BEAUTY CARE

NSS brings Manuka Secrets brand to U.S.

BY Antoinette Alexander

ST. LOUIS — National Sales Solutions, a provider of sales, marketing and supply chain management for consumer packaged goods companies, has announced retail distribution for its client, Manuka Secrets. Manuka Secrets is now available at Ulta Beauty stores nationwide.

Manuka Secrets specializes in certified natural skin care created from New Zealand’s indigenous Manuka Tea Tree bush. Manuka Honey is known for many properties that can benefit skin, including its role in encouraging cell regeneration and fighting bacteria, inflammation and free radicals. These properties help smooth skin, diminish signs of irritation and improve the skin’s own ability to brighten and tone, reducing the appearance of lines and wrinkles.

According to NSS, Manuka Secrets is the first complete skin care line made from Manuka Honey. Manuka Secrets is certified natural and environmentally friendly.

“Manuka Secrets is a powerful tool for shoppers seeking anti-aging skin care. And for those men and women who recognize the importance of natural personal care, Manuka Secrets offers a certified solution,” stated Angie Echele, EVP of NSS.
 

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Patrick Spear assumes CEO position at GMDC

BY Michael Johnsen

 

 

COLORADO SPRINGS, Colo. – Global Market Development Center on Tuesday announced the completion of its management transition. On June 1, during the organization’s annual General Merchandise Conference. CEO and industry leader Dave McConnell will transfer his role to GMDC president Patrick Spear.
 
McConnell served as GMDC president and CEO for 15 of his 35-year career with the association. He will remain with the association consulting on special projects until the end of the 2015. He joined GMDC in 1980 and served in a number of capacities, including roles in business development, meetings management, recruitment and most recently, CEO. An Ohio native, McConnell earned a bachelor’s degree from Miami University in Oxford, Ohio.
 
During its 45-year history, GMDC had two other association leaders: executive director Robert Keats, who served 4 years, and president/CEO Rick Tilton, who served 26 years. 
 
The transition plan was announced last October, when Spear was named the association’s president.
 
A Nashville resident, Spear brought 25-plus years in the consumer and office products industry to GMDC’s senior management team, including work with BIC, Newell Rubbermaid, Mapa Spontex and The Identity Group. His experience spans from retails sales representative with BIC Corporation to president and CEO of Identity Group and founding partner and managing director of Mammoth Office Products.
 

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Deloitte: Retailers are missing the mark on ‘digital influence’

BY Michael Johnsen

NEW YORK — Digital interactions are expected to influence 64 cents of every dollar spent in retail stores by the end of 2015, or $2.2 trillion, according to Deloitte Digital's latest study, "Navigating the New Digital Divide." This figure has grown considerably from 14 cents of each dollar spent in brick-and-mortar stores in 2012, the first year Deloitte Digital conducted the annual study.
 
Deloitte Digital defines "digital influence" as the percentage of traditional brick-and-mortar retail sales impacted by shoppers' use of digital devices. Deloitte Digital has also identified a growing digital divide where consumers' digital behaviors and retailers' ability to deliver on those consumer expectations continue to diverge.  
 
"Retailers often use the wrong metric – e-commerce sales – to indicate whether their digital strategy is working," said Kasey Lobaugh, principal, Deloitte Consulting and Deloitte Digital's chief retail innovation officer. "Last year, e-commerce sales represented $300 billion, or just 7% of total retail sales, while digitally-influenced store sales were over five times higher, topping $1.7 trillion. Retailers that prioritize and design digital functionality with the sole purpose of driving sales in the e-commerce channel marginalize the consumer experience and risk ceding authority to competitors."
 
Marketplace volatility in the retail sector further amplifies the significance of capturing and accurately measuring digitally-influenced sales. Deloitte Digital's research indicates that, in the last five years, the top 25 established retailers have lost 2% of their combined market share, which equates to $64 billion, while smaller players that have entered the market with digital at their core have multiplied. Lobaugh added, "We are seeing a real change in the competitive dynamics, with digital as the great equalizer. The findings indicate that the large retailers are collectively losing ground to the much smaller competitors."
 
While the upward trend in overall digital usage has accelerated, this year's study uncovered dramatic new behaviors. Among consumers who use digital devices to shop:
 
  • Mobile influence is up, but price checking is down: Consumers surveyed indicated they are 30% less likely to use smartphones to perform price comparisons in-store than they were a year ago. This decline occurred while the influence of smartphones alone on in-store sales rose to 28% in 2014, up from 19% the prior year. Consumers are advancing in their sophistication – using mobile more often for inspiration and idea generation earlier in their shopping process, and not simply as a price comparison vehicle;
  • Digitally-influenced consumers buy more and spend more: Consumers who use digital while they shop convert at a 20% higher rate compared to those who do not use such devices. Consumers that access social media during the shopping process are four times more likely to spend more, and almost one-third (29%) of those surveyed are more likely to make a purchase the same day they turn to social media before or during their shopping trip;
  • Hispanic and Latino consumers are highly digitally-influenced: Nearly half (49%) of Hispanic and Latino consumers use social media during their shopping journey, compared to 32% across all ethnic groups. Additionally, 41% of Hispanic and Latino consumers indicate they spend more in the store due to digital activities, compared to 28% of all consumers surveyed; and
  • Not all categories are equal: Digital behavior has evolved across all categories, most notably baby/toddler and home furnishings. The digital influence in the baby/toddler category jumped from 39% to 52% in one year, and now accounts for more than half of all brick-and-mortar sales in that sector. Additionally, 56% of consumers shopping baby/toddler items consult social media for assistance. In the home furnishings category, nearly 4 in 10 consumers (38%) indicate they spend more when using their devices in the shopping process.  
 
Consumers are hunters, not gatherers, once they arrive at the store. Nearly 8 in 10 consumers (76%) surveyed interact with brands or products before arriving at the store. Shoppers now make buying decisions at other points in the shopping journey, where they find ideas and inspiration, research product information, validate performance through reviews and even make purchases online to pick up in store.
 
"Instead of measuring moments that matter during the shopping journey, retailers continue to focus on measuring the buy button – the point at which they actually have the least influence," said Jeff Simpson, director, Deloitte Consulting and co-author of the study. "Retailers that simply track channel sales and fail to measure the influence of digital along the entire path to purchase can miss key indicators of performance and customer behavior. Retailers should focus on designing and building customer experiences that play to how their customers are shopping for their products – rather than direct consumers to the point of purchase if what they really seek is inspiration or information."
 
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