

49.7

-10.9

2.4

8.7

-15.6

5.68

TOTAL

$2,094.8

1.1%

100.0%

362.8

-0.4%

$5.77

TOP 10 HAIR CONDITIONERS/CREME RINSES BRAND

SALES*

% SALES CHG

OGX

$133.1

-0.5%

$ SHARE 5.9%

UNIT SALES* 22.9

% UNIT CHG 0.4%

AVG PRICE $5.81

Shea Moisture

82.6

10.9

3.7

9.9

12.7

8.38

Garnier Whole Blends

64.0

1.4

2.9

15.8

4.1

4.05

Its A 10 Miracle

60.4

1.0

2.7

2.9

-0.4

21.19

Garnier Fructis Sleek & Shine

52.4

0.4

2.3

14.5

-1.9

3.61

Herbal Essences Bio Renew

41.5

20.0

1.9

7.3

24.8

5.72

Private label

37.0

48.0

1.7

6.1

24.8

6.11

Suave Professionals

36.1

-2.2

1.6

12.4

-11.2

2.91

TREsemme Moisture Rich

36.1

1.3

1.6

13.7

-2.0

2.64

Dove Nutritive Solutions

35.9

-2.9

1.6

6.8

-6.4

5.27

TOTAL

$2,238.2

3.0%

100.0%

461.0

0.5%

$4.85

Conditioner/creme rinse data suggests that consumers continue to care about nourishing their hair. With just a 0.5% uptick in unit sales, the segment managed to grow revenue by 3%, totaling $2.2 billion for the year ended June 16. Three brands posted sales gains above 5%, while segment leader was more or less flat, with a 0.4% increase in unit sales and a 0.5% decrease in revenue.

* In millions Source: IRI for the 52 weeks ended June 16 across total U.S. multi-outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

42

August 26, 2019 DRUGSTORENEWS.COM


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DATA DIVE TOP 10 LIPSTICKS BRAND L’Oréal Colour Riche

SALES* $54.3

% SALES CHG

$ SHARE

8.9%

% UNIT CHG

AVG PRICE

8.3%

UNIT SALES* 7.5

6.3%

$7.24

Revlon Super Lustrous

44.0

-3.6

6.7

7.2

-2.4

6.07

Maybelline Superstay Matte Ink

41.7

35.8

6.4

5.0

36.3

8.31

Maybelline Superstay 24

36.5

17.4

5.6

4.2

16.6

8.78

CoverGirl Outlast

33.6

-12.9

5.1

4.1

-13.3

8.19

Maybelline Color Sensational

31.1

0.1

4.8

5.2

3.7

5.93

Revlon Colorstay Overtime

21.0

3.2

2.3

-3.5

9.15

Burts Bees Lip Shimmer

16.1

-8.1

2.5

3.1

-9.7

5.16

Wet N Wild Mega Last Catsuit

15.5

10.5

2.4

3.5

13.7

4.45

Revlon Ultra HD Matte Lipcolor

14.5

-35.9

2.2

1.9

-32.1

7.80

TOTAL

$654.4

-1.7

-2.5%

100.0%

109.9

-6.3%

The 2.5% drop in sales that the lipstick segment saw for the year ended June 16 belies a 6% decline in units sold. The segment was strong enough to weather lower demand, with about half of the top 10 brands posting sales increases that ranged from marginal to very good, with Maybelline Superstay 24 growing sales by more than a third. Among the brands seeing declines, Revlon Ultra HD Matte Lipcolor, which held only 2.2% share, saw sales down 36%.

$5.95

TOP 10 HAIR STYLING/SETTING GELS/MOUSSE PRODUCTS The $1 billion hair styling, setting gels and mousse segment was more or less flat for the year ended June 16, with sales increasing 1.3% as units sold declined by 1.8%. Within the category, brands performed fairly well, with only segment leader American Crew and No. 4 Got 2B Glued posting sales declines (6.6% and 4%, respectively). Three of the top 10 brands grew sales by double digits, with Eco Styler seeing sales growth of 40% as it increased its unit sales by 38.6%.

