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DRUG STORE NEWS

NACDS Total Store Expo | Sunday, August 25, 2019

Welcome to Boston

I

t’s that time again. Retailers, distributors and suppliers are back walking the historic streets of Boston for the NACDS Total Store Expo, an event that has become a cornerstone of the industry’s annual calendar. This year, NACDS has added sessions to help firsttime attendees maximize their time at the Boston Convention and Exhibition Center and take full advantage of the conference. Already, hundreds of meetings have taken place at Meet the Market, where retailers heard from new brands and familiar faces about forthcoming products that

manufacturers hope will catch the attention of an increasingly picky consumer base. Of particular importance is the breadth of retailers that come to call at NACDS Total Store Expo — from the biggest national chains and regional favorites to discounters and club stores — whose shelves might offer the exposure to launch the next big product in health, beauty, wellness and pharmacy. The event also offers manufacturers a chance to hear from retail and pharmacy experts about the biggest trends shaping the industry — including mobile commerce, drug spending, CBD, purpose-driven marketing

and points of differentiation. Monday’s Business Program will bring attendees together to hear about NACDS’ efforts to advance pharmacy and highlight the role pharmacy plays in fighting opioid abuse and addiction through patient care, as well as hear from former Secretary of State John Kerry. The remainder of the conference will be a whirlwind, with no shortage of networking opportunities and sessions offering insight about the industry’s future. Before you know it, Weezer will be taking the stage and you’ll have another successful NACDS Total Store Expo under your belt. dsn

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8.25.19 CONTENTS

DRUG STORE NEWS

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SCHEDULE OF EVENTS 7:00 a.m. - 6:00 p.m. Registration North Lobby 8:00 a.m. - 9:30 a.m. Business Program with NACDS’ Steve Anderson, Wakefern Foods’ Christopher Lane, and former Secretary of State John Kerry Ballroom 10:00 a.m.- 6:00 p.m. Exhibit Hall Open Exhibit Hall 6:00 p.m.- 7:30 p.m. Total Store Expo Reception Ballroom

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Steve

SOCIAL NACDS @NACDS There are now over 7,000 appointments scheduled to take place during #NACDSTSE Meet the Market this year - meaning hundreds of products and companies will be making their debut! http://bit.ly/2T67qmx Twitter.com/DrugStoreNews

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August 25, 2019

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Anderson discusses the role NACDS and pharmacy are playing in helping prevent opioid abuse and addiction.


EDITOR’S NOTE

Not All That Different Retailers don’t necessarily need to scrap their triedand-true playbook for new generations.

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ave millennials and Generations X, Y and Z been fooling the rest of us all along? For probably more than a decade, industry consultants and gurus have made a lot of money by telling the rest of us that as these younger, cooler and more techsavvy consumers age, they will purchase products much differently than their parents did. That, the experts said, has the potential to completely change the way retailers go to market and, in the Seth Mendelson extreme case, cause the end of retailing as we Editor in Chief know it. But several recently released reports say that these younger consumers are, in the end, not that much different than older shoppers when it comes right down to it. In fact, there is more and more proof that as these much-discussed and much-desired consumers start to age and start their own families, they will demand pretty much the same benefits that older shoppers have been asking about for decades. Oh, what a relief. If these reports are true — and I bet there is a lot of truth here — retailers can go back to their basic strategies to win shoppers over. That means, of course, focusing on a healthy combination of product assortment, pricing and, more than ever, convenience to get these and all shoppers to walk in the door. Where the experts seem to have missed something is looking at shoppers in their teens and into their mid-20s; the consensus has been that these people will always be looking for a better and more convenient way to get the job done. But many gurus failed to understand that around age 30 or so, most of these same people have given up on finding a better routine and have returned to the tried-and-true one for the same reasons that their forefathers did: There is simply no time to do it any other way.

The dawn of the digital age and Internet shopping, in particular, have completely changed the rules of merchandising. Consumers of all ages have a lot more choices today, and younger shoppers are a lot savvier in terms of using shopping apps to their advantage. That’s right. As these shoppers age, and likely start families of their own, time becomes the most important issue in shopping. First, they do not have the time to go shopping, and second, they need what they need right away. It happened to me when my kids were born 20-something years ago, so there is no reason to believe it will not happen to these younger shoppers, as well. That’s not to say that things have not changed over the years. The dawn of the digital age and Internet shopping, in particular, have completely changed the rules of merchandising and marketing. Consumers of all ages have a lot more choices today, and younger shoppers are a lot savvier in terms of using shopping apps to their advantage — meaning they will get a better price and find a more convenient way to purchase products than we did a decade or two ago. Like the baby boomer generation of 20 or 30 years ago, these younger shoppers have more disposable income, and they seem willing to spend it on what they need and what they want. Retailers need to react, but the good news is that maybe they just need to take a page or two from their existing playbooks to win these shoppers over. dsn 6

August 25, 2019

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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.

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COUNTER TALK

Drug Abuse Solutions a Focus at TSE NACDS is advancing pharmacy’s partnership, in policy and practice. By Steve Anderson

T Steve Anderson, president and CEO, NACDS

he prevention of opioid abuse and addiction is one topic of relevance to most NACDS Total Store Expo attendees. Even if an attendee’s professional role does not relate directly to health care, the likelihood exists that he or she has encountered this issue in some way as an employer, colleague, family member, or neighbor. The 2019 NACDS Total Store Expo again features timely programming that reflects this industry’s role as part of the solution to opioid abuse and addiction. Attendees will address related topics at the Compliance Roundtable for NACDS chain members, during the Sunday Business Program, in various Insight Sessions and in discussions about products and services of exhibiting companies. Our partners at the National Alliance of State Pharmacy Associations also will address aspects of this issue during their Summer Meeting, co-located at the NACDS Total Store Expo. During the conference, NACDS will announce an initiative designed to raise awareness of pharmacists’ dedication to the prevention of opioid abuse and addiction and to patient care. It also will communicate pharmacy’s continued commitment to this vital work. NACDS will be asking for the help of all attendees to extend the reach of this initiative. This new initiative complements pharmacy’s longstanding and ongoing engagement. NACDS consistently has emphasized pharmacies’ commitment to compliance programs, drug disposal, patient education, security initiatives, fostering naloxone access, stopping illegal online drug-sellers and rogue clinics, philanthropic programs and more. NACDS also is advancing a comprehensive public policy agenda that this issue demands and deserves. This agenda reflects pharmacists’ experience on the front lines of healthcare delivery. NACDS’ policy recommendations involve electronic prescribing, drug disposal, supply limits for a patient’s first prescription to treat temporary pain, prescription drug monitoring plans, health plan design and pain management. Last October, NACDS was honored to participate in the White House signing ceremony for

NACDS atttended the October 2018 White House signing ceremony for the SUPPORT for Patients and Communities Act.

the SUPPORT for Patients and Communities Act, which reflects several aspects of the association’s recommendations. Of particular significance, the new law includes a requirement for electronic prescribing of controlled substances under Medicare Part D. As of July, half of the states also have enacted an electronic prescribing requirement to help prevent prescription fraud and abuse. Because opioid abuse and addiction require continued focus, NACDS will continue to press for action on the association’s entire platform of related issues. Among other topics, this includes a seven-day supply limit for a patient’s first opioid prescription to treat acute, or temporary, pain. To be clear, this does not include chronic pain, nor pain associated with cancer, illness or end of life. NACDS strongly supports federal legislation that would help prevent abuse and addiction through this approach. NACDS also has worked collaboratively and successfully for the enactment of related legislation in 33 states. Today’s operating environment includes positive developments, including significant reductions in opioid prescriptions, and a growing awareness of the substantial portion of the opioid abuse and addiction epidemic that is related to illegally produced and trafficked fentanyl. Still, it remains essential to work toward additional and complementary solutions. The NACDS Total Store Expo provides another opportunity to do just that, for the benefit of all. dsn

Because opioid abuse and addiction require continued focus, NACDS will continue to press for action on the association’s entire platform of related issues.

August 25, 2019 DRUGSTORENEWS.COM

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INDUSTRY NEWS

Hallmark Unveils Multicultural Cards Hallmark is continuing to expand its multicultural card offerings. Celebrating Chinese, Indian, African-American and Latinx cultures, the company is introducing consumers to its new Eight Bamboo, Golden Thread, Uplifted and Love Ya Mucho collections. “Hallmark has always been about helping people share what’s in their hearts with those they love, and our mission includes all people. We want to continue to help people connect with each other in the ways that are most meaningful and relevant to them,” said Lindsey Roy, Hallmark Greetings chief marketing officer. “For more than 100 years, Hallmark has listened carefully to our customers to understand their relationship needs, and today is no different. As the world changes, our cards are also changing to help as many people as possible experience the power of a card in ways that are unique and relevant to their cultures.” The Eight Bamboo and Golden Thread lines were created to reflect the beauty and symbolism of the Chinese and Indian cultures by honoring each distinct heritage and blending it with inspirations of modern culture, the Kansas City, Mo.-based company said. Featured celebrations and holidays include Lunar New Year and Diwali, as well as baby’s 100th day and first birthday. Uplifted is a collection within Hallmark Mahogany, and celebrates the beauty of black womanhood and female empowerment in ways that are unique to black culture, the company said. The Love Ya Mucho collection is part of the Hallmark Vida line and features casual and contemporary designs that are mixed with positive, conversational and simply stated messages with relevance to Latinx consumers. Cards missing English and Spanish also are part of the collection. The Eight Bamboo, Golden Thread, Uplifted and Love Ya Mucho lines are available where Hallmark cards are sold.

Aurobindo’s Generic Trilipix Gets FDA Nod

Piping Rock Adds Joint Care Brand Piping Rock Health Products has unveiled its new joint care brand, T-Flex Advanced. The product includes a high-potency, full-spectrum blend of 95% standardized turmeric and antioxidants astragalus and ginger, along with black pepper extract to improve absorption. “Consumers today are more aware and educated on the health benefits of turmeric than ever before,” said Kimberly Vigliante, Piping Rock senior vice president of sales and marketing. “As they take a proactive approach to their wellness routine, we see them turning to natural solutions, like turmeric, over traditional joint care ingredients and products, for their joint care needs.” Vigliante noted that turmeric has seen consistent double-digit growth in popularity among consumers, with turmeric as an ingredient up 21% according to Nielsen data for the year ended May 18. “T-Flex Advanced fills a void in the joint care category and will bring new consumers into the section, driving incremental sales,” Vigliante said. “We are always researching ingredients and trends to bring innovative, growth driving products to market. We believe that this revolutionary formula is the future of joint health.”

Aurobindo has received the Food and Drug Administration’s blessing for its generic of AbbVie’s Trilipix (fenofibric acid) delayed-release capsules. Aurobindo’s generic will be available in dosage strengths of 45 mg and 135 mg. The drug is used to treat cholesterol in the blood by lowering the total amount of triglycerides and LDL cholesterol, and increasing the HDL cholesterol. It also is used along with diet to lower severely high triglycerides. Trilipix should only be used when other measures, such as diet and exercise, have not been enough. Fenofibric acid delayed-release capsules had a market value of roughly $42 million for the 12 months ended June 2019, according to IQVIA.

CoverGirl Expands Exhibitionist Mascara Line CoverGirl is growing the offerings in its Exhibitionist Mascara line. CoverGirl said the mascara lineup, which first debuted in 2018, was created to help shoppers transform lashes to ensure all eyes are on their voluminous feature. The line now includes the Exhibitionist Mascara Primer, which contains a lightweight formula that’s made with biotin, maracuja oil and argan oil, and looks to provide an instant lash boost while also nourishing and conditioning lashes. In addition, the line’s mascara, which has a buildable formula in order to add more volume with each coat, now is available in two blue shades — True Blue and Ultra Aqua. Both color additions look to deliver more volume, glide smoothly onto lashes and do not smudge, clump or flake, the company said. Each of CoverGirl’s new offerings, which are Leaping Bunny-certified, can be found at mass-market, drug, food and e-commerce retailers nationwide. The Exhibitionist Mascara Primer carries a suggested retail price of $9.99, while the two new mascara shades have suggested retail prices of between $7.99 and $10.99. 10

August 25, 2019 DRUGSTORENEWS.COM


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


INDUSTRY NEWS

Gillette’s TREO Razor Caters to Caregivers The latest product from Gillette is looking to lend a helping hand to the nearly 44 million Americans who act as unpaid caregivers to their loved ones. Gillette TREO is an assisted-shaving razor, which the company said was designed specifically to meet the needs of caregivers and their loved ones, with a focus on creating a more comfortable and dignified shaving experience. Gillette TREO was designed to add a level of safety, control and convenience to the shaving experience. The razor features a blade safety comb to minimize the potential for nicks and a unique handle design that doubles as a tube containing non-foaming shave gel. Gillette first tested the razor out in a 2017 public pilot program that targeted an audience of consumers with a wide range of conditions that require shaving assistance. As part of the launch, the brand is sharing the experiences of the families who initially used the razor during the pilot via its YouTube channel. The Gillette TREO razor has launched online and at major retailers nationwide. It is sold in packs of four for a suggested retail price $7.89, packs of eight for a suggested retail price of $13.99 and packs of 15 for a suggested retail price of $25.49.

