HEALTH

W. F. Young updates brand image

BY Michael Johnsen

EAST LONGMEADOW, Mass. W. F. Young on Monday introduced new packaging graphics that not only will serve to contemporize the brand but also marks the celebration of the company’s heritage of providing pain-relief products for horses.

Most consumers are not aware that the company’s first introduction into the pain-relief market actually was a product formulated for horses, the company noted. Absorbine Veterinary Liniment was introduced in 1892 by Wilbur F. and Mary Ida Young as a liniment to relieve the muscle pain of horses.

This inspired the introduction of Absorbine Jr. in 1903 to help relieve the muscle aches and pains of people.

The new carton and label graphics reflect W. F. Young’s horse care heritage with a graphic depicting a powerful horse next to a fit, healthy runner. The product with the new packaging started shipping in June and is appearing on store shelves now.

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WHAT’S HOT: Cane sheds light on seniors

BY DSN STAFF

PORT WASHINGTON, N.Y. —Drive Medical Design and Manufacturing recently launched a walking cane designed to suit seniors who need assistance making a midnight run to the restroom and who don’t want to wake their partners by turning on the lights.

The new Glow-and-Go walking cane lightly glows in the dark—absorbing enough ambient light during the day to glow sufficiently through the night. The cane may be especially appealing to those seniors suffering from nocturia—a condition defined as being awakened during the night in order to pass urine.

Walking canes are an impulse-driven business, and a cane featuring a new point of differentiation may just drive additional impulse purchases, suggested Vic Mazzacone, Drive CEO. Sales of all medical accessories (durable medical equipment) are up 1.1% to $327.6 million across food, drug and mass (including Walmart) for the 52 weeks ended June 12, according to data provided by the Nielsen Co.

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Q&A: Eyeing innovation

BY Michael Johnsen

Bausch & Lomb last month launched the latest innovation in lens care solutions—Biotrue—that is formulated to work like the eyes, with three bio-inspired attributes. Drug Store News caught up with Chris Huels, senior brand manager for lens care at Bausch & Lomb, to talk about the company’s launch plans.

Drug Store News: What is the media plan supporting the launch of Biotrue this fall?

Chris Huels: We have a multimillion-dollar integrative campaign incorporating television, online, PR efforts, some consumer promotions [and] in-store communications to the consumer, as well as various elements of social media. We’re trying to get a significant reach with a particular audience—women [ages] 25 to 44 [years] who wear contact lenses. There is a subset of this consumer called LOHAS [lifestyles of health and sustainability], which is a slightly different demographic. LOHAS consumers are in tune with what they’re putting into their bodies a little bit more than maybe the average person.

DSN: How will social media be utilized to promote Biotrue?

Huels: Social media is a very large part of our campaign, both [in] reaching consumers and [in reaching] healthcare professionals. We’ll be utilizing some of the bigger names like Facebook and Twitter, but also looking beyond those social media platforms to a variety of forums—blogs, message forums, [just about] any site where we think our consumers are going to be and [will be] in a mindset of thinking about eye care issues. Just to build on that, [the Internet] is really key as both consumers and professionals are looking for advice; they’re looking for product information [online]. We’ve always known that word-of-mouth is a big part of how you get your message out—it’s always been one of the best ways to get product news out there. These social media forums have helped facilitate that word-of-mouth. Social media really has to be an integral part of any campaign today.

DSN: How are you educating healthcare professionals around the benefits of Biotrue?

Huels: On the professional side, we’ve got a sales force that’s detailing doctors in a variety of settings using some new technologies. We’ve been utilizing iPads, which has been a great success for us [as compared to] the traditional paper detailing we’ve used in the past. The iPad has made maybe a 35-point difference in terms of the doctor recommendation rates…. We’ve got some more traditional elements like trade advertising, print ads to professionals, online advertisements to professionals, doctor events and also, as I’ve mentioned before, using social media. More and more, healthcare professionals are online looking for information on new products [and] handling questions or concerns from their peers through these forums. So we’re continuing to elevate online interactions as a more integral part of our campaign.

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