IHR - June 2011 Issue

PUBL

ICA

TIO

NS

MA

IL 4

0678

000

| 6

0 BL

OO

R ST

REET

WES

T SU

ITE

1106

| T

ORO

NTO

ON

TARI

O, M

4W 3

B8

A

Na

tura

l Suc

ce

ss

| $6

Joe, Teresa and Guy D’Addario, Joe Tavernese, Nature’s EmporiumThe Power

of MenAre you selling to them?

YOUR HEALTH CATEGORY SOURCE

A NaturalSuccess

So BeautifulSkincare’s four winning strategies

001.IHR_Cover.indd 2 5/5/11 3:11:10 PM

Featured Product Name (0000); Featured Product Name (0000)IHR Magazine; DPS; 16 in x 10.875 in; full bleedMonth 00, 0000; Advertisement

Potent Tea Tree OilNature’s First Aid

in a Bottle!

A potent antiseptic and germicide that can be applied to

minor cuts, abrasions, acne, stings, and more. The convenient spray is perfect for freshening hands or feet, or for gently treating minor cuts, scrapes or infected areas.

Skin HealthProtect, Soothe,

and Moisturize Skin

Natural antibacterial action without the negative side effects such as

dryness, redness or peeling. These fresh scented lotions can be used

as daily moisturizers or to help relieve acne and fungal skin infections.

Scalp & Foot HealthCombat Head Lice,

Dandruff and Athlete’s Foot

An effective natural alternative to potentially toxic chemical lice treatments. Topical use of Tea

Tree Oil can relieve athlete’s foot symptoms, including infl ammation,

itching and burning.

New!Hand

& Body Lotion

New!Tea Tree

Spray

Call today and ask about adding Canada’s #1 selling Tea Tree Oil*

products to your shelves!

1.800.204.4372

* Nielsen MarketTrack, National All Channels, 52 Weeks Ending June 5, 2010

Tea Tree Oil from Holista®

Tea Tree Oil is essential for a well-stocked natural health medicine cabinet. Its antiseptic, antibacterial and antifungal properties make it the

ultimate product for convenient family fi rst aid, health, and beauty!

AM000777_IHR-Jun2011-TTOProducts_E.indd 1-2 4/15/11 12:50 PM

IHR_Webber Holista.indd 2 5/4/11 11:36:03 AM

Featured Product Name (0000); Featured Product Name (0000)IHR Magazine; DPS; 16 in x 10.875 in; full bleedMonth 00, 0000; Advertisement

Potent Tea Tree OilNature’s First Aid

in a Bottle!

A potent antiseptic and germicide that can be applied to

minor cuts, abrasions, acne, stings, and more. The convenient spray is perfect for freshening hands or feet, or for gently treating minor cuts, scrapes or infected areas.

Skin HealthProtect, Soothe,

and Moisturize Skin

Natural antibacterial action without the negative side effects such as

dryness, redness or peeling. These fresh scented lotions can be used

as daily moisturizers or to help relieve acne and fungal skin infections.

Scalp & Foot HealthCombat Head Lice,

Dandruff and Athlete’s Foot

An effective natural alternative to potentially toxic chemical lice treatments. Topical use of Tea

Tree Oil can relieve athlete’s foot symptoms, including infl ammation,

itching and burning.

New!Hand

& Body Lotion

New!Tea Tree

Spray

Call today and ask about adding Canada’s #1 selling Tea Tree Oil*

products to your shelves!

1.800.204.4372

* Nielsen MarketTrack, National All Channels, 52 Weeks Ending June 5, 2010

Tea Tree Oil from Holista®

Tea Tree Oil is essential for a well-stocked natural health medicine cabinet. Its antiseptic, antibacterial and antifungal properties make it the

ultimate product for convenient family fi rst aid, health, and beauty!

AM000777_IHR-Jun2011-TTOProducts_E.indd 1-2 4/15/11 12:50 PM

For

deta

ils, w

rite

#101

on

Free

Info

Pag

e, p

age

73.

IHR_Webber Holista.indd 3 5/4/11 11:36:20 AM

Sunshine Every Day

BONE HEALTH AND MORE

Everyone needs vitamin D, but babies and growing children require it for normal growth and development and to build strong bones and teeth.

Sun exposure on skin is the major source of vitamin D but season length, geographic latitude, cloud cover, smog, and sunscreens can reduce exposure and vitamin D synthesis.

Vitamin D products from webber naturals® offer a high quality, natural way to get the sunshine vitamin every day.

KIDS Liquid Vitamin D3 is not just for children. This is also a great product for anyone who doesn’t like to take pills or capsules. Liquid can be mixed with food, juice or baby formula, or taken directly by mouth. A baby-safe, measured dropper is included for accurate dosing.

Chewable Vitamin D3 is a quick, easy, and fun way to get that extra boost of the sunshine vitamin, especially during dark, rainy months. Kids enjoy the small tablet size and mild berry fl avour.

We all worry about cancer. Now, mounting research on the link between vitamin D and reduced cancer risk has prompted the Canadian Cancer Society and the Canadian Dermatology Association to increase the recommended daily amount to 1000 IU, for adults under 50. Give consumers the best value!

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

IHR_Webber KIdsVit D.indd 2 5/4/11 11:34:32 AM

Sunshine Every Day

BONE HEALTH AND MORE

Everyone needs vitamin D, but babies and growing children require it for normal growth and development and to build strong bones and teeth.

Sun exposure on skin is the major source of vitamin D but season length, geographic latitude, cloud cover, smog, and sunscreens can reduce exposure and vitamin D synthesis.

Vitamin D products from webber naturals® offer a high quality, natural way to get the sunshine vitamin every day.

KIDS Liquid Vitamin D3 is not just for children. This is also a great product for anyone who doesn’t like to take pills or capsules. Liquid can be mixed with food, juice or baby formula, or taken directly by mouth. A baby-safe, measured dropper is included for accurate dosing.

Chewable Vitamin D3 is a quick, easy, and fun way to get that extra boost of the sunshine vitamin, especially during dark, rainy months. Kids enjoy the small tablet size and mild berry fl avour.

We all worry about cancer. Now, mounting research on the link between vitamin D and reduced cancer risk has prompted the Canadian Cancer Society and the Canadian Dermatology Association to increase the recommended daily amount to 1000 IU, for adults under 50. Give consumers the best value!

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

For

deta

ils, w

rite

#102

on

Free

Info

Pag

e, p

age

73.

IHR_Webber KIdsVit D.indd 3 5/4/11 11:34:54 AM

ISSN 1197 - 1495 | Volume 11 Issue 4

Publisher John Gibbins

Editor-in-Chief Olivier Felicio

Associate Editor Carlos Weigle

Copy Editor Katherine Low

Editorial Assistant Jessica Uniac

Art Director Scott Jordan

Production/DesignSarah Vincett • Angie Gaal

Production CoordinatorElizabeth Valiaho

Contributors Julie Broadbent • Denise Deveau • Ron Garant

John A. Macdonald • James MerrittSarah O’Connor • Allison Tannis

Sylvie Savage • Natalie Singer • Ken Vannucci

Subscription RatesCanada $50 (gst included) for nine issues

(one year) USA $60

Change of Addressemail: [email protected]

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

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

Suite 101, Pickering, ON Canada L1V 1A1

Advertising InformationOlivier Felicio

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

John Gibbinstelephone: (416) 203-7900 x 6102

email: [email protected]

Published by Rive Gauche Media Inc.

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

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

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

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

John Gibbins

Publisher

John Gibbins

YOUR HEALTH CATEGORY SOURCE

6 IHR JUNE 2011

PresidentOlivier Felicio

Controller & Operations ManagerMelanie Seth

Finance AdministratorLeslie Witol

Web ProgrammerMatthew Pompey

Sales AssistantErin Poredos

publisher’s letter

006.IHR_Editor.indd 6 5/5/11 10:27:35 AM

sisu.com 1.800.663.4163

Omega 3Omega 3The next generation of

to nourishOmega 3Omega 3Omega 3Omega 3

to nourishOmega 3

to nourishOmega 3Omega 3

to nourishOmega 3

to nourish

bright young minds

• Essential for brain and nerve development, and supports eye health and visual acuity

• Enhances learning capabilities in growing children and may improve behavioural health

• High-potency, emulsified, wild fish oil

• Fun, UFO-shaped chewable jellies in a delicious orange flavour

• Sugar-free, no artificial sweeteners, colours or preservatives

• The highest purity standard with a 5 star rating from IFOS*

Bright minds need omega 3 essential fatty acids to learn, grow and be healthy, but most children don’t get enough in their diet. SISU Kids U.F.O is the next generation of chewable omega 3 and is a fun, great-tasting way for kids to get this important nutrient.

U.F.O. Ultra-fortified omega 3 for kids

* International Fish Oil Standards

It’s out of this world!

(actual size)

this world!

Talk to your Account Manager about listing SISU Kids U.F.O. today.

IHR March 10 April issue full page full bleed

The next generation of

bright young minds

For details, write #103 on Free Info Page, page 73.

IHR.Apr_SISU.indd 1 5/4/11 11:32:36 AM

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

Andrew BettsCategory Manager, Natural Foods Thrifty Foods

editorial board

8 IHR june 2011

Gilles HoudePresident and COO GNC Canada

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

Sanjiv JagotaPresident Nature’s Source

Olivier FelicioPresident Rive Gauche Media

John GibbinsPublisher Integrated Health Retailer

008.IHR_EditorBoard.indd 8 5/5/11 10:12:25 AM

ExecalmHomeopathic Eczema Cream

www.herbasante.ca • 1 800 446-4242

Reduces ailments of irritated skin. For rashes, hives, psoriasis and itching, peeling, cracked skin.

Execalm

and itching, peeling, cracked skin.

PARABEN FREE Made in Canada


IHR_Herbasante.indd 1 5/4/11 11:31:09 AM

contents UP FRONT

PUBLISHER’S LETTER .....................................................................6

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

CONTRIBUTORS ..............................................................................12

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

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

NEWS

INDUSTRY NEWS ...............................................................................22

FEATURES

Detox: A Category That Really Cleans Up ......................................28

COMPANY PROFILE: Andalou Naturals .......................................30

COVER STORY: A Natural Success ...............................................34

Looking Thin and Beautiful .............................................................40

Wonderful Skin ...............................................................................44

Love At First Sight ..........................................................................48

What’s Your Status? .......................................................................54

More Than Meets the Label ..........................................................58

The Power of Men ..........................................................................62

INDUSTRY BUZZ: CHFA Expo West .............................................66

END NOTES

RESEARCH NEWS ..........................................................................70

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

Volume 11 . Issue 4

34 . A NATURAL SUCCESS

54 . WHAT’S YOUR STATUS?

40 . LOOKING THIN AND BEAUTIFUL

44 . WONDERFUL SKIN

010.IHR_Contents2.indd 10 5/10/11 1:17:05 PM

For

Det

ails

, writ

e #1

05 o

n Fr

ee In

fo P

age,

pag

e 73

ihrAug10_NAHS_SinuOrega_Ad.indd 1 5/4/11 11:27:19 AM

contributors

12 IHR june 2011

john is passionate about helping early-stage technology

firms get to revenue faster and assisting mid-sized

firms build operational capability and sustain growth.

john also teaches at the Schulich School of Business.

He is also the co-founder of urbis Social Media and a

consultant on that subject. You can read john’s personal

take on social media on page 54, or you can follow him

on www.myurbis.com/Blogs.aspx or else on Twitter/

johnamacdonald.

Writer and editor Sarah O’Connor has tackled

topics ranging from cars to construction,

fitness to finance, but her specialty is

telling business stories in a manner that

is compelling for industry experts and

consumers alike. On page 62 she outlines

a few of the common pitfalls of marketing

health and beauty products to men. Sarah is

based in the Greater Toronto Area and can be

reached at [email protected].

After a long winter across Canada, the CHFA Expo West in Vancouver was a welcome event. The blossoms, daffodils and green grass were great to behold. Meanwhile, business inside the convention centre “The Evolution of an Industry” was also blossoming. Whether it was the product education sessions, the industry receptions and parties or the trade show, a vibrant positive energy was apparent. With over 450 exhibitors and thousands of retailers, natural health practitioners and industry professionals in attendance, the show was the place where ideas and opportunities converged. It was great to be part of this event and meet with so many valued partners. Nature’s Emporium, our cover story, is an example of what can happen with vision and hard work. The D’Addario family has evolved Nature’s Emporium from 5,000 to 50,000 square feet, offering their customers a great shopping experience. IHR is a proud sponsor of the Canadian Association of Chain Drug Stores (CACDS) executive exchange in Niagara Falls in June. CACDS is the national association that represents the community pharmacy industry in Canada. The retail members of CACDS are traditional chain and banner drug stores, grocery chains and mass merchandisers with pharmacies. These industry events are always a great opportunity for retailers and suppliers to share ideas, build business opportunities and develop lasting relationships. For more info www.cacds.com

FROM THE PUBLISHER

Allison Tannis, BSc, MSc, RHn, is one of

Canada’s most well-known researchers

in the health retail industry. Allison has

worked for a number of the largest natural

product manufacturers and retailers in

north America, where she has focused on

product development, brand management,

marketing and merchandising. Currently,

Allison is working as a consultant in the

industry. Plus, she is still busy writing

books, articles and blogging, enlightening

listeners on the radio, and guest speaking

to various national organizations and

community groups. Check out Allison’s

story on how to organize your store for

maximum impact, on page 48, and visit

www.allisontannis.com for more.

Sylvie Savage is the founder and president of Savage

Solutions. In today’s fast-paced, ever-changing retail

environment, Savage Solutions helps vendors develop and

grow their business in large retail banners. The company

offers services in three functional areas: consulting, sales

and administration. Sylvie has 15 years of experience in

strategic selling, including over five years of specialization

in the natural health industry. Check out her article on

deceiving labels on page 58. Sylvie was born in Montreal

and now lives in Toronto. www.savagesolutions.ca

012.IHR_Contributors.indd 12 5/5/11 11:30:34 AM

The Saskatoon Berry (Amelanchier alnifolia) is native to the Great Northern Plains where it manages to thrive under the harsh prairie environment. The berry is a rich storehouse of energy and phytochemicals that offers protection and provides nourishment to future generations of plants and animals that consume it. Key among these phytochemicals are phenolics, flavanols and anthocyanins that impart the deep, red to purple colour and also provide potent antioxidant protection. The ORAC (oxygen radical absorbance capacity) value, a common measure of the total antioxidant activity in fruit, places Saskatoon Berries above a number of wild and cultivated berries, including blueberries, chokecherries, sea buckthorn, strawberries and raspberries. Just Juice Saskatoon Berry juice is from select cultivars grown exclusively in Saskatchewan and Alberta. As with all of our juices, it is 100% pure and never from concentrate. Enjoy the distinctly sweet and slightly astringent flavour that is sure to make everyone a fan of this Western Canadian favourite.

Exclusively from Puresource.1-800-265-7245

Saskatoon Berries – Bring the natural goodness of the Canadian Prairies into your home.

SaskatoonBerry

Distinctly sweet with a slightly astringent flavour.


IHR_Puresource.indd 1 5/4/11 11:28:47 AM

sku review

14 IHR JUNE 2011

ANDALOU NATURALS CITRUS VERBENA BODY LOTIONThe unique Advanced Fruit Stem Cell Science renews skin at the cellular level, blending nature and knowledge for visible results. Invigorating citrus verbena, organic aloe vera, apricot and sunfl ower oils effectively hydrate and replenish to nourish skin. For more information write 123 on page 73.

ANDALOU NATURALS CITRUS VERBENA BODY LOTIONThe unique Advanced Fruit Stem Cell Science renews skin at the cellular level, blending nature and knowledge for visible results. Invigorating citrus verbena, organic aloe vera, apricot and sunfl ower oils effectively hydrate and replenish to nourish skin. For more information write 123 on page 73.

