Personal/Oral/ Sun Care Report DSN Examines Sales Trends in Three Key Traffic-Driving Categories ECRMREPORT SUN CARE

The Business of Retail Pharmacy July 2016

ECRM Personal/Oral/ Sun Care Report DSN examines sales trends in three key traffic-driving categories ECRMREPORT SUN CARE

Stuck in the red: Sun care sales still down Despite the constant warnings swirling paraben-free sunscreen topped IRI’s list of around skin cancer and efforts by retailers to best-selling sunscreens/insect repellents for WHAT’S HOT offer a bigger selection on a year-round basis, the 52-week period ended May 15, with dollar the sun care category is still stuck in the red. sales of $3.7 million. In addition to providing Skinny Tan offers winning combo Overall dollar sales of suntan products de- 2-in-1 protection from the sun and insect bites, CARLSBAD, Calif. — When two creased by 1.3% to $1.1 billion, for the 52-week the product resists water for up to 80 minutes, women sat talking period ended May 15, according to IRI. What’s contains no oil and is enriched with aloe leaf about their frustration also concerning is that unit sales dipped some- extract and vitamin E. with self-tanners, along what more — by 1.6%, to 138 million, IRI fig- New product introductions reflect consum- with their disenchant- ures indicated. Dollar and unit sales of suntan ers’ apparent preference for sunscreen with ment with how poorly lotions and suntan oils slid downward as well, benefits that transcend shielding them from cellulite creams work, by 1.3% and 1.6%, respectively. One positive UVA and UVB rays. For its part, Solskyn has they had an idea. Why area is sunscreens and insect repellant, where rolled out six new sun care products, including not combine them and come up with something sales expanded 3.4%, much of that attributed to No-Ad Oil-Free Face Sunscreen. The product InnovaDerma’s consumer fear over insect-transmitted diseases. is being promoted as guarding against skin that really works? Skinny Tan One reason for weak sales could be cell DNA damage caused by UV light. Other The product is called stepped up sun care offerings from prestige line extensions encompass No-Ad anti-aging Skinny Tan. It is selling briskly in the United and specialty stores. Euromonitor reported body moisturizers, which contain an SPF 15 Kingdom and Australia, and now is hitting an overall category uptick of 2%. Mass buy- broad-spectrum sunscreen agent, along with U.S. shores. ers also noted that more sun products with vitamins, antioxidants and moisturizers. The company is eyeing distribution op- anti-aging capabilities were being sold at Fruit of the Earth has extended its Block Up! portunities in specialty, food and drug Ulta Beauty and department stores. brand franchise with Continuous Spray SPF 30 stores. “North America is at the heart of our While sun care is certainly seasonal, buyers and Block Up! Kids Continuous Spray SPF 30, growth strategy. Our marketing efforts have noted that consumers are motivated — even as well as Block Up! Continuous Spray Sport driven a 100% increase in sales since In- on a year round basis — to seek formulas with SPF 30. The non-Sport spray products contain novaDerma bought Skinny Tan, and we’ve specific benefits. Some of the options exhibiting aloe vera — along with vitamins A, C and E expanded to three countries where it is the the most sales kick, IRI data showed, are those — and offer UVA/UVB protection. The Sport No. 1 self-tanner. We’ll put those same re- with such benefits as water and sweat-resis- version has all of these attributes and is sweat- sources behind the U.S. market entry,” said tance, easy application, skin comfort and such and water-resistant. Haris Chaudry, CEO of InnovaDerma. In add-ons as mosquito repellant rather than just Meanwhile, Edgewell Personal Care recent- addition to reducing common complaints of UVA/UVB protection. ly augmented its Banana Boat line with the self-tanners, such as streaking, the formu- For example, Solskyn Personal Care’s addition of SunComfort Lotion Sunscreen, las are all natural and PETA-approved. Bullfrog Mosquito Coast DEET-, PABA- and Continued on page 4 Top 10 suntan lotions and oils