BRAND

SALES*

% SALES CHG

American Crew

$42.7

-6.6%

Shea Moisture

33.7

Cantu Shea Butter

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

4.0%

2.7

-7.7%

5.6

3.1

3.8

7.7

8.79

32.2

15.3

3.0

5.7

16.6

5.70

Got 2B Glued

29.0

-4.0

2.7

5.6

-7.6

5.21

Old Spice

27.0

3.0

2.5

3.7

1.8

7.38

TREsemme Tresmousse

26.4

9.8

2.4

7.1

3.7

3.74

TREsemme Flawless Curls

19.7

3.1

1.8

3.6

-7.6

5.40

Eco Styler

18.4

40.1

1.7

5.9

38.6

3.11

Private label

15.7

16.1

1.5

2.8

-4.0

5.64

Clairol Herbal Essences Totally Twisted

14.7

1.9

1.4

4.5

1.6

3.29

-1.8%

$5.22

TOTAL

$1,080.8

1.3%

100.0%

206.9

$16.03

TOP 10 PERFUMES AND COLOGNES/BODY POWDERS BRAND Gold Bond

SALES*

% SALES CHG

$41.5

-3.6%

$ SHARE 8.9%

UNIT SALES* 11.2

% UNIT CHG -2.0%

AVG PRICE $3.71

Body Fantasies Signature

41.5

-4.7

8.9

13.0

-12.4

3.20

Private label

27.7

39.0

5.9

4.3

-6.6

6.41

Elizabeth Taylor White Diamonds

12.5

-6.9

2.7

0.5

-8.6

23.23

Bodycology

12.3

14.5

2.6

4.1

23.3

3.03

Tova Nights

11.5

11.1

2.5

1.2

11.1

9.96

Dolce & Gabbana Light Blue

9.9

-6.2

2.1

0.2

-10.5

56.08

Viva La Juicy Juicy Couture

7.1

3.8

1.5

0.2

-0.5

31.68

Pacifica

5.9

216.6

1.3

0.4

216.8

13.17

Calvin Klein Eternity

5.5

-2.7

1.2

0.2

-12.3

27.93

100.0%

70.8

TOTAL

$465.7

-3.9%

-6.7%

Taking a whiff of the perfume and cologne segment, the winds appear to be shifting toward private label. Store brands saw a 39% sales increase. Though the leading brand in the segment has nearly three times the dollar share as private label, it is clear that consumers are responding to what store brands have to offer. That’s not to say there wasn’t growth among brand names. Pacifica, though it has 1.3% market share, managed to more than triple its sales in the year ended June 16, with unit sales and revenue increasing by 217%.

$6.57

* In millions Source: IRI for the 52 weeks ended June 16 across total U.S. multi-outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

44

August 26, 2019 DRUGSTORENEWS.COM


DATA DIVE TOP 10 RAZORS BRAND

SALES*

% SALES CHG

Harry’s

$52.3

177.2%

Gillette Venus

40.4

Private label

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

9.8%

5.3

176.2%

$9.92

54.2

7.6

3.7

28.8

10.98

33.8

-15.2

6.4

6.3

-18.7

5.38

Gillette Mach3

29.5

-5.0

5.5

3.2

-3.7

9.30

Gillette Fusion 5

29.5

-7.5

5.5

2.9

-0.8

10.31

Schick Hydro 5 Sense

24.8

169.3

4.7

2.0

163.3

12.37

Gillette Fusion 5 Proglide

21.3

14.3

4.0

1.8

17.3

11.64

Schick Quattro for Women

20.7

-8.6

3.9

1.7

-7.1

11.85

Gillette Venus Spa Breeze

15.8

-11.1

3.0

1.7

-12.6

9.30

Gillette Fusion 5 Proshield

15.1

43.3

2.8

1.0

13.8

15.11

100.0%

55.6

TOTAL

$532.1

4.5%

5.3%

Harry’s still is growing its share of the razors segment. The initially onlineonly brand that Edgewell Personal Care acquired in May now corners 10% of the segment’s dollars after increasing sales by 177%. That, exceptional performance from Schick Hydro 5 Sense and solid gains among other brands brought the segment a 4.5% sales increase.

$9.57

TOP 10 RAZOR CARTRIDGES Seven of the top 10 brands in the razor cartridges segment have Gillette in the name, and Gillette Mach 3 holds the pole position with a 12.4% dollar share and total sales of $115 million. Four of those brands saw sales decline, though, and category up-start Harry’s managed sales growth of 132%, garnering a dollar share of 6%.