WEBBER NATURALS® CHEWABLE VITAMIN D3, BERRY FLAVOURVitamin D improves absorption and use of calcium and phosphorus, supports development and maintenance of bones and teeth. Chewable Vitamin D3 from webber naturals® is suitable for children three years and older to support healthy growth and development. Kids enjoy the small tablet size and mild berry fl avour. For more information write 122 on page 73.

WEBBER NATURALS®

PEPPERMINT OILPeppermint Oil can be used to calm an upset stomach, cramps, nausea, vomiting, and motion sickness. It can be taken with meals as a digestive aid and is a great choice for those looking for a natural source alternative to other anti-nausea and anti-vomiting products in the market. For more information write 121 on page 73.

INTUITIONTM MY WAISTLINEMy Waistline is a special blend of medicinal herbs – including yerba mate and dandelion root –, and other appetite suppressing and body cleansing herbs, juice concentrates and natural fl avours delivered in a delicious add-to-water concentrate. It works to stimulate your metabolism, suppress your appetite and facilitate the way your body processes the food you eat. For more information write 120 on page 73.

WEBBER NATURALS®

SKU Review.indd 14 5/5/11 1:52:02 PM

Suggested Retail Pricing: 3 Pack - $5.99 / 14 Pack - $24.99 Great value for consumers

Now available through Purity Life Health Products. To order call 1 800-265-2615

For Product information call Mon�tello Inc. 1 866-808-8889

www.drinkintuition.com

KEY BENEFITS• Herbal bene�ts to �ne-tune the body• Easy to dissolve and absorb into the system• Unique, creative packaging (patent pending)• Convenient, portable tube for on-the-go• Low calories, gluten-free, no sugar added• Refreshingly delicious!

INTRODUCING INTUITIONTM, THE WORLD’S FIRSTHERBAL INFUSED LIQUID CONCENTRATE!

NOW AVAILABLE: MY WAISTLINE & MY VITALITYIntuition TM is a line of preventative products that o�er a variety of health bene�ts through a special blend of medicinal herbal tinctures and juice concentrates, delivered in a delicious, low calorie, add-to-water mix.

This all natural beverage comes in a convenient, on-the-go tube…just peel and squeeze into hot, cold or sparkling water.

Make acocktailwith it!

GLUTENFREE

NOSUGARADDED

LOW INCALORIES

Floor Display includes 18 x My Waistline 3 pack18 x My Vitality 3 pack 6 x My Waistline 14 pack 6 x My Vitality 14 pack Code 436910

For

deta

ils, w

rite

#107

on

Free

Info

Pag

e, p

age

73.

IHR_Intuition.indd 1 5/4/11 11:26:45 AM

HOLISTA® RESTORATIV VITAMIN E LOTIONThis creamy lotion provides immediate moisture, soothing chamomile, and the powerful protective properties of Vitamin E to nourish the entire body with no added fragrances, and it’s also paraben free. Perfect for use after a summer day in the sun! For more information write 126 on page 73.

HOLISTA® TEA TREE SPRAYTea Tree Spray is a powerful antiseptic and germicide that can be applied to minor cuts, abrasions, acne, stings and more. This convenient product is perfect for freshening hands or feet, or for gently treating minor cuts, scrapes or infected areas. It’s a great addition to all fi rst-aid kits! For more information write 125 on page 73.

sku review

16 IHR JUNE 2011

INTUITIONTM MY VITALITYA great alternative to energy drinks, My Vitality is a special blend of medicinal herbs – such as ginkgo biloba and Asian ginseng –, juice concentrates and natural fl avours delivered in a delicious add-to-water concentrate. It works to balance your energy levels to promote physical and mental vitality, and elevates your overall wellbeing. For more information write 127 on page 73.

HOLISTA® ORGANIC OREGANO OIL EXTRA STRENGTHExtra-strength oregano oil is certifi ed organic and distilled from wild-crafted Mediterranean oregano to help boost immunity and eliminate colds and infections. This is the most potent oregano oil available, with 80% carvacrol, oregano’s key active ingredient. Use it daily to strengthen your immunity all year round. For more information write 124 on page 73.

delivered in a delicious add-to-water


sku review

BOO BAMBOO HAIR STRENGTHENING SHAMPOOSay goodbye to dry brittle hair! This bamboo extract-enriched formula drenches your hair with organic proteins and silica to help strengthen it and create brilliant shine. It gently cleanses without stripping away your colour, leaving you with incredibly soft, healthier looking hair. For more information write 129 on page 73.

JUNE 2011 IHR 17

WEBBER NATURALS® TRIPLE STRENGTH OMEGA-3 Triple Strength Omega–3 from webber naturals® delivers over 600 mg of EPA and 300 mg of DHA. This dosage is ideal for people with high triglyceride levels, high blood pressure, a risk of coronary artery disease, and for people struggling with cognitive decline. Easy to swallow, One-Per-Day softgels are enteric coated, eliminating heartburn or refl ux. For more information write 131 on page 73.

GENUINE HEALTH LIVE PROBIO+ O3MEGAHere comes the world’s fi rst “super probiotic,” the result of combining the most researched strain of probiotic with certifi ed, superior Omega-3 fi sh oil. Adding Omega-3s to a probiotic can increase bifi dobacteria levels by up to three times, while it decreases levels of bad gut bacteria that have been linked to cancer. For more information write 128 on page 73.

NORTH AMERICAN HEMP CO. AREA 369 HAIR SERUMHemp seed oil is the most nutritious oil on earth. It is easily absorbed into the hair with no build-up or greasy residue. It’s also naturally rich in Omega fatty acids and anti-oxidant vitamins, to lock in moisture. Area 369 Serum’s unique blend of silicones, vitamin E and Omega 3, 6 & 9 seals your hair’s cuticle for brilliant shine! For more information write 130 on page 73.

BOO BAMBOO HAIR STRENGTHENING SHAMPOOSay goodbye to dry brittle hair! This bamboo extract-enriched formula drenches your hair with organic proteins and silica to help strengthen it and create brilliant shine. It gently cleanses without stripping away your colour, leaving you with incredibly soft, healthier looking hair. For more information write 129 on page 73.

GENUINE HEALTH LIVE PROBIO+ O3MEGAHere comes the world’s fi rst “super probiotic,” the result of combining the most researched strain of probiotic with certifi ed, superior Omega-3 fi sh oil. Adding Omega-3s to a probiotic can increase bifi dobacteria levels by up to three times, while it decreases levels of bad gut bacteria that have been linked to cancer. For more information write 128 on page 73.

Just

launched


IHR_ad.indd 2 5/4/11 11:48:27 AM

IHR_ad.indd 3 5/4/11 11:48:02 AM

top seller review

20 IHR June 2011

TOP THRee PRODuCTS

HERBS

TOP THRee PRODuCTS

FOOD

TOP THRee PRODuCTS

PERSONALCARE

TOP THRee PRODuCTS

ACTIVELIFESTYLE

TOP THRee PRODuCTS

VITAMINS/SUPPLEMENTS

TOP THRee PRODuCTS

NEWPRODUCTS

STORE INFO

Want your store to be included in the Review? FIll In & Fax tHe FoRm on page 74

Ambrosia natural Foods, Thornhill, On

Store Size: 3,500 sq.ft.

Type: Health Food Store

Almond Breeze Almond Milk

Coconut Water nico

Cerealnature’s Path

Fenugreek 100s

Turmeric 100s

Ginger 100s

Shampoonature’s Gate

ShampooAvalon

ShampooPrarie naturals

Vega

ALLMAX

Progressive

Vitamin D drops

eFA Omega Ascenta nutraSea

Lifetime Calcium Liquid

Kelpnew Roots

SytrinolPreferred nutrition

Astaxanthinnow

Beach I.D.A. Pharmacy, Toronto, On

Store Size:1,000 sq.ft.

Type: Pharmacy/Health Food Store

Apple Cider Vinegar Bragg

Slimdown BarJamieson

ChocolateLindt

Omega 3

Glucosamine 500 mg

Ginger

Toothpaste Green Beaver

Suncare Products Heiko

Deodorant Kiss my Face

Diesel

Perfect Way

Vega

Magnesium natural Calm

Calcium Progressive

Multivitamins nu-Life

SaviSeedSequel

Omega Ascenta nutraSea

Suncare Products Green Beaver

empress Walk Health Food Store, Toronto, On

Store Size:385 sq.ft.


elegante me Bars

Simply Bars

Supreme Bars

Ginkgo nature’s Way

Ginseng nu-Life

Royal Jelly Organika

ShampooMill Creek

ShampooGreen Beaver

ShampooDr. Bronner’s

ALLMAX Isoflex Whey

Diesel Whey Perfect nutrition

nitro-tech Muscletech

Multivitamins Quest

ultimate One nu-Life

Super C 500 mg Quest

AGeOFF nuvocare

Maca MacaPro

Açai nu-Life

nutrition House, Calgary, AB



Apple Cider Vinegar Bragg

Protein Bars eAS

Flax Seed / Meal naturally Chapman Farms

Oregano Oil

Milk Thistle

Cleanse Renew Life

Deodorant Crystal naturally Fresh

ToothpasteJason

Hylauronic Acid derma-e

Creatine Purple K

PGX natural Factors

Protein Progressive

Calcium

Fish Oil Carlson

Melatonin nature’s Harmony

Simply Bars

Omega Truffles Bija udo’s

Whole Food Supplements

L’bears Health Foods, Trail, BC



Bulk

Raw nuts

Specialty Bread Maggie’s

Cinnamon

Sage

Oregano Oil

Jason Deodorant

ShampooAvalon

Vitamin e Crème Jason

Protein Powder Bio-X

Activ-X Platinum

Women’s Multi Vitamins

Multi Vitamins Platinum

Oregano Oil new Roots

Immune 7x

MYO-MeD Cream

Immmune 7x

Menopause A. Vogel

evergreen natural Foods, Toronto, On



Bulk Foods

Cereal nature’s Path

Tea - Traditional

Fenugreek

Blessed Thistle

Hawthorn

ShampooAubrey

Creamsderma-e

Green Beaver Lotions

Active Women Progressive

Coconut water Zico

Maca Powder

Bone BasicsAOR

Activ-X Platinum

natural Calm

Shea Butters MAIGA

Wholy Tea Body Detox

Traumeel Homeopathic Cream

Hooper’s Pharmacy, Toronto, On


Type: Pharmacy/Health Food Store

Metagenics

Omega Truffles Bija udo’s

Coconut Water nico

Blessed Thistle nature’s Way

Fenugreek

Ginger

ShampooPrarie naturals

Soap natural Soapworks

epsom Salts

Maca

Creatine Interactive

Vega

Vitamin D

Vitamin C Complex

Vitamin C

Protein Interactive

Schinoussa Sea Vegetables

Kelp noodles Quantum

Top Seller.indd 20 5/5/11 11:32:43 AM

top seller review

June 2011 IHR 21

The Top selling producTs in the review are from randomly selected retailers. The review is meant to give readers some idea of what consumers are buying most of in these selected stores. participating stores are free of any third-party influence and provide all the information. The information cannot be seen as a statistical survey or taken to reflect top-selling products on a national, regional or local level.

Main Drug Mart, Toronto, On


Type: Pharmacy

Snacks, Chocolate Bars and Chips

Soft Drinks

Candy

Royal Jelly

Ginger

Turmeric

Toothpaste

Deodorant

Shampoo

Sports Medicine Line Sportaid

Diabetic Socks

Diabetic Hose

Vitamin D

Vitamin CQuest

CalciumQuest

Files Crystal nail

Maca

CreamLivRelief

nutrition House, Toronto, On



Flaxseed Gold Top

new Zealand Proteinergogenics

Chia Seed now

Fenugreek nature’s Way

Ginger

Blessed Thistle

Deodorant HuGO

SoapSoapworks

Toothpaste Kiss My Face

Macasure 60S

Coconut Water nico

Libido 60S ultimate

Multivitamins Progressive

Multivitamins Platinum

Multivitamins new Life

Curamin 60S enzimatic Therapy

Telemeres 60Snew Roots

Leafsource 60S

noah’s natural Foods, Toronto, On



Almond Breeze

Coconut Water Taste nirvana

Organic Milk

echinacea 500 mg

Vitamin D Drops

Ginger Capsules

Deodorant Weleda

Toothpaste Weleda

Rose Weleda

Multivitamins

Coconut Water Taste nirvana

Vitamin Cemergen-C

Multivitamins Quest

Probiotics nature’s Way

Wild Rose Detox

Hyaluronic Acid Viva

Salt Inhaler Ancient Secrets

Pacifica Soaps

Shoppers Drug Mart #613, Markham, On


Type: Pharmacy

Milk

Bread

eggs

Garlic

Probiotics

echinacea

Toothpaste

Shampoo

Feminine Hygiene Always

Power Bars

Boost

Gatorade

Vitamin e Lifebrand

Vitamin D Lifebrand

Vitamin C Lifebrand

Fast Flats Dr. Scholl’s

Skin Tag Remover Dr. Scholl’s

Bio-Oil

noah’s natural Foods, Vaughan, On



Bread

Organic Milk

Coconut Water nico

Milk Thistle

Fenugreek

Blessed Thistle

Lip Balms Burt’s Bees

Shampoo Giovanni

Castor Oil

ISO WheyInteractive

Vega

Coconut Water nico

Vitamin C

Vitamin D

Fish OilsCarlson

Kelp noodles Sea Tangle

Raw Foods Market Raw

Greek Yogurt

Organic Garage, Oakville, On


Type: Organic Grocery Store

unsweetened Original Almond Breeze

Agave 1.25 KGWholesome Sweeteners

Kettlecorn Popcorn, Indiana

Cinnamon Simply Organic

Turmeric Simply Organic

Coriander Simply Organic

Daily essential Moisturizers Desert essence

Toothpaste, MintGreen Beaver

Body WashJason

Vega Berry (Large)

new Zealand Whey Isolate ergogenics

Pumpkin Seed Powder Omega nutrition

Vitamin D3natural Factors

Vegan Vanilla Protein Genuine Health

Organic Rice Probiotic Bio-K

Beanitos

Sea Veggies YangBan

Indian Ketchup Amaya

Tilley’s Pharmasave #492, Kenora, On


Type: Pharmacy

Hemp Seed Manitoba Harvest

Sesame & Seaweed Rice Chips Lundberg

Black Pepper Crackers Mary’s Gone Crackers

Whole Food Health Optmizer, Very Berry Vega

Vital Greensnaka

Flax Oil Herbal Select

Lip Balm Burt’s Bees

Tea Tree Shampoo and Conditioner Giovanni

Hair Spritz Giovanni

Heed Lemon LimeHammer nutrition

Sport Performance Optmizer, Açai Vega

Raspberry espresso GelsHammer nutrition

Liquid Iron with Vitamin C and Bnoka

nutri-Flex with Vitamin Dnoka

Greens+ Multi+ Genuine Health

White, Red and White, Black GO GO Quinoa

Black Pepper Crackers Mary’s Gone Crackers

Coconut Oil nutiva

Shoppers Drug Mart #1013, Markham, On


Type: Pharmacy

eggs

Milk

Butter

Garlic

Acidophilus

echinacea

Deodorant

Soap

Shampoo

Knee Braces

Wrist Braces

Carpal Tunnel Brace

Vitamin D

Vitamin e

Vitamin C

Skin Tag Remover Dr. Scholl’s

Dry Shampoo Line Batiste

Chips Simply Food

Top Seller.indd 21 5/5/11 11:34:10 AM

industry news

22 IHR JUNE 2011

Mighty copper defeats superbugSponsored by the Copper

Development Association of

New York City, the International

Copper Association and the

European Copper Institute, a live

webcast experiment conducted

on April 4, 2011 showed that

MRSA culture, an infection-

causing bacterium popularly

known as the “superbug,” dies

on a copper surface, proving

that antimicrobial copper is a

highly effective surface material

for killing bacteria responsible

for infectious diseases. A small

amount of liquid containing

between 1 - 10 million bacteria

stained with a green fl uorescent

dye to make it visible under

a microscope was placed on

both copper and stainless steel

surfaces. The stainless steel

surface showed little fade,

indicating the surface had

minimal antimicrobial activity.