Natural Light Splashes into Spiked Seltzer Market Natural Light is looking to shake up the popular spiked seltzer category. The brand, which is part of the Anheuser-Busch family, is unveiling its Natural Light Seltzer, a 6% ABV beverage that is available in two fruit flavors — Aloha Beaches and Catalina Lime Mixer. Aloha Beaches channels a combination of mango and peach while Catalina Lime Mixer contains black cherry and lime flavors, the company said. “The seltzer category is booming. It’s part of a larger shift in consumption across America and we believe it has tremendous staying power,” said Ricardo Marques, vice president of core and value brands at Anheuser-Busch. “We know plenty of Natty Light drinkers are also trying seltzer, so we want to meet that demand by bringing the fun of Natty into that space with an affordable price offering that fits their lifestyle.” Available in 25-oz. single-serve cans that come in 12- or 24-packs, Natural Light Seltzer can be found in stores where the brand’s products are sold.

Goya’s New Kit Makes Paella at Home Easy Goya’s latest product is bringing the flavors of Spain to the table. The company’s Paella Rice Kit includes Valencia-type rice and a 30-minute cook time, as well as three-step instructions for making the dish at home. “Our new Paella kit contains everything you need to make a delicious seafood Paella in minutes that the whole family can enjoy,” said Bob Unanue, president of Goya Foods. “As a trusted American brand with Spanish roots, we take great pride in creating products that combine flavorful ingredients with convenient preparation, bringing consumers a taste of Latin cultures from around the world.” The kit won one of People magazine’s People Food Awards 2019, which highlights the best-tasting grocery products available in stores. Available in an 8-oz. box that retails for $3.99 or a 19-oz. box that retails for $6.79, Goya’s Paella Rice Kit can be found at retailers nationwide.

Hikma Acquires Insys’ Naloxone, Epinephrine Nasal Sprays Hikma is set to acquire two pipeline products, as well as a complementary manufacturing platform, from Insys Therapeutics, As part of Insys filing for chapter 11 bankruptcy protection in June, the company has undertaken the process of selling off its assets — several of which Hikma will be walking away with. Hikma will be acquiring Insys’ unit-dose nasal and sublingual spray manufacturing equipment, as well as its naloxone nasal spray and epinephrine nasal spray, both of which currently are in the pipeline. “Hikma is the largest supplier of generic nasal sprays in the United States and we have been looking for ways to build upon our strong manufacturing platform and expand our product portfolio,”said Brian Hoffman, Hikma president of generics. “This acquisition adds unit-dose nasal spray manufacturing equipment, as well as two complex products to our pipeline. This new technology expands our existing nasal spray capabilities, creating a comprehensive platform, which we can leverage for both internal and partnership programs.” Naloxone is used to block or reverse the effect of opioids. Narcan Nasal Spray is the only nasal form of naloxone on the market. Narcan had a market value of approximately $164 million in the 12 months ended June 2019, according to IQVIA. Epinephrine is used to treat a number of conditions, including anaphylaxis, cardiac arrest and superficial bleeding. Epinephrine auto-injectors had a market value of approximately $4.3 billion in the 12 months ended June 2019, according to IQVIA. Currently, there are no FDA-approved nasal forms of epinephrine. 12

August 25, 2019 DRUGSTORENEWS.COM


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Vitafusion Intros Gorgeous Hair, Skin and Nails Vitamin Gummy vitamin brand vitafusion recently debuted its latest product at Beautycon LA in Los Angeles. The Ewing, N.J.based company’s Gorgeous Hair, Skin and Nails vitamin is a raspberry-flavored gummy multivitamin that contains biotin, vitamins C and E and 12 essential nutrients to support hair, skin and nails, the company said. “The new generation of beauty standards intrinsically embraces wellness and self-care, which aligns with vitafusion’s mission to offer essential nutrients and promote beauty from the inside out,”said Mike Vercelletto, director of marketing for vitafusion. “We hope that attendees of Beautycon enjoy their experience with our great-tasting gummies and discover the benefits of adding a multivitamin into their beauty routines.” Vitafusion noted that its gummies are free of such ingredients as high-fructose corn syrup, synthetic dyes, gluten and dairy. The Gorgeous Hair, Skin and Nails vitamin includes twice as much biotin and six times as much vitamin C as the leading hair, skin and nails gummy supplement per serving, vitafusion said. At Beautycon LA, the company showcased the product with a retro-themed booth that looked like a 1950s beauty parlor and included photo opportunities with a digital photo booth and beauty props.

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August 25, 2019

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Global Healing Center’s latest launch is looking to capitalize on one of the biggest trends in health and wellness — CBD. The company has introduced its Organic Hemp Extract, a full-spectrum, cold-processed supplement that contains 3,300 mg of hemp extract per bottle, as well as organic MCT oil and the company’s blend of energized trace minerals. Global Healing Center said the full-spectrum offering includes CBD, as well as various other phytocannabinoids, terpenes and antioxidants. Each 110 mg serving contains roughly 70 mg of CBD among 80 mg of total cannabinoids. “The recent resurgence in hemp and CBD is the most exciting and promising thing to happen in natural health care in a long time,”said Dr. Edward Group, Global Healing Center’s founder and CEO. “Global Healing Center’s full-spectrum certified organic hemp extract is made with a cold process and includes our unique and powerful blend of energized trace minerals for maximum potency. When you choose our hemp extract with organic MCT oil, you are supporting small organic hemp and coconut farmers, sustainable agriculture and healthy communities.”

RxBar Gets Into Hot Cereal RxBar may be known for its protein bars and nut butters, but now the brand is looking to be recognized for something else. The company has launched its hot cereal offerings — Rx A.M. Oats. Made with oatmeal, increased protein and such ingredients as egg whites, fruits and nuts, the oats are available in three flavors — maple, apple cinnamon and chocolate. “RxBar is known for disrupting the protein bar category, and now we’re doing the same for oats,”said Victor Lee, the chief marketing officer of RxBar. “We’re committed to providing foods with simple, real food ingredients that taste good and are good for you, and new Rx A.M. Oats are no exception.” Each single-serve cup of Rx A.M. Oats contains 12 g of protein, 6 g of fiber and can be prepared with hot water, in the microwave or as overnight oats, the company said. Rx A.M. Oats currently are available for purchase on the company’s website and will begin rolling out in select grocery store retailers in September. Further availability in additional grocery, natural and specialty retailers will follow in the fall.


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INDUSTRY NEWS

FDA Approves Harmony Biosciences’ Wakix Treatment

Garden of Life Enters CBD Category Supplement company Garden of Life is expanding its product portfolio into the burgeoning CBD space. The Palm Beach Gardens, Fla.-based company is launching a CBD line that is THC-Free Certified by Labdoor, a third-party certification that is meant to assure customers that its products are made without psychoactive effects. “There are a lot of unfamiliar terms and claims out there as more people seek out CBD products, and Labdoor’s THC-Free certification cuts through the clutter, providing absolute certainty around our products,” said Brian Ray, president of Garden of Life. “As the leader in traceable, third-party certified nutrition solutions, we’re proud to be first in the industry to partner with Labdoor in bringing this line to market.” Created with broad-spectrum, whole-hemp extract, the Garden of Life Dr. Formulated CBD formulas also contain a naturally occurring complex of cannabinoids, terpenes and fatty acids without THC, the company said. It also is non-GMO certified and free of gluten. The full Garden of Life Dr. Formulated CBD line includes: • Dr. Formulated Whole Hemp Extract liquids, which are stand-alone formulas available in three strengths — 10 mg, 30 mg and 50 mg. It also includes specially sourced pure essential oils that are in rich in terpenes and come in two flavors — chocolate mint and peppermint; • Dr. Formulated CBD + Stress Relief liquid, which looks to deliver 15 mg of CBD with studied Extramel French melon superoxide dismutase; • Dr. Formulated CBD + Inflammatory Response, which delivers 15 mg of CBD and astaxanthin, and includes such oils as ginger, orange, rosemary, lemongrass and eucalyptus in its blend; • Dr. Formulated CBD + Sleep, which is a liquid that provides 15 mg of CBD and contains lemon balm, lavender and chamomile herbs; • Dr. Formulated CBD + Youthful Skin, which delivers lipowheat and 15 mg of CBD; • Dr. Formulated CBD Pet, which provides 20 mg of CBD from whole hemp extract in a peanut butter flavor; • Dr. Formulated CBD Whole Hemp Extract, which is available in 10 mg or 30 mg of CBD; • Dr. Formulated CBD + Relax, which delivers 15 mg of CBD, as well as 50 mg of L-theanine from green tea extracts, 30 mg of saffron and L-Theanine to promote relaxation; • Dr. Formulated CBD + Turmeric, which provides 15 mg of CBD per serving, an inflammatory response blend with turmeric extract, ginger extract and black pepper fruit extract. It also contains organic clove oil with rosemary leaf oil and black pepper fruit oil; • Dr. Formulated CBD + Sleep, which provides 15 mg of CBD, as well as vitamin D3, lemon balm, valerian, chamomile extracts, clove oil, rosemary leaf oil and black pepper fruit oil; • Dr. Formulated CBD + DHA, which delivers 15 mg of CBD, a hemp extract blend and vitamin D3; and • Dr. Formulated CBD Whole Hemp Extract Spray, which delivers 5 mg CBD per serving and comes in a chocolate mint flavor. 16

August 25, 2019 DRUGSTORENEWS.COM

The Food and Drug Administration has approved Harmony Biosciences’ Wakix (pitolisant), a new treatment for adults with narcolepsy. The drug is meant to treat daytime sleepiness, and is the first and only treatment approved for patients with narcolepsy that is not scheduled as a controlled substance by the Drug Enforcement Administration, the company said. “We are extremely proud to bring Wakix to market for those living with narcolepsy, a chronic, debilitating, rare neurologic disorder,” said John Jacobs, chairman and CEO of Harmony Biosciences. “At Harmony, we share a vision to develop novel treatment options for people living with rare diseases, with a focus on those that affect the central nervous system. The approval of Wakix strengthens our commitment to making that vision a reality.” The drug works through a novel mechanism of action to increase synthesis and release of histamine, a neurotransmitter that promotes wakefulness, the company said. The once-daily drug is meant to be taken in the morning upon waking up. “The approval of Wakix provides healthcare professionals managing people living with narcolepsy a new and important treatment option for their patients,” said Jeffrey Dayno, Harmony Biosciences’ chief medical officer. “Additionally, Wakix is the only non-scheduled treatment option approved for adult patients with narcolepsy, and it offers an important benefit/risk profile to address the unmet medical need that exists in people living with narcolepsy.” Wakix will be commercially available in the fourth quarter of 2019.


INDUSTRY NEWS

Ariana Grande Says Thank U, Next with New Fragrance Ariana Grande has unveiled her latest fragrance. Thank U, Next is named after her hit song from earlier this year that debuted at No. 1 on the Billboard Hot 100 and received more than 55 million YouTube views in 24 hours. Created in partnership with global prestige beauty company Luxe Brands, the fragrance is meant to channel elements of the song it’s named after — moving on, looking up and taking control in a positive and self-affirming way — all with a sense of humor. “For the Thank U, Next fragrance campaign, Grande and Luxe again partnered with Hannah Lux Davis to seamlessly weave Grande’s newest fragrance creation into the ‘thank u, next’ world,” said Noreen Dodge, chief marketing officer of Luxe Brands. “Ariana’s creative vision for Thank U, Next perfectly communicates the combination of sexiness and sweetness while cleverly conveying the details of Ariana’s latest fragrance in a fresh, modern way that is both authentic to Ari and unique to the category.” Thank U, Next was crafted by Jerome Epinette, the perfumer and artisan behind Atelier Cologne and Byredo, and the fragrance layers florals and a textured musk, the company said. “Each of Ariana’s fragrances surpasses the last and Thank U, Next will be no exception. The scent, packaging and campaign are all a perfect representation of Ariana’s globally embraced message,” said Tony Bajaj, the CEO of Luxe Brands. “It is remarkable how Ariana connects with her fans and shares her incredible passion through everything she does. We are honored to again be partnering with such a groundbreaking artist and look forward to continued success with the launch of Thank U, Next fragrance.” Featuring notes of white pear, wild raspberry, crème de coconut, pink rose petals, macaroon sugar and velvet musk, Thank U Next fragrance will be available in three sizes — 3.4 fl. oz., which retails for $62; 1.7 fl. oz., which retails for $52; and 1 fl. oz., which has a suggested retail price of $42. “I wanted to make a fragrance that smells related to my first fragrance, Ari, but more summery, so I revisited Ari’s fruity pear and raspberry notes and changed it up by adding some coconut,” Grande said. “I was inspired to design a bottle that represented the message of my song ‘thank u next’ — the emergence of the perfume from the broken heart represents moving forward from a challenging chapter.” Thank U, Next has debuted on Ulta Beauty’s website, and will be available in store beginning Sept. 1.