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Private label $171.7 -1.4% 15.1% 0.0% 27.4 -1.3% $6.26 -$0.01 Coppertone Sport 97.5 -16.1 8.6 -1.5 10.9 -16.4 8.95 0.03 Neutrogena Ultra Sheer 93.0 -1.2 8.2 0.0 8.8 -2.9 10.58 0.18 Banana Boat Ultra Mist Sport Performance 60.4 3.9 5.3 0.3 7.9 4.3 7.68 -0.03 Banana Boat Sport Performance 40.9 3.7 3.6 0.2 7.1 1.2 5.74 0.14 Neutrogena Beach Defense 33.5 4.1 2.9 0.2 3.7 5.4 9.03 -0.11 Coppertone 31.3 -2.8 2.7 0.0 3.9 -0.5 7.92 -0.19 Hawaiian Tropic 22.2 -12.5 2.0 -0.3 2.7 -14.1 8.27 0.15 Banana Boat 21.7 -10.3 1.9 -0.2 3.3 -9.4 6.66 -0.07 Coppertone Kids 20.7 -16.6 1.8 -0.3 2.2 -14.4 9.21 -0.24 TOTAL $1,139.3 -1.3% 100.0% NA 138.1 -1.6% $8.25 $0.03

* In millions Source: IRI for the 52 weeks ended May 15, Total U.S. Multi-Outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

2 • JULY 2016 DRUGSTORENEWS.COM Untitled-2 1 6/16/2016 12:15:48 PM ECRMREPORT SUN CARE

Continued from page 2 available in SPF 30 and SPF 50+ varieties. The product does give users broad-spectrum UVA and UVB protection, but it also is water-resistant with moisturizing properties. The formu- la has an added benefit of making it easy to brush sand off skin. And now ClearlySheer, which the company said affords sun protection without clogging wearers’ pores, is part of the Coppertone sunscreen lineup from MSD Consumer Care. Bay- er also has reformulated its Coppertone Sport sunscreen to “feel light” on the skin. Not surprisingly, skin care prevention ad- vocates, marketers and even some drug store chains are attempting to promote sun safety via a variety of campaigns. The American The American Cancer Society’s “Slip! Slop! Slap! and Wrap” awareness campaign reminds people of the four key ways to protect themselves from UV radiation: Slip on a shirt, slop on sunscreen, slap on a hat and wrap on sunglasses to protect your Cancer Society has, through media and educa- eyes and sensitive skin around them. tional activities, been pushing hard on its Slip! Slop! Slap! and Wrap skin cancer awareness that suggests formulas based on time outside, Social media also is being harnessed on the campaign, which it designed to remind con- activities and overall weather forecast. marketer end to command more attention for sumers to decrease their risk of skin cancer MSD Consumer Care is running a multi- sunscreen. For instance, Edgewell’s Hawaiian by slipping on a shirt, slopping on sunscreen, year campaign built around the Coppertone Tropic Silk Hydration Weightless Lotion Sun- slapping on a hat and “wrapping” with sun- brand. Geared toward families, the campaign screen was featured in seven episodes of actress glasses. The National Council on Skin Caner promotes regular sunscreen application as Shay Mitchell’s YouTube series, “Shaycation.” Prevention, of which the American Cancer an important move that can be made toward Mitchell has more than 21 million followers Society is a member, harnesses the campaign keeping skin cancer at bay. Players from the across YouTube, Facebook, Twitter, Instagram website to share sun safety tips that are appli- United States Soccer Federation and the Na- and Snapchat, and will promote Hawaiian cable year-round, as well as instructions about tional Women’s Soccer League serve as brand Tropic across her social media channels. sunscreen use. ambassadors. On the Coppertone website, As for efforts by drug chains to boost sun- For its part, Edgewell Personal Care has consumers will see detailed information about screen sales, several players — including CVS tapped a myriad of technological tools to help the sun and its effects, as well as about how and Walgreens, as well as regional contend- shoppers make educated sunscreen purchasing to best take advantage of sunscreen and other ers — are carrying larger assortments of sun- decisions, including what to select based on sun care products. An explanation of the UV screen year-round instead of featuring a large the weather that day or the activities they plan index and a “product finder” can be accessed selection during the summer months and scal- outside. This is an interactive tool on the fixture on the website as well. ing back once fall arrives. Top 10 sunscreens/insect repellents