By contrast, the MRSA bacteria

on the antimicrobial copper

surface died in real time during

the webcast. Harold Michels,

CDA senior VP, technology

and technical services, said,

“Antimicrobial copper is part

of the solution in the fi ght

against healthcare-acquired

infections – it kills 99.9% of

bacteria within two hours of

exposure. Our goal is for health

care administrators, infectious

disease professionals,

architects and other health-

care decision-makers to

consider antimicrobial copper

as a product that continuously

kills bacterial contamination

when they’re retrofi tting or

building new facilities,” thereby

reducing the transmission of

infectious diseases. Worldwide,

it is estimated that more than 80

per cent of infectious diseases

are transmitted by touch.

Kill pain, not your heartA new study from the

Archives of Internal Medicine

(AIM) has indicated that

NSAIDs (e.g. ibuprophen and

acetaminophen) may play a

part in the development of

heart disease. With 70 million

prescriptions and 30 billion OTC

annual sales, Michael Sheehan

of BioResource Inc. said, “The

fact that they [NSAIDs] may

contribute to heart problems is

a wake-up call the public needs

to take seriously.” The AIM

study found that heart failure

patients who used NSAIDs

may be at an increased risk for

side effects and other dangers.

The article concluded that

NSAIDs “are harmful to heart-

failure patients,” reporting that

individuals who received the

medications were subject to

“dose-related increases in risk

of death and re-hospitalization

for heart failure.” Sheehan

added, “There are good

signs, however, that more

Americans are seeking

natural options to pain pills.

A recent National Institutes

of Health study revealed that

the number of men seeking

information on alternatives to

traditional pharmaceuticals and

treatments rose by 18 per cent

between 2002 and 2007. This

trend indicates Americans are

getting smarter about taking

responsibility for their personal

health. The truth is there are

dozens of natural substitutes

for NSAIDs, and many of these

remedies lack the potentially

harmful side effects and risks

associated with NSAIDs [which

include but are not limited to

nausea, vomiting, diarrhea,

constipation, stomach pain,

easy bruising, bleeding and

fever]. With new, safer choices

available, perhaps the need to

use NSAIDs will diminish in the

future.”

Swiss giant fi ghts ulcerIn keeping with Lonza’s

strategy to broaden its nutrition

portfolio, the company has

licensed a gut ulcer-battling

Lactobacillus probiotics strain,

plucked from the 8,000-strain

strong vats of German contract

organization, Organobalance.

Although a product launch

is unlikely within two years,

the undisclosed deal (and

strain variety) gives Lonza an

exclusive global license to

market the strain that recent

peer-reviewed studies have

shown can benefi t stomach

ulcer sufferers. “Integrating

the Lactobacillus anti-H.

pylori strain into our nutrition

ingredient portfolio provides

an opportunity to leverage

our strong biotech expertise

and knowledge to provide a

highly effective product to the

nutrition landscape,” stated

Roman Quinter, senior VP and

head of nutrition ingredients

business at Lonza. Major

probiotic providers such as

Bio-K, Natren, Kyolic and

Jamieson, among many others,

might be concerned with this

eventual product launch.

dozens of natural substitutes

for NSAIDs, and many of these

associated with NSAIDs [which

constipation, stomach pain,

easy bruising, bleeding and

fever]. With new, safer choices

available, perhaps the need to

future.”

Swiss giant fi ghts

Kettle Corn loves Omega-3Fortifi ed with Ocean Nutrition Canada’s MEG-3®

brand Omega-3 EPA/DHA ingredients, From Farm

to Table Canada is pleased to add this new Kettle

Corn product. The product meets the new nutrition

guidelines issued by the Ministry of Education for

Ontario schools, and each 21 g serving provides

32 mg of Omega-3 EPA/DHA. It’s also free from

GMOs, gluten, trans-fats and artifi cial fl avours or

colours. From Farm to Table utilizes locally grown

foods and its factory is located less than 100km

from its growers, all of whom adhere to the same

principles: To conserve energy and cut greenhouse

gases, to protect and enhance wildlife habitats, to

employ sustainable productions systems, and to

ensure safe and fair conditions for farm workers.

IN THE KNOW: GREAT NEW PRODUCTS AND THE LATEST ON RESEARCH AND REGULATION

022-025.IHR_IndustryNews.indd 22 5/5/11 10:59:46 AM

For

Det

ails

, writ

e #1

09 o

n Fr

ee In

fo P

age,

pag

e 73

ihrMayJune10_NAHS_PomPower_Ad.indd 1 5/4/11 11:23:28 AM

24 IHR JUNE 2011

industry news

NY Yankee catches one for Canadian teamOakville, Ont.-based Liquid

Nutrition Group Inc. (LNGI), an

international-based nutritional

smoothie, food, vitamin and

supplement store franchisor,

recently announced its

aggressive plans to expand

across 35 markets in Canada and

the U.S., with the fi rst of its new

stores opening in summer 2011

in Toronto and Los Angeles.

With stores currently operating

in Montreal, the growth strategy

includes building a strong team of

partners to generate awareness

about healthy, balanced living.

Having recently signed two-

time NBA MVP Steve Nash,

the company has now signed

the Yankees starting pitcher and

Canadian native Russell Martin.

The three-year deal positions

Martin as an equity partner,

lending his name, image and

likeness. “[Liquid Nutrition’s]

proactive approach to nutrition

mirrors my own personal beliefs

and together we will educate

others that eating and living

healthy can be fun, easy, quick

and delicious,” Martin said.

LNGI’s President Glenn Young

remarked, “Steve and Russell

are terrifi c examples of how to

integrate nutritional intake with

regular activity. Together, this

Liquid Nutrition Dream Team will

energize the landscape of health

and nutrition to benefi t food

lovers and all of those concerned

with healthy living.”

Neptune makes wavesAs part of the VitaFoods Europe

Global Nutraceutical Event

taking place in Geneva, May

10th – 12th, 2011, Neptune

Technologies & Bioressources

Inc. has been selected as a

MTB’s new starsMichael Theodor Brokerage Inc. has created two new

positions to ensure they exceed all of their partners’

expectations. The new roles include Brand Manager

Simona Irwin (right) and a 2nd account manager,

Marjolaine Martel, for the Quebec marketplace. Simona

worked for four years with Whole Foods Market in the east

and four years with her own distribution company, while

Marjolaine has several years’ experience as a category

manager with a large Quebec health food retailer. MTB is

headquartered in Richmond, B.C. with an eastern offi ce

in Brampton, Ont.

No such thing as “colour rush”At a recent Food Advisory

Committee Meeting about food

dyes at the U.S. Food & Drug

Administration (FDA), several

groups of experts got together

to discuss “whether available

relevant data demonstrates

a link between children’s

consumption of synthetic

colour additives in food and

adverse effects on behavior.”

The result was that the FDA’s

Food Advisory Committee

decided that a warning label

wasn’t needed, which wasn’t

surprising since they had

stated, “based on our review

of the data from published

literature, FDA concludes that

a causal relationship between

exposure to color additives

and hyperactivity in children in

the general population has not

been established.” The latest

in the debate comes from the

International Food Information

Council (IFIC) in comments

submitted to the FDA. The IFIC

emphasized the lack of sound

scientifi c evidence that links

food colours and hyperactivity

and provided consumer insights

that show a low level of concern

by the majority of Americans

about food colours in the foods

they purchase and consume.

David Schmidt, IFIC President

and CEO, commented that,

“Misguided theories dilute the

impact of advice from health

professionals on methods

that have been found through

scientifi c research to be truly

effective in treating AD/

HD, such as medication and

behavior modifi cation.” A 2007

UK Southampton food colour

study was reviewed by both

the FDA and the European

Food Safety Authority, and

each found that the study did

not support a link between

the colour additives that were

tested and behavioral effects.

North Carolina gets it rightAlthough State Senate Bill

31 – which would have

increased the penalty for in-

state residents who practice

medicine without a license

from a Class 1 misdemeanor to

a Class 1 felony – passed the

house, it was rewritten and then

amended, effectively exempting

alternative practitioners from

the change and thereby saving

herbal health practitioners from

criminalization. In Canada,

Ontario’s new Naturopathy Act

recieved fi nal approval in June

2007 and will come into full

effect following an extensive

transition process. This act

moves the regulation of

Naturopathic Doctors under the

Regulated Health Professions

Act. The Naturopathy Act

also confi rms the current

capacity of NDs as primary

care practitioners. NDs are also

regulated in the provinces of

British Columbia, Manitoba and

Saskatchewan.

Derma-e is number oneDerma-e® Natural Bodycare’s

DMAE-Alpha Lipoic Acid-C-

Ester Crème has become the

number one item in facial care

within the natural products

channel, as noted by SPINS®,

the leading provider of scan

data sales information to the

Industry. Not only has this

best-selling product reached

the top spot in all of facial care,

it has also become the second

best-selling item in all skincare

categories, helping to contribute

to the company’s ranking as the

fastest growing top-10 brand in

facial care, responsible for 60%

of the growth in this category.

ON THE GO: WHAT AND WHO IS HAPPENING IN THE BUSINESS WORLD

022-025.IHR_IndustryNews.indd 24 5/5/11 1:32:00 PM

industry news

JUNE 2011 IHR 25

fi nalist in the Nutraceutical

Business and Technology Awards

(NBT) under the category of

Outstanding Application in

Health Management. “We are

very proud to be fi nalist for an

NBT award, especially in the

Outstanding Application in

Health Management category.

Being in the top fi nalists for this

category, along with industry

pioneers, shows a worldwide

recognition of the benefi ts of

NKO®” stated Sabrina Di Blasio,

Director of Marketing. In other

news, Neptune is prolonging

its IR agreement with CEOcast

to continue the development

of an exhaustive IR strategy in

the U.S. As per the extension

of the IR agreement, CEOcast

has been granted options to

purchase 25,000 common

shares of Neptune at a price of

$2.50 per share. The options

will vest in equal amounts at a

rate of 15 per cent per quarter

with a three-year term expiring

on March 15th, 2014.

Blame it on WalmartSome food prices are increasing

but consumers are continuing

to see great promotional deals

as retailers fi ght to remain

competitive with Walmart’s

expanding grocery presence,

according to Metro’s CEO

Eric Lafl èche. Prices of some

regular food items such as

milk, bread, meat and some

produce have started to

increase, yet promotional prices

have remained unchanged.

“Promotional prices are very,

very aggressive because of

the competitive situation,”

says Lafl èche. Competition

is expected to accelerate in

Quebec when the world’s largest

retailer begins selling a full range

of food at Walmart Supercentres

— as the U.S. retail giant does

in other markets, including

Ontario. While promotional deals

will continue for now, Lafl èche

told analysts that prices should

eventually rise.

Pfi zer, quick on its feetIn an effort to downsize and

regain some agility, Pfi zer has

sold its capsule-manufacturing

business, Capsugel, to private

equity fi rm Kohlberg, Kravis

and Roberts (KKR) for $2.4

billion in cash. The sales price

is characterized as reasonable

considering the division’s

record as a stable, moderate

growth business. KKR is

a fi rm with deep industry

expertise and a long history of

partnering with market-leader

businesses to take them to

the next level. Earlier this year,

KKR led a $5.3 billion takeover

of Del Monte Foods Co.

Capsugel also manufactures

liquid, softgel, non-animal

and fi sh gelatin capsules, and

its customers include Pfi zer

and other pharmaceutical and

dietary supplement fi rms. The

company will continue to be

based in New Jersey.

Shoppers on shaky ground?Facing major issues, including

new generic drug laws that

are slicing its profi ts and the

abrupt departure of CEO Jurgen

Schreiber, SDM’s “brand value”

dropped 17 per cent to $2.6

billion from two years ago,

according to a study by New

York’s Interbrand researcher.

Although it is still the top-

valued retail name in Canada,

it faces increased competition

from retailers expanding

into the pharmacy business,

including Loblaw Cos. Ltd. and

Walmart Canada Corp. With

savvy new foreign retailers such

as Target Corp. invading the

market, the challenge is likely

to become even more intense.

Yet Shoppers and its 9.5 million-

member-strong Optimum loyalty

program, have been a model for

U.S. drugstore retailers.

Looking for IronmanThe Subaru Muskoka Ironman

70.3 is the premier event of the

Subaru Triathlon Series, which

features nine races in Canada

over the summer season, and

Lakota has signed on as Support

Sponsor. This sponsorship

provides Lakota with signage

at all the races, sample packets

and brochures in the race

kits, and full-size prizing at the

events. The Muskoka location

takes place June 25th-26th and

features 1,400 participants.

GNC goes publicAfter two abandoned IPOs by

GNC’s previous owners, Apollo

Management, and having failed

to reach a merger with Chinese

buyer Bright Food, Ares

Management and the Ontario

Teacher’s Pension Plan were

relieved when GNC issued

22.5 million shares at $16 per

share, for a total of $360 million

in equity on April 1. By midday,

the stock had risen $0.50, or 3.1

per cent and stood at $18.60 at

the time of this writing. The net

proceeds of $240 million will

service GNC’s long term debt

of $1.3 billion, most of which

was accrued during leveraged

buyouts as control of the

company constantly changed

hands. Under the leadership of

Joe Fortunato and Beth Kaplan,

the company will be testing

new 2,000 to 3,000 sq. ft.

stores – nearly twice the size

of the current ones – with the

aim of remaining competitive,

growing the market via broader

product offerings, economies

of scale and better employee

knowledge and satisfaction.

as Target Corp. invading the to reach a merger with Chinese

From peanuts to greatnessStarted in 1976 by founder Antje Wirth, The Peanut Mill

celebrated their 35th year in business with a week-long event

between April 11th – 18th. Originally located in Niagara-on-the-

Lake, and now residing in Geneva Square Plaza in St. Catherines,

Ont., The Peanut Mill began grinding peanuts into fresh peanut

butter (thus the name) and is now a one-stop shop for natural

and organic foods, vitamins and dietary supplements, personal

care products and health information. The current owner and

general manager, Wirth’s son, Jason Sebeslav, carries on

the tradition: “I've grown up with The Peanut Mill and for me

there's a sense of pride in carrying on an enterprise that both

my mother and grandmother helped build,” he states.


26 IHR june 2011

I met Curt Valva when I was just starting my company, at a seminar

on natural beauty products held at the downtown Hyatt Hotel, in

L.A. I remember that day as if it were yesterday. I am sure he

remembers it too, since I was the one giving him a hard time,

asking questions that would make me look smart in front of a very

select audience! That moment led to a visit to the Aubrey Organics

plant in Tampa, Fla. That’s when I met Aubrey Hampton for the first

time, and our relationship evolved from being strictly business to

me somehow becoming part of the Aubrey Organics family.

Aubrey had many things in common with Curt, Karen Ress and

me, which explains why I felt so welcomed into their lives. To this

day, I realize how fortunate I was to sit at their table at every trade

show, as if I were part of their team. Of all the people and business

associates he knew from around the world, Aubrey chose me to

sit down with him. every time he saw me, he always asked me the

same question, “What are you doing here? You’re not working for

the company!” However, he would never miss the opportunity to

have me not only sit at his table but right beside him, for the past

10 years.

Occasionally I’d come visit him at his office and he would always be

concocting something. Whether it was a new product or working

on a play (Aubrey and his late wife, Susan, founded the Gorilla

Theatre in Tampa), his passion was evident in everything he did.

Many people have been touched by his kindness and unique sense

of humour, and I am sure no one will ever forget him. Yes, it will

always be his name on the bottle.

Wherever you are now, Aubrey, thank you for being in my life and

so generously welcoming me into yours.

Olivier Felicio

Founder and President

Rive Gauche Media Inc.