Danone North America Falls for Seasonal Flavors Danone North America is getting a head start on fall with its latest seasonal flavor products. The company is adding products across its International Delight, Silk, So Delicious and Oikos brands that embrace the coming autumn. International Delight had added two creamer flavors — French Toast Swirl, which contains maple and cinnamon French toast flavors, and limited-edition Pumpkin Pie Spice, both of which carry a suggested retail price of $3.79. The company’s milk alternative brand has launched Silk Pumpkin Spice Almond Creamer, which combines nutty almond and pumpkin for a non-dairy creamer option. The product carries a suggested retail price of $4.29. Greek yogurt enthusiasts can reach for Oikos Greek Pumpkin Pie yogurt, which blends fall spice with Greek yogurt and contains 11 g of protein and 160 calories per 5.3-oz. serving. It has a suggested retail price of $1.19. For non-pumpkin fans, Danone’s So Delicious brand has introduced the So Delicious Dairy Free Caramel Apple Crumble Oatmilk Frozen Dessert, which combines apple, cinnamon, brown sugar and a caramel swirl. It is dairy-free, NonGMO Project Verified, gluten-free, certified vegan and carries a suggested retail price of $5.49. All of Danone North America’s seasonal products have launched at retailers nationwide.

Nannocare Grows Distribution Los Angeles-based menstrual care company Nannocare is expanding its footprint in retail. The company is set to expand its distribution to supermarkets, drug stores and college book stores in the fall. The brand’s portfolio includes the NannoPad, which is made with OCS 100% certified organic cotton — meaning it contains 95% or more organic material — as well as biodegradable plastic wrapping. The product also uses natural Nannogenic technology that uses far infrared energy, which the company said is meant to help stimulate circulation in the tiny blood vessels up to 1.5 inches under the skin around the pelvic region. By doing so, the NannoPad can help reduce menstrual discomfort and decrease the need for painkillers during periods, Nannocare said. “We could not be more thrilled to provide women with more convenient ways to access NannoPads than ever,” said Paul Van Kleef, CEO and founder of Nannocare. “By expanding our distribution to everyday retailers, we are finally able to bring a new kind of innovation in the feminine hygiene space to women’s everyday lives.” Locations that soon will be carrying Nannocare products include 50 Raley’s supermarkets in California and Nevada, 77 Big Y stores in Massachusetts and Connecticut, 120 Coborn stores in Minnesota, 150 Barnes & Noble College stores and more than 4,000 drug stores through CVS Pharmacy and Pharmabox. 18

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DATA DIVE TOP 10 FEMALE CONTRACEPTIVES MANUFACTURER

SALES*

% SALES CHG

Foundation Consumer Healthcare

$393.6

11.1%

Perrigo

$ SHARE

UNIT SALES*

% UNIT CHG

94.2

8.9

11.0%

AVG PRICE

13.7

-2.2

3.3

0.4

-2.3

38.24

Apothecus

5.2

5.1

1.3

0.4

7.5

12.08

Combe

2.7

719.3

0.7

0.1

717.0

46.00

Gavis Pharma

1.8

-65.9

0.4

NA

-55.7

36.62

Mayer Labs

0.4

-17.6

0.1

NA

-12.7

15.40

Revive Personal Products

0.3

-73.5

0.1

NA

-66.2

12.89

Rapha Pharma

0.1

-14.5

0.0

NA

-5.8

36.16

Private label

NA

301.7

0.0

NA

273.8

32.23

Sun Pharma

NA

-85.9

0.0

NA

-84.7

32.44

100.0%

9.8

TOTAL

$418.0

9.4%

8.5%

Gaining share in a segment dominated by one big product can be an uphill battle — one that many of the companies competing for the 5.8% of the dollars that don’t go to Foundation Consumer Healthcare came up against in the year ended June 16. A majority of companies in the segment saw sales and unit sales decline, but some new entries managed to carve out some space for themselves.

$44.40

$42.54

TOP 10 MALE CONTRACEPTIVES It was a tough year to be making condoms. When three companies make up 99.1% of a segment's dollar sales, slight changes can roil the entire segment. Unit sales took solid hits this year, with Church & Dwight selling 3.7% fewer condoms in the year ended June 16 than the year before, and RB selling nearly 5% fewer units than in the prior period. These ripples grew into waves for smaller brands who fought for share of a smaller pie.

MANUFACTURER

SALES*

% SALES CHG

Church & Dwight

$255.9

-2.1%

$ SHARE 73.5%

UNIT SALES*

% UNIT CHG

AVG PRICE

27.4

-3.7%

$9.34

Humanwell Healthcare

51.4

4.1

14.8

6.6

0.3

7.76

Reckitt Benckiser

37.7

-2.7

10.8

4.3

-4.9

8.73

Global Protection

1.7

-37.4

0.5

0.2

-38.8

10.33

Lelo

0.9

-38.0

0.3

0.1

-49.8

15.05

Okamoto USA

0.3

28.0

0.1

NA

14.5

12.19

Hollender Sustainable Brands

0.2

18.8

0.1

NA

27.4

5.97

NV Healthcare

0.1

-60.2

0.0

NA

-61.3

6.91

L International

0.1

-27.1

0.0

NA

-33.3

13.71

Major Pharma

NA

-2.4

0.0

NA

-2.1

5.06

100.0%

38.7

TOTAL

$348.3

-1.7%

-3.6%

TOP 10 COUGH SYRUPS MANUFACTURER

SALES*

% SALES CHG

Reckitt Benckiser

$156.4

-4.7%

Pfizer

154.8

Private label

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

26.0%

12.3

-6.6%

0.1

25.8

17.7

2.3

8.73

138.7

-7.3

23.1

23.0

-10.5

6.03

Zarbees

81.1

17.7

13.5

9.0

12.5

8.98

Procter & Gamble

29.8

-14.3

5.0

2.7

-22.3

11.08

Health Care Products

8.1

-10.1

1.3

0.8

-14.0

9.85

Genomma Lab USA

7.2

12.8

1.2

1.0

10.0

7.54

Matys Healthy Products

5.0

37.5

0.8

0.5

31.0

10.85

Bliss by Mom

3.4

NA

0.6

0.4

NA

7.67

Prestige Brands Holdings

2.7

-20.8

0.4

0.4

-21.6

6.72

100.0%

69.7

TOTAL

$600.6

-1.6%

-4.0%

$12.75

A fairly mild flu season meant some slowdown for companies making cough syrups. More than half of the brands in the top 10 of this segment saw both unit sales and dollar sales dip, including some unit sale drops as high as 22% for the year ended June 16. The good news is that the segment's 4% decline in unit sales only translated to a 1.6% dip in overall cash. Products that saw gains seemed to focus on natural or healthy claims.

$8.62

* 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)

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August 25, 2019 DRUGSTORENEWS.COM

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DATA DIVE TOP 10 ADULT INCONTINENCE PRODUCTS BRAND

SALES*

Private label

$596.9

% SALES CHG

$ SHARE

2.4%

UNIT SALES*

30.6%

58.2

% UNIT CHG 1.9%

AVG PRICE

Poise

458.9

-1.2

23.5

52.2

-1.9

8.79

Always Discreet

248.7

17.5

12.8

26.5

15.4

9.39

Depend Fit Flex

198.0

89.2

10.2

11.5

118.4

17.28

Depend

183.6

-26.6

9.4

12.5

-26.1

14.70

Tena Serenity

72.4

-12.5

3.7

6.0

-17.2

12.15

Depend Silhouette

37.1

-15.6

1.9

2.5

-15.9

14.68

Always Discreet Boutique

30.6

86.3

1.6

2.3

91.7

13.29

Depend Night Defense

30.5

12.0

1.6

2.5

11.2

12.29

Depend Real Fit

28.0

0.5

1.4

2.0

0.8

13.88

TOTAL

$1,949.6

4.1%

100.0%

183.2

3.3%

Despite some legacy brands seeing sales decline, the $1.9 million adult incontinence segment wasn't down for the count for the year ended June 16. Indeed, though Depend's flagship product saw a 26.6% sales decline, the Depend Fit Flex brand managed an 89.2% increase in dollar sales and an 11.5% uptick in unit sales, nabbing 10% of the segment’s dollar share. Though holding a small dollar share of 1.6%, Always Discreet Boutique managed to increase unit sales by almost 92%, leading to an increase in sales of 86.3% for the period.

$10.26

$10.64

TOP 10 ANTACID TABLETS The $2.2 billion antacid tablet business is not quite as polarized in terms of market share as other OTC categories — even the most recognizable proton pump inhibitor brand has just 10.5% share in the space. This means that solid gains made by brands within the segment helped increase sales by 1.4% on a 2.8% increase in units sold for the year ended June 16.

BRAND

SALES*

Private label

$963.4

Nexium 24HR

235.1

-12.1

10.5

12.3

-12.0

19.10

Prilosec OTC

198.4

-2.5

8.9

11.3

-2.1

17.63

Zantac 150

136.2

5.7

6.1

11.8

4.4

11.55

Tums

97.7

14.3

4.4

23.0

10.7

4.25

Gas X

82.3

7.0

3.7

11.4

5.0

7.22

Tums Smoothies

58.6

3.3

2.6

13.6

-0.8

4.30

Pepcid Complete

58.3

7.0

2.6

3.9

5.3

15.12

Pepcid AC

51.4

5.8

2.3

4.2

2.8

12.10

Tums Ultra

42.6

2.6

1.9

7.3

8.0

5.83

TOTAL

% SALES CHG

$ SHARE

7.0%

$2,232.7

43.1%

1.4%

100.0%

UNIT SALES* 125.5

265.1

% UNIT CHG 6.9%

2.8%

AVG PRICE $7.68

$8.42

TOP 10 ANTI-ITCH TREATMENTS BRAND

SALES*

Private label

$140.3

Cortizone 10

102.0

Benadryl

% SALES CHG

$ SHARE

UNIT SALES*

% UNIT CHG

29.9

-2.5

17.6

16.5

-1.1

6.17

46.7

4.1

8.0

9.1

6.0

5.16

Aveeno Active Naturals

33.8

0.4

5.8

3.3

-3.0

10.14

Lotrimin AF

33.3

5.1

5.7

3.5

6.2

9.51

Gold Bond Ultimate

27.2

-3.4

4.7

2.7

-3.5

9.99

Eucerin

22.2

11.5

3.8

2.5

11.5

8.84

Cortizone 10 Plus

16.7

-4.1

2.9

2.8

-5.9

6.08

CeraVe

15.0

23.6

2.6

0.9

17.0

16.87

Sarna

11.5

0.7

2.0

1.0

0.5

12.05

100.0%

90.8

0.9

$6.39

$580.5

1.6%

5.7%

AVG PRICE

24.2%

TOTAL

3.9%

$4.69

As a segment, anti-itch treatments’ unit sales were nearly flat for the year ended June 16, with sales increasing by 1.6% as a result. For the most part, manufacturers saw modest growth, though three brands saw similarly modest sales declines. Eucerin showed solid performance, growing revenue by 11.5% and snagging 3.8% dollar share. CeraVe also saw good growth, with a 23.6% uptick in sales for the period.

* 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)

22

August 25, 2019 DRUGSTORENEWS.COM


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DATA DIVE TOP 10 ANTI-SMOKING GUM BRAND

SALES*

% SALES CHG

Private label

$283.0

-0.3%

251.9

3.4

46.8

7.1

2.5

35.49

Rexall

1.7

3.8

0.3

0.2

3.7

7.46

Health Mart

0.4

-10.4

0.1

NA

-13.8

34.70

Health Mart Pharmacy

0.4

-21.2

0.1

NA

-20.6

37.85

Sunmark

0.4

-8.4

0.1

NA

-12.3

27.52

Zonnic

0.3

-84.7

0.1

0.1

-81.5

4.25

Good Sense

0.3

141.0

NA

NA

97.7

22.98

Rugby

0.2

18.6

NA

NA

22.8

33.45

Major Nicorelief

NA

-78.7

NA

NA

-72.3

22.79

100.0%

18.3

Nicorette

TOTAL

$538.6

1.1%

$ SHARE 52.6%

UNIT SALES* 10.8

% UNIT CHG 2.5%

0.6%

AVG PRICE

When it comes to kicking the habit, with the majority of segment sales going to privatelabel companies, there really is only one big brand in anti-smoking gum — GSK Consumer Healthcare's Nicorette. The 3.4% that Nicorette managed in the year ended June 16 was enough to keep sales roughly flat as private label and other competitors saw sales dip.

$26.10

$29.43

TOP 10 BLOOD-PRESSURE KIT When more than half of a segment is dominated by private-label products and another 40% by a big-name brand, competitors are left to fight for less than 6% of the dollars. That can be especially difficult when the top brand manages to increase sales 9.1% for the year ended June 16. Such gains can help buoy a segment in years where smaller players take sizable hits.

