IHR - June 2011 Issue

YOUR HEALTH CATEGORY SOURCE
A Natural Success | $6
PUBLICATIONS MAIL 40678000 | 60 BLOOR STREET WEST SUITE 1106 | TORONTO ONTARIO, M4W 3B8
The Power of Men

Are you selling to them?
A Natural Success
Joe, Teresa and Guy DAddario, Joe Tavernese, Natures Emporium
So Beautiful
Skincares four winning strategies
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 rst aid, health, and beauty!
Potent Tea Tree Oil

Natures 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 Health
Protect, 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 Health

Combat Head Lice, Dandruff and Athletes Foot
An effective natural alternative to potentially toxic chemical lice treatments. Topical use of Tea Tree Oil can relieve athletes foot symptoms, including inammation, itching and burning.
Call today and ask about adding Canadas #1 selling Tea Tree Oil* products to your shelves! 1.800.204.4372
* Nielsen MarketTrack, National All Channels, 52 Weeks Ending June 5, 2010
For details, write #101 on Free Info Page, page 73.
New! Tea Tree Spray
New! Hand & Body Lotion
Want more information about webber naturals products? 1-800-430-7898 | www.webbernaturals.com

Herbals and supplements from webber naturals are advertised on national television, major market radio, in consumer magazines, and daily newspapers.
Sunshine Every Day

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 doesnt 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 avour.
BONE HEALTH AND MORE

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!
Follow us on
: @webbernaturals | Like us on
: www.facebook.com/webbernaturals
publishers letter
YOUR HEALTH CATEGORY SOURCE
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/Design
Sarah Vincett Angie Gaal
Production Coordinator
Elizabeth Valiaho
Contributors
Julie Broadbent Denise Deveau Ron Garant John A. Macdonald James Merritt Sarah OConnor Allison Tannis Sylvie Savage Natalie Singer Ken Vannucci
President
Olivier Felicio
Controller & Operations Manager

Melanie Seth
Finance Administrator
Leslie Witol
Web Programmer
Matthew Pompey
Scan this code with your cell phone to be linked directly to the Publishers 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 application Step 2: Using the BeeTagg application, hover over the secret code with your cellular phone camera Step 3: The message will be automatically decoded for you.
Sales Assistant
Erin Poredos
Subscription Rates Canada $50 (gst included) for nine issues (one year) USA $60 Change of Address email: ihr@publicationpartners.com telephone: 1-877-547-2246 fax: (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 Information Olivier Felicio telephone: (416) 203-7900 x 6107 email: olivier@rivegauchemedia.com John Gibbins telephone: (416) 203-7900 x 6102 email: john@gorgmgo.com Published by Rive Gauche Media Inc.
John Gibbins
John Gibbins
Publisher
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 publishers liability shall not exceed the amount of the publishers 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.
IHR JUNE 2011
The
to nourish
young mi bright
ega n3s Om d
ration of next gene
U.F.O.
Ultra-fortified omega 3 for kids

Bright minds need omega 3 essential fatty acids to learn, grow and be healthy, but most children dont 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. 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*
* International Fish Oil Standards (actual size)
Its out of this world!
Talk to your Account Manager about listing SISU Kids U.F.O. today.
sisu.com
1.800.663.4163
editorial board
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 Betts Category Manager, Natural Foods Thrifty Foods
Sanjiv Jagota President Natures Source
Gilles Houde President and COO GNC Canada
Olivier Felicio President Rive Gauche Media
Aaron Skelton, BSc (NNS) Sr. Category Manager Health Food Natural Value, Soins Naturels, Loblaw Companies Ltd.
John Gibbins Publisher Integrated Health Retailer
IHR june 2011
Execalm
Homeopathic Eczema Cream
Reduces ailments of irritated skin. For rashes, hives, psoriasis and itching, peeling, cracked skin.
PARABEN FREE Made in Canada
www.herbasante.ca 1 800 446-4242

40 . LOOKING THIN AND BEAUTIFUL
contents
44 . WONDERFUL SKIN Volume 11 . Issue 4 UP FRONT PUBLISHERS 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 Whats 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 34 . A NATURAL SUCCESS
54 . WHATS YOUR STATUS?
For Details, write #105 on Free Info Page, page 73
contributors
Writer and editor Sarah OConnor 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 sarahaoconnor@gmail.com.
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 johns personal take on social media on page 54, or you can follow him on www.myurbis.com/Blogs.aspx or else on Twitter/ johnamacdonald. Sylvie Savage is the founder and president of Savage Solutions. In todays 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
Allison Tannis, BSc, MSc, RHn, is one of Canadas 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 Allisons story on how to organize your store for maximum impact, on page 48, and visit www.allisontannis.com for more.
FROM THE PUBLISHER

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. Natures Emporium, our cover story, is an example of what can happen with vision and hard work. The DAddario family has evolved Natures 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
12
IHR june 2011
Saskatoon Berries Bring the natural goodness of the Canadian Prairies into your home.
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.
Saskatoon Berry
Distinctly sweet with a slightly astringent flavour.
Exclusively from Puresource. 1-800-265-7245
sku review
INTUITIONTM MY WAISTLINE
My 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 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 PEPPERMINT OIL

Peppermint 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.
ANDALOU NATURALS CITRUS VERBENA BODY LOTION WEBBER NATURALS CHEWABLE VITAMIN D3, BERRY FLAVOUR
Vitamin 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 avour. For more information write 122 on page 73. The 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 sunower oils effectively hydrate and replenish to nourish skin. For more information write 123 on page 73.
14
IHR JUNE 2011
GLUTEN FREE
NO SUGA R ADDED
LOW IN CALORIES
INTRODUCING INTUITION TM, THE WORLDS FIRST HERBAL INFUSED LIQUID CONCENTRATE!
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!
NOW AVAILABLE: MY WAISTLINE & MY VITALITY