Farewell,My Friend


IHR_Lifescience Nut.indd 1 5/10/11 12:26:47 PM

Sunny In the InsideWith bathing suit season upon us, many consumers will be taking a sunny stroll right to the internal cleansing section of their local health food store, pharmacy or supermarket. People often let themselves go over the winter, adding unwanted pounds due to a richer diet. Compound that with a lack of exercise, immunity-suppressing colds and viruses and minimal fresh air and sunshine — well, it all adds up to a craving for rejuvenation. Meanwhile, summer makes consumers think of losing weight, eating fresh foods and leading a more balanced life. It is also time to cleanse, which might prove to be a great opportunity for detox products.

Year-Round HealthWhen a customer is ready to embark upon a comprehensive detox, encourage him or her to look beyond a quick fi x. � is is a perfect time to communicate with your customers about the leading adult health concern: digestion (fi rst among the “10 Key Trends in Food, Nutrition & Health 2011,” according to New Nutrition Business). � ere are many wonderful cleanses, kits and fl ushes on the market, but addressing the entire digestive system is a necessary part of the equation. Support your customers’ digestive health year-round by promoting the daily use of quality vitamins, probiotics, and high-fi bre foods or supplements.

Market TrendsBased on both consumer trends and expert opinion (Patterson 2010, Agri-Food Canada), the following four health categories currently off er the greatest market opportunities:

> Digestive health> Weight management> Heart health> General health and well being

Although part of the digestive health category, cleansing and detox can be linked to the other three categories. A Mintel report shows tremendous growth in the number of products making detox claims from 2008 to 2009. � ese include 108 per cent in food, 34 per cent in healthcare and 19 per cent in beverages. In 2010, retail sales of digestive remedies grew 3 per cent in Canada, reaching the current value sales of $363 million, according to a Euromonitor report.

Other numbers are equally eye-opening. According to � omas Bedford, an industry expert, "sales of cleansing items were increasing 30-40 per cent up until 2008. � e recession curbed some of this growth, but as the economy bounces back we are seeing these fi gures rise to those levels again."

Know Your CustomerEven though it's still mostly women who are interested in detox and cleansing, there's been a shift in the market. According to Bedford, "the demographic is getting younger, and people who are 25-35 are starting to cleanse as they are aware of the toxic load that their bodies are under."

Perception has also shifted. "Cleansing is perceived more positively now than ever before. � e stigma that it means fasting has been broken."

Beyond the TrendDetox is currently a popular topic. Celebrities such as Gwyneth Paltrow, Donna Karan and Salma Hayek are well-publicized fans. An Amazon.ca search brings up over 1,200 book titles on the subject, with over half of them referencing a prescriptive diet. Environmental pollutants, dietary toxins, and chronic stress are ubiquitous features of modern life. � e food we eat, the water we drink, the air we breathe – all have been compromised.

28 IHR JUNE 2011

feature

By Natalie Singer, RHN

Detox:A category that really cleans ups

040-043.IHR_Antioxidants copy_REV.indd 28 5/10/11 1:16:03 PM

feature

june 2011 IHR 29

Cleaning the shelves

g Current value sales of digestive remedies in Canada: $363 million.1

g Retail sales of digestive remedies grew 3 per cent in Canada in 2010.1

g Growth in the number of products making detox claims, by category (2008-2009):

food (108 per cent), healthcare (34 per cent), and beverages (19 per cent).2

Sources: 1 Mintel; 2 euromonitor

While more relevant now than ever before, the principles and processes of cleansing have a long and venerable history. Many ancient cultures practised it, while today, Indian ayurveda and traditional Chinese medicine rely on tried-and-true detox herbs and formulas in their protocols.

ToleranceWhen customers ask about the benefits of detoxing, one must determine if they suffer from pre-existing health conditions, and if so, suggest they seek the approval of a health care practitioner before embarking on a cleanse. It is likewise important to ask relevant questions to suggest the appropriate product. If a customer is new to cleansing, has a sluggish system or poor diet, a kit that targets numerous internal systems at once or has a strong laxative effect may be too intense. Edwin Shendelman, of Supplements Plus notes that “tolerance is a big factor.” He says that customers often seek out a cleanse when they are actually constipated, so it is important to understand what their elimination is like and what their objectives are. Helping customers determine the right fit for them among the many available choices offers an excellent opportunity to engage with them over a host of lifestyle issues.

According to David Gouveia, RHN and owner of Nonpareil Natural Health Retreat, “the first step in bringing the body to health is detoxification and drainage.” At the retreat centre, where they specialize in detoxification programs, David recommends that those who are new to cleansing “ease into it gradually – so as not to experience withdrawal symptoms such as headaches, fatigue, nausea, irritability and sweats.” Further assisting the detox process is an increase in water consumption, dietary modifications, yoga (especially inversions), and skin brushing.

Why Detox?Thankfully the human body has a wonderful ability to eliminate toxins naturally, but over time it will periodically get sluggish and overburdened. The liver, which performs a host of bodily functions, is paramount in the detoxification process. Other organs that assist in the elimination process are the lungs, lymph, blood, skin, colon, and kidneys. Done properly, and

supported by a healthy lifestyle, one may expect the following results from a successful cleanse:

> stimulation of bile production in the liver> flushing of the colon and kidneys> improved lymphatic drainage and circulations

It is important to remember that it is the organs, glands and systems actually doing the detoxifying. Cleansing herbs simply support and stimulate a natural process.

Marketing StrategiesConsider setting up a dedicated section for complete cleansing, inside and out. The section might include cleansing kits, detox supplements, fibre formulas, non-toxic household cleansers and personal hygiene products. Alternatively, affix signage in any cleanse-related section directing customers to other sections of interest, such as refrigerated probiotics. Another idea is to print off a small card with a list of foods to avoid and those to include during a cleanse. Check out the detox page at www.grailsprings.com/DetoxTips for a list on dietary modifications.

Educating customers about the importance of cleansing is also vital for any successful marketing strategy. As Bedford explains it: "By making people aware of the toxicity around them. For example, there are over 80,000 chemicals in use today and over 1,000 new ones introduced each year. They are in our food, water and air so we can’t really escape it. If you breathe, you should cleanse!"

This strategy might also lead to cross-promotional opportunities. "The next logical step is to educate and inform consumers about the good things they can be putting into their bodies, such as probiotics, essential fatty acids, etc."

There are many proven marketing tools you can implement. Supplements Plus, for instance, had great success with a recent detox promotion. The nutrition company provided signage for a window display, a discount on merchandise, staff training and free products for the employees to try. Discuss opportunities such as these with your suppliers for year- round returns.

040-043.IHR_Antioxidants copy_REV.indd 29 5/10/11 1:16:10 PM

W hen passion is what drives you, how can you stay away from the things you love? That dilemma must have crossed the minds of Mark and Stacey Egide

last March, after spending seven years out of the natural beauty business. A business they knew very well and to which they had devoted their energy and drive for innovation. It was then when Stacey asked Mark, “What do you think about starting another company?” The passion seed was planted again, and the result is the blossoming of Andalou Naturals, a revolutionary line of skin, hair and body care products.

Yet, as it is the case with every good passion story, it all began years ago. Mark, who has been in the industry for 32 years, started his path at Carme International, manufacturers of brands such as Carme and Millcreek. When the company was sold in 1989, he saw it as the perfect opportunity for launching a business of his own and started the Beauty Without Cruelty line for the natural products market.

One success story was followed by another: Just months later, Stacey joined Mark and together they created the San Francisco Soap brand of bath and body products, which went on to become the second largest specialty bath and body brand in the United States, one that produced over one million gift sets every year. That business was sold in the late ’90s.

company profile

30 IHR june 2011

Back to fine formThe founders of successful brands such as Avalon and Alba return to the business with the winning Andalou Naturals product line.By Carlos Weigle

030-032.IHR_CompanyProfile.indd 30 5/5/11 10:16:39 AM

company profile

june 2011 IHR 31

Organically BeautifulThat’s when a great idea emerged: If natural product enthusiasts were becoming increasingly passionate about organic foods, why weren’t personal care products following that trend? “After six months of research on organic ingredient availability and another six months of product development, we launched the first full line of personal care products with significant levels (at least 70 per cent) of certified organic ingredients, Avalon Organics,” recalls Mark.

Their commitment to certified organic continued with the Alba Botanica brand and the launch of the Alba Hawaiian product line, “one of the most successful brand introductions in the natural products history,” underlines Stacey.

Avalon was also sold, years passed, and then Stacey asked Mark that crucial question, “What do you think about starting another company?” She told him curiosity struck when she started reading about some research a Swiss company was conducting on plant stem cells, and more specifically, fruit stem cells. “She had also been doing some preliminary research on other key and very unique ingredients for skin care,” explains Mark. “After a couple of months reviewing the materials, it was clear fruit stem cell science was, in our opinion, the next big thing in anti-aging skin care products. These are ingredients, and this is a science that really works.”

Mark and Stacey egide


company profile

32 IHR june 2011

It was time for their new brand, Andalou Naturals, to shine. It now offers 37 different skin, hair and body care products based on fruit stem cell science, as well as other key, unique ingredients such as probiotic, polypeptides and an exclusive bioactive eight-berry complex. All products also have a minimum 70 per cent certified organic content in an aloe vera base, and meet the Whole Foods Market premium standard for ingredients.

Interestingly enough, coming up with a name that can really represent your brand is almost as challenging as developing a great line of products. Yet, as with everything Mark and Stacey do, that name came to them in a very natural and organic way. “The word Andalou has a rich, ancient history, with connotations of emergence, as a ‘path of light,’” explains Stacey. It is also the French spelling for Andalusia, a region in southern Spain, “a geographic and cultural getaway between Europe and Africa, bridged between the Atlantic Ocean and the Mediterranean Sea.”

Love Your FarmerOnce you have great products and a fine name, it’s always good to look outside your bubble and care about others. As Stacey puts it, “we value knowing where our ingredients come from and the farmers who grow them.” Andalou has a commitment to sustainability by promoting socially responsible trade and commerce, and is also devoted to helping communities through several well-respected organizations. Among them, Women’s Initiative for Self Employment, The Breast Cancer Fund, GLIDE (against marginalization and poverty) and the Rainforest Action Network.

In order to succeed, you also need a great team. That’s why Mark and Stacey decided to “get the old band together” and gather some of the people who worked with them in the past, as well as reaching out to a few others who had been on their radar for quite some time.

The result of combining all those key ingredients is already evident: Andalou Naturals products are being successfully distributed nationally in the U.S. by Whole Foods Market and hundreds of other retailers, both in Canada and the U.S. Meanwhile, consumers are really excited about fruit stem cell science and its skin care benefits, such as awakening dormant cells to behave like younger, healthy cells, repairing cellular damage caused by UV radiation, oxidative and environmental stress, and protecting the longevity of skin and follicle stem cells for continuous regeneration at the cellular level. “We have been in overdrive for a year, and are so pleased that our excitement is being shared across North America,” note Stacey and Mark. Which proves the point that being away from what you love can only be temporary, and that passion and innovation are key ingredients to any successful recipe.

At a GlanceAndalou NaturalsLocation: 7250 Redwood Blvd. Suite 380 novato,

California 94945

Phone: (415) 446-9470

Fax: (415) 446-9479

Email: [email protected]

Website: http://andalou.com

Facebook and Twitter: Yes, easily accessible through

their home page.

Staff: 11

Top-selling products: treatment creams, shampoos, body

lotions.

Sales: Mark and Stacey egide believe Andalou will exceed

the success they had with Avalon and Alba, and in a shorter

period of time.

“It was clear fruit stem cell science was the next big thing in anti-aging skin care products.”


Andalou Naturals are made thoughtfully and beautifully, blending natural, organic and fair-trade ingredients with advanced fruit stem cell science.

We value knowing where our ingredients come from and connecting the chain of hands that make every step possible from farm to bottle, soil to skin, and botany to beauty.

As a force of nature, we champion sustainability and meaningful pursuits to foster good things in the world and enrich the lives we touch with one responsible product at a time.

To learn more, please visit our website at www.Andalou.com

ADVANCED SKIN CARE

RENEWS DORMANT CELLS

Awakening cells to behave younger

REPAIRS DAMAGED CELLS

Increasing cell longevity and vitality

REGENERATES HEALTHY CELLS

Stimulating healthy cell production

RENEW � REPAIR � REGENERATE


IHR_Andalou.indd 1 5/4/11 11:19:29 AM

34 IHR june 2011

cover story

A NAturAl SuCCESS

How nature's emporium went from a 5,000 square foot store to becoming one of north America's

largest natural and organic retailers

By Carlos Weigle

Photography by julie Broadbent

034-039.IHR_CoverStory.indd 34 5/5/11 1:33:21 PM

june 2011 IHR 35

cover story


36 IHR june 2011

cover story

There is something awe inspiring about turning a 5,000 square foot store into a retail space 10 times that size and surviving the experience. Then again, if the owners are

the D’Addario family, failure is not an option.

The first visionary was Angelo D’Addario, who tapped into the bulk foods trend in the early ’80s and opened a store in Pickering (PGA Foods), soon to be followed by another two in North Toronto.

The family-owned company continued to grow by following a very simple rule: giving customers what they wanted. At that time, that meant increasing the offering of natural products. However, very few can escape a deep economic recession unscathed and the one that plagued the early ’90s hit the D’Addarios hard, forcing them to close their Toronto locations.

Then fate showed its ugly side when a fire destroyed their flagship store in Pickering. That series of very unfortunate events could have had a devastating effect, forcing them out of the business and making them look elsewhere for business ventures. As it turns out, it had the opposite effect. “While we were waiting for the insurance papers to clear, a space became available in Newmarket. That’s when we started talking about rebuilding,” recalls Teresa who, along with her father-in-law, Angelo, and her brother-in-law, Joe, founded Nature’s Emporium in 1993.


JUNE 2011 IHR 37

cover story

Now and Then: Percentage of total revenues by department

In the ’90s40% bulk foods35% refrigerated products and health and beauty aids (HABA)25% supplements

In 201125% supplements25% grocery23% others15% fresh produce7% health and beauty aids (HABA)5% bulk foods

Opening a new store under a new name gave them the chance to have a slightly diff erent profi le, one that accompanied the times. � e experience they accumulated, on the other hand, allowed them to tap into some tried-and-true strategies while avoiding some of their mistakes.

Even though the 5,000 square foot store initially featured a large bulk food section, refrigerated products and two aisles dedicated to natural food products, this time around it also included “a nice aisle of supplements.”

Product selection and variety is key in making any business succeed, they say. “We had really good relationships with suppliers, so we could bring in small units versus large cases, to try out new products when customers requested them,” explains Teresa.

Personalized, knowledgeable customer service is what makes customers come back, according to the D’Addarios. � at was very clear to them right from the start. As Teresa puts it: “With all the competition around, we just started working harder on bringing in what customers wanted and focusing on customer service. We’ve always been very hands-on, and I think people like that.”

� e other key aspect to any successful business is, of course, the ability to adapt. � at factor has also been a constant on Nature’s Emporium’s shelves. Within the fi rst few years in operation, the bulk segment of their business shrunk to 40 per cent of their revenues, supplements grew to 25 per cent, and the balance was refrigerated products and HABA (health and beauty aids). Nowadays, supplements still account for 25 per cent of the revenues, but grocery has grown to 25 per cent, fresh produce to 15 per cent, HABA is 7 per cent and bulk foods only amount to 5 per cent. � ese fi gures alone showcase their ability to change with the times, as the market requires. “Currently the fresh produce is the fastest-growing department,” says Joe.


38 IHR june 2011

cover story

The produce department's success is largely attributed to Joe Tavernese, who joined the team as a partner in 2009. Says D’Addario: "He gets up bright and early every morning to personally inspect and buy all the produce we sell. He has been a major factor in our amazing growth. His brother, Cosimo, has also joined us. He has an accounting degree and runs our office."