BRAND

SALES*

Private label

$141.1

% SALES CHG

$ SHARE

UNIT SALES*

% UNIT CHG

3.8%

53.9 %

3.7

105.9

9.1

40.5

2.0

15.0

53.83

Health Mart Pharmacy

3.9

2.0

1.5

0.1

-4.9

$5.35

Color Doctor

3.1

-32.6

1.2

0.2

6.3

19.39

Beurer

1.9

65.1

0.7

NA

62.7

56.69

Omron 10 Series Plus

1.6

-16.5

0.6

NA

-8.0

81.96

Homedics

1.2

NA

0.4

NA

NA

60.62

Lifesource

0.8

24.1

0.3

NA

24.3

42.53

A&D Medical

0.3

-6.2

0.1

NA

-13.8

60.27

Citizen

0.3

-20.8

0.1

NA

-12.9

38.52

TOTAL

$261.8

100.0%

6.0

Omron

5.5%

8.0%

AVG PRICE

10.1%

$38.50

$43.31

TOP 10 CHEST RUBS BRAND Vicks VapoRub

SALES*

% SALES CHG

$ SHARE

2.4%

69.0%

18.4

0.7

Vicks Baby Rub

6.6

Mentholatum

UNIT SALES*

% UNIT CHG

AVG PRICE

13.6

-2.8%

$6.93

13.5

6.2

2.9

2.95

-15.3

4.9

1.1

-22.4

6.06

5.5

-12.0

4.0

1.8

-9.7

3.02

Zarbees Naturals Baby

4.3

52.1

3.1

0.6

55.7

6.63

Oilogic

3.3

391.7

2.4

0.3

316.6

9.88

Matys

2.2

-3.7

1.6

0.4

-3.5

5.39

Zarbees Naturals

0.5

-39.1

0.4

0.1

-39.9

6.83

Dr. Bronners Organic Magic Balm

0.3

125.8

0.2

NA

100.6

10.72

Fridababy

0.3

NA

0.2

NA

NA

19.33

100.0%

24.5

-1.7%

$5.57

Private label

TOTAL

$94.1

$136.3

3.0%

Segments often serve as microcosms of larger trends affecting categories, and chest rubs sales for the year ended June 16 highlight the competition between established brands and challengers, that bring better-for-you or natural claim to the table to steal dollar share. A prime example: Zarbee's Naturals Baby posted 52% sales growth, as Vicks Baby Rub sales dropped by 15.3%.

* 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)

24

August 25, 2019 DRUGSTORENEWS.COM


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DATA DIVE TOP 10 COLD SORE MEDICATIONS BRAND

SALES*

Abreva

$145.2

% SALES CHG

$ SHARE

1.9%

UNIT SALES*

% UNIT CHG

71.1%

7.0

-1.7%

AVG PRICE

Campho Phenique

9.3

2.0

4.6

1.8

3.0

5.24

Orajel

8.9

-4.1

4.3

0.8

-2.0

10.74

Quantum Lip Clear Lysine Plus

8.5

14.2

4.2

1.1

13.4

7.74

Private label

7.4

-1.5

3.6

0.7

-8.0

9.88

Herpecin L

6.3

-6.4

3.1

1.2

-6.2

5.27

Abreva on the Go

5.8

5.1

2.9

0.3

1.9

21.93

Carmex

5.5

-20.8

2.7

0.4

-15.4

12.39

Releev

5.1

8.6

2.5

0.4

9.6

13.43

Rexall

0.6

-3.2

0.3

0.3

-3.1

1.84

TOTAL

$204.1

100.0%

14.3

0.9%

-1.3%

Looking at the data, the cold sore medication segment has one big name, but companies that aren't Abreva have managed to carve out respectable shares of the money. Half of the top 10 brands managed to grow their sales. The other half struggled to the point that while overall sales were more or less flat (up 0.9%), unit sales declined slightly for the year ended June 16. A standout was Quantum Lip Clearline Plus with its 14% sales boost.

$20.69

$14.32

TOP 10 COLD/ALLERGY/SINUS LIQUIDS/POWDERS While private label is the true victor in this segment, other winners are Vicks and Mucinex maker RB, whose products carve out solid dollar shares. Even despite NyQuil and Children's Mucinex selling fewer units in the year ended June 16 than they did in the previous period, sales for the products remained almost flat and growth among their other products helped drive 3.1% segment growth.

BRAND

SALES*

Private label

$422.9

Vicks NyQuil Mucinex Fast Max

% SALES CHG

$ SHARE

UNIT SALES*

% UNIT CHG

6.5%

30.6%

64.0

185.9

1.0

13.5

18.3

-5.8

10.15

117.9

15.9

8.5

8.1

15.7

14.53

Vicks NyQuil & Vicks DayQuil

76.0

8.0

5.5

4.3

-2.1

17.72

Vicks DayQuil

62.2

11.0

4.5

6.2

1.4

9.98

Children's Mucinex

49.8

0.7

3.6

4.3

-2.4

11.72

Children's Dimetapp

35.5

-7.5

2.6

4.5

-7.2%

Theraflu ExpressMax

34.5

-9.7

2.5

4.1

-13.2

8.46

Children's Zyrtec

31.9

12.2

2.3

2.7

10.1

11.78

Robitussin CF Max

27.5

-4.5

2.0

3.0

-6.8

9.12

TOTAL

$1,382.1

3.1%

100.0%

157.3

5.4%

AVG PRICE

0.1%

$6.60

7.85

$8.79

TOP 10 COLD/ALLERGY/SINUS TABLETS/PACKETS Brand

SALES*

Private label

$1,510.4

% SALES CHG 2.2%

$ SHARE

UNIT SALES*

31.7%

192.0

% UNIT CHG

AVG PRICE

1.1%

$7.87

Zyrtec

356.7

1.4

7.5

17.3

1.3

20.65

Claritin

240.5

2.5

5.0

13.8

1.6

17.43

Allegra

201.5

-0.8

4.2

10.1

-2.2

19.86

Alka Seltzer Plus

183.0

-7.4

3.8

28.7

-8.4

6.38

Mucinex DM

179.0

-12.9

3.8

11.2

-13.9

16.03

Mucinex

171.3

-8.4

3.6

10.0

-10.4

17.16

Benadryl

145.9

0.1

3.1

21.3

-1.0

6.84

Claritin D

124.8

3.8

2.6

5.8

3.5

21.34

Mucinex Fast Max

107.4

5.4

2.3

7.7

8.0

13.88

-1.2%

$10.16

Total

$4,770.1

0.5%

100.0%

469.5

Perennial issues often mean big dollars, and this segment is no exception. With a $4.7 billion pie, there's a lot to go around for the brands that are left to fight for the 58% of sales that don't go to private label. Zyrtec maintained the pole position among brands, and while others saw sales and unit sales drops, overall, sales were nearly flat for the year ended June 16.

* 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)

26

August 25, 2019 DRUGSTORENEWS.COM


WO M E N ’ S H E A LT H

At all ages, at all stages.

Women are different from men. When it comes to healthcare, women have unique needs that impact their entire family. At Dr. Reddy’s, we understand these differences. We are committed to providing affordable and innovative medicines that women and their doctors can count on. Our generic products meet the high standards of brand-name drugs. For more than 20,000 committed employees at Dr. Reddy’s, we know that Women’s Health Can’t Wait.

Dr. Reddy’s Laboratories, Inc. 107 College Road East, Princeton, NJ 08540 Tel: 866-733-3952

www.drreddys.com

© Dr. Reddy’s Laboratories, Inc. All rights reserved. RDY-0618-208


DATA DIVE TOP 10 FEMALE CONTRACEPTIVES MANUFACTURER

SALES*

% SALES CHG

Foundation Consumer Healthcare

$393.6

11.1%

Perrigo

$ SHARE

UNIT SALES*

% UNIT CHG

94.2

8.9

11.0%

AVG PRICE

13.7

-2.2

3.3

0.4

-2.3

38.24

Apothecus

5.2

5.1

1.3

0.4

7.5

12.08

Combe

2.7

719.3

0.7

0.1

717.0

46.00

Gavis Pharma

1.8

-65.9

0.4

NA

-55.7

36.62

Mayer Labs

0.4

-17.6

0.1

NA

-12.7

15.40

Revive Personal Products

0.3

-73.5

0.1

NA

-66.2

12.89

Rapha Pharma

0.1

-14.5

0.0

NA

-5.8

36.16

Private label

NA

301.7

0.0

NA

273.8

32.23

Sun Pharma

NA

-85.9

0.0

NA

-84.7

32.44

100.0%

9.8

TOTAL

$418.0

9.4%

8.5%

Gaining share in a segment dominated by one big product can be an uphill battle — one that many of the companies competing for the 5.8% of the dollars that don’t go to Foundation Consumer Healthcare came up against in the year ended June 16. A majority of companies in the segment saw sales and unit sales decline, but some new entries managed to carve out some space for themselves.

$44.40

$42.54

TOP 10 MALE CONTRACEPTIVES It was a tough year to be making condoms. When three companies make up 99.1% of a segment's dollar sales, slight changes can roil the entire segment. Unit sales took solid hits this year, with Church & Dwight selling 3.7% fewer condoms in the year ended June 16 than the year before, and RB selling nearly 5% fewer units than in the prior period. These ripples grew into waves for smaller brands who fought for share of a smaller pie.

MANUFACTURER

SALES*

% SALES CHG

Church & Dwight

$255.9

-2.1%

$ SHARE 73.5%

UNIT SALES*

% UNIT CHG

AVG PRICE

27.4

-3.7%

$9.34

Humanwell Healthcare

51.4

4.1

14.8

6.6

0.3

7.76

Reckitt Benckiser

37.7

-2.7

10.8

4.3

-4.9

8.73

Global Protection

1.7

-37.4

0.5

0.2

-38.8

10.33

Lelo

0.9

-38.0

0.3

0.1

-49.8

15.05

Okamoto USA

0.3

28.0

0.1

NA

14.5

12.19

Hollender Sustainable Brands

0.2

18.8

0.1

NA

27.4

5.97

NV Healthcare

0.1

-60.2

0.0

NA

-61.3

6.91

L International

0.1

-27.1

0.0

NA

-33.3

13.71

Major Pharma

NA

-2.4

0.0

NA

-2.1

5.06

100.0%

38.7

TOTAL

$348.3

-1.7%

-3.6%

TOP 10 COUGH SYRUPS MANUFACTURER

SALES*

% SALES CHG

Reckitt Benckiser

$156.4

-4.7%

Pfizer

154.8

Private label

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

26.0%

12.3

-6.6%

0.1

25.8

17.7

2.3

8.73

138.7

-7.3

23.1

23.0

-10.5

6.03

Zarbees

81.1

17.7

13.5

9.0

12.5

8.98

Procter & Gamble

29.8

-14.3

5.0

2.7

-22.3

11.08

Health Care Products

8.1

-10.1

1.3

0.8

-14.0

9.85

Genomma Lab USA

7.2

12.8

1.2

1.0

10.0

7.54

Matys Healthy Products

5.0

37.5

0.8

0.5

31.0

10.85

Bliss by Mom

3.4

NA

0.6

0.4

NA

7.67

Prestige Brands Holdings

2.7

-20.8

0.4

0.4

-21.6

6.72

100.0%

69.7

TOTAL

$600.6

-1.6%

-4.0%

$12.75

A fairly mild flu season meant some slowdown for companies making cough syrups. More than half of the brands in the top 10 of this segment saw both unit sales and dollar sales dip, including some unit sale drops as high as 22% for the year ended June 16. The good news is that the segment's 4% decline in unit sales only translated to a 1.6% dip in overall cash. Products that saw gains seemed to focus on natural or healthy claims.

$8.62

* 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)

28

August 25, 2019 DRUGSTORENEWS.COM

$9.01


OPIOID ADDICTION

IT’S A DISEASE, NOT A CRIME.

Opioid addiction can disrupt the normal, healthy functioning of the brain. These brain changes can be long-lasting, and can lead to the harmful behaviors, without regard to age, sex, or social-economic status. If left untreated, opioid addiction can have serious harmful consequences, including the potential for overdose and death. At Dr. Reddy’s, we know the opioid crisis touches everyone. Our employees are working around the clock to develop life-changing medicines that can help treat this debilitating disease because Good Health Can’t Wait.

Dr. Reddy’s Laboratories, Inc. 107 College Road East, Princeton, NJ 08540 Tel: 866-733-3952

www.drreddys.com


DATA DIVE TOP 10 EAR CARE PRODUCTS BRAND

SALES*

% SALES CHG

Liberty

$42.5

45.1%

33.4%

NA

30.0%

31.8

21.9

25.0

6.3

30.2

5.07

MSA 30X

8.4

-1.1

6.6

0.4

-0.1

20.06

Mack's Pillow Soft

6.6

-28.6

5.2

1.6

-25.1

4.08

Clinere

5.9

7.5

4.7

1.0

8.6

6.17

Earplanes

3.2

10.4

2.5

0.4

13.7

8.38

NeilMed ClearCanal

2.4

60.7

1.9

0.3

51.4

6.92

Flents Quiet Time

2.2

3.6

1.7

0.5

4.5

4.52

E-A-R Peltor

2.1

13.1

1.7

0.4

13.2

5.96

Mack's Snore Blockers

1.9

-44.8

1.5

0.4

-38.6

4.89

100.0%

15.6

Private label

TOTAL

$126.9

$ SHARE

8.0%

UNIT SALES*

% UNIT CHG

AVG PRICE

The ear care segment falls into two groups — products to shut noise out and products to help consumers hear clearer. The latter of the two created growth that propelled the segment's sales for the year ended June 16. With earplug brand revenue and unit sales declining, solutions from hearing aids to ear canal cleaners saw some of the biggest growth, bringing overall sales up 8% over the prior year. Segment leader Liberty managed to corner a third of the market while growing its unit sales by 30% and its revenue by 45% over the prior-year period.