Intuition 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 tubejust peel and squeeze into hot, cold or sparkling water.
Floor Display includes 18 x My Waistline 3 pack 18 x My Vitality 3 pack 6 x My Waistline 14 pack 6 x My Vitality 14 pack Code 436910
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
Make a cocktail with it!
www.drinkintuition.com
sku review
HOLISTA ORGANIC OREGANO OIL EXTRA STRENGTH
HOLISTA TEA TREE SPRAY

Tea 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. Its a great addition to all rst-aid kits! For more information write 125 on page 73.
Extra-strength oregano oil is certied 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, oreganos key active ingredient. Use it daily to strengthen your immunity all year round. For more information write 124 on page 73.
HOLISTA RESTORATIV VITAMIN E LOTION

This 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 its also paraben free. Perfect for use after a summer day in the sun! For more information write 126 on page 73.
INTUITIONTM MY VITALITY
A 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 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.
16
IHR JUNE 2011
sku review
Ju s t e d un c h la
GENUINE HEALTH LIVE PROBIO+ O3MEGA

Here comes the worlds rst super probiotic, the result of combining the most researched strain of probiotic with certied, superior Omega-3 sh oil. Adding Omega-3s to a probiotic can increase bidobacteria 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.
BOO BAMBOO HAIR STRENGTHENING SHAMPOO

Say 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.
NORTH AMERICAN HEMP CO. AREA 369 HAIR SERUM

Hemp seed oil is the most nutritious oil on earth. It is easily absorbed into the hair with no build-up or greasy residue. Its also naturally rich in Omega fatty acids and antioxidant vitamins, to lock in moisture. Area 369 Serums unique blend of silicones, vitamin E and Omega 3, 6 & 9 seals your hairs cuticle for brilliant shine! For more information write 130 on page 73.
WEBBER NATURALS TRIPLE STRENGTH OMEGA-3

Triple Strength Omega3 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 reux. For more information write 131 on page 73.
JUNE 2011 IHR
17
top seller review

STORE INFO
Ambrosia natural Foods, Thornhill, On Store Size: 3,500 sq.ft. Type: Health Food Store Beach I.D.A. Pharmacy, Toronto, On Store Size: 1,000 sq.ft. Type: Pharmacy/Health Food Store empress Walk Health Food Store, Toronto, On Store Size: 385 sq.ft. Type: Health Food Store evergreen natural Foods, Toronto, On Store Size: 2,400 sq.ft. Type: Health Food Store Hoopers Pharmacy, Toronto, On Store Size: 2,700 sq.ft. Type: Pharmacy/Health Food Store nutrition House, Calgary, AB Store Size: 800 sq.ft. Type: Health Food Store Lbears Health Foods, Trail, BC Store Size: 2,000 sq.ft. Type: Health Food Store
TOP THRee PRODuCTS
FOOD
Almond Breeze Almond Milk Coconut Water nico Cereal natures Path
Apple Cider Vinegar Bragg Slimdown Bar Jamieson Chocolate Lindt
elegante me Bars
Bulk Foods
Metagenics
Apple Cider Vinegar Bragg Protein Bars eAS Flax Seed / Meal naturally Chapman Farms
Bulk
Simply Bars
Cereal natures Path Tea - Traditional
Omega Truffles Bija udos Coconut Water nico
Raw nuts
Supreme Bars
Specialty Bread Maggies
TOP THRee PRODuCTS
HERBS
Fenugreek 100s Turmeric 100s Ginger 100s
Omega 3
Ginkgo natures Way Ginseng nu-Life Royal Jelly Organika
Fenugreek
Blessed Thistle natures Way Fenugreek
Oregano Oil
Cinnamon
Glucosamine 500 mg Ginger
Blessed Thistle
Milk Thistle
Sage
Hawthorn
Ginger
Cleanse Renew Life
Oregano Oil
TOP THRee PRODuCTS
PERSONAL CARE
Shampoo natures Gate Shampoo Avalon Shampoo Prarie naturals
Toothpaste Green Beaver Suncare Products Heiko Deodorant Kiss my Face
Shampoo Mill Creek Shampoo Green Beaver Shampoo Dr. Bronners
Shampoo Aubrey Creams derma-e Green Beaver Lotions
Shampoo Prarie naturals Soap natural Soapworks epsom Salts
Deodorant Crystal naturally Fresh Toothpaste Jason Hylauronic Acid derma-e
Jason Deodorant Shampoo Avalon Vitamin e Crme Jason
TOP THRee PRODuCTS
ACTIVE LIFESTYLE
Vega
Diesel
ALLMAX Isoflex Whey Diesel Whey Perfect nutrition nitro-tech Muscletech
Active Women Progressive Coconut water Zico Maca Powder
Maca
Creatine Purple K PGX natural Factors Protein Progressive
Protein Powder Bio-X Activ-X Platinum Womens Multi Vitamins
ALLMAX
Perfect Way
Creatine Interactive Vega
Progressive
Vega
TOP THRee PRODuCTS
VITAMINS/ SUPPLEMENTS
Vitamin D drops
Magnesium natural Calm Calcium Progressive Multivitamins nu-Life
Multivitamins Quest ultimate One nu-Life Super C 500 mg Quest
Bone Basics AOR Activ-X Platinum natural Calm
Vitamin D
Calcium
Multi Vitamins Platinum Oregano Oil new Roots Immune 7x
eFA Omega Ascenta nutraSea Lifetime Calcium Liquid
Vitamin C Complex Vitamin C
Fish Oil Carlson Melatonin natures Harmony
TOP THRee PRODuCTS
NEW PRODUCTS
Kelp new Roots Sytrinol Preferred nutrition Astaxanthin now
SaviSeed Sequel Omega Ascenta nutraSea Suncare Products Green Beaver
AGeOFF nuvocare Maca MacaPro Aai nu-Life
Shea Butters MAIGA Wholy Tea Body Detox
Protein Interactive Schinoussa Sea Vegetables
Simply Bars
MYO-MeD Cream Immmune 7x
Omega Truffles Bija udos Whole Food Supplements
Traumeel Kelp noodles Homeopathic Cream Quantum
Menopause A. Vogel
Want your store to be included in the Review? FIll In & Fax tHe FoRm on page 74
20
IHR June 2011
top seller review