The changing times also brought new ways to communicate with their customers. In that respect, Nature’s Emporium embraced the online experience to great results. Not only do they have a very comprehensive website, they also have a strong social media presence on Facebook, Twitter, YouTube, blogs and forums. Everything is done in-house by a team of three, led by media director, Andrew Muto.

The reasoning behind the social media expansion is quite clear to Joe: “We already have the baby boomers in our store, we need to reach a younger audience.” The efforts are certainly paying off. Joe says it’s common to have people come in talking about something they saw or read on one of their social media platforms. Some of their videos have had between 5,000 and 10,000 views on YouTube, which is remarkable.

Young blood is also making an appearance behind the counters and in the offices. Joe’s oldest son is almost a full-time employee, while two of Guy and Teresa’s kids have also embraced the family business. “My dad would be proud,” expresses Joe. “His legacy lives on.”

Without a doubt, the first few years are key in any business, and they can break even accomplished and well-respected business people. Teresa notes that “it took about three years for us to see if the store was going somewhere or not. Then, the pace started picking up and everything shifted.” Indeed, according to Joe, “every year has been a record one since we opened in 1993. I’d say we average about a 20 per cent growth, year over year.”

The continuous change in product selection, with the increase in natural grocery products and supplements, made an expansion imperative. Luckily, they first managed to expand the store to 15,000 square feet (in 2002) and then to 20,000 square feet (in 2006). As Teresa explains it, “there was so much demand for variety from our customers that we couldn’t address because we didn’t have the space. The expansions provided a great opportunity for us to create a full-service natural market.”

The first expansion allowed them to focus more on groceries (which became 40 per cent of the store’s revenues), the addition of a natural café/juice bar, and the expansion of the HABA section from 15 to 32 feet of wall space. The second expansion, on the other hand, meant even more dedicated space for supplements, as well as the addition of homeopathic remedies, including professional lines.

Even so, those expansions involved, as much as possible, calculated risks. Now, more than doubling your store area … Well, that’s a different beast altogether, one that can easily get out of control


and run any successful business to the ground. Still, Joe sees the experience in a different light: “It was the easiest expansion we’ve ever done. It just made sense and came to be naturally. We’re also better prepared now, since we have a team of people to help us out and not everything depends on us.”

Opportunity knocked on the D’Addarios door – literally. It so happened that Weston Produce, a large independent grocery store that was Nature’s Emporium’s neighbour decided to close their location in 2009. Despite having a large-enough space already, the company still found itself pressed for room. There are always new products coming into the market, be it organic produce, prepared foods or supplements.

However, the idea wasn’t an easy sell: the jump from having a 20,000 square foot store to one that measured 50,000 square feet would certainly make anyone pause. In spite of that, expanding had become increasingly alluring and, in the end, temptation was too great and they gave in.

The decision wasn’t abrupt, and expanding into the new space wasn’t either. In fact, the planning process took over a year. There was too much to consider, from product variety to changing almost every aspect of their business. Construction then took a few more months, until everything was finally ready.

With the expanded space came also better lighting and design overall, as well as the opportunity to offer products such as raw food, and expand already existing products such as artisan cheeses. It also allowed the owners to turn a 3,000 square foot

mezzanine into a community room. As Joe explains it, “it holds up to 200 people, and its primary focus is teaching and education. We’ll even have a kitchen where we can teach people how to cook holistically.” They’re also building a naturopathic clinic, so that Nature’s Emporium becomes “a truly holistic experience.”

The result is twofold. First, it turned Nature’s Emporium into one of North America’s largest natural and organic stores and, second, it proved once again that, despite economic downturns such as the one experienced in the last few years, the public’s appetite for living a healthier, more balanced life is almost limitless. If anyone ever thought the natural products industry was merely a fad, success stories such as this one clearly show it’s not. Moreover, it signals a bright future for those who invest in the business. At least for those who do it as well as the D’Addario family.

june 2011 IHR 39

cover story

At a GlanceNature’s EmporiumSize: 50,000 square feet

Location: 16655 Yonge Street, nature’s emporium Plaza,

newmarket, Ontario L3X 1V6

Phone: 905-898-1844

Website: www.naturesemporium.ca

Social Media: Facebook, Twitter, YouTube, blogs and forums

Staff: 120 (full-time and part-time)

Hours: Monday to Friday, 9 a.m. to 9 p.m.

Saturday, 9 a.m. to 7 p.m. Sunday, 9 a.m. to 6 p.m.

Key Personnel: joe D’Addario, Guy D’Addario,

Teresa D’Addario and joe Tavernese


Ken VannucciColumnist

I am Kenny Vanucci and the focus of my column will be to give you an idea of what I find “kool” in life and work. I am a Merchandise Manager for London Drugs. I love product and package development and the marketing thereof! I love consumer packaged goods marketing! I love social media and networking! I love retail!

40 IHR june 2011

Looking thin and beautiful

Expo West proves that less is more, and that pretty packaging is here to stay.

By Ken Vannucci

I should have had this blog post done some time ago, but that is how things work sometimes. Blogging takes a backstage to many other things in my life. The Expo West Natural Health

show took place on the weekend of March 11th in Anaheim, Calif. and this is a quick recap of what I saw there.

Now, I think I do my best “work thinking” when I am away from the office and the nonsense and distractions of everyday office life. Fewer phone calls, fewer emails, fewer routine disruptions, fewer politics; it’s just less of everything when you travel. More time to think, conceptualize, hunt, analyze, and more time to really make a difference in your work and, hopefully, in your stores. And most

044-046.IHR_KensKool.indd 44 5/5/11 10:32:15 AM

ken’s kool

june 2011 IHR 41

importantly, to make a difference for your customers. In the end, that’s the most important part of a buyer’s job, to find cool stuff for customers who visit our stores.

I am aware of the disruptions that work travel can have on your personal life, as you are away from family and friends. It can certainly throw your everyday work off and potentially really knock you back with respect to workload and timelines. But I also keep in mind that the time spent out of the office and away from your desk can be the only thing that really makes a difference in the long-term success of your categories (remember I write this from the perspective of a retail category manager). Travel is by

far the best way to broaden your mind and fill your heart and soul with new and game-changing ideas, either in terms of personal or professional endeavours.

Lots and LotsSo what did I see when I was at Expo West in Anaheim at the beginning of March? Lots!

The first thing I noticed was the size of the show. I have been to Expo West eight times over the past 10 years, and this year was the busiest that I’ve seen it. The show was packed – in fact, irritatingly so. You could barely get around on the Friday – it was a zoo!


ken’s kool

The natural health industry is most definitely healthy and, in fact, seemed to be booming … it was awesome. There were lots of customers and lots of vendors, and more new things and more innovation that I’ve seen in years.

What was the flavour of the show for me? I was impressed with the amount of focus this year on “cleaner” – for lack of a better word – foods and HABA (health and beauty aids). Foods and HABA with just less of everything in them: less salt, less sugar, no peanuts, no gluten, less artificial, less packaging, etc. More natural, more organic, and more recycled packaging. There were more HABA and ethnic products than I could ever remember, too. In fact, the international presence felt very much like the Fancy Food Show. Overall, just a great feel.

So what can we actually bring home to our stores? What a show like this does is either solidify what you are doing or throw into question what you thought was right. It makes you think, analyze and reanalyze. The most important thing to ask or think about is this: “What did/does a show like this do for London Drugs and its customers?”

What it shows to me as a buyer is that we have hit some things “bang on.” We were the first major retailer in Canada to take on the “Enjoy Life Brand” of products that are gluten, dairy, peanut and a bunch of other things free! Gluten- and peanut-free was everywhere at the show. We were one of the first retailers of our size in Western Canada to see this trend and pounce on it, helping a group of folks who had limited options for tasty and better-for-you, gluten-free products. We now have numerous options for people who require or want gluten-free. And it’s all a result of attending shows like Expo West.

The Whole PackageThe other categories or things that really stood out to me had to do with packaging, in terms of what the packaging was made from, how much of it, and how much better it looked. There was so much more recycled packaging and packaging made from different ingredients, including corn-based and other vegetable-based packages. Pretty cool and more prevalent that I had anticipated.

The other great thing with respect to packaging was how “looks” have improved. Natural products have typically lagged in that respect (please don’t throw in just one or two examples of the ones that have always looked good – I am speaking in general terms).

The insides have been great, the outsides, well … let’s jut say I was happy to see brands like Zhena’s Gypsy Teas looking great and really showing folks how to package as well as any international CPG (consumer packaged goods) company. Among others, Enjoy Life is also changing their look and really hitting the mark. Same with Nature’s Path, downsizing and re-harmonizing their entire look. These companies are really showing their stuff; they continue to look natural and have not become “one and the same” (as it often happens with traditional brands). And they are really showing why they are different; they are just doing it in better-looking skin (packages). Looking good, folks!

This show, or any show like this, will always force a buyer to hunt and really try and find something new and cool. It’s all about “niching out, man!” and trying to find those things that will really

connect with your consumers and that will make them want to come back to you. I will make one final comment about this show, and most shows that we go to in the States, or anywhere in the world for that matter. One question that I do get asked frequently by co-workers, family and friends is this: “You talk about the cool stuff you see, you talk about all of the great ideas that you get, but I don’t see all of the things you talk about hit the stores – what happened?”

The main challenge that Canadian retailers face has to do with the packaging requirements that we have in our country. English/French labels are only a requirement for us, and American companies would rather not deal with us, more times than not, because of that reason alone. There is also the issue of nutritional panel on food items. Again, it’s about the language and how our panel is different in how it displays nutritional facts. Many of the products may have claims that Health Canada will only allow to be stated if the products go through different departments. Finally, many products have ingredients that may not be allowed into our country. As you can see, there can be many issues preventing us from bringing cool products to our stores, more than just the four I listed above.

Anyway, please come in and check out our stores over the next months and see if you can spot the new stuff we have found or see if you can catch the stuff that inspired me at the show. Hope you are as excited as I am!

42 IHR june 2011

“The natural health industry is most definitely healthy and, in fact, seemed to be booming.”


HELPING YOUR CUSTOMERS BEAUTIFY THEIR SKIN FROM WITHIN

PYCNOGENOL® IS ONE OF NATURE’S MOST POWERFUL ANTIOxIdANTS. ITS HEALTH BENEFITS HAvE BEEN dOCUMENTEd IN

MORE THAN 250 SCIENTIFIC PUBLICATIONS ANd 80 CLINICAL TRIALS—ANd THESE NUMBERS ARE GROWING.

BEAUTY by

AS AN ACTIvE INGREdIENT IN COMBINATION PROdUCTS OR ON ITS OWN, PYCNOGENOL® IS THE GOLd STANdARd. IT’S PROvEN, POPULAR, EFFECTIvE, ANd SAFE.

WE PROUdLY REMAIN A SCIENCE-BASEd GLOBAL COMPANY dEdICATEd TO GROUNdBREAKING RESEARCH ANd dEvELOPMENT PROGRAMS WITH OUR vALUEd PARTNERS.

TO ORdER NOW, CALL TOLL-FREE 877.369.9934 OR vISIT OUR WEBSITE, www.pYcnogEnol.coM

LOOK, FEEL, ANd LIvE BETTER

Look for these brands at your favorite health food retailer.

SKIn cARE

wrinklesPycnogenol® binds with skin proteins, collagen and elastin, and protects skin from various harmful enzymes helping to rebuild elasticity, essential for a smooth, younger look.†

Scar FormationSeveral clinical studies have shown that Pycnogenol® protects the collagen matrix and increases skin stability during healing.

SuncareSunburn is an inflammation caused by free radical induced tissue damage. By neutralizing these free radicals, Pycnogenol® helps protect skin from the stress and damage of sunburn and photoaging.‡

Hyper-pigmentationPycnogenol® helps promote the “glow” and reduce over-pigmentation for a more even complexion.§

These statements have not been evaluated by the Food and Drug Administration. This product is not intended to diagnose, treat, cure, or prevent any disease.

*For a complete list of scientific research and further information visit our website at www.pycnogenol.com †Segger et al., J Dermatolog Treat, 2004 ‡Saliou et al., Free Radic Biol Med, 2001 §Ni et al., Phytother Res, 2002Pycnogenol® is a registered trademark of Horphag Research, Ltd and its applications are protected by U.S. patents #5,720,956 and #6,372,266 and other international patents. © 2011 Natural Health Science, Inc.

31059 IHR.indd 1 2/1/11 3:47:27 PM

For

deta

ils, w

rite

# 11

2 on

Fre

e In

fo P

age,

pag

e 73

.

IHR.Mar11_Nat Health Science.indd 1 5/4/11 11:17:26 AM

026-028.IHR_SkinCare.indd 44 5/5/11 11:13:23 AM

june 2011 IHR 45

feature

Skin care products are an important stock in trade for many retailers. In some cases, they can account for up to half of the health and beauty aids (HBA) category, as well as a substantial

amount of revenues. In fact, skin care products have averaged out at a solid 10 per cent of retailers’ revenues for many years.

Retailers love the category for good reason. Not only is it a thriving one with significant profit margins (40 per cent on average), it is also one where opportunities for creative merchandising abound. Whether showcasing an anti-aging theme, seasonal promotions (e.g. sun protection in summer, dry skin offerings for winter), or focusing on specific parts of the body, there is no end of cross-promotional opportunities for lotions, cleansers, creams, exfoliating agents, washes, soaps, aromatherapy/essential oil products, moisturizers, ointments and more.

Globaltrade.net reports that in 2009 in Canada, cosmetics and skin care was the fourth most important consumption item, with $4.4 billion plus in retail sales. Key consumers are baby boomers

who are demanding products to reduce the physical impacts of aging, such as anti-aging, sun care and men’s products.

Recent research from Mintel confirms that anti-aging skin care products is a particularly strong category, with annual worldwide sales of $832 million, and a projected 46 per cent increase in prices from 2010 to 2015. In fact, in 2010, 24 per cent of consumers surveyed used anti-aging skin care products, another 21 per cent used wrinkle-reducing facial skin care products, and 18 per cent used skin-rejuvenating products.

While one typically sees a large space devoted to skin care products in mass merchandising locations, natural product retailers are not always following suit and putting their best foot forward when promoting the category. Depending on who you talk to, skin care products are often marginalized to make room for food items or supplements. When that happens, you might be missing out on some golden opportunities to increase revenues and improve customer satisfaction.

While the skin care industry brings in over $4 billion annually, natural product retailers are still not taking full advantage of

this booming category.

By Denise Deveau

Wonderful skin


feature

46 IHR JUNE 2011

Strike when it’s hot� e skin care product category is constantly bringing new product off erings on board, so it’s not uncommon to have a hot seller that’s all the rage. When that happens, be sure to showcase the product line where your customers can fi nd it. Sometimes that means moving it off the HBA shelves and near the checkout, at the end of an aisle, or other high-traffi c area. In fact, studies have shown that sales can jump as much as 40 per cent when an item is placed in a dedicated display unit in a prominent location. When promoting a top-selling product or line, make sure there is always enough inventory to meet demand.

Simplify the selection process You might wonder whether it’s best to display products by brand or product type. Either can work, depending on the circumstances.

For the most part, those in the know say that categorizing by product type is usually the best approach, especially when dealing with multiple brands. While shoppers may be brand loyal, they also tend to look for specifi c items when browsing the shelves, whether that’s a night cream or a shower gel. Off ering a quick and easy way for them to comparison shop means less eff ort is needed to fi nd products and the customer experience is improved. Having handy product groupings with a broad range of prices and selections also provides an opportunity for staff to engage in dialogues and help guide shoppers’ choices.

� e exception to this may be if you carry a limited number of brands, or have distribution rights to hard-to-fi nd product or high-end product lines. � en dedicated brand displays can be an eff ective way to move product and increase interest. If a branded approach is used, be sure that displays are well appointed and supported by information and/or promotional off erings to improve cross-selling or up-selling opportunities.

“The beauty of skin products is the plethora of cross-promotional opportunities available.”