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Bullfrog Mosquito Coast $3,714.1 -17.5% 72.2% -18.3% 415.3 -15.3% $8.94 -$0.25 Fruit of the Earth Duck Commander 838.7 459.2 16.3 13.3 112.5 474.9 7.46 -0.21 Private label 442.3 NA 8.6 8.6 64.9 NA 6.82 NA SmartShield 45.6 -72.8 0.9 -2.5 6.3 -66.7 7.22 -1.61 Badger 28.4 -1.9 0.6 0.0 2.3 0.7 12.20 -0.32 Off Active 24.1 74.2 0.5 0.2 2.6 85.4 9.21 -0.59 Balm It 12.4 NA 0.2 0.2 1.0 NA 12.90 NA Avon Skin So Soft Bug Guard Plus Expedition 11.5 131.7 0.2 0.1 0.8 126.6 14.97 0.34 Avon Skin So Soft Bug Guard Plus 10.2 247.8 0.2 0.1 0.7 137.9 14.80 4.68 Sawyer Products 8.9 -90.4 0.2 -1.7 2.7 -86.4 3.34 -1.38 TOTAL $5,145.5 3.5% 100.0% NA 609.8 10.1% $8.44 -$0.55

* In thousands Source: IRI for the 52 weeks ended May 15, Total U.S. Multi-Outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

4 • JULY 2016 DRUGSTORENEWS.COM Revitalize your category with the #1 Hand & Body Lotion manufacturer in the U.S.*

From the makers of the #1 In-Shower Body Lotion.**

Driving Topline Sales Delivering Category Growth Redefining Innovation

*Nielsen, xAOC, Beiersdorf $ Volume, 52 weeks ending 5/14/16, Hand & Body Lotion Category, Dollar Sales ** Nielsen, xAOC, Unit Volume, YTD Ending 5/14/16

Want to learn more on how to grow? email us: [email protected]

Untitled-1 1 6/20/2016 1:41:06 PM ECRMREPORT PERSONAL CARE

Innovation reigns in fem hygiene, shave, deodorants

Innovation remains the name of the women that uses natural ingredients game in personal care, with new options and doesn’t include glycerin, sulfates, WHAT’S HOT surfacing in the feminine hygiene, de- parabens, alcohol, gluten, soy or dairy. odorant and shaving categories alike. The SweetSpot Labs line of products in- After DivaCup’s success, Diva International rolls On the feminine hygiene front, product cludes Spot Fresh! Gentle Wash, Spot out complementary wash enhancements are coming in the form of Refresh! On-the-Go Wipettes and 100% ONTARIO — Diva Interna- new introductions in sanitary pads, tam- Love It! Moisturizer. tional’s DivaCup continues pons and ancillary products, as well as Meanwhile, Procter & Gamble has to build a loyal following. in initiatives aimed at consumer engage- extended its Tampax brand franchise The healthcare-grade sil- ment. This may provide an ongoing spark to include Tampax Pocket Pearl, a new icon cup is said to effec- for sanitary pad, liner and tampon sales, pocket-sized version of Tampax Pearl tively collect menstrual flu- which rose by a collective 2.1% for the for “girls on the go.” Tampax Pearl has a id for up to 12 hours and 52-week period ended May 15, according “backup braid” component designed to is considered sustainable Diva International’s DivaCup and DivaWash to IRI. Dollar sales of sanitary pads and provide leak protection by sending fluid because it contains no la- liners alone increased by 2.5%, to $1.7 back into its core. tex, plastic, PVC, acrylic, BPA, phthalate, elastomer, billion, while tampon sales experienced Some marketers, among them Edgewell polyethylene, colors or dyes. a dollar sales bump of 1.5%, to $1 billion. Consumer Products, also are using sus- “Consumers are requesting improved alternatives Retailers said they are seeing explosive tainability as a platform for innovation. to traditional sanitary napkins and tampons, and will growth of a new subsegment of feminine Edgewell promotes its o.b. tampon brand switch to ones they feel provide better leakage pre- hygiene in the form of safe-for-the-entire- as utilizing minimal packaging compared vention, while offering a better, more effective, con- body washes and on-the-go wipes. Fleet with tampons that have plastic or card- venient and healthier experience,” said Daniela Ma- has driven this growth with its Summer’s board applicator guides, and as obtaining saro, brand marketing manager at Diva International. Eve collection, which has a big following 90% of its raw material from renewable “Our research shows that demand for The DivaCup is with millennials. The brand now includes resources. Edgewell also is substituting growing dramatically, and that consumers are looking Summer’s Eve Nightime — three pH-bal- cotton for rayon in its tampons as a means for it at their local retailers.” anced products intended for use in the of limiting the products’ impact on the en- Based on success of the cup, Diva International evening, including a cleansing wash, a vironment, according to the company. has rolled out DivaWash, a naturally pH-balanced, fra- cleansing cloth and a cleansing bar. grance-free vaginal cleanser. Other suppliers are joining the safe- Shaving sees sales nicks Both The DivaCup and DivaWash are now avail- for-the-entire-body trend now, such as The shaving category appears to be able at Walgreens, Walmart and Target. They will Skinfix, which is behind SweetSpot Labs. struggling. NPD Group pegged dollar soon make their debut in NEXCOM stores, which SweetSpot Labs is a line of feminine skin sales in the category as a whole at $3.5 serve military personnel, Masaro said. care products designed by women for Continued on page 8 Top 10 tampon brands