Main Drug Mart, Toronto, On Store Size: 1,300 sq.ft. Type: Pharmacy nutrition House, Toronto, On Store Size: 800 sq.ft. Type: Health Food Store noahs natural Foods, Toronto, On Store Size: 2,650 sq.ft. Type: Health Food Store noahs natural Foods, Vaughan, On Store Size: 4,000 sq.ft. Type: Health Food Store Organic Garage, Oakville, On Store Size: 17,000 sq.ft. Type: Organic Grocery Store Shoppers Drug Mart #1013, Markham, On Store Size: 10,000 sq.ft. Type: Pharmacy Shoppers Drug Mart #613, Markham, On Store Size: 12,000 sq.ft. Type: Pharmacy Tilleys Pharmasave #492, Kenora, On Store Size: 2,000 sq.ft. Type: Pharmacy
Snacks, Chocolate Bars and Chips Soft Drinks
Flaxseed Gold Top new Zealand Protein ergogenics Chia Seed now
Almond Breeze
Bread
unsweetened Original Almond Breeze Agave 1.25 KG Wholesome Sweeteners Kettlecorn Popcorn, Indiana
eggs
Milk
Hemp Seed Manitoba Harvest Sesame & Seaweed Rice Chips Lundberg Black Pepper Crackers Marys Gone Crackers Whole Food Health Optmizer, Very Berry Vega Vital Greens naka Flax Oil Herbal Select
Coconut Water Taste nirvana Organic Milk
Organic Milk
Milk
Bread
Candy
Coconut Water nico
Butter
eggs
Royal Jelly
Fenugreek natures Way Ginger
echinacea 500 mg
Milk Thistle
Cinnamon Simply Organic Turmeric Simply Organic Coriander Simply Organic
Garlic
Garlic
Ginger
Vitamin D Drops
Fenugreek
Acidophilus
Probiotics
Turmeric
Blessed Thistle
Ginger Capsules
Blessed Thistle
echinacea
echinacea
Toothpaste
Deodorant HuGO Soap Soapworks Toothpaste Kiss My Face
Deodorant Weleda Toothpaste Weleda Rose Weleda
Lip Balms Burts Bees Shampoo Giovanni Castor Oil
Daily essential Moisturizers Desert essence Toothpaste, Mint Green Beaver Body Wash Jason
Deodorant
Toothpaste
Lip Balm Burts Bees Tea Tree Shampoo and Conditioner Giovanni Hair Spritz Giovanni
Deodorant
Soap
Shampoo
Shampoo
Shampoo
Feminine Hygiene Always
Sports Medicine Line Sportaid Diabetic Socks
Macasure 60S
Multivitamins
ISO Whey Interactive Vega
Vega Berry (Large)
Knee Braces
Power Bars
Heed Lemon Lime Hammer nutrition Sport Performance Optmizer, Aai Vega Raspberry espresso Gels Hammer nutrition Liquid Iron with Vitamin C and B noka nutri-Flex with Vitamin D noka Greens+ Multi+ Genuine Health
Coconut Water nico Libido 60S ultimate
Coconut Water Taste nirvana Vitamin C emergen-C
new Zealand Whey Isolate ergogenics Pumpkin Seed Powder Omega nutrition Vitamin D3 natural Factors Vegan Vanilla Protein Genuine Health Organic Rice Probiotic Bio-K
Wrist Braces
Boost
Diabetic Hose
Coconut Water nico
Carpal Tunnel Brace
Gatorade
Vitamin D
Multivitamins Progressive Multivitamins Platinum Multivitamins new Life
Multivitamins Quest Probiotics natures Way Wild Rose Detox
Vitamin C
Vitamin D
Vitamin e Lifebrand Vitamin D Lifebrand Vitamin C Lifebrand
Vitamin C Quest Calcium Quest
Vitamin D
Vitamin e
Fish Oils Carlson
Vitamin C
Files Crystal nail Maca
Curamin 60S enzimatic Therapy Telemeres 60S new Roots Leafsource 60S
Hyaluronic Acid Viva Salt Inhaler Ancient Secrets Pacifica Soaps
Kelp noodles Sea Tangle Raw Foods Market Raw Greek Yogurt
Beanitos
Skin Tag Remover Dr. Scholls Dry Shampoo Line Batiste Chips Simply Food
Fast Flats Dr. Scholls Skin Tag Remover Dr. Scholls Bio-Oil
White, Red and White, Black GO GO Quinoa Black Pepper Crackers Marys Gone Crackers Coconut Oil nutiva
Sea Veggies YangBan Indian Ketchup Amaya
Cream LivRelief
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.
June 2011 IHR
21
industry news
GREAT NEW PRODUCTS AND THE LATEST ON RESEARCH AND REGULATION Kettle Corn loves Omega-3
Fortied with Ocean Nutrition Canadas 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. Its also free from GMOs, gluten, trans-fats and articial 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. 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.
IN THE KNOW:
Swiss giant ghts ulcer

