Martire honored with Lifetime award
ORLANDO, Fla. — Energizer Household Products’ Lou Martire, VP trade development, was honored Saturday evening with the 2014 GMDC Lifetime Achievement Award in recognition of his contributions to the industry. “This award was developed to really honor and acknowledge people who make a real difference in our industry,” said Bill Anderson, GMDC chairman and group VP at H-E-B. “They’re just very, very special people.”
GMDC showcased Martire’s career and family as part of a 15-minute video featuring accolades from personal industry friends, including Kevin Tripp, Bill Anderson and David McConnell, among others. “This year’s recipient of the lifetime achievement award is multifaceted, is passionate, is intelligent. He’s a great business person,” the video started. “He cares about trying to help others, whether it’s trying to help build your business or just help you be a better person.”
Lia Aldridge, Lou and Pat Martire, grandson Luca Aldridge, John Aldridge and grandson Camden Aldridge
A Rutgers graduate, Martire has been with Energizer since age 22. “Lou’s tenure with Energizer is pretty amazing. Forty-plus years is pretty incredible in today’s world where people move around. He was able to transition as the company transitioned, went from being a battery company, a household company, a beauty-care company, a personal care company; [he] never missed a beat.”
Joining him on stage in accepting the prestigious award was his daughter’s family — the Aldridges, including his two grandsons Luca and Camden. Martire instills a willingness to help others across his family, as both his daughter and his son-in-law are retail pharmacists.
GMDC also recognized the association’s two most-recent award recipients — Jerry Brown, 2012 GMDC Lifetime Achievement Award honoree, and Pharmavite’s Skip Aldridge, who was honored with the award in 2013.
See below for a replay of the video honoring Lou Martire.
GMDC Showcase: Hot OTC Products
ORLANDO, Fla. — Suppliers are given the opportunity to showcase their products for retail buyers at the GMDC Health, Beauty and Wellness Marketing Conference. Below, Drug Store News highlights some of the hot OTC products in the showcase this year.
Pain relief in liquid shot format is all the rage right now. For the 52 weeks ended Dec. 29, sales of internal analgesic liquids were up 5.6% to $390.3 million across total U.S. multi-outlets, according to IRI. GM Pharmaceuticals’ VanaPain will only contribute to that escalating growth. GM Pharmaceuticals recently announced the addition of 8-oz. bottles to its line of liquid pain relief. The new bulk products for the chronic pain sufferer begin shipping in July, and the suggested retail price ranges from $7.99 to $9.99. Launched earlier this year in a liquid shot format, VanaPain and VanaPain PM provide pain relief for the consumer on the go. The pain relievers, retailing at a suggested price of $2.99 per shot, are formulated with 870 mg of choline salicylate, an NSAID, and 65 mg of caffeine.
Bayer introduced its energy supplement to buyers at the 2014 GMDC Health, Beauty and Wellness Marketing Conference. Called Berocca, the product may be new to U.S. consumers, but it already has a worldwide following, including in Australia, New Zealand, South Africa and the United Kingdom. It’s a caffeine-free energy alternative that contains B vitamins to help the body release energy from food and to support vitality and stamina. Among other ingredients, it also contains biotin, which helps release energy from food, and magnesium, which works with B vitamins also to help the body release energy from food and keep the nervous system and muscles working properly.
Chattem displayed its IcyHot Smart Relief TENS Therapy product in the GMDC showcase, with a floor display featuring IcyHot spokesman Shaquille O’Neal. The external analgesic play offers a new option for those consumers seeking elusive relief from back pain or muscle soreness. Electrotherapy TENS units are a prescription-free, pain-relief option recommended by professionals and favored by a growing number of acute and chronic pain sufferers. TENS, which stands for transcutaneous electrical nerve stimulation, uses gentle pulses to stimulate nearby nerves and is thought to scramble pain messages to the brain, stimulate the production of endorphins (the body’s natural pain reliever) and improve blood circulation.
Chattem also featured its Nasacort Allergy 24HR, which hit store shelves in February. In 10 weeks on the shelf, the nasal corticosteroid already has generated $33.6 million in sales across total U.S. multi-outlets, according to IRI figures for the 52 weeks ended April 20. Part of the success of Nasacort Allergy 24HR nasal spray is an interactive shelf display at CVS/pharmacy, and others retailers, that gives a whole new meaning to the term “shelf talker.” With the press of a button, shoppers at the point of decision have the opportunity to watch a brief tutorial on what Nasacort is about and why they should consider Nasacort as their allergy remedy of choice.
eos, the Evolution of Smooth, displayed its seasonal colors/flavors for its eos lip balms. In a pink package, eos featured a strawberry sorbet flavor. Light blue is sweet mint, while summer fruit was represented by a deep red. The product’s unique ball shape lends itself as a gift-giving opportunity for such seasonal occasions as Easter. Shaped like an egg, many tweens received an eos lip balm in their Easter basket, according to the company. And the product has been flying off of shelves lately, generating almost $85.5 million in brand sales on triple-digit growth — up 125.2% to be exact — for the 52 weeks ended Jan. 26 across total U.S. multi-outlets, according to IRI.
Competition for seasonal sales heats up
The drug channel could be losing its edge in seasonal sales. GMDC’s recently released “Seasonal Best Practices” report revealed that, according to Nielsen data for the 52 weeks ended Oct. 26, 2013, while drug store seasonal merchandise dollar sales are slightly ahead of supermarkets, the channel’s sales have slipped 16%.
Seasonal dollar sales at the drug channel, according to the report, were down for Christmas, Halloween, Valentine’s Day and Easter, but were slightly ahead for summer seasonal promotions.
GMDC’s part one of a report on seasonal sales — part two will be released in July 2015 — could serve as a wake-up call for a channel that has traditionally done very well with seasonal merchandise. Other channels are turning up the heat and grabbing share. A panel discussion of several supermarket executives hosted by GMDC revealed that the channel is taking seasonal sales seriously.
In its report, Robin Gutridge, category manager of seasonal, home decor and social expressions at Raley’s said: “We’ve grown our GM seasonal business by 45% over the past three years. Our CEO, family stakeholders and the SVP over our 119 stores all support GM seasonal.”
Yet drug store retailers willing to make a commitment to seasonal sales can win back consumers with strategic programs that are well-executed.
“The better retailers plan, execute and collaborate with suppliers, the better stores perform,” GMDC’s report said. The report said that chains, realizing they can’t be all things to all consumers, must decide what role their stores play in consumers’ holiday shopping and create a strategy that plays to those strengths.
When defining a role, the report said, “destination” is “the most aggressive, where shoppers could meet all their needs for a season.” GMDC’s report said that while retailers can’t feasibly aim to be a destination for every season, less intense roles can still be profitable. Roles can be identified as “routine,” where a retailer’s assortment is ample for shoppers already in the store, and “convenience,” where modest, basic merchandise offerings could fill a quick need, the report said.
Some best practices GMDC identified were displaying unique items early to spark impulse purchasing, taking markdowns in a controlled manner, and using category management scorecards and metrics to demonstrate the value of seasonal departments to decision-makers.
The report stressed the importance of a speedy and accurate review of what works and what doesn’t following each season so chains can re-plan rather than start from scratch each time. “The quicker and keener they review and analyze results, the stronger success prospects will be the following year,” the report said of retailer performance. CDMA recommends reviewing within 45 days, “when memories are fresh and energy is high.”