$1,391.68

-2.0%

$8.14

TOP 10 EAR DROPS/TREATMENTS Despite the biggest brand in the ear drops/treatments segment holding a nearly 35% dollar share, homeopathic and natural-focused brands were the ones posting some of the biggest gains for the year ended June 16. Wally's Natural is a particular standout, with a 141% increase in sales. A similar success was Sheffield's Pharmaceuticals, which grew its sales 600%.

BRAND

SALES*

% SALES CHG

Debrox

$33.8

28.6%

$ SHARE

UNIT SALES*

34.7%

4.1

% UNIT CHG 31.6%

AVG PRICE $8.24

Private label

17.8

-23.7

18.3

2.7

-27.6

6.52

Hylands

12.9

11.3

13.2

1.5

14.2

8.81

Similasan

9.2

25.0

9.5

0.9

25.8

9.81

Wally's Natural

4.1

141.2

4.2

0.7

146.8

6.24

Wally's

3.4

28.6

3.5

0.8

29.6

4.55

Ring Relief

2.8

-2.0

2.8

0.3

0.6

8.85

Sheffield's Pharmaceuticals

2.3

598.7

2.3

0.4

598.7

5.44

Eustachi

2.1

45.5

2.1

NA

45.8

59.19

Swim Ear

1.6

-21.4

1.6

0.3

-27.6

5.19

100.0%

13.1

TOTAL

$97.4

10.3%

5.1%

$7.42

TOP 10 EXTERNAL ANALGESICS RUBS BRAND

SALES*

Icy Hot

$155.9

% SALES CHG 9.7%

$ SHARE

UNIT SALES*

% UNIT CHG

18.6%

24.3

7.8%

AVG PRICE $6.43

Salonpas

121.3

11.4

14.5

17.2

4.1

7.06

Biofreeze

114.1

17.4

13.6

8.9

20.1

12.87

Aspercreme

106.0

6.6

12.6

14.4

0.1

7.36

Private label

69.2

24.9

8.2

17.6

23.8

3.92

Blue EmuRubs

46.1

1.6

5.5

3.0

1.4

15.47

Theraworx Relief

34.6

528.8

4.1

1.8

527.1

19.51

Tiger Balm

29.8

7.9

3.6

5.8

17.8

5.15

Bengay

29.3

-18.7

3.5

4.5

-20.4

6.59

Boiron Arnicare

22.5

7.2

2.7

2.4

6.4

9.47

10.9%

100.0%

TOTAL

$839.3

115.2

5.3%

$7.29

External pain relief products had a good year, with the overall segment increasing sales about 11%. Only one of the top 10 brands saw sales decline during the year ended June 16, with most others increasing sales, four by more than 10% and one —Theraworx Relief — by more than 500%, growing its dollar share of the segment to 4.1%. Though that's still less than a third of what even third bestseller Biofreeze commands, it is a solid amount of ground gained by the emerging brand.

* 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)

30

August 25, 2019 DRUGSTORENEWS.COM


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DATA DIVE TOP 10 EYE/LENS CARE SOLUTIONS BRAND

SALES*

% SALES CHG

Private label

$283.1

-4.8%

15.5%

51.9

-5.7%

$5.45

Alcon Opti Free Pure Moist

105.3

4.9

5.8

12.2

7.0

8.62

Bausch & Lomb Biotrue

104.8

-1.6

5.7

12.6

-2.6

8.34

Alcon Systane Ultra

90.7

0.7

5.0

6.7

0.2

13.56

Alcon Systane

83.1

2.8

4.6

5.9

3.1

14.05

Alcon Opti Free Replenish

76.0

-14.2

4.2

7.5

-17.6

10.19

Bausch & Lomb Lumify

53.2

NA

2.9

3.3

NA

16.21

Allergan Refresh Optive

49.5

5.0

2.7

3.0

4.3

16.38

Allergan Refresh Tears

49.1

1.8

2.7

3.5

0.5

13.95

Bausch & Lomb Renu

49.0

6.9

2.7

7.1

6.7

6.93

-1.6%

$8.42

TOTAL

$1,824.5

$ SHARE

2.1%

100.0%

UNIT SALES*

% UNIT CHG

216.7

AVG PRICE

A decline in private-label sales in the eye and lens care solution segment for the year ended June 16 corresponded with solid gains from some brands in the category. In particular, Alcon's Opti Free Pure Moist increased unit sales 7% and revenue 4.9%, cornering 5.8% of the dollar share for the segment. Alcon, Bausch & Lomb and Allergan, through their various products in the segment, dominate it, and healthy sales led to 2% sales growth.

TOP 10 FIRST AID OINTMENTS/ANTISEPTICS With unit sales for the year ended June 16 down for the entire segment, first aid ointments and antiseptics didn't see any growth for the year ended June 16. Among the top 10 brands, while some saw sales increase over the prior-year period, none broke double-digit growth, with Hibiclens coming closest with a 9.2% increase in sales. CeraVe managed to hang onto 1% dollar share, even as unit sales dropped.

BRAND

SALES*

Private label

$416.3

% SALES CHG

$ SHARE

UNIT SALES*

45.5%

100.3

1.8

11.0

14.6

-0.8

6.85

Aquaphor

78.9

4.6

8.6

11.0

4.3

7.19

Neosporin

50.6

-4.4

5.5

8.8

-4.9

5.74

Mederma

26.3

2.3

2.9

1.3

4.7

19.77

Hibiclens

20.6

9.2

2.3

1.9

5.5

10.87

Scaraway

13.3

8.0

1.5

0.7

15.6

17.79

Rexall

12.3

5.5

1.3

5.5

2.3

2.25

Polysporin

10.6

-2.0

1.2

1.6

-2.5

6.66

CeraVe

8.9

-14.9

1.0

0.6

-29.9

13.95

TOTAL

$915.8

-1.0%

100.0%

254.7

4.9%

AVG PRICE

1.5%

Neosporin Plus

175.1

% UNIT CHG

-2.4%

$2.38

$3.60

TOP 10 FIRST AID BANDAGE/TAPE/GAUZE/COTTON PRODUCTS BRAND

SALES*

Private label

$381.1

% SALES CHG

$ SHARE

UNIT SALES*

168.0

5.4

18.8

42.1

1.8

3.99

3M Nexcare

68.1

2.6

7.6

17.7

0.3

3.85

Band-Aid Tough Strips

60.7

-7.5

6.8

14.7

-9.5

4.14

Johnson & Johnson Red Cross

30.9

-13.7

3.4

7.9

-11.9

3.91

Band-Aid Skin Flex

23.8

-8.9

2.7

6.2

-13.5

3.85

J&J Red Cross Band-Aid

17.7

8.7

2.0

4.3

8.5

4.14

New Skin

15.6

-1.6

1.7

3.2

-0.5

4.91

Rexall

13.8

-3.6

1.5

6.3

-3.9

2.19

3M Nexcare Tegaderm

13.5

3.8

1.5

1.2

3.4

10.83

-2.1%

$3.60

TOTAL

$895.5

1.2%

100.0%

249.1

1.4%

AVG PRICE

42.6%

Band-Aid

113.6

% UNIT CHG

5.0%

$3.36

Fully half of the top brands in the first aid bandages segment saw their revenue and unit sales decline in the year ended June 16. Those that didn't saw fairly modest gains, with J&J Red Cross Brand-Aid growing the most. Taken together, flagging sales and low growth led kept segment revenues steady, in despite a 2.1% drop in units sold.

* 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)

32

August 25, 2019 DRUGSTORENEWS.COM


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DATA DIVE TOP 10 GLUCOSE KITS BRAND

SALES*

Private label

$167.5

% SALES CHG

$ SHARE

0.4%

UNIT SALES*

51.0%

13.7

% UNIT CHG

AVG PRICE

6.0%

LifeScan One Touch Ultra

32.2

-10.3

9.8

0.5

-11.6

NA

Bayer Contour Next

18.7

-8.7

5.7

0.7

5.7

NA

LifeScan One Touch Verio

17.4

42.4

5.3

0.5

64.1

NA

Accu-Chek Aviva Plus

10.9

-2.9

3.3

0.2

1.5

NA

Freestyle Lite

10.6

-9.0

3.2

0.2

-3.7

NA

Freestyle Precision Neo

9.6

3.6

2.9

0.5

3.9

NA

Accu-Chek

8.6

137.4

2.6

0.4

127.1

NA

True Metrix

7.7

33.0

2.3

0.5

77.6

NA

Ascensia Contour Next

6.7

303.7

2.0

0.2

307.5

NA

100.0%

19.7

TOTAL

$328.4

1.3%

7.3%

Though a solid 7% improvement in unit sales in the glucose kit segment for the year ended June 16 only translated to a 1.3% revenue increase, many brands within the segment had a good year. LifeScan's OneTouch Verio grew its sales by 42%. Competitors Accu-Chek and Ascensia Contour Next managed to increase sales by 137% and 303%, respectively. Accu Check's Aviva plus managed to grow unit sales, despite seeing revenue dip 2.9%, and AccuChek’s flagship brand more than doubled its sales alongside a 127% increase in units sold.

NA

$16.67

TOP 10 HAND SANITIZERS Private label and Purell Advanced may lead the segment, but hand sanitizer isn't immune to consumer interest in products making a natural claim. Purell Advanced Naturals saw sales increase 31%, even as its flagship product and Purell Advanced saw unit sales and revenues decrease. And though its market share isn't yet at 1%, Everyone made big sales gains with its "free-from"claims.

BRAND

SALES*

% SALES CHG

$ SHARE

UNIT SALES*

Private label

$113.1

17.5%

51.7%

59.9

% UNIT CHG 22.5%

AVG PRICE $1.89

Purell Advanced

36.7

-7.6

16.8

15.9

-14.6

2.31

Germ X

18.0

-53.2

8.2

7.8

-62.2

2.32

Wet Ones

17.7

8.6

8.1

10.0

7.6

1.76

Purell Advanced Naturals

6.1

31.3

2.8

2.4

24.7

2.58

Purell

5.0

-29.8

2.3

2.4

-28.4

2.09

Nice N Clean

2.2

32.1

1.0

1.5

9.4

1.47

Everyone

2.0

131.5

0.9

1.0

142.9

2.13

Wet Ones Big Ones

2.0

2.6

0.9

0.5

2.8

4.22

Babyganics

1.7

45.3

0.8

0.3

51.8

5.58

TOTAL

$218.5

-1.9%

100.0%

109.3

-4.3%

$2.00

TOP 10 HEAT/ICE PACKS BRAND

SALES*

% SALES CHG

5.2%

AVG PRICE

50.8

-1.1

20.0

7.6

-0.7

6.66

Hothands

27.6

23.5

10.9

12.2

16.8

2.27

Hothands 2

14.7

18.1

5.8

4.5

0.4

3.29

Therapearl

8.8

-3.2

3.5

0.7

-14.7

11.84

Cryo Max

7.4

2.2

2.9

0.5

5.2

15.34

Soma Care

7.1

75.5

2.8

0.2

209.7

42.81

Ace

5.3

-16.9

2.1

0.6

-15.2

8.50

Be Koool

4.8

9.3

1.9

1.0

12.8

4.85

Thermipaq

3.7

4.1

1.5

0.3

4.8

10.72

100.0%

42.9

1.5%

$5.91

5.0%

11.1

% UNIT CHG

Thermacare

$253.7

38.0%

UNIT SALES*

$96.4

TOTAL

9.4%

$ SHARE

Private label

$8.69

The heat and ice pack segment managed solid 5% sales growth for the year ended June 16 on just a 1.5% uptick in unit sales. Leading brandname product Thermacare was more or less flat and held onto an even 20% of dollar share. No. 3 brand Hothands and No. 4 brand Hothands 2 managed to both increase sales by double digits, taking a combined roughly 17% of the segment’s dollar share. Though having only 2.8% share, Soma Care had exceptional growth, increasing unit sales by 210% and growing revenue by 75.5%.

* 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)

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August 25, 2019 DRUGSTORENEWS.COM


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DATA DIVE TOP 10 HEMORRHOIDAL SUPPOSITORIES/WIPES BRAND

SALES*

Preparation H

$60.6

Private label Tucks

% SALES CHG

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

4.0%

49.3%

7.1

4.0%

38.2

4.0

31.1

7.1

2.9

5.40

17.2

-3.9

14.0

2.2

-7.8

7.89

Preparation H Totables

3.8

6.6

3.1

1.0

5.6

3.99

Rexall

1.5

-2.0

1.2

0.4

-3.1

3.62

Carex

0.7

-9.4

0.6

NA

-11.2

14.18

Calmol 4

0.6

62.0

0.5

NA

67.0

15.51

T.N. Dickinson's Witch Hazel

0.1

-53.4

0.1

NA

-53.9

7.75

Hemorrhoidex

0.1

59.8

0.0

NA

62.3

5.71

Nova

NA

237.5

0.0

NA

228.3

13.59

100.0%

17.9

TOTAL

$123.0

2.7%

1.8%

Few categories are quite as concentrated in terms of market share as hemorrhoidal suppositories and wipes. Two SKUs — Preparation H and Preparation H Totables — comprised more than half of the dollar share, with private label and Tucks cornering another 45%. Within the remaining roughly 3% of the segment, several brands saw revenue and unit sales dip, but that's not to say the segment is absent of growth. Calmol 4, Hemorroidex and Nova all had positive growth, albeit all with dollar shares of less than 1%.