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 heartfailure 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 In keeping with Lonzas 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 benet 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.
Mighty copper defeats superbug

Sponsored 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 infectioncausing 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 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 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 healthcare decision-makers to consider antimicrobial copper as a product that continuously kills bacterial contamination when theyre retrotting 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 heart

A 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
22
IHR JUNE 2011
For Details, write #109 on Free Info Page, page 73
industry news
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 childrens consumption of synthetic colour additives in food and adverse effects on behavior. The result was that the FDAs Food Advisory Committee decided that a warning label wasnt needed, which wasnt 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 scientic 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 scientic research to be truly effective in treating AD/ HD, such as medication and behavior modication. 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. also conrms the current capacity of NDs as primary care practitioners. NDs are also regulated in the provinces of British Columbia, Manitoba and Saskatchewan.
North Carolina gets it right

Although State Senate Bill 31 which would have increased the penalty for instate 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, Ontarios new Naturopathy Act recieved 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
Derma-e is number one

Derma-e Natural Bodycares DMAE-Alpha Lipoic Acid-CEster Crme 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 companys ranking as the fastest growing top-10 brand in facial care, responsible for 60% of the growth in this category.
WHAT AND WHO IS HAPPENING IN THE BUSINESS WORLD NY Yankee catches one for Canadian team
Oakville, 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 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 twotime 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 Nutritions] 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. LNGIs President Glenn Young remarked, Steve and Russell are terric 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 benet food lovers and all of those concerned with healthy living.
ON THE GO:
MTBs new stars

Michael 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 ofce in Brampton, Ont.
Neptune makes waves

As 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
24
IHR JUNE 2011
industry news
nalist in the Nutraceutical Business and Technology Awards (NBT) under the category of Outstanding Application in Health Management. We are very proud to be nalist for an NBT award, especially in the Outstanding Application in Health Management category. Being in the top nalists for this category, along with industry pioneers, shows a worldwide recognition of the benets 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. in other markets, including Ontario. While promotional deals will continue for now, Lache told analysts that prices should eventually rise.
Pzer, quick on its feet

In an effort to downsize and regain some agility, Pzer has sold its capsule-manufacturing business, Capsugel, to private equity rm Kohlberg, Kravis and Roberts (KKR) for $2.4 billion in cash. The sales price is characterized as reasonable considering the divisions record as a stable, moderate growth business. KKR is a 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 sh gelatin capsules, and its customers include Pzer and other pharmaceutical and dietary supplement rms. The company will continue to be based in New Jersey.
From peanuts to greatness

Started 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-theLake, 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, Wirths 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. as Target Corp. invading the market, the challenge is likely to become even more intense. Yet Shoppers and its 9.5 millionmember-strong Optimum loyalty program, have been a model for U.S. drugstore retailers. to reach a merger with Chinese buyer Bright Food, Ares Management and the Ontario Teachers 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 GNCs 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.
Blame it on Walmart
Some food prices are increasing but consumers are continuing to see great promotional deals as retailers ght to remain competitive with Walmarts expanding grocery presence, according to Metros CEO Eric Lache. 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 Lache. Competition is expected to accelerate in Quebec when the worlds largest retailer begins selling a full range of food at Walmart Supercentres as the U.S. retail giant does
Shoppers on shaky ground?

Facing major issues, including new generic drug laws that are slicing its prots and the abrupt departure of CEO Jurgen Schreiber, SDMs brand value dropped 17 per cent to $2.6 billion from two years ago, according to a study by New Yorks Interbrand researcher. Although it is still the topvalued 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
Looking for Ironman

The 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 public

After two abandoned IPOs by GNCs previous owners, Apollo Management, and having failed
JUNE 2011 IHR
25
Farewell, My Friend
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. Thats 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? Youre 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 Id 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.
26
IHR june 2011
feature
Detox:
By Natalie Singer, RHN
A category that really cleans ups
Sunny In the Inside With 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 Health When a customer is ready to embark upon a comprehensive detox, encourage him or her to look beyond a quick x. is is a perfect time to communicate with your customers about the leading adult health concern: digestion ( rst among the 10 Key Trends in Food, Nutrition & Health 2011, according to New Nutrition Business). ere are many wonderful cleanses, kits and 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-bre foods or supplements. Market Trends Based on both consumer trends and expert opinion (Patterson 2010, Agri-Food Canada), the following four health categories currently oer 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 gures rise to those levels again." Know Your Customer Even 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 Trend Detox 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
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. Tolerance When 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 Strategies Consider 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 cant 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.
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
june 2011 IHR
29
company profile
Back to fine form

The founders of successful brands such as Avalon and Alba return to the business with the winning Andalou Naturals product line.
By Carlos Weigle
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.
30
IHR june 2011
company profile
Mark and Stacey egide
Organically Beautiful Thats when a great idea emerged: If natural product enthusiasts were becoming increasingly passionate about organic foods, why werent 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.
june 2011 IHR
31
company profile
It was clear fruit stem cell science was the next big thing in anti-aging skin care products.
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 eightberry 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 Farmer Once you have great products and a fine name, its 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, Womens 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. Thats 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 Glance
Andalou Naturals Location: 7250 Redwood Blvd. Suite 380 novato, California 94945 Phone: (415) 446-9470 Fax: (415) 446-9479 Email: info@andalou.com 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.
32
IHR june 2011
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
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