Buff up your skin care merchandising:


june 2011 IHR 47

feature

Knowledge is everythingSkin care can be a complicated category. Choice criteria can range from the relatively superficial (e.g. preferred scent or colour) to therapeutic properties (e.g. antioxidants, hypoallergenic). Mintel notes that consumers tend to prefer licensed all-natural skin care products. However, not all organic or natural skin care merchandise is professional or certified, so it’s important to check out product claims before stocking your shelves. (For example, a certified organic product must be made with at least 70 per cent organic ingredients – see story on page 58.)

Because skin products are applied to the body, customers tend to be careful researchers and label readers when it comes to making the right choices. Where customers have specific sensitivities or personal concerns, it is essential that your staff knows the attributes and active ingredients of the products being offered. Most suppliers can help by offering employee training sessions, hosting customer information events, providing samples or offering supporting literature (print or online).

Retailers can go beyond what their suppliers have to offer by hosting their own information sessions or seminars. Or perhaps host events in which customers can enjoy free services such as a hand massage or nutritional consultation with each purchase.

From head to toe, skin care products can open up many merchandising opportunities for retailers. Unfortunately, the category is not always marketed to its best advantage. However, with some creative thinking, good education and training, and a bit of one-on-one time with customers, you may discover there’s always room for improvement.

Get creative with cross-promotions The beauty of skin products is the plethora of cross-promotional opportunities available, simply because health and beauty naturally go hand-in-hand. Retailers can create countless themes to draw people’s attention and increase sales.

Suggestions include bundling skin care items with specific supplements (e.g. Vitamin D and face lotions); food and beverages (e.g. vitamin water with sunscreen products); or bath accessories (e.g. loofahs with soaps and shower gels).

Seasonal or demographic-themed displays that showcase a combination of products can also be effective. There is no end to the possibilities of what retailers can combine for special occasions such as Christmas Day or Mother’s Day, for example. A summer promotion could include a range of products, from sun blocks and lip balms to bug repellents and natural moisturizers. Gift baskets and travel-themed bundles in a range of pricing options can often drive spontaneous purchases.

So Beautiful• In 2009, in Canada, cosmetics and skin care was the fourth most important consumption item, with $4.4 billion plus in retail sales.1

• Annual worldwide sales of anti-aging skin care products: $832 million.2

• In 2010, 24% of consumers surveyed used anti-aging skin care products, another 21% used wrinkle-reducing facial skin care products, and 18% used skin-rejuvenating products.2

Sources: 1 Globaltrade.net, 2 Mintel


48 IHR JUNE 2011

feature

48 IHR JUNE

feature

048-052.IHR_StoreOrganize.indd 48 5/5/11 3:59:09 PM

Love At First Sight

Ten winning strategies to make customers fall for your store

By Allison Tannis, BSc MSc RHN

The door swings open and your eyes adjust to take in your new surroundings. In that fi rst moment, your customer’s mind makes over a dozen decisions about your store. � at’s it – just one moment. Making a good fi rst impression on your customers is

very important, since it aff ects their mood and purchasing behaviour. In other words, eff ective merchandising is vital to retail success. If you think you’ll need a barrel of money to make signifi cant changes, think again. It’s all about the right strategy: Here are ten proven ways to help attract customers to your store – and keep them coming back.

JUNE 2011 IHR 49

feature


1

3

2

4

feature

50 IHR JUNE 2011

Map it OutWatch your customers. How do they fl ow through your store? For instance, customers need a “landing strip,” according to Paco Underhill, author of the national bestseller Why We Buy (Simon & Schuster, 2009). Don’t clutter your front entry – customers aren’t shopping there. Place your power-rack (a hot spot for promotions or high-sales volume items such as neti-pots) a little farther in.

Map out an overall plan to your store. Direct traffi c so customers shop your entire store. One way to do this is to place destination products and impulse items throughout your store. Design your plan keeping in mind that “customers fl ow to the right,” according to Underhill.

Feeling overwhelmed? If a store overhaul feels too daunting, why not start by taking the pulse from the front to the back of your store? Notice how milk is merchandised at the back of a grocery store – to get it you have to pass other merchandised products, increasing your likelihood of an impulse purchase.

“Fix” Your Image� e furniture or fi xtures that display your merchandise refl ect the store’s image (Crate and Barrel became famous by using shipping crates as fi xtures). Be sure to look for fi xtures that can be moved to allow you to change the store layout as needed. Adjustable fi xtures are best in health stores, as you can alter shelf height to accommodate from pint-sized bottles to jugs of eco-friendly laundry detergent. Most importantly, have fi xtures with clean lines so you can keep your products organized and avoid clutter.

Send an InvitationAttracting customers has a lot to do with curb appeal. Start with your store’s sign. Is it dated, peeling or hard to read? Clean, fresh and professional store signs are essential to sending a positive message to customers. Invite them in. And don’t forget about your window displays. Bright, colourful and impactful displays will certainly draw customers’ attention.

Have a PlanBefore you run around madly altering your store’s design, have a plan. “From the start, I wish had known more of the science behind merchandising,” says Jason Gloster, owner of the Horn of Plenty in Dundas, Ontario. Understanding your store’s demographic (age, income, needs, buying habits, average transaction value) is crucial. “As much as health food stores are diff erent, the same principles of merchandising apply. I have never been afraid to check out what larger stores are doing. It’s important to fi nd out who the leaders are and benchmark them with your own store.” says Gloster. Using information gained from competitors, combined with knowledge of your target consumer, will allow you to design your store’s product selection, layout and displays more eff ectively.


5

7

6

JUNE 2011 IHR 51

feature

Shelving Your ProductsProduct placement is important. In your store aisles, shelves should usually have top-selling products at eye level; products are stocked three deep (sometimes more); and products are clearly priced. Double-facing product can give the illusion of space. Space encourages lingering – consumers who linger are more inclined to buy, particularly in health retail where consumers like to take time to read labels.

Health food stores can feel overwhelming, even to the most veteran customers. � e volume of products and contrasting product claims can frustrate consumers. “Reduce your SKU count and focus on products that drive business; by doing so you increase sales per square foot,” says Phil LeBeau, Director of Sales at Sequel Naturals. “If you have too many options, it creates confusion.”

AnchorAnother way to reduce consumer confusion is to create an anchor by placing similar products together. You can do this by ingredient, brand or ailment. � is allows customers to quickly fi nd what they are looking for. Off er helpful directional signage to customers so they can fi nd your anchor areas. “Remember that time is relative, so if you spend 10 minutes walking in circles, it’ll feel like you’ve been there for half an hour.” If you walk into a store and see everything at a glance, it holds you longer, and “the time consumers spend there is considerably happier” says Underhill. Keep signs clear, readable and visible – there is a lot of stimulus in a store setting to compete with.

Mix It UpCross-mix merchandising is another option, since it helps customers visualize how they might use their impulse items. In a high-traffi c area, display an impulse-buy product with its themed accessories. For instance, lip balm could be displayed with organic cotton face cloths, hand soap, breath mints and toothpaste. Remember to keep cross-mixed visual merchandising displays clean and to the point: the average consumer views a focal display for merchandise for about one second.

8 Make a Display of YourselfClean, dramatic and bright are important merchandising tools to use in your displays. “[� e] ends in your store are what draw people in, make things exciting and can really set the tone of the place,” says Gloster. Alter your displays in tune with your regular customers’ visits. Give them a slightly newer look at each visit, and a completely new display every other visit.

Need some inspiration? Create an impact window by hanging a large poster featuring a picture of a big ginger root. In front, place a bushel overfl owing with ginger and small, organized stacks of ginger supplements and candies. Impact windows are dramatic and bring attention to the variety of a particular selection inside your store.

7

8


feature

52 IHR JUNE 2011

feature

Change is hard. As retailers, you spend most of your waking hours in your store. As such, it can be diffi cult to see outside the shelves – so to speak. However, ensuring your merchandising is working for you, not against you, is vital to your store’s success. “Have regular planning meetings and frequently walk the store to make sure products make sense where they are, and each display speaks to somebody,” suggests Jon Silen of Whole Foods Robson in Vancouver. Customers want retail stores to have clean, bright (well-lit) interiors, easy access, uncluttered aisles, and responsive and friendly service. Remember that shopping is not a task, but an experience – one that we hope will send us home with a product that will enhance our lives.

9

10

Prop ‘Em UpProps help to sell the concept of your store, and accent the environment. A wheelbarrow with potted tomato plants and a pair of gardening gloves could be obvious props for your produce section. Or think a little outside the box and use them to promote lycopene for prostate health. Summer props could include beach umbrellas or large picnic baskets brimming with organic, portable summer treats.

Brighten Up Simply changing the type of light bulb in your light fi xtures can make a profound diff erence in your store. Generally, you want lighting that illuminates the merchandise and traffi c path in a store. � en, you want accent lighting (preferably adjustable) that highlights focal displays. Track-mounted lights are a great option for accent lighting, and are cost eff ective.


C

M

Y

CM

MY

CY

CMY

K

HK10KHTD201-426 10.875x8.pdf 1 25/03/2011 12:48 PM

For

deta

ils, w

rite

#113

on

Free

Info

Pag

e, p

age

73.

IHR.June11_HKT.indd 1 5/4/11 11:16:41 AM

feature

54 IHR june 2011

Managers and entrepreneurs continue to ask me: why do I need a social media strategy? After all, most businesses have implemented an effective online web presence – isn't that enough? Yet the mountain of evidence and facts continues to build toward the conclusion that retailers

cannot afford to ignore social media any longer.

For example, a recent survey (by IAB of Canada/PHD Canada) found that, by 2019, digital media will be the number one media of choice for all Canadians aged 18-54. Another recent report in the New York Times shows a significant spike in sales for online retailers when customers participate in online conversations about their products or services on Facebook. There have even been findings that a negative review in an online social network can have a positive impact on sales. The facts are telling: social media is making a significant impact on some of the best-known Canadian brands and retailers.

The reality for retailers and brand managers is that their brand is the sum of the conversations that people are having about their company – and today many of these conversations are happening online, within social networks. As business leaders and marketers, you need to participate in these conversations. If you are not participating in these conversations with your existing and future customers, then someone else certainly will.

What's your status?Almost 90 per cent of Canadian businesses engage in social media, yet are they taking full advantage of that powerful tool?

By john A. Macdonald

054-057.IHR_SocialMedia.indd 54 5/5/11 10:28:40 AM

june 2011 IHR 55

feature


feature

56 IHR june 2011

• Canada is a worldwide leader in terms of social media, with nearly

90 per cent of businesses adopting social media tools.1

• By 2019, digital media will be the number one media of choice for all

Canadians aged 18-54.2

• One in six executives believes social media is the most important means

for their organization to engage the public about their brand, while 31% say

it plays a major role.1

• Only 10% of organizations don’t bother engaging in social media.1

• 60% of executives say their organization often or sometimes monitors

social media channels for mentions about their business.1 Sources: 1 SAS/Leger Marketing, 2 IAB of Canada/PHD Canada

Does all this sound a bit frightening? Well, the good news is that social media tools and practices can be readily learned by your organization. The effective use of such tools can give you access to new channels which deliver speed, immediacy and reach, and offer businesses the opportunity to engage in live conversations to reinforce their unique brand promise. Before you rush into the “nuts-and-bolts” of social media such as Facebook, Twitter and blogging, it is critical to start with your business objectives and strategy. A clearly articulated strategy is essential to ensure that you differentiate yourself from your competitors. The next step in the journey is to ensure that you understand the online audience. You must determine where your audience is online and then listen to their sentiments and discussions regarding your brand. As the saying goes, we are born with two ears and one mouth – use them in that proportion. As such, listening is also a key point of effective online conversations. Only by listening first can you appreciate the appropriate tone and frequency for you audience. Tools such as Trendrr.com, as well as blogs and alerts, are essential

for monitoring online chatter regarding your brand. These tools can help you listen and “tune in” to the conversations that are relevant to your customers.

A good social media plan needs to consider customer segmentation – in essence, you will want to consider the types of people that participate in your online community. As you start to listen to these online conversations, you will notice that your audience participates in different ways. Forrester Research has been tracking the adoption of social media across categories and found out that there are “creators” who write content and make podcast and videos, “critics” who post comments, ratings and reviews, “ joiners” who create profiles on social networking sites and actively participate in these sites, “spectators” who read, listen and watch the content created by others, and the “inactives” who are not actively participating in the online conversation. Finally, any good strategy should include measurable targets. Critical targets for your social media include elements such as daily story feedback, blog analytics, share-of-voice, search volume and inbound links.


june 2011 IHR 57

feature

Now you are finally ready to start to venture into the creation of or participation in an online community. If, like many retailers, you are new to this, I advise the “crawl-walk-run” approach. Start slowly with low-risk, low-volume experiments, measure your results, assess the impact on your business and broaden your strategy accordingly.

The challenge for anyone who has started to leverage these new channels – and you have undoubtedly experienced it – is that the choice of social media tools and platforms can be daunting. Horizontal social media platforms such as Facebook, Twitter and YouTube are obviously the starting point for many retailers because they have many active participants already. This means that it is likely that the audience for your products and services may already be users of these social media tools. The more users on a social media platform, the more value this social network typically creates for users – this is known as “network effects.” However, there are other options for retailers. In fact, some leading retailers prefer to establish their own social networking properties where they can have more control of the brand. There are numerous “white label” social networking tools that can be used to create custom social websites, hyper-local sites and powerful content management platforms such as Joomla and Drupal – that are used to create personal homepages – as well as large community-driven and corporate websites. The good news is that you have not missed the opportunity to take advantage of the benefits of social media. As a retailer, you do not need to be first-to-market on a social media platform to be successful. For example, two to three years ago the early adopters began to experiment with online couponing and location-based social networking tools yet saw limited early results. Today, these tools have been proven in the market and are actually considered mainstream marketing vehicles; user adoption is higher and the majority of retailers are jumping in and leveraging these powerful marketing platforms.

In conclusion, social media is about the creation and fostering of a vibrant online community and tapping into the conversations of your customers. In subsequent editions of IHR Magazine we will discuss, in depth, the big questions of social media: Which channels to use, which people and audiences to engage and what conversations you should join.

“Even a negative review in an online social media network can have a positive impact on sales.”


58 IHR JUNE 2011

feature

058-061.IHR_Organic.indd 58 5/5/11 12:08:36 PM

More than meets the label

feature

june 2011 IHR 59

While demand for “organic” and “natural” products increases, it’s important to know which labels to trust.

By Sylvie Savage

Would you like formaldehyde with that? There is more to labels than meets the eye – what can a retailer do to help consumers feel confident in regards to label

perception and bring them back to their store as a result of earning their trust?

The reality is that deceptive labels are everywhere and that they are likely misleading consumers. Vague or loose labelling laws and regulations may provide the opportunity for some manufacturers to gain from misrepresenting or exaggerating product quality. Granted, consumers have the responsibility to judge for themselves what is accurate or not, but the onus should also be on retailers. In that respect, they should do their due diligence to ensure that products offered at their stores adhere to proper government regulations. Where regulations are not well defined, stringent expectations should be enforced regarding deceptive labels.

Although regulations differ across product categories, there are standard rules that can be applied by law and others that can be applied by retailers. Doing so should increase the chances of having exceptional products and trustworthy names on the shelves, which will ultimately increase the integrity of this growing category.

Good to knowUnderstanding all the existing regulations can be a daunting task, yet an awareness of the rules is half the battle. A good starting point would be to demystify the confusion you might feel by determining what you need to know regarding “organic”, “green” and “natural” labels. Below are the four key segments – food, body care, natural health and environmentally friendly – that would include most consumer products that we find on our retail shelves today and an overview of the relevant rules and regulations faced by each.


60 IHR june 2011

What’s on your plate? As of June 2009, Canada’s Organic Products Regulations (OPR) put in place standards for certifications of all organic agricultural products. All agricultural products marketed as “organic” in interprovincial and international trade, or bearing the organic agricultural product legend, must comply with the following regulations:• Productcontentmustbegreaterthan95percenttobelabelled

“organic” or have the organic logo.• Amulti-ingredientproductwith70-95percentorganiccontent

may declare “organic ingredients” on the label but cannot claim to be “organic” or use the organic logo.