BRAND

SALES*

Gillette Mach 3

$115.3

% SALES CHG

$ SHARE

2.2%

UNIT SALES*

12.4%

6.9

% UNIT CHG -3.5%

AVG PRICE $16.60

Gillette Fusion Proglide Power

92.5

-16.5

9.9

4.2

-17.3

22.26

Gillette Fusion 5

78.3

29.8

8.4

2.8

24.8

27.52

Harry’s

57.7

131.9

6.2

5.0

126.0

11.58

Gillette Fusion Power

55.3

-10.7

5.9

3.4

-10.9

16.41

Gillette Venus

36.3

2.2

3.9

2.3

10.3

15.74

Private label

34.5

-18.8

3.7

6.1

-16.6

5.64

Gillette Mach 3 Turbo

32.3

-19.5

3.5

1.8

-19.6

17.60

Schick Hydro 5

32.0

-16.7

3.4

2.1

-8.4

15.54

Gillette Fusion Proshield

29.6

-35.7

3.2

1.1

-38.8

26.15

100.0%

56.8

TOTAL

$932.2

-4.6%

-2.5%

$16.42

TOP 10 DISPOSABLE RAZORS BRAND

SALES*

% SALES CHG

Private label

$177.0

-2.3%

$ SHARE

UNIT SALES*

17.1%

57.0

% UNIT CHG -1.9%

AVG PRICE $3.10

Gillette Venus

50.0

11.3

4.8

6.6

12.3

7.63

Gillette Mach 3

41.8

-16.2

4.1

5.0

-18.7

8.36

Bic Silky Touch

34.9

2.4

3.4

12.5

1.2

2.79

Gillette Sensor 3

33.4

2.2

3.2

4.8

1.4

6.92

Gillette Sensor 2 Plus Custom Plus

32.5

-8.6

3.1

3.7

-8.0

8.75

Gillette Sensor 2 Good News

28.6

-10.5

2.8

3.3

-9.4

8.61

Schick Xtreme3 Sensitive

25.9

2.5

3.5

NA

7.43

Gillette Venus Tropical

24.6

9.4

2.4

3.3

7.7

7.55

Bic Soleil

23.3

1.4

2.3

3.3

3.2

6.95

-3.3%

100.0%

-3.8%

$5.35

TOTAL

$1,032.2

NA

193.1

Private-label brands are top in the $1 billion disposable razor category. Even as sales declined 2.3%, store-brand manufacturers snagged a dollar share of 17% for the year ended June 16. As with cartridges, various Gillette brands make up a solid combined share for Procter & Gamble, while Bic holds the No. 4 spot behind private label and two Gillette brands. Schick Xtreme3 Sensitive, a new introduction, managed to corner a 2.5% share of the segment’s dollars. The overall segment saw a 3.3% sales decline and a 3.8% decline in unit sales.

* In millions Source: IRI for the 52 weeks ended June 16 across total U.S. multi-outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

46

August 26, 2019 DRUGSTORENEWS.COM


DATA DIVE TOP 10 SHAMPOOS BRAND

SALES*

OGX

$126.0

% SALES CHG

$ SHARE

7.2%

UNIT SALES*

% UNIT CHG

5.1%

21.0

6.3%

AVG PRICE

Dove Men Plus Care

65.1

17.0

2.7

14.0

7.7

4.67

Garnier Whole Blends

63.6

6.4

2.6

15.8

5.6

4.02

Batiste

62.5

33.2

2.5

10.1

30.2

6.16

Suave Professionals

61.5

-9.7

2.5

21.2

-14.8

2.90

Herbal Essences Bio Renew

55.6

16.2

2.3

9.6

17.2

5.82

Garnier Fructis Sleek & Shine

42.6

0.3

1.7

12.1

-3.0

3.51

TREsemme Moisture Rich

40.2

0.4

1.6

15.7

-2.9

2.57

Private label

36.4

32.9

1.5

7.4

27.5

4.90

Suave Essentials

35.2

-5.5

1.4

19.2

-3.1

1.83

100.0%

528.1

TOTAL

$2,454.6

3.9%

-0.9%

Hair care continues to make money. Even with a slight dip in unit sales, the shampoo category came in at $2.5 billion for the year ended June 16 ­— a 4% increase over the prior-year period. Most brands saw growth, with OGX claiming the No. 1 spot and 5% share of the segment’s money. Two Suave brands — Professionals and Essentials — saw sales decline.