cover story
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
A NAturAl
34
IHR june 2011
cover story
june 2011 IHR
35
cover story
here 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 DAddario family, failure is not an option. The first visionary was Angelo DAddario, 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 DAddarios 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. Thats when we started talking about rebuilding, recalls Teresa who, along with her father-in-law, Angelo, and her brother-in-law, Joe, founded Natures Emporium in 1993.
36
IHR june 2011
cover story
Opening a new store under a new name gave them the chance to have a slightly dierent pro 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 DAddarios. 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. Weve 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 Natures Emporiums shelves. Within the 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 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.
Now and Then: Percentage of total revenues by department
In the 90s 40% bulk foods 35% refrigerated products and health and beauty aids (HABA) 25% supplements
In 2011 25% supplements 25% grocery 23% others 15% fresh produce 7% health and beauty aids (HABA) 5% bulk foods
JUNE 2011 IHR
37
cover story
The produce department's success is largely attributed to Joe Tavernese, who joined the team as a partner in 2009. Says DAddario: "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, Natures 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 its 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. Joes oldest son is almost a full-time employee, while two of Guy and Teresas 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. Id 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 couldnt address because we didnt 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 stores revenues), the addition of a natural caf/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, thats a different beast altogether, one that can easily get out of control
38
IHR june 2011
cover story
and run any successful business to the ground. Still, Joe sees the experience in a different light: It was the easiest expansion weve ever done. It just made sense and came to be naturally. Were 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 DAddarios door literally. It so happened that Weston Produce, a large independent grocery store that was Natures Emporiums 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 wasnt 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 wasnt abrupt, and expanding into the new space wasnt 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. Well even have a kitchen where we can teach people how to cook holistically. Theyre also building a naturopathic clinic, so that Natures Emporium becomes a truly holistic experience. The result is twofold. First, it turned Natures Emporium into one of North Americas 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 publics 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 its 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 DAddario family.
At a Glance
Natures Emporium Size: 50,000 square feet Location: 16655 Yonge Street, natures 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 DAddario, Guy DAddario, Teresa DAddario and joe Tavernese
june 2011 IHR
39
Columnist
Ken Vannucci
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!
Lookingthin
and
beautiful
I
Expo West proves that less is more, and that pretty packaging is here to stay.
By Ken Vannucci
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; its 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
40
IHR june 2011
kens kool
importantly, to make a difference for your customers. In the end, thats the most important part of a buyers 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 Lots So 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 Ive seen it. The show was packed in fact, irritatingly so. You could barely get around on the Friday it was a zoo!
june 2011 IHR
41
kens 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 Ive 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?
The insides have been great, the outsides, well lets jut say I was happy to see brands like Zhenas 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 Natures 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 betterlooking skin (packages). Looking good, folks!
The natural health industry is most definitely healthy and, in fact, seemed to be booming.
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 betterfor-you, gluten-free products. We now have numerous options for people who require or want gluten-free. And its all a result of attending shows like Expo West. The Whole Package The 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 dont throw in just one or two examples of the ones that have always looked good I am speaking in general terms).
This show, or any show like this, will always force a buyer to hunt and really try and find something new and cool. Its 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 dont 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, its 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
BEAUTY
by
HELPING YOUR CUSTOMERS BEAUTIFY THEIR SKIN FROM WITHIN
PYCNOGENOL IS ONE OF NATURES MOST POWERFUL ANTIOxIdANTS. ITS HEALTH BENEFITS HAvE BEEN dOCUMENTEd IN MORE THAN 250 SCIENTIFIC PUBLICATIONS ANd 80 CLINICAL TRIALS ANd THESE NUMBERS ARE GROWING.
SKIn cARE
wrinkles
Pycnogenol binds with skin proteins, collagen and elastin, and protects skin from various harmful enzymes helping to rebuild elasticity, essential for a smooth, younger look.
AS AN ACTIvE INGREdIENT IN COMBINATION PROdUCTS OR ON ITS OWN, PYCNOGENOL IS THE GOLd STANdARd. ITS PROvEN, POPULAR, EFFECTIvE, ANd SAFE. WE PROUdLY REMAIN A SCIENCE-BASEd GLOBAL COMPANY dEdICATEd TO GROUNdBREAKING RESEARCH ANd dEvELOPMENT PROGRAMS WITH OUR vALUEd PARTNERS. TOLL-FREE 877.369.9934 TO ORdER NOW, CALL OR vISIT OUR WEBSITE, www.pYcnogEnol.coM
For details, write # 112 on Free Info Page, page 73.
Scar Formation
Several clinical studies have shown that Pycnogenol protects the collagen matrix and increases skin stability during healing.
Suncare
Sunburn 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.
LOOK, FEEL, ANd LIvE BETTER

Look for these brands at your favorite health food retailer.
Hyper-pigmentation
Pycnogenol 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, 2002 Pycnogenol 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.
feature
Wonderful
By Denise Deveau
While the skin care industry brings in over $4 billion annually, natural product retailers are still not taking full advantage of this booming category.
skin
june 2011 IHR
kin 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 mens 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.
45
feature
The beauty of skin products is the plethora of cross-promotional opportunities available.
Buff up your skin care merchandising:

Simplify the selection process You might wonder whether its 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 specic items when browsing the shelves, whether thats a night cream or a shower gel. Oering a quick and easy way for them to comparison shop means less eort is needed to 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 sta 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-nd product or high-end product lines. en dedicated brand displays can be an eective 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 oerings to improve cross-selling or up-selling opportunities.
Strike when its hot e skin care product category is constantly bringing new product oerings on board, so its not uncommon to have a hot seller thats all the rage. When that happens, be sure to showcase the product line where your customers can nd it. Sometimes that means moving it o the HBA shelves and near the checkout, at the end of an aisle, or other high-trac 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.
46
IHR JUNE 2011
feature
Get creative with cross-promotions The beauty of skin products is the plethora of crosspromotional opportunities available, simply because health and beauty naturally go hand-in-hand. Retailers can create countless themes to draw peoples 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 Mothers 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. Knowledge is everything Skin 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 its 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 theres always room for improvement.
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
june 2011 IHR
47
feature
48
IHR JUNE 2011
feature
Ten winning strategies to make customers fall for your store