$8.54

$6.88

TOP 10 HEMORRHOIDAL CREAMS/OINTMENTS/SPRAYS More so in this segment than in the suppositories and wipes market, Preparation H dominates, with a whopping 65% share of dollars. The brand even managed to grow revenue in spite of a dip in unit sales for the year ended June 16. Among other brands, Recticare had a solid year, growing revenue 47% and hanging onto 7.5% of the dollar share in the segment. Private label saw unit sales and revenue dip, selling 4.1% fewer units than in the prior year period, which drove revenue down by 7.1%. Balneol also saw sales decline.

BRAND

SALES*

Preparation H

$77.4

Private label

26.6

Recticare

% SALES CHG

$ SHARE

% UNIT CHG

AVG PRICE

64.9%

8.2

-1.9%

-7.1

22.3

5.1

-4.1

5.17

9.0

44.7

7.5

0.3

42.7

29.27

Balneol

2.4

-4.7

2.0

0.1

-6.5

19.67

Nikzon

1.3

6.0

1.1

0.2

6.3

6.78

Nupercainal

1.3

2.7

1.1

0.1

2.8

11.93

Tucks

0.4

NA

0.3

NA

NA

9.86

Rexall

0.3

43.5

0.2

0.1

45.8

2.94

Americaine

0.2

12.6

0.1

NA

8.9

6.55

Hemorrhoidex

0.1

14.0

0.1

NA

16.7

5.25

100.0%

14.3

TOTAL

3.5%

UNIT SALES*

$119.4

2.6%

-1.7%

$9.46

$8.34

TOP 10 INTERNAL ANALGESIC TABLETS BRAND

SALES*

% SALES CHG

Private label

$1,177.4

-2.1%

$ SHARE 34.3%

UNIT SALES*

% UNIT CHG

AVG PRICE

244.1

-0.9%

$4.82

Advil

449.5

-4.8

13.1

58.4

-6.2

7.69

Tylenol

379.3

13.1

11.1

50.1

13.3

7.57

Aleve

323.6

-2.3

9.4

41.9

0.0

7.72

Bayer

206.5

-6.4

6.0

31.1

-8.4

6.64

Excedrin Migraine

96.1

2.4

2.8

13.1

0.4

7.32

Advil PM

80.2

-5.8

2.3

9.0

-4.7

8.94

Excedrin

78.3

2.6

2.3

10.0

-0.5

7.82

Motrin IB

72.0

1.4

2.1

8.6

1.9

8.37

Tylenol PM

54.0

2.7

1.6

5.9

-0.1

9.22

-0.6%

100.0%

TOTAL

$3,432.2

557.1

-2.3%

The $3.4 billion internal analgesic tablets segment was more or less flat for the year ended June 16, posting a 0.6% dip in revenue as unit sales decreased by 2.3%. Both the segment leaders — private label and Advil — saw sales go down, as did such big players as Aleve and Bayer. Tylenol had a good year, posting double-digit growth in unit sales and revenue, bringing in roughly 11% of the segment dollars.

$6.16

* 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)

36

August 25, 2019 DRUGSTORENEWS.COM


DATA DIVE TOP 10 INTERNAL ANALGESIC LIQUIDS BRAND

SALES*

% SALES CHG

Private label

$158.8

-5.9%

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

33.4%

31.1

-6.4

$5.11

Children's Motrin

88.6

8.1

18.7

12.8

8.3

6.91

Children's Tylenol

77.5

10.9

16.3

11.0

10.9

7.04

Infant's Tylenol

64.2

-1.2

13.5

7.8

-1.1

8.21

Motrin

39.5

7.3

8.3

4.7

6.6

8.47

Children's Advil

15.4

-21.8

3.3

2.2

-26.2

7.03

Tylenol

14.8

68.6

3.1

1.7

83.7

8.87

Vicks Vapocool

4.1

NA

0.9

0.5

NA

8.54

Infants Advil

4.0

-18.1

0.8

0.6

-17.4

6.59

Little Remedies New Baby

2.2

1.9

0.5

0.1

4.7

19.33

100.0%

73.5

0.2%

$6.46

TOTAL

$474.7

2.1%

Much of the market share that doesn't go to private-label offerings in the internal analgesic liquids segment goes to formulations aimed at children, most of which saw decent gains in revenue and unit sales for the year ended June 16. Children's Advil is one exception, posting a 22% decline in revenue and a 26% drop in unit sales as Tylenol made a 67% revenue gain off of an 83% boost in unit sales, bringing its dollar share for the segment to 3.1%.

TOP 10 LAXATIVE STIMULANTS As a segment, laxative stimulants posted solid gains in revenue, even in the face of a 3.2% decline in unit sales. On a more granular level, growth also was solid, with no manufacture with a dollar share greater than 1% posting more than single-digit gains. Though still holding less than 1% of dollar share, psyllium fiber brand Konsyl managed to post a 41.4% boost in its sales.

BRAND

SALES*

Private label

$236.0

% SALES CHG

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

0.5%

31.3%

37.0

-10.6%

$6.38

Miralax

224.3

6.6

29.7

16.9

8.5

13.26

Metamucil

139.4

4.5

18.5

7.8

3.5

17.86

Benefiber

63.2

2.8

8.4

4.2

0.0

15.13

Fleet

20.0

-1.4

2.7

6.0

-4.1

3.34

Citrucel

15.0

-6.4

2.0

0.9

-9.9

16.15

Fleet Pedia Lax

9.7

5.6

1.3

1.2

3.5

8.04

Miralax Mix In Pax

9.4

NA

1.3

0.5

NA

19.88

Konsyl

6.9

41.4

0.9

0.4

42.2

16.77

Mommy’s Bliss

4.2

7.8

0.6

0.4

8.2

10.35

100.0%

81.7

-3.2%

$9.22

TOTAL

$753.9

5.0%

TOP 10 STOMACH REMEDIES BRAND

SALES*

% SALES CHG

Pepto Bismol

$114.0

17.2%

Private label

53.1

Phillips

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

56.8%

18.8

1.5%

0.5

26.5

15.4

1.3

3.45

29.1

-1.7

14.5

5.0

-3.7

5.80

Pepto Bismol Ultra

3.0

778.5

1.5

0.2

771.7

15.73

Rexall Ultra

0.5

NA

0.2

0.1

NA

3.99

Ready InCase

0.4

NA

0.2

0.1

NA

2.68

Health Mart Pharmacy

0.3

-22.8

0.2

0.1

-23.8

3.80

Percy Medicine

0.2

11.6

0.1

NA

10.6

6.20

Good Sense

0.1

-39.2

0.0

NA

-36.6

3.28

Major

NA

-1.0

0.0

NA

4.9

2.62

100.0%

39.8

TOTAL

$200.8

9.8%

1.0%

$6.07

With roughly 57% dollar share in the stomach remedies segment, Pepto Bismol is the brand to beat. Private label gave the iconic pink liquid a run for its money but captured less than half of the share that Pepto had for the year ended June 16. Solid growth from the flagship Pepto Bismol brand and the growth from Pepto Bismol UItra (with its $15.73 average price point) managed to move the needle on an often staid segment by 10% in sales growth on a 1% unit sales uptick.

$5.04

* 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

August 25, 2019 DRUGSTORENEWS.COM


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DATA DIVE TOP 10 LIP BALMS/TREATMENTS BRAND

SALES*

Burts Bees

$140.6

Chapstick

104.2

Carmex

% SALES CHG

$ SHARE

UNIT SALES*

% UNIT CHG

32.3

116.4

14.3

55.8

114.4

1.87

56.9

0.8

7.8

35.2

-6.9

1.62

Blistex

46.8

-2.9

6.4

23.9

-13.0

1.96

Eos

32.2

-36.7

4.4

9.2

-39.4

3.49

Vaseline Lip Therapy

26.1

-7.0

3.6

13.0

-3.4

2.01

Chapstick Total Hydration

24.8

11.2

3.4

6.5

8.0

3.78

Aquaphor

22.0

21.2

3.0

4.1

13.0

5.34

Private label

16.7

-9.1

2.3

7.1

-13.1

2.35

Chapstick Classic

15.8

-67.4

2.2

9.0

-68.7

1.75

$729.7

-0.3%

100.0%

0.7%

AVG PRICE

19.3%

TOTAL

5.6%

281.6

-5.0%

The good news in lip balms and treatments is that the segment’s 5% drop in unit sales for the year ended June 16 didn’t have too much of a material impact on revenue, which was essentially flat. That’s likely due in large part to No. 2 brand Chapstick managing to more than double its revenue and unit sales even as Chapstick Classic and Eos sales flagged, buoying the segment somewhat. Also having a difficult year was private label, which has 2.3% share.

$4.35

$2.59

TOP 10 LIQUID HAND SOAPS Liquid Hand Soaps managed to keep unit sales roughly flat for the year ended June 16, with the less-than-1% dip slightly holding back the segment’s 4.1% sales growth. This segment featured several standouts, particularly around natural-focused products, with Mrs. Meyers Clean Day growing revenue 37.8% and Dr. Bronners Magic Soap increasing sales by 24.5% for the period.

BRAND

SALES*

Softsoap

$184.5

% SALES CHG

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

6.6%

22.1%

98.2

4.9%

179.3

6.6

21.5

86.0

5.5

2.09

Dial

89.0

-14.5

10.7

57.9

-20.9

1.54

Dial Complete

78.5

10.3

9.4

31.6

12.2

2.48

Method

71.7

2.5

8.6

20.1

1.7

3.57

Mrs. Meyers Clean Day

62.1

37.8

7.5

14.4

35.9

4.32

Dr. Bronners Magic Soap

36.2

24.5

4.3

3.4

16.2

10.53

Softsoap Wowerful

14.6

-32.2

1.7

3.3

-32.5

4.44

J.R. Watkins

13.6

14.7

1.6

3.4

14.4

3.96

Softsoap Aquarium Series

13.2

-29.3

1.6

2.8

-30.8

4.71

Private label

TOTAL

$833.4

4.1%

100.0%

360.9

-0.9%

$1.88

$2.31

TOP 10 NASAL SPRAYS/DROPS/INHALERS BRAND

SALES*

Private label

$358.2

Flonase

% SALES CHG 8.0%

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

27.8%

52.7

4.9%

$6.80

229.9

-0.5

17.8

11.3

0.9

20.28

Flonase Sensimist

78.7

7.4

6.1

3.7

6.3

21.14

Nasacort

72.3

-11.5

5.6

3.6

-13.0

20.14

Afrin No Drip

69.6

9.3

5.4

8.9

6.1

7.79

NeilMed Sinus Rinse

53.6

-3.2

4.2

4.5

-2.8

11.83

Zicam

50.2

0.8

3.9

4.1

-0.7

12.20

Afrin

48.1

-1.9

3.7

6.6

-2.9

7.31

Arm & Hammer Simply Saline

35.8

-1.2

2.8

4.8

0.3

7.49

Kaz Vicks VapoPads

26.9

23.6

2.1

2.9

15.2

9.34

TOTAL

$1,290.3

4.0%

100.0%

133.6

1.8%

Since switching from Rx to OTC, Flonase has been a leading brand among nasal sprays, drops and inhalers, and the additional Flonase Sensimist has given GSK Consumer Healthcare a roughly 24% share of dollars in the segment for the year ended June 16. Among the rest of the segment, growth among segmentleading private-label brands, as well as solid gains from Afrin No Drip and Kaz Vicks VapoPads also contributed to 4% revenue growth.

$9.66

* 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 25, 2019 DRUGSTORENEWS.COM


*

ARS E Y 6 R

OVE % 8 4 +

L52WKS

2013

2014

2015

2016

2017

MULO $ SALES

2018

2019


DATA DIVE TOP 10 NASAL STRIPS BRAND

SALES*

% SALES CHG

Breathe Right

$39.1

-6.4%

36.0%

3.1

-9.3

$12.41

Private label

33.7

13.2

31.1

4.7

14.2

7.15

Breathe Right Extra

30.1

-18.2

27.7

2.6

-20.3

11.66

Theravent

2.8

-39.9

2.6

0.2

-44.4

15.29

RhinoMed Mute

1.6

47.8

1.5

0.1

48.3

18.21

Air

0.6

-22.0

0.6

NA

-7.0

14.08

Silent Snooz

0.3

-29.2

0.2

NA

-26.9

11.30

Sleep Right

0.1

-34.6

0.1

NA

-43.6

8.78

Sleepwell

0.1

NA

0.1

NA

NA

14.28

Breathe Right Advanced

NA

-14.6

0.0

NA

-43.3

5.30

100.0%

10.8

TOTAL

$108.4

-6.2%

$ SHARE

UNIT SALES*

% UNIT CHG

-5.1%

AVG PRICE

Between Breathe Right and Breathe Right Extra, GSK Consumer Healthcare has an almost 68% share of the nasal strips category. But dollar share isn’t everything, and the two brands posted 6.4% and 18.2% declines in revenue, respectively for the year ended June 16. Up-start RhinoMed Mute snagged a 1.5% share of the segment with a 48% revenue increase.