$5.99

$4.65

TOP 10 SHAMPOO AND CONDITIONER COMBO PACKS BRAND

It was a good year for shampoo and conditioner combo packs. The segment saw 10% sales growth for the year ended June 16, with 9-in-10 of the top brands posting growth — including double-digit growth for six brands. The standout was TREsemme Keratin Smooth, which saw sales increase by 84.6%. Pantene Pro V Daily Moisture Renewal and Dove Nutritive Solutions saw sales increase by roughly a quarter each. Suave Professionals was No. 1 with 10% share of the segment’s dollars.

SALES*

% SALES CHG

$28.6

18.9%

10.0%

4.9

10.6%

$5.84

TREsemme

27.9

6.9

9.7

4.0

7.4

6.95

Suave Professionals Sleek

17.3

-12.2

6.0

3.4

-12.1

5.01

Pantene Pro V

13.4

3.4

4.7

2.0

2.8

6.61

TREsemme Keratin Smooth

12.9

84.6

4.5

1.4

79.9

9.29

Pantene Pro V Daily Moisture Renewal

12.5

26.9

4.4

2.0

27.7

6.33

Dove Nutritive Solutions

9.8

26.7

3.4

1.5

31.4

6.67

TREsemme Moisture Rich

8.7

15.2

3.1

1.0

20.1

8.69

Garnier Fructis Sleek & Shine

8.0

0.8

2.8

1.4

3.1

5.81

Private label

8.0

35.2

2.8

1.5

38.0

5.38

100.0%

41.4

Suave Professionals

TOTAL

$286.2

10.6%

$ SHARE

UNIT SALES*

% UNIT CHG

9.8%

AVG PRICE

$6.91

TOP 10 ACNE TREATMENTS BRAND

SALES*

UNIT SALES*

% UNIT CHG

AVG PRICE

16.7%

14.4

0.7%

$6.59

-6.2

11.0

16.2

-6.4

3.85

45.5

49.0

8.0

2.8

53.9

16.41

Clearasil

30.8

78.4

5.4

4.5

77.6

6.90

Neutrogena Rapid Clear

30.1

6.5

5.3

3.6

5.8

8.28

St. Ives

25.0

-1.5

4.4

6.1

-4.7

4.11

Aveeno Active Naturals Clear Complexion

21.4

-3.2

3.8

2.4

-3.8

8.76

Bioré

20.9

-16.6

3.7

3.2

-17.8

6.57

Stiefel Panoxyl

17.9

23.2

3.2

1.7

23.5

10.68

Neutrogena Acne Stress Control

14.5

-2.7

2.5

1.9

-3.5

7.61

100.0%

90.6

Neutrogena

$94.9

Private label

62.6

Differin

TOTAL

$569.4

% SALES CHG 2.6%

-0.9%

$ SHARE

-3.5%

Sales for the acne treatments segment were more or less flat for the year ended June 16, related to the 3.5% dip in units sold. And though half of the top 10 brands also saw sales decline, several of those that grew did so in big numbers. Differin sales increased 49%, while Clearasil grew sales by 78%. Stiefel Panoxyl grew sales by 23%.

$6.29

* In millions Source: IRI for the 52 weeks ended June 17 across total U.S. multi-outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