By Allison Tannis, BSc MSc RHN
he door swings open and your eyes adjust to take in your new surroundings. In that rst moment, your customers mind makes over a dozen decisions about your store. ats it just one moment. Making a good rst impression on your customers is very important, since it aects their mood and purchasing behaviour. In other words, eective merchandising is vital to retail success. If you think youll need a barrel of money to make signicant changes, think again. Its all about the right strategy: Here are ten proven ways to help attract customers to your store and keep them coming back.
Love At First Sight

T
JUNE 2011 IHR
49
feature
1 2
Send an Invitation Attracting customers has a lot to do with curb appeal. Start with your stores 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 dont forget about your window displays. Bright, colourful and impactful displays will certainly draw customers attention.
Have a Plan Before you run around madly altering your stores 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 stores demographic (age, income, needs, buying habits, average transaction value) is crucial. As much as health food stores are dierent, the same principles of merchandising apply. I have never been afraid to check out what larger stores are doing. Its important to 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 stores product selection, layout and displays more eectively.
Map it Out Watch your customers. How do they 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). Dont clutter your front entry customers arent 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 trac 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 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.
4
50
IHR JUNE 2011
Fix Your Image e furniture or xtures that display your merchandise reect the stores image (Crate and Barrel became famous by using shipping crates as xtures). Be sure to look for xtures that can be moved to allow you to change the store layout as needed. Adjustable 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 xtures with clean lines so you can keep your products organized and avoid clutter.
5 6
feature
Shelving Your Products Product 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.
Anchor Another 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 nd what they are looking for. Oer helpful directional signage to customers so they can nd your anchor areas. Remember that time is relative, so if you spend 10 minutes walking in circles, itll feel like youve 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 Up Cross-mix merchandising is another option, since it helps customers visualize how they might use their impulse items. In a high-trac 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.
Make a Display of Yourself Clean, 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 overowing 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.
JUNE 2011 IHR
51
feature
Prop Em Up Props 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.
10
Brighten Up Simply changing the type of light bulb in your light xtures can make a profound dierence in your store. Generally, you want lighting that illuminates the merchandise and trac 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 eective. Change is hard. As retailers, you spend most of your waking hours in your store. As such, it can be dicult to see outside the shelves so to speak. However, ensuring your merchandising is working for you, not against you, is vital to your stores 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.
52
IHR JUNE 2011
feature
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
anagers 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.
54
IHR june 2011
feature
june 2011 IHR
55
feature
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 dont 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.
56
IHR june 2011
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.
june 2011 IHR
57
feature
58
IHR JUNE 2011
feature
More than meets the label

While demand for organic and natural products increases, its important to know which labels to trust.
By Sylvie Savage
ould 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 know Understanding 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.
june 2011 IHR
59
feature
Whats on your plate? As of June 2009, Canadas 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: Product content must be greater than 95 per cent to be labelled organic or have the organic logo. A multi-ingredient product with 70-95 per cent organic content may declare organic ingredients on the label but cannot claim to be organic or use the organic logo. A multi-ingredient product with less than 70 per cent organic ingredients 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 products 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 list There 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 its 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, its important to point out it is the manufacturers responsibility to meet the requirements of the regulations and that the manufactures themselves perform the tests, not Health Canada.
60
IHR june 2011
feature
Its not easy being natural Natural Health products are those of a therapeutic nature that dont have a cosmetic purpose. For example, a tea tree antiseptic cream has no cosmetic purpose; its designed to relieve minor skin irritation, which is therapeutic in nature. is would be classied 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 (DINHM), 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, specic labelling and packaging requirements must be met. However, regarding organic and natural labels, the same loosely dened regulations apply as with body care. Friendly or not Environmentally 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 dened, 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 denition, the use of the term green can often be misunderstood by consumers. Its up to you All 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 inuence on what consumers buy through what they make available on the shelves and it is incumbent on the retailer to ensure they oer 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 certied organic, natural and fair trade products. Always ensure that the products on your shelves dont 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. Dene yourself as a retailer that takes pride in having your consumers' wellbeing at heart.
JUNE 2011 IHR
61
feature
ersonal 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 mens 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 worlds 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 dont have a lot [of men] that come in, and when they do its mostly for a moisturizer or most often, aftershave, says Judy Jones, Beauty Boutique expert with Shoppers Drug Mart. Jones
62
IHR june 2011
feature
The Power of Men