$10.03

TOP 10 PARASITE TREATMENTS With unit sales roughly flat, even in spite of private-label brands pulling in 4.7% fewer dollars in the year ended June 16 than the prior-year period, there’s no need to feel lousy about the parasite treatments segment. Though two legacy brands saw sales decline, Nix Ultra saw double-digit sales growth while Rid Max splashed onto the scene with 2% market share. Fairy Tales also was a standout.

BRAND

SALES*

% SALES CHG

$38.9

-4.7%

Private label

$ SHARE

UNIT SALES*

25.3%

3.9

% UNIT CHG -4.9%

AVG PRICE $10.10

Rid

21.1

-24.7

13.7

1.3

-23.8

16.35

Nix

21.1

-8.2

13.7

1.0

-5.7

20.10

Licefreee!

13.8

-0.5

9.0

1.1

0.2

12.11

Nix Ultra

12.7

16.5

8.3

0.6

14.7

22.17

Vamousse

11.7

18.3

7.6

0.7

16.9

16.94

Fairy Tales

8.9

80.1

5.8

0.7

87.7

12.25

Reese’s

5.5

12.7

3.6

0.5

28.0

10.58

Rid Max

3.2

NA

2.1

0.2

NA

18.10

LiceGuard RobiComb

2.9

-1.5

1.9

0.2

2.2

17.92

100.0%

11.7

-0.7%

$13.15

TOTAL

$153.7

-1.3%

TOP 10 PREGNANCY TEST KITS BRAND

SALES*

Private label

$117.3

% SALES CHG

$ SHARE

1.1%

36.6%

UNIT SALES* 17.2

% UNIT CHG

AVG PRICE

0.4%

$6.83

First Response

86.8

8.8

27.1

6.3

6.9

13.84

Clearblue

82.6

9.9

25.7

6.8

8.4

12.18

First Response Rapid Result

9.7

-16.8

3.0

0.9

-19.3

11.14

First Response Gold

8.7

-17.0

2.7

0.4

-16.8

22.05

Rexall

6.5

19.4

2.0

1.2

20.0

5.53

E.P.T.

4.2

-63.6

1.3

0.3

-61.2

12.26

First Signal

1.8

-68.9

0.6

2.0

-69.0

0.88

Clearblue Easy

0.8

-58.1

0.3

NA

-53.4

16.41

Paraid

0.8

110.7

0.2

0.8

110.6

1.00

TOTAL

$320.6

100.0%

36.2

0.1%

-10.3%

Despite the overall segment seeing a 10% decrease in the number of units sold, pregnancy test revenues managed to come in mostly flat for the year ended July 16. The 0.1% sales growth belies some big declines among brands, albeit brands with small dollar shares. The top brands, First Response and Clearblue managed solid gains of 8.8% and 9.9%, respectively, and Rexall pulled off a 19.4% increase in its sales for the period.

$8.86

* 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 25, 2019 DRUGSTORENEWS.COM


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Massagers # 1 H an d H el d *

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Clippers # 1 B r an d *

The Brand Used by Professionals Since 1919

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DATA DIVE TOP 10 SKIN GROWTH REMOVER SOLUTIONS BRAND

SALES*

% SALES CHG

Private label

$30.6

-0.7%

27.4%

3.9

-1.4%

Compound W

29.9

11.2

26.8

3.4

13.0

8.86

Dr. Scholl’s Freeze Away

17.6

-6.9

15.8

1.2

-6.7

15.12

Compound W Freeze Off

15.3

1.7

13.7

0.9

4.4

16.50

Provent

7.0

117.7%

6.3

0.7

140.2

10.35

Dr. Scholl’s Clear Away

5.3

-11.8

4.8

0.6

-14.0%

8.45

Wart Stick

1.4

-2.5

1.3

0.1

2.3

10.08

Dr. Scholl’s Clear Away One Step

1.1

0.6

0.9

0.2

3.1%

Compound W Nitrofreeze

0.9

NA

0.8

NA

NA

25.68

As Seen On TV Tag Away

0.9

-69.7

0.8

0.1

-69.0

9.64

100.0%

11.3

TOTAL

$111.7

$ SHARE

3.4%

UNIT SALES*

% UNIT CHG

4.2%

AVG PRICE

Consumers who are trying to get rid of skin growths seem to want some of the biggest brands to stick around. Compound W and Dr. Scholl’s Freeze Away were the top name brands in the segment, with Compound W pulling off an 11.2% sales increase. Provent was a standout in the segment, managing to more than double its revenue for the year ended June 16.

$7.94

6.95

$9.85

TOP 10 SLEEPING AID TABLETS Melatonin remains mighty with regard to sleeping aid tablets. The dynamics of this segment offer an example of the way that demand for natural is having an impact on sales. Natrol and Nature Made both had revenue gains of more than 20%. Though ZzzQuil managed modest growth, the newly introduced ZzzQuil Pure Zzzs, a more natural-focused brand from Vicks, debuted and cornered 2.6% of dollar share.

BRAND

SALES*

% SALES CHG

$ SHARE

Private label

$284.2

10.4%

37.6%

UNIT SALES* 45.1

% UNIT CHG 6.9%

AVG PRICE $6.30

Natrol

83.3

34.2

11.0

9.1

29.9

9.16

Nature’s Bounty

56.4

9.2

7.5

7.0

7.5

8.09

Nature Made

46.6

25.0

6.2

5.1

22.5

9.11

ZzzQuil

35.0

2.1

4.6

4.0

-1.3

8.70

Unisom Sleepgels

33.0

4.4

4.4

3.0

1.0

11.19

Olly

28.1

39.1

3.7

2.0

44.2

14.11

Vitafusion

20.3

21.2

2.7

2.3

26.5

8.78

ZzzQuil Pure Zzzs

20.0

NA

2.6

2.0

NA

10.17

Unisom Sleeptabs

19.8

8.1

2.6

1.7

3.3

11.41

17.0%

100.0%

99.8

11.7%

$7.57

TOTAL

$755.5

TOP 10 SLEEPING AID LIQUIDS BRAND

SALES*

% SALES CHG

ZzzQuil

$84.2

-1.7%

$ SHARE 57.0%

UNIT SALES* 8.6

% UNIT CHG -4.6%

AVG PRICE $9.79

Private label

43.2

12.6

29.2

7.7

5.5

5.59

Neuro Sleep

8.9

-15.4

6.0

4.3

-15.6

2.06

Natrol

4.3

53.5

2.9

0.6

41.0

6.74

Dream Water

1.9

-10.2

1.3

0.4

-2.8

4.80

Zarbees Naturals Children’s

1.1

NA

0.8

0.1

NA

8.85

Sleep Solutions

0.7

38.6

0.5

0.1

39.8

5.07

Snorestop Extinguisher

0.6

4.7

0.4

NA

10.4

12.07

Sundown Naturals

0.4

38.9

0.3

0.1

43.4

6.23

Natural Vitality Calm

0.3

NA

0.2

NA

NA

15.27

100.0%

22.4

-2.1%

$6.60

TOTAL

$147.8

3.0%

Though not seeing quite as substantial growth as the sleeping aid tablets segment, sleeping aid liquids has its own share of success stories among brands competing for the roughly 13% of the category that ZzzQuil and private label don’t control. Natrol increased revenue by 53.5% and Sleep Solutions and Sundown Naturals, despite being smaller brands, saw nearly 39% sales increases for the year ended June 16. The segment overall grew 3%.

* 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 25, 2019 DRUGSTORENEWS.COM


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DATA DIVE TOP 10 DIARRHEA TABLETS BRAND Private label

SALES* $112.

% SALES CHG

$ SHARE

5.6%

44.6%

UNIT SALES* 20.8

% UNIT CHG

AVG PRICE

13.8%

$5.39

Imodium

71.0

17.5

28.3

6.7

15.8

10.59

Imodium AD

60.0

15.0

23.9

6.2

16.2

9.70

Quality Plus

3.7

145.0

1.5

3.8

120.2

0.98

Health Mart Pharmacy

2.2

16.6

0.9

0.3

5.9

7.16

Rexall

1.0

17.4

0.4

0.3

17.4

3.49

Hydralyte

0.4

10.8

0.2

NA

-5.5

8.66

Major

0.2

20.5

0.1

NA

28.0

4.48

Sunmark

0.2

8.6

0.1

NA

-1.7

11.37

Good Sense

0.1

74.7

0.1

NA

59.5

3.81

100.0%

38.3

TOTAL

$251.0

12.2%

20.4%

With private label, Imodium and Imodium AD taking the top three spots in the segment, there is not a lot of market left for other companies. But that didn't stop several of the competitor brands from posting double-digit revenue gains in the year ended June 16. Quality Plus, the No. 4 brand in the segment, increased revenue by 145% as unit sales increased by 120%, corning 1.5% of the market — no easy feat in a category with dollar share concentrated with top sellers. The segment overall performed well, posting a 12.2% boost in revenue.

$6.56

TOP 10 VAGINAL TREATMENTS The vaginal treatments segment was mostly flat for the year ended June 16. With modest sales dips across brands largely offset by solid growth among others, the segment managed to nudge sales up 1.3% and sell 0.7% more units than in the prior period. Monistat 3, which was the third best-seller in the segment, grew revenue by 9%, and Monistat 1 Day managed a 10% sales boost.

BRAND

SALES*

% SALES CHG

$95.7

-3.4%

Monistat 1

54.8

Monistat 3

Private label

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

33.1%

9.7

-2.1%

$9.90

2.5

19.0

2.7

3.5

20.07

46.7

9.3

16.2

2.7

11.6

17.26

Monistat 7

27.9

-2.3

9.7

2.3

-0.6

12.18

Replens

18.7

8.3

6.5

1.2

4.6

15.42

Monistat 1 Day

13.8

10.1

4.8

0.8

9.4

16.38

Rephresh

12.9

-1.8

4.5

0.7

-1.9

18.57

Lagicam

5.1

8.7

1.8

0.3

4.1

16.80

vH Essentials

2.7

3.9

0.9

0.2

-0.1

15.82

KY Liquibeads

2.5

-4.1

0.9

0.1

-6.5

17.78

100.0%

21.5

TOTAL

$288.6

1.3%

0.7%

$13.44

TOP 10 LIQUID VITAMINS/MINERALS BRAND

SALES*

% SALES CHG

Emergen C

$135.6

10.0%

$ SHARE 23.5%

UNIT SALES* 15.3

% UNIT CHG 4.2%

AVG PRICE $8.84

Emergen C Immune Plus

50.1

7.5

8.7

4.8

-7.1

10.44

Private label

45.3

21.6

7.8

10.6

67.9

4.27

Mommy's Bliss

25.2

8.1

4.4

2.2

14.9

11.66

Sambucol

19.4

144.4

3.4

1.6

163.7

12.01

Amazing Grass Green Super Food

11.7

87.2

2.0

0.6

72.0

18.75

Vital Proteins

11.3

NA

2.0

0.8

NA

13.73

Country Farms

11.3

-12.4

2.0

0.8

-13.7

15.10

Nature's Bounty

9.2

-4.4

1.6

1.1

-9.1

8.39

Neuro Sonic

7.4

-14.8

1.3

3.7

-14.9

2.02

100.0%

67.6

TOTAL

$577.2

20.7%

14.1%

Liquid vitamins and minerals mark the spot where natural needs coincide with consumer interest in living a healthy life. Many of the top brands in the segment represent immunity-boosting products, and seven of the top 10 brands managed to post revenue gains. Emergen C Immune Plus even did so in spite of a 7% decline in units sold. The real standout, though, was Sambucol, which posted an increase in revenue of 144% and a 164% increase in unit sales, highlighting sales growth among companies with natural-focused products.

$8.54

* 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 25, 2019 DRUGSTORENEWS.COM


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

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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 MINERAL SUPPLEMENTS BRAND

SALES*

Private label

$1,236.2

Nature Made

323.1

Nature's Bounty

% SALES CHG

$ SHARE

UNIT SALES*

% UNIT CHG

137.9

-0.6

8.5

29.7

-4.0

10.88

271.7

-1.9

7.1

30.3

0.6

8.96

Prevagen

118.4

28.4

3.1

2.4

30.4

$9.72

Culturelle

113.7

-3.6

3.0

4.9

-5.2

23.01

Align

90.3

3.3

2.4

2.8

8.9

31.74

Qunol

65.9

27.5

1.7

3.1

27.9

21.09

Schiff Mega Red

64.3

-1.8

1.7

2.7

4.0

23.55

Schiff Digestive Advantage

55.3

-8.4

1.5

3.5

-10.3

15.92

Schiff Move Free

47.6

-3.0

1.2

2.4

-1.9

20.18

$3,806.1

3.2%

100.0%

1.6%

AVG PRICE

32.5%

TOTAL

1.7%

320.4

2.3%

The $3.3 billion mineral supplements segment’s 3.2% revenue growth for the year ended June 16 is due to modest growth among private label and more solid growth among brands growing their share of dollars. Prevagen increased revenue by 28.4%, while Qunol managed a 27.5% uptick in revenue. When it comes to units sold, the overall segment saw a 2.3% increase.