48

August 26, 2019 DRUGSTORENEWS.COM


DATA DIVE TOP 10 FACIAL CLEANSERS BRAND

SALES*

% SALES CHG

Private label

$171.9

17.6%

$ SHARE

UNIT SALES*

% UNIT CHG

11.0%

45.4

19.2%

AVG PRICE

Cetaphil

84.9

19.5

5.4

10.4

22.9

8.20

Bioré

80.1

-17.5

5.1

11.1

-18.3

7.20

Garnier SkinActive

66.1

27.8

4.2

10.0

31.9

6.61

Neutrogena

64.9

36.2

4.1

11.5

34.5

5.66

CeraVe

61.9

17.4

4.0

5.4

10.5

11.40

Burts Bees

51.3

17.1

3.3

9.9

21.4

5.16

Simple

45.8

-12.0

2.9

7.7

-14.0

5.92

Olay

45.2

1.4

2.9

7.1

1.3

6.32

Neutrogena Deep Clean

45.1

16.7

2.9

8.0

15.1

5.60

TOTAL

$1,565.2

6.5%

100.0%

319.1

6.1%

Though private label is the top “brand” among facial cleansers, with a dollar share of 11%, there’s still a big segment on which brands can capitalize — something they did in the year ended June 16. No. 2 brand Cetaphil managed to increase sales by 19.5%, while Garnier SkinActive and Neutrogena saw growth of 28% and 36%, respectively. Of the eight brands that saw sales increase, only one didn’t see double-digit growth. All these good performances helped grow the $1.5 billion segment’s sales by 6.5% as unit sales grew by 6.1%.

$3.78

$4.91

TOP 10 SUNTAN LOTIONS AND OILS The suntan lotion and oils segment grew a modest 1.7% in the year ended June 16, totaling $1.2 billion. Though private-label sales declined 4.2%, the “brand”t still managed to corner 14% of the dollars. No. 2 Neutrogena Ultra Sheer increased sales by 8% with an 11.5% boost in units sold. Sun Bum stood out with a 94.7% increase in sales.

BRAND

SALES*

% SALES CHG

Private label

$177.3

-4.2%

14.4%

30.6

-0.9%

$5.79

116.5

8.0

9.4

11.5

10.3

10.10

Coppertone Sport

87.2

-15.2

7.1

10.0

-14.0

8.72

Neutrogena Beach Defense

45.8

10.3

3.7

5.1

9.9

9.00

Coppertone

37.1

12.2

3.0

4.3

13.1

8.62

Banana Boat Ultra Mist Sport Performance

34.9

-32.9

2.8

3.9

-31.6

9.04

Banana Boat Sport Performance

33.8

-21.4

2.7

5.2

-24.1

6.52

Sun Bum

32.3

94.7

2.6

2.6

100.6

12.24

Banana Boat Ultra Sport

25.9

NA

2.1

2.9

NA

9.09

Hawaiian Tropic

24.5

7.3%

2.0

2.9

8.8%

8.44

$1,235.3

1.7%

100.0%

146.3

1.1%

$8.44

Neutrogena Ultra Sheer

TOTAL

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

TOP 10 TOOTHPASTES BRAND

SALES*

Crest 3D White

$263.9

% SALES CHG

$ SHARE

UNIT SALES*

% UNIT CHG

2.8%

9.0%

63.9

1.2%

AVG PRICE $4.13

Sensodyne Pronamel

196.7

5.3

6.7

30.4

4.1

6.47

Colgate Optic White

192.0

16.3

6.5

43.2

15.1

4.44

Sensodyne

151.9

-7.4

5.2

23.3

-9.3

6.52

Colgate

151.8

-4.6

5.2

76.0

-5.8

2.00

Colgate Total

127.8

-27.9

4.3

34.1

-28.6

3.75

Crest

124.1

21.5

4.2

52.6

3.9

2.36

Colgate Max Fresh

101.3

1.1

3.4

30.6

4.1

3.31

Crest Pro Health Advanced

88.5

8.9

3.0

21.5

0.0

4.11

Crest Pro Health

82.7

-24.8%

2.8

23.7

-16.7

3.49

$2,940.2

2.4%

100.0%

794.8

TOTAL

-1.9%

Crest’s 3D White managed to lead the nearly $3 billion toothpaste segment, which grew by 2.4% for the year ended June 16, even as the segment’s unit sales declined by 2%. Four of the top 10 brands saw sales decline, with Colgate Total down 28% and Crest Pro Health down 25%. Among growers, Colgate Optic White managed sales growth of 16%, while Crest’s namesake brand saw sales go up by 21.5% with a 3.9% increase in unit sales.

$3.70

* In millions Source: IRI for the 52 weeks ended June 16 across total U.S. multi-outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

50

August 26, 2019 DRUGSTORENEWS.COM


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