• Amulti-ingredientproductwith less than70percentorganicingredients may only claim “organic content” in the product ingredient list.

Products that make an "organic" claim must be certified by a certification body that has been accredited, based upon the recommendation of a Canadian Food Inspection Association (CFIA) designated Conformity Verification Body.

There are several other regulations pertaining to food. For example, if the label states "nature," "natural,” "mother nature," or "nature's way," it should not convey the impression that these terms have, by some miraculous process, made the food nutritionally superior to others or that engineering has resulted in the product’s ability

to better serve human needs. As well, foods or food ingredients submitted to processes that have significantly altered their original physical, chemical or biological state should not be described as "natural.” Consumers may consider foods described as "natural" of greater worth than foods not so described, so these regulations are in place to avoid deception.

The hot listThere are limited regulations pertaining to the labelling of body care products as “organic” or “natural.” This is concerning as our skin absorbs much of what we apply to it and it’s even more absorbent when it comes to children. There are literally thousands of chemicals in many of the body care products merchandised at our stores; however, these product labels face nowhere near the same degree of regulation as the food industry. Potentially, this can open the door to unscrupulous claims that may manipulate consumers into believing that a certain product is more natural than another when in fact it is not.

There is a cosmetic “hot list” that helps consumers, retailers and manufacturers understand what is banned or should be limited within our products in Canada. However, it’s important to point out it is the manufacturer’s responsibility to meet the requirements of the regulations and that the manufactures themselves perform the tests, not Health Canada.

feature


JUNE 2011 IHR 61

feature

It’s not easy being naturalNatural Health products are those of a therapeutic nature that don’t have a cosmetic purpose. For example, a tea tree antiseptic cream has no cosmetic purpose; it’s designed to relieve minor skin irritation, which is therapeutic in nature. � is would be classifi ed as a Natural Health Product (NHP). NHPs fall into the following categories:• Vitamins and minerals • Herbal remedies • Homeopathic medicines • Traditional medicines such as Chinese • Probiotics • Other products like amino acids and essential fatty acids

In Canada, these products must have a product license, Natural Product Number (NPN) or a Homeopathic Medicine Number (DIN-HM), which must appear on the label. � e sites that manufacture, label, and import these products must have a site license. To get product and site licenses, specifi c labelling and packaging requirements must be met. However, regarding “organic” and “natural” labels, the same loosely defi ned regulations apply as with body care.

Friendly or notEnvironmentally friendly products would be those that can be found in our homes, such as cleaning products, toys, diapers and clothing. In that context, the term “green” is meant to describe an environmentally friendly product, yet the meaning of “green” is still not well defi ned, therefore creating few standards beyond the Consumer Packaging and Labelling Act (which requires that pre-packaged consumer products bear accurate and meaningful labelling information to help consumers make informed purchasing decisions). Due to that lack of defi nition, the use of the term “green” can often be misunderstood by consumers.

It’s up to youAll in all, the trend is moving toward healthier lifestyle choices by consumers and, like any other trend, there will be growing pains. Both responsibility and opportunity come with this emerging category.

Retailers have tremendous infl uence on what consumers buy through what they make available on the shelves and it is incumbent on the retailer to ensure they off er products from manufacturers that adhere to high ethical standards in an emerging category that is still somewhat self-regulating. Doing so will help build brands, and consumer education will go a long way toward gaining increased share in this growing category.

Take action today!➔ Opt for certifi ed organic, natural and fair trade products.

➔ Always ensure that the products on your shelves don’t

have ingredients that are on the “hot list” and keep your

vendors accountable.

➔ Have a “hot list“ available in store as a checkpoint for

consumers and employees.

➔ Create a “hot product” zone that guarantees true

organic, natural and green products that consumers

can rely on.

➔ Defi ne yourself as a retailer that takes pride in having

your consumers' wellbeing at heart.


feature

62 IHR june 2011

Personal care products specifically aimed at men are one of the fastest growing areas of the integrated health sector, yet retailers are still perfecting the art of effectively

marketing these products to a male audience.

“It has only been in the 2000s that the men’s grooming market has become a steadily strong performer, in large part because marketers have finally assembled the essential keys to marketing to men, typically through humorous advertising that emphasizes the multi-functionality of products that work fast and efficiently,” says Don Montuori, publisher of Packaged Facts. “But men are becoming more adventurous in their personal care regimens. Not only are many of the world’s men trying premium male-specific

hair gels or skin creams for the first time, but some are also buying a greater range of grooming products, including unisex items.” Packaged Facts has forecasted that by 2014, the global market for all-male consumed grooming products will be worth $85 billion.

While more and more men are interested in health and wellness products, the challenge for marketers is helping them overcome their hesitation about experimenting in territory that has been a women-only domain for so long.

“We don’t have a lot [of men] that come in, and when they do it’s mostly for a moisturizer or most often, aftershave,” says Judy Jones, Beauty Boutique expert with Shoppers Drug Mart. Jones

062-064.IHR_SellingMen.indd 62 5/5/11 10:59:18 AM

june 2011 IHR 63

feature

By Sarah O’Connor

The Power of MenWith an estimated global market of $85 billion in 2014, male grooming products are next big thing.

acknowledges that women are very interested in natural and organic products, with the latest trend being paraffin-free skin care products. On the other end of the spectrum, many men are still figuring out what products are suitable for them, and may be overwhelmed at the range of natural options available. And that presents a great opportunity for retailers who are willing to educate them.

“They pretty much rely on what you tell them, and you have to ask them what they are looking for,” continues Jones. “They’re not really that brand conscious. Price conscious, maybe, because they’re not familiar with how much (high-end products) cost.”Not only are these products largely unfamiliar, many are downright unappealing to the male consumer.

“Many challenges come from product scents, since most are marketed for women and have more fruity or floral scents,” says Cristina D'Addario, HABA brand manager for Higgins Cohn Brand Management. “Packaging of products is also targeted at women, and many facial care and anti-aging products in particular are predominantly targeted at them.”

This is changing, of course, as brands become aware of the opportunities presented by this growing sector. Jones cites Lancôme, Vichy, Zehr and L’Oreal as brands that have introduced skin care lines specifically geared toward men in the last year, and notes that Biotherm has long been a leader in this category.


feature

64 IHR june 2011

Mighty Men• In 2010, in Canada alone, the men’s care industry pulled in $1.6 billion in total sales.1 • Canadian men’s beauty product market: $579 million (estimated).2 • Market growth: 70% between 2003 and 2008.2 • Men’s skin care product sales grew three times the rate of the overall market in 2009.3 • Two-thirds of men in Canada use women’s personal care products, but only a quarter are comfortable admitting to it.4

Sources: 1 Datamonitor, 2 Euromonitor, 3 L’Oreal, 4 Dove

“Many brands are simply changing the packaging to appeal to men, as several of the same ingredients that benefit women's skin in the natural industry benefit men's skin as well, like aloe vera, hyaluronic acid, jojoba oil, etc.” says D’Addario. “The biggest change made to market men's products is the fragrance: many men's products are unscented or made with more masculine scents like fresh, herbal or spice, as opposed to fruity or floral, to appeal more to their gender.”

In addition to customizing the products themselves, successful retailers are also allocating reserved real estate specifically for men in their stores,

“It should be simple for men to find and try products,” explains Tracey Burby, HABA Brand Manager with Michael Theodor Brokerage. “In that sense, brand and category blocking is crucial for these products as it draws them into a section that’s all about them.” Variety is also crucial, as Burby puts it: “It’s important to have a full offering, from shaving creams to moisturizers; if there isn’t a full selection then they won’t stay interested.” D’Addario believes “it is also becoming more and more socially accepted for men to pamper and treat their skin and bodies as women do, which I think will continue to have men interested in a wide range of products and also very concerned about which products they are using and putting on themselves.”

Jones, who has worked for Shoppers Drug Mart since 1969, notes that this awareness is a very recent development. “When I first started there were only a few aftershaves and not much in skincare,” says Jones, noting that in the last five to 10 years she has noticed men becoming much more conscious of health and fitness issues and taking better care of themselves. Today, Jones has observed that men tend to purchase less expensive brands at first and then progress to more upscale ones.

Burby believes the media has been an important factor in expanding the men’s category: “There’s an increased awareness amongst the younger generation regarding personal grooming, anti-aging and the effects of gender-specific formulated product lines thanks to media and social networking.”

The future certainly looks promising. According to D’Addario: “As more male shoppers decide to explore retail, retailers will continue to evaluate options to expand their male customer base. We are seeing more male staff in personal care departments and will keep seeing sections and categories as well as products dedicated to men. Also, products for male teenagers are slowly beginning to develop. These products will introduce young men into natural personal care products and will develop them into personal care shoppers. This will continue to increase the overall options and opportunities available to men,” D’Addario concludes.

"Products for male teenagers will introduce

young men into natural personal

care products and will develop them into personal care

shoppers."


FOR AN APPOINTMENT, REQUEST ONLINE OR CONTACT [email protected]

CACDS Executive Exchange Conference 2011

as a Platinum Sponsor we look forward to meeting with you in Niagara Falls

IHR_CACDS.indd 1 5/5/11 3:52:35 PM

industry buzz

CHFA EXPO WEST VANCOUVER 2011

From Top to Bottom:Francis Forest, Lynn Conyers, Christophe Dieudonne, Helen

Midwood and Christine Janssen from Nature’s Path.

Kim Stockburn, Mike Wick and Melissa Ward from Raincoast.

Joe Lawer, Harpal Khalsa from Yogi Tea and Jimmy Vaid

from MTB.

Michel Montreuil and Miriam McCrea from M2 Brand

Management Inc.

Nora Moore, Susan Messett, Nathalie Simard, Shannon

Thacyk, Patrick Stamm, Erika Janisch, Lena Hozaima, Letelle

Spezowka from Genuine Health

Adrian Smith from Hydralyte.

Stephen Langford from Preston Cosmetics.

66 IHR JUNE 2011

066-067.IHR_CHFA West.indd 66 5/5/11 2:08:58 PM

industry buzz

JUNE 2011 IHR 67

Congratulations to the CHFA People of Excellence Award

Winners! CHFA was a great event yet again and the IHR

team certainly kept busy speaking with new and familiar

faces. We had an opportunity to learn a lot about great

new products and initiatives and we made some valuable

contacts. Then we celebrated with the awards reception

and ceremony and gala dinner – a fantastic way to cap such

a terrifi c event. Congratulations to all of the award winners:

CHFA Brock Elliott Memorial Award for Excellence in Retailing

Vita Health Fresh Market

Preferred Nutrition Award for Excellence in Retail Sales

Suzi Oberkirsch, Nature’s Fare Markets

CHFA Spotlight Award in the category of Innovation - Retailer

Nature’s Fare Markets

CHFA Spotlight Award in the category of Innovation - Supplier

Natural Factors Nutritional Products Ltd.

CHFA Supplier of Excellence Award

Natural Factors Nutritional Products Ltd.

Jack Gahler Memorial Award For Excellence in Field Sales

Nicole Oakes, TallGrass

Jack Gahler Memorial Award For Excellence in Inside Sales

Tammy Gomes, Prairie Naturals

Gordon Storie Memorial Bursary

Ryan Litovitch, Vita Health Fresh Market

CHFA Organics Achievement Award

Dr. Ralph Martin, Organic Agriculture Centre of Canada

CHFA Exhibit AwardsSmall Booth - Scentuals Natural Bodycare Medium Booth - Hugo NaturalsLarge Booth - TallGrass

From Top to Bottom:Jimmy Vaid and Michael Theodor from MTB and

Emma Crabtree from Green and Blacks Organic.

Thomas Chin from Organika.

Lorna Vanderhaeghe from Lorna Vanderhaeghe Inc.

Nafi ssa Gokalbhai, Keith-Michael Didion, Tracy

Creighton, Joel Chevrefi ls, Trish Dunca, from SISU.

Jean-Phillip Sidaner and Logan Roberts from

Nordic Naturals.

066-067.IHR_CHFA West.indd 67 5/5/11 2:10:38 PM

industry buzz

68 IHR JUNE 2011

From Top to Bottom:Jason Wagner, Nadine Nellis and Charles Chang at Health

First Reception.

Julie Drapeau and Tracey Burby at Industry Party.

Jason Spring and Jennifer Spring at Industry Party.

Robin Taylor and Dave Freeman at Health First Reception.

Sherrie Bogosevic, John Cohn, Don Gonder and Cristina

D’Addario at Industry Party.

Darren Wright, Mark Stirling, Jane Jansen and Gillian

Shaw at Health First Reception.

INDUSTRY EVENTS

Health First Reception

Industry Party Sponsered by MTB, Pro Organics Purity Life & UNFI

066-067.IHR_CHFA West.indd 68 5/11/11 10:50:56 AM

Joining Pharmasave has

been one of the best

business decisions I

have ever made

Rosanne Currie, Pharmacist/Co-OwnerLucknow, Walkerton

British ColumbiaPharmasave Drugs (Pacific) Ltd.Dave RestonDirect: (604) 575-5730

AlbertaPharmasave Drugs (Western) Ltd.Vinod ThakrarDirect: (403) 255-5022 1-866-308-7779

Saskatchewan, Manitoba,North West OntarioPharmasave Drugs (Central) Ltd.Robert GareDirect: (204) 985-0225

OntarioPharmasave Drugs (Ontario) Ltd.Doug ShermanDirect: 1-800-515-8620 x223

New Brunswick, Newfoundland, Nova Scotia, Prince Edward IslandPharmasave Drugs (Atlantic) Ltd.Greg Van Den HoogenDirect: (902) 481-5175

www.pharmasave.com

Never before have independent pharmacy owners faced such challenges with so many factors threatening the success of their business. Now, more than ever, will a strong, well established program provide pharmacy owners with the support necessary to get through these challenging times and help owners reinvent their business model to ensure a successful future.

We can help. There is an unprecedented importance to joining a group who takes care of its members first. You are guaranteed to achieve this at Pharmasave because Pharmasave is owned by its members. Pharmasave has more than 25 years of experience in building a program that works for you and has a strong team of professionals to ensure you get the most value out of your program.

While being part of a strong buying group is important, and Pharmasave has the leverage of one of the largest independent pharmacy buying groups in the country, we have stayed true to our values. The strength in any program lies in the support that is provided to its members. We have remained committed to building a program around support first, which is why so many independent pharmacists have made the decision to join Pharmasave and why Pharmasave is the best option to support independent pharmacists on their path forward.

Let us work with you to ensure that there will always be a place for independent pharmacy!

Independent...But Not AloneWe will work with our members to ensure the long term success of their retail business and the Pharmasave Brand

For

deta

ils, w

rite

#110

on

Free

Info

Pag

e, p

age

73.

IHR.Feb11_Pharmasave.indd 1 5/4/11 11:20:05 AM

70 IHR June 2011

research news

Chocolate may ease chronic fatigue syndromeChocolate is rich in flavonoid

antioxidants, which have been

shown to benefit various

conditions including heart

disease, blood pressure,

and glucose control, but had

never been tested in chronic

fatigue syndrome (CFS). now

it has, thanks to a clinical pilot

crossover study comparing

high cocoa liquor/polyphenol rich chocolate (HCL/PR) to simulated

isocaloric chocolate (cocoa liquor free/low polyphenols, CLF/LP)

on fatigue and residual function in subjects with chronic fatigue

syndrome. A total of 10 subjects with CFS having severe fatigue

of at least 10 out of 11 on the Chalder Fatigue Scale were enrolled.

The Chalder Fatigue Scale score improved significantly after eight

weeks of the HCL/PR chocolate intake, yet that deteriorated

significantly when subjects were given simulated isocaloric

chocolate. This study suggests that HCL/PR chocolate may

improve symptoms in subjects with chronic fatigue syndrome.