With an estimated global market of $85 billion in 2014, male grooming products are next big thing.
By Sarah OConnor
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. Theyre not really that brand conscious. Price conscious, maybe, because theyre 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 Lancme, Vichy, Zehr and LOreal 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.
june 2011 IHR
63
feature
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 DAddario. 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.
"Products for male teenagers will introduce young men into natural personal care products and will develop them into personal care shoppers."
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.
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 thats all about them. Variety is also crucial, as Burby puts it: Its important to have a full offering, from shaving creams to moisturizers; if there isnt a full selection then they wont stay interested. DAddario 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.
Burby believes the media has been an important factor in expanding the mens category: Theres 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 DAddario: 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, DAddario concludes.
Mighty Men
In 2010, in Canada alone, the mens care industry pulled in $1.6 billion in total sales.1 Canadian mens beauty product market: $579 million (estimated). 2 Market growth: 70% between 2003 and 2008. 2 Mens skin care product sales grew three times the rate of the overall market in 2009. 3 Two-thirds of men in Canada use womens personal care products, but only a quarter are comfortable admitting to it.4
Sources: 1 Datamonitor, 2 Euromonitor, 3 LOreal, 4 Dove
64
IHR june 2011
CACDS Executive Exchange Conference 2011

as a Platinum Sponsor we look forward to meeting with you in Niagara Falls
FOR AN APPOINTMENT, REQUEST ONLINE OR CONTACT JOHN@GORGMGO.COM
industry buzz
CHFA EXPO WEST VANCOUVER 2011
From Top to Bottom: Francis Forest, Lynn Conyers, Christophe Dieudonne, Helen Midwood and Christine Janssen from Natures 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
industry buzz
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 terric 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, Natures Fare Markets CHFA Spotlight Award in the category of Innovation - Retailer Natures 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 Awards Small Booth - Scentuals Natural Bodycare Medium Booth - Hugo Naturals Large 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. Nassa Gokalbhai, Keith-Michael Didion, Tracy Creighton, Joel Chevrels, Trish Dunca, from SISU. Jean-Phillip Sidaner and Logan Roberts from Nordic Naturals.
JUNE 2011 IHR
67
industry buzz
INDUSTRY EVENTS
Health First Reception
Sponsered by MTB, Pro Organics Purity Life & UNFI
Industry Party
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 DAddario at Industry Party. Darren Wright, Mark Stirling, Jane Jansen and Gillian Shaw at Health First Reception.
68
IHR JUNE 2011
Joining Pharmasave has been one of the best business decisions I have ever made
Rosanne Currie, Pharmacist/Co-Owner Lucknow, Walkerton
Independent... But Not Alone

We will work with our members to ensure the long term success of their retail business and the Pharmasave Brand
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!
British Columbia Pharmasave Drugs (Pacific) Ltd. Dave Reston Direct: (604) 575-5730 Alberta Pharmasave Drugs (Western) Ltd. Vinod Thakrar Direct: (403) 255-5022 1-866-308-7779
Saskatchewan, Manitoba, North West Ontario Pharmasave Drugs (Central) Ltd. Robert Gare Direct: (204) 985-0225 Ontario Pharmasave Drugs (Ontario) Ltd. Doug Sherman Direct: 1-800-515-8620 x223
New Brunswick, Newfoundland, Nova Scotia, Prince Edward Island Pharmasave Drugs (Atlantic) Ltd. Greg Van Den Hoogen Direct: (902) 481-5175
www.pharmasave.com
research news
DEPRESSION
Most patients would take placebo to treat depression
According 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.)
FATIGUE
Chocolate may ease chronic fatigue syndrome
Chocolate 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
OMEGA-3
Omega-3 decreases liver fat content in patients with polycystic ovary syndrome
There 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. Marinederived 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 studys 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
ANEMIA
Lactoferrin a good ally in fighting anemia in chemotherapy patients
Advanced-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 ironbinding 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
70
IHR June 2011
research news
ULCER
A new way to reduce ulcers caused by low-dose aspirin
Gastrointestinal 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 aspirinphosphatidylcholine 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 atrisk subjects, highlighting that aspirins upper gastrointestinal risk begins early and may require gastroprotection; however, aspirins 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
MEMORY
Exercise training improves memory
The hippocampus shrinks in late adulthood, leading to impaired memory and increased risk for dementia. Hippocampal and medial temporal lobe volumes are larger in higherfit 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 Parkinsons disease, Alzheimers 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
ADHD
Iron might help with attention deficit and hyperactivity disorder
Iron 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 amphetamines 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
DIABETES
Vitamin D improves glycemic control in diabetes patients
A 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
June 2011 IHR
71
research news
PANCREATITIS
Pancrelipase delayed-release capsules a good tool for pancreatic insufficiency
Pancreatic-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. Treatmentemergent 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
THYROID
Selenium supplementation for Hashimotos thyroiditis
Some reports suggest that selenium (Se) supplementation could be useful as an adjunctive therapy to levothyroxine (LT4) in the treatment of Hashimotos thyroiditis (HT). A systematic review and meta analysis of trials summarized the evidence on seleniums 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):116373.) PMID: 20883174
BOWEL DISEASE
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
BLOOD PRESSURE
Hibiscus 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
72
IHR June 2011
pAGE
73
GET FREE INFORMATION!

1. See product you want info on 2. use this quick reference list below to find out its free info number (its also on the ad) 3. Write the number(s) on the attached free info card
On any product advertised in this issue
SEE A pROducT yOu lIkE? WANT MORE INFORMATION, ABSOluTEly FREE?

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
By FAx OR MAIl
cONNEcT WITH
Holista Tea, Tree Oil Webber Naturals, kids Vitamin d3 Sisu, Ultra Fortified Omega3 Herbasante, Execalm North American Herb Spice, SinuOrega puresource, Just Juice Intuition Higgins Cohn Brand Management North American Herb Spice, pom-o-power Bio-k Andalou Naturals Natural Health Sciences, Pycnogenol Hong Kong Trade and Development Health First
page
write #
cONNEcT WITH
Aubrey Organics, Suncare Intuition, My Waistline Webber Naturals, peppermint Oil Webber Naturals, chewable d3 Andalou Naturals, Body lotion Holista, Organic Oregano Oil Holista, Tea Tree Spray Holista, Vitamin E lotion Intuition, My Vitality Genuine Health, Live Probio O3mega Boo Bamboo, Hair Strengthening Shampo
page
write #
2-3 4-5 7 9 11 13 15 18-19 23 29 33 43 53 69
101 102 103 104 105 106 107 108 109 110 111 112 113 114
Webber Naturals, Lemon Meringue Omega3 75 76 14 14 14 14 16 16 16 16 18 18 18 18
115 116 120 121 122 123 124 125 126 127 128 129 130 131
North American Hemp, Area 369 Hair Serum Webber Naturals, Triple Strength Omega3
Please sign up for a subscription!