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Tampax Pearl $288.7 -6.6% 26.9% -2.3% 43.2 -8.5% $6.68 $0.13 Private label 110.3 -2.4 10.3 -0.4 28.5 -3.8 3.87 0.06 Playtex Sport 107.8 14.7 10.1 1.2 16.5 14.7 6.53 0.00 U by Kotex Click 99.9 9.9 9.3 0.7 17.5 6.3 5.71 0.19 Tampax Radiant 66.5 23.4 6.2 1.1 11.2 17.6 5.95 0.28 Playtex Gentle Glide 61.0 -10.6 5.7 -0.8 8.8 -9.3 6.90 -0.09 Tampax 56.7 -13.4 5.3 -0.9 9.8 -13.5 5.80 0.00 Tampax Pocket Pearl 46.9 NA 4.4 4.1 8.7 NA 5.41 1.32 Kotex Natural Balance Security 46.5 -48.4 4.3 -4.2 11.9 -40.9 3.92 -0.58 U by Kotex Security 44.1 NA 4.1 3.9 7.8 NA 5.64 -0.06 TOTAL $1,072.7 1.5% 100.0% NA 185.7 -0.4% $5.78 $0.11

* In millions Source: IRI for the 52 weeks ended May 15, Total U.S. Multi-Outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

6 • JULY 2016 DRUGSTORENEWS.COM A BETTER PERIOD EXPERIENCE!

Enjoy 12 hour leak-free protection, comfort and convenience with The DivaCup.

divacup.com

• Delivers higher sales and proﬁ ts in the category! • Delivers higher dollar spend and proﬁ t from each consumer! • The DivaCup Model 1 ranks #12 and Model 2 ranks #21 in $SPPD! • Growing by double digits ($ and units) in same-store sales! • Unparalleled advertising support driving consumer demand to retailers. *Source: IRI, Sanitary Pads and Tampons, Total US - FDMx, Latest 52 weeks ending March 20, 2016. Spins Data, Disposable Pads and Reusable Pads and Tampons, Total US - Natural Channel, 52 weeks ending 04/20/2014.