$8.97

$11.88

TOP 10 MULTIVITAMINS Multivitamins managed to keep revenue mostly flat for the year ended June 16th in the face of a 3% decline in units sold. The nearly $2 billion segment saw more than half of the leading brands decline in revenue — from slight dips to double digit drops. Top brand name Bauch & Lomb PreserVision managed 10.6% revenue growth, as did Nature’s Made, while One A Day Women’s posted a 12.4% increase in sales.

BRAND

SALES*

% SALES CHG

$ SHARE

Private label

$315.0

-2.2%

16.5%

UNIT SALES* 42.7

% UNIT CHG

AVG PRICE

-4.7%

$7.38

Bausch & Lomb PreserVision

194.7

10.6

10.2

7.1

11.6

27.52

Centrum Silver

164.5

-3.4

8.6

14.6

-3.7

11.25

Airborne

149.1

-6.7

7.8

15.7

-9.6

9.51

Vitafusion

98.1

0.0

5.1

9.8

1.2

10.00

Nature Made

84.8

10.1

4.4

6.7

5.1

12.61

Natures Way Alive

66.7

-3.1

3.5

6.4

-2.8

10.41

One A Day Vitacraves

65.7

-21.3

3.4

6.6

-17.1

9.99

Centrum

55.0

-1.0

2.9

5.2

-1.5

10.54

One A Day Womens

49.7

12.4

2.6

5.0

6.1

9.99

TOTAL

$1,911.8

-0.2%

100.0%

178.7

-3.0%

$10.70

TOP 10 WEIGHT-CONTROL/NUTRITIONAL LIQUIDS/POWDERS BRAND

SALES*

% SALES CHG

Premier Protein

$415.8

13.0%

Ensure

388.0

Private label

$ SHARE

UNIT SALES*

% UNIT CHG

AVG PRICE

11.7%

38.2

14.9%

$10.88

4.3

10.9

35.4

6.0

10.96

269.8

4.2

7.6

31.6

-0.8

8.53

PediaSure

251.9

0.8

7.1

18.7

0.6

13.45

Atkins

202.6

24.1

5.7

27.2

18.9

7.45

Slim Fast

178.7

13.9

5.0

19.0

11.1

9.42

Ensure Plus

144.3

-1.9

4.1

11.1

-5.2

12.97

Boost

142.7

10.2

4.0

10.7

0.3

13.38

Muscle Milk

140.2

7.3

3.9

20.8

0.7

6.73

Glucerna

112.3

0.9

3.2

8.9

0.9

12.63

5.5%

$9.84

TOTAL

$3,557.2

4.2%

100.0%

361.7

Premier Protein snagged the pole position in this segment for the year ended June 16 through a 15% increase in unit sales that boosted sales by 13%. As low-carb diets come back into vogue, Atkins saw a 24% revenue boost, and category mainstay Slim Fast managed to increase its revenue by 14%. Boost managed to improve revenue by 10% by moving 0.3% more units than in the prior-year period. Solid performance all around led to a 4.2% revenue gain for the overall segment, propelled by a 5.5% increase in the number of units sold.

* 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)

48

August 25, 2019 DRUGSTORENEWS.COM


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DATA DIVE

On the Rise IQVIA report highlights 2018 spending growth, looks forward five years By Sandra Levy

N

et spending on medicines saw an uptick of 4.5% in 2018, reaching $344 billion, despite lower price growth, as a result of higher patient use of new and protected brands. That’s according to the IQVIA Institute’s “Medicine Use and Spending in the U.S.: A Review of 2018 and Outlook to 2023” report. It highlights the fact that on an invoice-price basis, spending increased by 5.7%, with off-invoice discounts and rebates, as well as other price concessions, reducing absolute invoice spending by roughly 28% to $344 billion. The report notes that spending grew in 2018 due in part to the launch of new branded products and an increase in the volume of current branded products. Net price growth was 0.3% in 2018, or 1.6% below the Consumer Price Index, while price increases for protected brands moderated to 5.5% on an invoice-price basis IQVIA’s comprehensive look at U.S. spending on medicine last year highlighted a 2.7% increase in total prescriptions dispensed, bringing the total to 5.8 billion when adjusted for prescription duration. Of the prescriptions dispensed in 2018, more than two-thirds of them were for chronic conditions, which increasingly are 90-day fills. Increased focus on patient adherence, including incentives in Medicare Part D, is resulting in greater use of 90-day prescriptions and higher adherence rates among patients with common chronic conditions, the report says. The medicine category that saw the highest increase in use was antihypertensives, which saw 48 million more fills in 2018 than in 2017, which the

institute attributed to an aging population and expanded guidelines around lowering blood pressure. IQVIA also examined the volume of prescription opioid dosages dispensed, which declined 17% in 2018 — the single largest annual drop recorded in the market — based on morphine milligram equivalents, or MMEs. In 2018, 29 billion fewer MMEs were dispensed to patients on a volume basis than in 2017. The steepest decline occurred in the “high-strength” formulations of 90 or more MMEs per day, which have declined by 61% since 2011. Among the decline drivers identified by IQVIA were changes in clinical usage, new regulatory and reimbursement policies

and legislation tightening restrictions on prescription opioid use since 2012. Those combined with tighter clinical prescribing guidelines and greater reimbursement controls resulted in 4%-per-year declines on average from 2012 through 2016, followed by a 12% drop in 2017. Looking forward, IQVIA projects an increase of 3%-6% on a net-price basis to $420 billion by 2023, an aggregate growth of $76 billion compared with an aggregate net growth of $84 billion over the past five years. The largest driver of this growth will be the launch of new brands, which are forecasted to contribute $73 billion in new spending as innovative drugs are approved and adopted. dsn

DISPENSING LOCATION BY NON-DISCOUNTED SPENDING IN U.S. BILLIONS CHANNEL

2014

2015

2016

2017

2018

Chain stores

$122.2

$131.1

$138.4

$135.4

$140.0

Mail service

82.3

98.6

105.8

111.5

120.7

Independent

42.2

48.2

49.8

49.5

50.1

Food Stores

26.6

28.9

28.0

26.3

25.7

$273.2

$306.7

$322.0

$ 322.7

$ 336.4

$106.9

$120.0

$124.5

$132.1

$145.6

$380.2

$426.7

$446.5

$454.7

$482.0

TOTAL RETAIL AND MAIL Source: National Sales Perspectives, Jan. 2019 TOTALIQVIA, NON-RETAIL

TOTAL U.S. MARKET Source: IQVIA, National Sales Perspectives, Jan. 2019

50

August 25, 2019 DRUGSTORENEWS.COM


DATA DIVE

600

20%

500

15%

400

10%

300

5%

200

0%

0

-5%

Growth

Spending in U.S. billions

TOTAL SPENDING ON MEDICINES AND GROWTH

2009

2010

2011

Net Spending

2012

2013

Net Spending Growth

2014

2015

2016

Invoice to Net Difference

2017

2018

Invoice Spending Growth

NET SPENDING GROWTH BY PRODUCT TYPE (IN U.S. BILLIONS) 1.8

26.6 1.8

27.1

5.1

2.6

3.1

2.1 6.7

9.9

3.7

12.2

0.8

1.6

1.4

3.6

5.4

14.9

5.7

13.2 12.0 0.8

20.9

13.4

17.3

11.0 -12.3

-9.8

-11.3

-9.4

-8.2 -5.1

2014

2015

Protected Brands Price

New Brands Generics Price

Source: IQVIA, National Sales Perspectives, Jan. 2019; IQVIA Institute, April 2019

52

August 25, 2019

DRUGSTORENEWS.COM

-0.7

-0.8

-0.5

-1.4

2016

2017

2018

Protected Brands Volume Loss of Exclusivity

Total

Generics Volume


DATA DIVE PROTECTED BRAND INVOICE AND NET PRICE GROWTH PERCENTAGE

Brand Invoice Price Growth Percentage

13.5%

Estimated Brand Net Price Growth Percentage

11.2%

Consumer Price Index

8.7% 7.1% 5.5% 4.3% 2.9% 2.1%

1.6%

1.9%

2.1%

1.6%

1.3% 0.3%

0.1% 2014

2015

2016

2017

2018

GENERICS NET PRICE GROWTH 13.5% 11.2% 4.3% 8.7%

1.6%

1.6%

5.5% 7.1%

2.9%

0.1%

1.9%

2.1%

1.3%

0.3%

2.1% 2014

2015

2016

Generics Molecules Without New ANDAs 2013-2018

2017

Generics Total

2018

Generics Molecules With New ANDAs Approved 2013-2018

LOWER BRAND INVOICE SPENDING DUE TO LOSS OF EXCLUSIVITY IN U.S. BILLIONS 2014

2015

2016

2017

-1.2

-1.2

-0.9

-0.1

2018

2019

-5.0 -11.5

-13.3

-12.5

-16.0

2020

2021

2022

-3.2

-3.9

-2.4

-10.5

-12.5

-14.5

-13.7 -16.9

-15.5

-14.2

-$72 billion

-4.7

-11.6 -17.8

-18.7

-11.6

2023

-1.7

-15.5

-28.2 -20.2

-21.9

-32.9

n Biologics n Small molecules n Total brand loss due to LOE Source: IQVIA, National Sales Perspectives, Jan. 2019; IQVIA Institute, April 2019; IQVIA Market Prognosis, March 2019

54

August 25, 2019

DRUGSTORENEWS.COM

FORECAST -$105 billion


DATA DIVE REAL NEW PER CAPITA MEDICINE SPENDING AND GROWTH BY PRODUCT TYPE IN U.S. BILLIONS 1,006

1,000

988 931

262

279

1,044

1,034

981

289 300

800

20%

922

385

318

15%

471

438

489

517

600

10% 5% Growth

Real 2018 U.S. Dollars Net per Capita Medicare Spending

1,000

1,064

1,043

0% 400 -5% 200 738

727

699

631

603

595

605

592

546

527

0

-10%

-15% 2009

2010

Traditional Spending

2011

2012

2013

Specialty Spending

2014

2015

2016

Specialty Growth

2017

2018

Traditional Growth %

Total Spending Growth

GENERIC (BRANDED AND UNBRANDED) MARKET SHARE, % OF TOTAL RX 87%

86%

90%

89%

88%

90%

84% 80% 78% 75% 2009

2012

2015

2018

GENERICS APPROVAL AND LAUNCHES 551

2018

2017

515

2016

147

388

2014

158

330

190

729

299

446

2015

2013

178

593

53

814

18

70

546

18

92

82

99

12 111

115

7 122

185

374

ANDAs Not Launched

22

64

60 390

184

71

ANDAs Launched

Molecules Launched

14

199

Molecules Not Launched

Source: IQVIA, National Sales Perspectives, IQVIA Institute, Jan. 2019; U.S. Census Bureau; U.S. Bureau of Economic Analysis (BEA), Dec. 2018; IQVIA National Prescription Audit, Jan. 2019; FDA Orange Book, Feb. 2019

56

August 25, 2019

DRUGSTORENEWS.COM


DATA DIVE NARCOTIC ANALGESIC DISPENSED VOLUME IN MORPHINE MILLIGRAM EQUIVALENTS (MME) 800 700 600 500 MME per Capita

400 300 200 100

18 20

13 20

07 20

02 20

97 19

19

92

0

Source: IQVIA “SMART — Launch Edition,” Sept. 2018; IQVIA Institute, Dec. 2018

ESTIMATED NET NEW BRAND SPENDING GROWTH, 2014-2023 IN U.S. BILLIONS

21 17

2014

2015

13

12

11

11

2016

2017

2018

2019

17

14

2020

2021

16

15

2022

2023

FORECAST $73 billion

$75 billion

TOTAL SPENDING ON MEDICINES AND GROWTH FORECAST

20%

700 15%

500 10%

400

Growth

Spending (U.S. billions)

600

300

5%

200 0% 100 0

-5% 2009

2010

2011

Net Spending

2012

2013

August 25, 2019

2015

Invoice to Net Difference

Source: IQVIA Market Prognosis, March 2019; IQVIA Institute, April2019

58

2014

DRUGSTORENEWS.COM

2016

2017

2018

2019

Invoice Spending Growth

2020

2021

2022

New Spending Growth

2023


Steve Hebel, R.Ph., Executive Director

“We needed an emergency delivery for a patient and they got it to us. Everyone at Smith works to make sure we are able to take care of our patients. We have done better financially with Smith and gotten great service. They have kept their word with us and that is golden.”

Corum Health Services, MO

You deserve WOW: We deliver in the most trying conditions, even when others don’t. Live customer service representatives will work with you personally for fast resolutions. Our pricing transparency tools let you know where your business stands with real-time pricing. HealthWise Pharmacy® Solutions are inspired by pharmacists to improve your competitive advantage and maximize your productivity.

Do you get WOW from your supplier? If not, you need to talk to us. But don’t take our word for it - see what other pharmacists have to say about us at SmithDrug.com/wow.

SmithDrug.com

See Us At NACDS In Booth #1251 Or Call Us At 800.572.1216


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