(nutr J. 2010 nov 22;9:55.) PMID:21092175

Most patients would take placebo to treat depressionAccording to a study presented

at the ePA 2011: 19th european

Congress of Psychiatry, nearly

three-quarters of healthy

individuals report that they

would consent to being

prescribed a placebo medication

if they experienced depression.

Surprisingly, 88 per cent of

participants said that they did not

consider a physician who administered a placebo deceitful. The lifetime

prevalence of depression is reportedly as high as 20 per cent, and

antidepressants are among the most widely prescribed medications.

However, placebo pills in depressed patients have produced response

rates of 30 to 50 per cent with sustained efficacy, minimal side

effects, and nominal cost. Research is increasingly challenging the

magnitude of the reported efficacy of antidepressants over placebo

for the treatment of mild to moderate depression, and concern has

been voiced about publication bias in favour of studies with positive

results. (ePA 2011: 19th european Congress of Psychiatry: Abstracts

P02-160 and FC31-02. Presented March 14 and 15, 2011.)

DEPRESSION FATIGUE

Lactoferrin a good ally in fighting anemia in chemotherapy patientsAdvanced-stage cancer

patients often suffer from

anemia that closely resembles

that of chronic inflammatory

disease, characterized by

specific changes in iron

homeostasis and absorption.

Intravenous iron improves

the efficacy of recombinant

human erythropoietin (rHuePO) in anemic cancer patients

undergoing chemotherapy. Lactoferrin is a naturally occurring iron-

binding protein that also possess immunomodulating activity. A

prospective trial tested the safety and efficacy of treatment with

oral lactoferrin versus IV iron, both combined with rHuePO, for the

treatment of anemia in 148 advanced cancer patients undergoing

chemotherapy. The results show similar efficacy for oral lactoferrin

and for IV iron, combined with rHuePO, for the treatment of

anemia in advanced cancer patients undergoing chemotherapy.

(Oncologist. 2010;15(8):894-902.) PMID: 20647390

ANEMIAOmega-3 decreases liver fat content in patients with polycystic ovary syndromeThere is an association

between non-alcoholic fatty

liver disease (nAFLD) and the

polycystic ovary syndrome

(PCOS): both conditions

share induction of common

inflammatory pathways

triggered by insulin resistance

and overweight. Marine-

derived Omega-3 fatty acids may reduce liver fat in nAFLD. A

study examined the effects of such acids on liver fat content in

PCOS using proton magnetic resonance spectroscopy. Omega-3

fatty acids especially decreased hepatic fat in women with hepatic

steatosis — defined as liver fat percentage greater than five per

cent. The study’s results support the fact that Omega-3 fatty acid

supplementation has a beneficial effect on liver fat content and

other cardiovascular risk factors in women with PCOS, including

those with hepatic steatosis. (J Clin endocrinol Metab. 2009

Oct;94(10):3842-8.) PMID: 19622617

OMEGA-3

068-072.IHR_ResearchNews.indd 70 5/5/11 3:12:30 PM

June 2011 IHR 71

research news

A new way to reduce ulcers caused by low-dose aspirinGastrointestinal bleeding

is a common side effect of

nSAID therapy and limits its

use in susceptible individuals.

enteric-coated formulations

or gastroprotection with acid

inhibition is often prescribed at

therapy initiation; however, acid

inhibition has its own risk of

nutrient malabsorption. A study

investigated acute gastroduodenal

erosion and ulceration following low-dose aspirin and aspirin-

phosphatidylcholine complex (PL2200) in subjects at risk of aspirin

ulcers. Phosphatidylcholine has been previously shown to be of

benefit in ulcerative colitis. In this study, low-dose aspirin induced

a surprisingly high incidence of acute gastroduodenal ulcers in at-

risk subjects, highlighting that aspirin’s upper gastrointestinal risk

begins early and may require gastroprotection; however, aspirin’s

pre-association with surface-active phospholipids significantly

reduced mucosal damage. In that sense, PL2200 may be an

attractive alternative or complement to proton pump inhibitors in

older patients who are at risk of aspirin-induced ulceration. (Am J

Gastroenterol. 2011 Feb;106(2):272-7.) PMID: 21081908

ULCERExercise training improves memoryThe hippocampus shrinks in late

adulthood, leading to impaired

memory and increased risk

for dementia. Hippocampal

and medial temporal lobe

volumes are larger in higher-

fit adults, and physical activity

training increases hippocampal

blood perfusion. However,

the extent to which aerobic

exercise training can modify

hippocampal volume in late

adulthood remains unknown. A controlled trial of 120 older

adults demonstrated that aerobic exercise training increases

the size of the anterior hippocampus as measured by MRI,

leading to improvements in spatial memory. The study excluded

participants with depression, a history of neurological diseases

or infarcts, including Parkinson’s disease, Alzheimer’s disease,

multiple sclerosis, or stroke, cardiovascular disease or diabetes.

Hippocampal volume declined in the control group (stretching and

toning non-aerobic exercise program), but higher preintervention

fitness partially attenuated the decline, supporting the hypothesis

that fitness protects against volume loss. (Proc natl Acad Sci u S

A. 2011 Feb 15;108(7):3017-22.) PMID: 21282661

MEMORY

Vitamin D improves glycemic control in diabetes patientsA study was conducted to

test the hypothesis that

vitamin D supplementation

would improve glycemic

control in patients with

type 1 diabetes mellitus

who also have vitamin D

deficiency. eighty patients

with type 1 diabetes

mellitus and vitamin D deficiency were assigned to receive 4,000

Iu of vitamin D3. Calcium supplements were provided to ensure

a total calcium intake of 1,200 mg/d. Significant differences in

mean (SD) glycosylated hemoglobin level were observed among

tested subjects. (Ann Saudi Med. 2010 nov-Dec;30(6):454-8.)

PMID: 21060157

DIABETESIron might help with attention deficit and hyperactivity disorderIron deficiency (ID) has been

associated with attention and

behavioral problems, and iron

supplemenation has previously

been shown to improve ADHD

symptoms in iron-deficient children.

A recent study examined whether

iron stores, as reflected by serum

ferritin concentration, predicted the

response to psychostimulants. Its

findings add to the growing literature

implicating ID in ADHD. The prediction of amphetamine’s optimal

dose by ferritin concentration suggests that iron supplementation

should be investigated as a potential intervention to optimize

response to psychostimulants at a lower dose in individuals with

low iron stores and ADHD. (J Child Adolesc Psychopharmacol.

2010 Dec;20(6):495-502.) PMID: 21186968

ADHD


72 IHR June 2011

research news

Selenium supplementation for Hashimoto’s thyroiditisSome reports suggest

that selenium (Se)

supplementation could

be useful as an adjunctive

therapy to levothyroxine

(LT4) in the treatment of

Hashimoto’s thyroiditis

(HT). A systematic review

and meta analysis of trials

summarized the evidence

on selenium’s effect on thyroid autoantibody titers, requirement

for LT4 replacement therapy, ultrasonographic thyroid morphology,

and mood in patients with HT under LT4 treatment. The evidence

suggests a different pattern of response to Se supplementation

in HT relative to baseline TPOab titers, with a larger response in

those with higher antibody levels; if confirmed, this could be used

to identify which patients would benefit most from treatment.

Further study is required to demonstrate an improvement in

thyroid function and morphology. (Thyroid. 2010 Oct;20(10):1163-

73.) PMID: 20883174

THYROIDPancrelipase delayed-release capsules a good tool for pancreatic insufficiencyPancreatic-enzyme replacement

therapy (PeRT) is the standard

of care to prevent maldigestion,

malnutrition, and excessive

weight loss in patients with

exocrine pancreatic insufficiency

(ePI) due to chronic pancreatitis

(CP) or pancreatic surgery (PS).

A trial assessed the safety

and efficacy of a new formulation of pancrelipase (pancreatin)

delayed-release 12,000-lipase unit capsules (CReOn) in patients

with ePI due to CP or PS. Greater improvements from baseline in

stool frequency, stool consistency, abdominal pain, and flatulence

were observed with pancrelipase against a placebo. Treatment-

emergent adverse events were reported in 20 per cent of patients

in the pancrelipase group and in 20.7 per cent in the placebo group;

the most common were gastrointestinal events and metabolism/

nutrition disorders, but these did not require discontinuation of

treatment. (Am J Gastroenterol. 2010 Oct;105(10):2276-86. epub

2010 May 25.) PMID: 20502447

PANCREATITIS

Idiopathic pancreatitis: a first sign of IBD in kids? Acute pancreatitis (AP) can

be a rare extra-intestinal

manifestation of inflammatory

bowel disease (IBD), however

there are only a few reports of AP

presenting before the diagnosis

of IBD. A retrospective study

characterized the demographic,

clinical, and laboratory data

of patients with IBD in whom

AP preceded disease onset,

and compared the presentation between children and adults.

IBD presenting as AP was more frequent among the pediatric

population with IBD in comparison to adults, and it was more

common in patients with colitis than in those with ileal disease,

suggesting that patients with idiopathic AP should be investigated

thoroughly for a possible diagnosis of IBD. (J Pediatr Gastroenterol

nutr.) 2011 Apr 7. [epub ahead of print]) PMID: 21478760

BOWEL DISEASEHibiscus tea lowers blood pressure Hibiscus sabdariffa L. has

antioxidant properties,

and extracts of its calyces

have demonstrated to

have hypocholesterolemic

and antihypertensive

properties in animals. A

clinical trial examined the

antihypertensive effects of

hibiscus tea consumption

in 65 pre- and mildly

hypertensive adults, age 30-70, not taking blood pressure-lowering

medications. The results suggest daily consumption of hibiscus

tea, in an amount readily incorporated into the diet, lowers blood

pressure in pre- and mildly hypertensive adults and may prove an

effective component of the dietary changes recommended for

people with these conditions. (J nutr. 2010 Feb;140(2):298-303.)

PMID: 20018807

BLOOD PRESSURE


Please sign up for a subscription!

GET FREE INFORMATION! On any product advertised in this issue

SEE A pROducT yOu lIkE? WANT MORE INFORMATION, ABSOluTEly FREE?…

Fax Now to: 1-888-849-0155 or 416-703-6392 | or Mail card today to: 60 Bloor St. west, Suite 1106, toronto, oN, M4w 3B8

JuNe 2011write iN the NuMBerS here For each Product you waNt More detailed iNForMatioN oN

uSe Quick reFereNce guide oN toP oF Page

Signature: _________________________________________________ date: _______________________________

your Name: ________________________________________________ title: ________________________________

company Name: _______________________________________________________________________________

address: _________________________________________________________________________________________

city: _______________________________________________ Province: ___________________________________

Postal code: ________________________Phone: ______________________________ Fax: __________________

email address (optional): _________________________________________________________________________

Holista Tea, Tree Oil 2-3 101

Webber Naturals, kid’s Vitamin d3 4-5 102

Sisu, Ultra Fortified Omega3 7 103

Herbasante, Execalm 9 104

North American Herb Spice, SinuOrega 11 105

puresource, Just Juice 13 106

Intuition 15 107

Higgins Cohn Brand Management 18-19 108

North American Herb Spice, pom-o-power 23 109

Bio-k 29 110

Andalou Naturals 33 111

Natural Health Sciences, Pycnogenol 43 112

Hong Kong Trade and Development 53 113

Health First 69 114

Webber Naturals, Lemon Meringue Omega3 75 115

Aubrey Organics, Suncare 76 116

Intuition, My Waistline 14 120

Webber Naturals, peppermint Oil 14 121

Webber Naturals, chewable d3 14 122

Andalou Naturals, Body lotion 14 123

Holista, Organic Oregano Oil 16 124

Holista, Tea Tree Spray 16 125

Holista, Vitamin E lotion 16 126

Intuition, My Vitality 16 127

Genuine Health, Live Probio O3mega 18 128

Boo Bamboo, Hair Strengthening Shampo 18 129

North American Hemp, Area 369 Hair Serum 18 130

Webber Naturals, Triple Strength Omega3 18 131

STEp 4

STEp 1

STEp 3 Reserved exclusively for retailers

pAGE

73

cONNEcT WITH… page write #

By FAxOR MAIl

1. See product you want info on

2. use this quick reference list below to find out its free info number (it’s also on the ad)

3. Write the number(s) on the attached free info card

4. Mail or fax us at 1-888-849-0155 or 416-703-6392

5. Receive free info, direct from as many advertisers as you like

Example

101

cONNEcT WITH… page write #

june 2011 IHR 73

072-073.IHR_Faxback.indd 73 5/5/11 1:46:43 PM

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

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

>

Top Seller revieWYoUr STore MATTerS

>SporTS NUTriTioN Top SellerS

product: Brand:

Size: Flavour:

product: Brand:

Size: Flavour:

product: Brand:

Size: Flavour:

>viTAMiNS/SUppleMeNTS Top SellerS

product: Brand:

Size: Flavour:

product: Brand:

Size: Flavour:

product: Brand:

Size: Flavour:

>NeW prodUcTS Top SellerS

product: Brand:

Size: Flavour:

product: Brand:

Size: Flavour:

product: Brand:

Size: Flavour:

>Food Top SellerS

product: Brand:

Size: Flavour:

product: Brand:

Size: Flavour:

product: Brand:

Size: Flavour:

>HerBS Top SellerS

product: Brand:

Size: Flavour:

product: Brand:

Size: Flavour:

product: Brand:

Size: Flavour:

>perSoNAl cAre Top SellerS

product: Brand:

Size: Flavour:

product: Brand:

Size: Flavour:

product: Brand:

Size: Flavour:

Store Name__________________________________________________ city ______________________________________ province ___________

date ___________ Name ____________________ Title _________ Address __________________________________________________________

phone ___________________________ Fax _____________________________ email __________________________________________________

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

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

Approximate Age of Store customers:

under 25 25-40 40-65 over 65

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

June 2011

74 IHR june 2011

072-073.IHR_Faxback.indd 74 5/5/11 1:46:52 PM

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

NEW Gravity Feed Displays Available Now!Each display features a QR code in-store customers can scan with their smartphone to watch an informative video on the importance of Omega-3s.

Finally! An Omega-3 that kids and adults will love.

Which would you rather taste — a healthy spoonful of cod liver oil, or a delicious slice of lemon meringue pie? Why not both?

Lemon Meringue Liquid Omega-3 from webber naturals® is creamy, lemony, smooth — and delivers 700 mg of Omega-3 PLUS 100% of your daily requirements of Vitamins D and A in every delicious spoonful!

The days of force feeding cod liver oil are over ! Get all the essential fatty acids and vitamins of cod liver oil in our delicious new lemon meringue fl avoured emulsion.

No pills to swallow. No fi shy aftertaste.

The BEST Omega-3 You Ever Tasted !

Helps Develop and Maintain Bones, Teeth, Night Vision, Cognitive Health and Brain Function

For

deta

ils, w

rite

#115

on

Free

Info

Pag

e, p

age

73.

IHR_Webber LemonOmega.indd 1 5/4/11 11:44:07 AM

A new look... and a whole new attitude toward sun care. Natural Sun combines only nature’s

own sun-defl ecting minerals with luxuriously rehydrating, damage-defying, never greasy

natural ingredients: CoQ10, organic antioxidants, pomegranate and more. In six varieties,

SPFs 15 and 30+, plus a new rich After Sun and Pure Aloe Vera. This combination of absolutely

natural, broad-spectrum protection with irresistibly upscale packaging makes Natural Sun a

stunning product line you do not want to miss.

For more information, call Purity Life at 1-800-265-2615 or Tall Grass Distribution at 1-800-616-5900, or New Age Marketing at 1-888-868-0127. 5HR1

For

deta

ils, w

rite

#116

on

Free

Info

Pag

e, p

age

73.

IHR_Aubrey.indd 1 5/4/11 11:44:53 AM

IHR - June 2011 Issue

Documents

Transcript of IHR - June 2011 Issue