Untitled-1 1 6/15/2016 8:48:44 AM ECRMREPORT PERSONAL CARE

Continued from page 6 billion when aftershaves, lotions, shaving creams and blades are in- cluded in the equation. However, IRI figures for the 52-week period ended May 15 show decreases in dollar sales across the board, with the excep- tion of razors, which saw a 3.5% increase in dollar sales to $483 million. Sales of shaving cream dipped by 0.7%, to $501 million, for the same period. Dollar sales of cartridges slipped by 6%, to $1.2 billion; sales of blades dropped by 5.2%, to $2.3 billion; and sales of disposables slid by 4.2%, to $1.1 billion. The advent of Dollar Shave Club and other online competitors may have bearing on mass sales of shaving products. However, suppliers are fighting back. This past December, Gil- Schick lette filed a lawsuit alleging that Dollar Shave Hydro 5 Though the shaving category is struggling, brands and retailers are looking to change the sales picture Continued on page 9 razor with new product rollouts. Top 10 razors

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Schick Hydro 5 $36.9 -3.1% 7.6% -0.5% 3.0 0.7% $12.44 -$0.48 Private label 34.3 32.6 7.1 1.6 6.2 17.0 5.50 0.65 Gillette Fusion ProGlide FlexBall 34.0 -8.1 7.0 -0.9 3.2 -12.9 10.74 0.56 Gillette Venus Embrace 33.7 -8.6 7.0 -0.9 3.6 -8.5 9.38 -0.01 Gillette Venus Swirl 29.1 82.5 6.0 2.6 2.7 79.0 10.68 0.21 Schick Xtreme3 22.4 9.7 4.6 0.3 2.2 26.7 10.11 -1.57 Gillette Fusion 21.2 -20.3 4.4 -1.3 2.0 -22.9 10.80 0.36 Gillette Fusion ProShield 20.2 NA 4.2 4.2 1.4 NA 13.95 NA Gillette Mach3 18.9 9.3 3.9 0.2 2.1 5.2 8.99 0.33 Schick Quattro for Women 17.8 -12.6 3.7 -0.7 1.5 -19.3 11.91 0.91 TOTAL $483.8 3.5% 100.0% NA 50.7 2.4% $9.53 $0.10

Top 10 depilatories

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Nair $48.3 3.0% 29.4% 2.0% 8.3 5.3% $5.81 -$0.13 Sally Hansen 32.7 -1.4 19.9 0.5 5.0 -3.8 6.59 0.16 Veet 22.0 -15.9 13.4 -1.9 2.9 -17.0 7.61 0.10 Nair Shower Power 10.8 6.7 6.6 0.7 1.1 6.1 9.77 0.06 Nads 8.8 -1.3 5.4 0.1 1.3 -0.9 6.68 -0.03 Soft Sheen Carson Magic 8.7 -2.9 5.3 0.1 3.2 -3.9 2.73 0.03 Sally Hansen Ouch Relief 5.6 2.2 3.4 0.2 0.6 -5.5 9.23 0.70 Olay 5.0 -39.3 3.1 -1.8 0.2 -47.8 23.93 3.36 Private label 4.8 -14.9 2.9 -0.4 1.1 -21.0 4.31 0.31 Veet Botanic Inspirations 3.2 321.3 1.9 1.5 0.3 312.1 9.76 0.21 TOTAL $164.3 -3.9% 100.0% NA 26.1 -3.2% $6.28 -$0.05

* In millions Source: IRI for the 52 weeks ended May 15, Total U.S. Multi-Outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