STEp 1
Signature: _________________________________________________ date: _______________________________ your Name: ________________________________________________ title: ________________________________ company Name: _______________________________________________________________________________ address: _________________________________________________________________________________________ city: _______________________________________________ Province: ___________________________________ Postal code: ________________________Phone: ______________________________ Fax: __________________ email address (optional): _________________________________________________________________________
STEp 3
Reserved exclusively for retailers

Example
JuNe 2011 write iN the NuMBerS here For each Product you waNt More detailed iNForMatioN oN
101
uSe Quick reFereNce guide oN toP oF Page

STEp 4
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 2011 IHR
73
Top Seller revieW

June 2011
YoUr STore MATTerS
>
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.
Store Name__________________________________________________ city ______________________________________ province ___________ date ___________ Name ____________________ Title _________ Address __________________________________________________________ phone ___________________________ Fax _____________________________ email __________________________________________________ Store Size: under 1,000sq.ft. 3,000-5,000sq.ft. 1,000-3,000sq.ft. over 5,000sq.ft $20,000-$40,000 Approximate Age of Store customers: under 25 25-40 40-65 over 65
Approximate income of Store customers:
$40,000-$60,000
over $60,000
>Food Top SellerS product: Size: product: Size: product: Size: >HerBS Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour: Brand: Flavour: Brand: Flavour: Brand: Flavour:
>SporTS NUTriTioN Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour:
>viTAMiNS/SUppleMeNTS Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour:
>perSoNAl cAre Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour:
>NeW prodUcTS Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour:
FAX: 1-888-849-0155 or (416)703-6392

74
IHR june 2011
MAil:
ihr Magazine 60 Bloor St. West, Suite 1106, Toronto, oN, M4W 3B8
Helps Develop and Maintain Bones, Teeth, Night Vision, Cognitive Health and Brain Function
The BEST Omega-3 You Ever Tasted !

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 avoured emulsion. No pills to swallow. No shy aftertaste.
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.
Want more information about webber naturals products?
1-800-430-7898 | www.webbernaturals.com
Herbals and supplements from webber naturals are advertised on national television, major market radio, in consumer magazines, and daily newspapers.
A new look... and a whole new attitude toward sun care. Natural Sun combines only natures own sun-deecting 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

IHR - June 2011 Issue

Uploaded by

Copyright:

Available Formats

IHR - June 2011 Issue

Uploaded by

Document Information

Copyright

Available Formats

Share this document

Share or Embed Document

Sharing Options

Did you find this document useful?

Is this content inappropriate?

Copyright:

Available Formats

IHR - June 2011 Issue

Uploaded by

Copyright:

Available Formats

What products are being advertised?

What products are being advertised?

What are some of the properties of tea tree oil?

What are some of the properties of tea tree oil?

YOUR HEALTH CATEGORY SOURCE

The Power of Men

Tea Tree Oil from Holista

Potent Tea Tree Oil

Scalp & Foot Health

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

For details, write #101 on Free Info Page, page 73.

New! Tea Tree Spray

New! Hand & Body Lotion

Want more information about webber naturals products? 1-800-430-7898 | www.webbernaturals.com

Sunshine Every Day

BONE HEALTH AND MORE

ISSN 1197 - 1495 |

Controller & Operations Manager

IHR JUNE 2011

ration of next gene

Ultra-fortified omega 3 for kids

Its out of this world!

Andrew Betts Category Manager, Natural Foods Thrifty Foods

Sanjiv Jagota President Natures Source

Gilles Houde President and COO GNC Canada

Olivier Felicio President Rive Gauche Media

John Gibbins Publisher Integrated Health Retailer

IHR june 2011

PARABEN FREE Made in Canada

www.herbasante.ca 1 800 446-4242

40 . LOOKING THIN AND BEAUTIFUL

54 . WHATS YOUR STATUS?

For Details, write #105 on Free Info Page, page 73

FROM THE PUBLISHER

IHR june 2011

Exclusively from Puresource. 1-800-265-7245

For details, write #106 on Free Info Page, page 73.

WEBBER NATURALS PEPPERMINT OIL

IHR JUNE 2011

For details, write #107 on Free Info Page, page 73.

NOW AVAILABLE: MY WAISTLINE & MY VITALITY

Make a cocktail with it!

HOLISTA TEA TREE SPRAY

HOLISTA RESTORATIV VITAMIN E LOTION

IHR JUNE 2011

GENUINE HEALTH LIVE PROBIO+ O3MEGA

BOO BAMBOO HAIR STRENGTHENING SHAMPOO

NORTH AMERICAN HEMP CO. AREA 369 HAIR SERUM

WEBBER NATURALS TRIPLE STRENGTH OMEGA-3

JUNE 2011 IHR

top seller review

TOP THRee PRODuCTS

Apple Cider Vinegar Bragg Slimdown Bar Jamieson Chocolate Lindt

Cereal natures Path Tea - Traditional

Omega Truffles Bija udos Coconut Water nico

Specialty Bread Maggies

TOP THRee PRODuCTS

Fenugreek 100s Turmeric 100s Ginger 100s

Ginkgo natures Way Ginseng nu-Life Royal Jelly Organika

Blessed Thistle natures Way Fenugreek