8 • JULY 2016 DRUGSTORENEWS.COM ECRMREPORT PERSONAL CARE

Continued from page 8 items, it also is making such this out: Secret Clinical Strength Club is violating its intellectual property by moves as relocating pre-shave deodorant ranked as the second selling razors that make unauthorized use products to open-sell fixtures best-selling brand in the cate- of its patented technology. The technology is from their former home in gory during the 52-week period said to reduce wear and tear on razor blades to closed cabinets. ended May 15. make them last longer, in turn saving money. Product development is There has been additional prod- Dollar Shave Club has refuted Gillette’s argu- also occurring in women’s uct development in the high-per- ment. The matter has not been resolved. shave. Case in point: Schick formance and clinical strength Elsewhere in the category, the fact that men and Skintimate have banded deodorant sub-segments. Church are shaving less often and are growing more together to introduce Skinti- & Dwight has come out with Arm facial hair is sparking the rollout of more prod- mate Silky Skin Shave Gel, & Hammer UltraMax Confidence ucts designed to make facial hair upkeep a the Schick Hydro Silk Trim- Dry Spray. The product harnesses more pleasant task. BIC Consumer Products Style razor and the Schick a proprietary Motion-Response For- USA has launched the Bic Flex 5, promoted as Intuition Revitalizing Mois- mula, which is promoted as helping having been designed for easier maintenance ture razor. Skintimate Silky to keep wearers dry in heavy-sweat of “bushy” beards. Skin Shave Gel contains situations where they “need it most.” Hydration and lubrication also are popular Moroccan oil and a blend of Old Spice Procter & Gamble recently introduced Odor Blocker features of new launches. From Edgewell Per- vitamin E, olive butter and Outlast — said to offer 48 hours of pro- sonal Care’s Schick brand comes the Hydro 5 sunflower oil offering one-step lathering and tection from excessive perspiration and odor razor, which has a hydrating gel reservoir that moisturizing — a trend of products doing — to its Secret line. reportedly reduces friction to the face by 40% more than one function. From Procter & Gamble, there also is the compared with traditional lube strips. new Hardest Working Collection, a men’s And Gillette has launched the Gillette Fu- Deodorant: Strength means everything personal care line that is part of the Old Spice sion ProShield, which delivers lubrication to If the data is any indication, things in the Collection and includes both antiperspirants/ facial skin “before and after the blades” make deodorant market smell sweet. Dollar sales for deodorants and body washes. For example, contact, eliminating irritation when re-strok- the 52-week period ended May 15 were up by Old Spice Odor Blocker, an invisible, solid ing occurs, according to the company. 3.4%, to $2.8 billion, according to IRI. Similar- antiperspirant/deodorant, yields stronger, Retailers, too, are moving to change the ly, a report from Mintel noted that the U.S. de- longer sweat protection than other Old Spice men’s shaving sales picture. Walgreens is odorant market will show a compound annual offerings and features the brand’s odor-fight- adding more of the existing men’s shaving growth rate of 5.6% for the period spanning ing technology, Procter & Gamble said. From products to more of its stores. These include 2014 to 2019. The Dial Corp. comes Rite Guard Xtreme Heat Boots No7 Men’s Anti-Friction Shave Gel High-performance and clinical-strength Shield in gel and solid varieties. The product and Boots No7 Energising Face Gel. In line deodorant and antiperspirant products are is designed to keep wearers dry in tempera- with what Walgreens sees as a heightened in greater demand among men and women tures of up to 120 degrees Fahrenheit, accord- tendency among men to use pre-shave alike, the Mintel report said. IRI statistics bear ing to the company.

Top 10 deodorants

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Degree Men $169.0 -3.4% 6.0% -0.4% 52.9 -2.9% $3.20 -$0.01 Secret Clinical Strength 142.9 -6.2 5.1 -0.5 16.4 -6.9 8.71 0.07 Old Spice High Endurance 122.0 -2.4 4.3 -0.3 35.3 -3.7 3.46 0.05 Dove Men Plus Care 119.9 31.3 4.3 0.9 24.3 25.5 4.93 0.22 Dove 110.7 36.3 3.9 1.0 26.8 19.6 4.13 0.50 Secret Scent Expressions 104.8 3.2 3.7 0.0 24.1 2.2 4.35 0.04 Suave 94.7 -3.1 3.4 -0.2 56.7 -3.4 1.67 0.01 Secret Outlast 90.2 3.6 3.2 0.0 22.1 2.7 4.09 0.04 Secret PH Balanced 89.8 -5.7 3.2 -0.3 29.6 -3.3 3.03 -0.08 Old Spice Red Zone 75.8 -3.8 2.7 -0.2 18.0 -3.0 4.22 -0.04 TOTAL $2,806.9 3.4% 100.0% NA 745.1 0.4% $3.77 $0.11

* In millions Source: IRI for the 52 weeks ended May 15, Total U.S. Multi-Outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

9 • JULY 2016 DRUGSTORENEWS.COM UNILEVER IS THE LEADER IN MEN’S PERSONAL CARE Men’s Grooming is driving personal care growth with winning brands leading the way.

Partner with Unilever, the men’s market maker, to accelerate men’s personal care category growth in your stores.

#1 Men’s Fragrance #1 Deodorant Brand Fastest Growing Men’s Brand in the World* in the World* Personal Care Brand in the USA Contact your Unilever Representative for details.

*Source Euromonitor International Limited; Beauty and Personal Care 2015ed, Men’s Deodorants & Mass and Premium Men’s Fragrances retail value sales combined, as per umbrella brand name classi cation, 2014; Lynx includes all AXE/Lynx/Ego sales ©2016 Unilever XTM16000

Untitled-1 1 3/1/2016 1:02:17 PM ECRMREPORT ORAL CARE

Portable care, electric brushes brighten category Oral care is exhibiting growth at mass, with the outstanding category growth dollar sales in most sub-categories showing products were the Arm & Ham- somewhat of a bump or a marked upswing. mer Spinbrush, the Colgate 360 Portable oral is doing its share to lift the entire Optic White Manual Brush and category with sales expanding a bright 17.6%, Philips Sonicare. according to IRI data for the 52-week period Procter & Gamble recently added ended May 15. But popular whiteners declined a jolt to the power toothbrush seg- 5%, which buyers attributed to overloading of ment with the debut of the Oral-B Ge- the category and less expensive choices that nius, which it calls the most “intelligent” dragged down dollars. brushing system to date. The Oral-B Ge- Dentist recommendations to trade up to nius uses proprietary “Position Detection power toothbrushes are gaining traction Technology,” a combination of a motion sen- among consumers. Dollar sales of power sor and video recognition using a smart- toothbrushes rose by 5.5% to $454 million, phone camera, to prevent users during the same 52-week period. Some of Continued on page 12

Top 10 power toothbrushes

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Oral B Pulsar $36.5 7.7% 8.1% 0.2% 5.4 10.1% $6.74 -$0.15 Philips Sonicare 35.4 186.3 7.8 4.9 0.8 152.4 41.94 4.95 Philips Sonicare Healthy White 24.6 0.9 5.4 -0.3 0.2 0.3 105.67 0.55 Private label 23.1 31.8 5.1 1.0 3.4 32.1 6.70 -0.02 Arm & Hammer SpinBrush Pro Clean 22.1 -4.8 4.9 -0.5 3.1 -7.3 7.02 0.18 Oral B Vitality Floss Action 17.8 28.8 3.9 0.7 0.7 39.0 26.17 -2.06 Colgate 360 Total Advanced 16.2 38.8 3.6 0.9 2.6 36.3 6.12 0.11 Oral B 3D White Action 15.5 11.4 3.4 0.2 2.5 13.3 6.31 -0.11 Oral B CrossAction Power 15.2 18.3 3.3 0.4 2.4 15.7 6.36 0.14 Philips Sonicare Plaque Control 14.7 25.7 3.3 0.5 0.3 37.0 47.37 -4.25 TOTAL $454.0 5.5% 100.0% NA 49.3 5.1% $9.22 $0.03

Top 10 manual toothbrushes

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Private label $93.0 6.8% 11.2% 0.5% 44.4 4.7% $2.10 $0.04 Oral B Pro Health 67.1 7.7 8.1 0.5 13.5 4.4 4.97 0.15 Colgate Extra Clean 47.1 -4.3 5.7 -0.4 32.0 -11.0 1.47 0.12 Colgate 360 46.7 0.8 5.6 -0.1 9.1 -0.7 5.16 0.07 Colgate 360 Total Advanced 34.7 8.3 4.2 0.3 8.8 1.2 3.96 0.26 Colgate 360 Optic White 34.0 -1.1 4.1 -0.1 7.9 -2.8 4.30 0.07 Oral B 3D White Pro Flex 25.4 1.2 3.0 0.0 5.1 -3.7 4.92 0.24 Colgate 360 Optic White Platinum 23.0 411.7 2.8 2.2 4.9 378.0 4.66 0.31 Oral B Pro Health Clinical Pro Flex 22.9 -0.1 2.8 -0.1 4.3 -2.2 5.34 0.11 Oral B CrossAction Pro Health 20.7 -3.6 2.5 -0.1 4.2 -6.4 4.89 0.14 TOTAL $833.6 1.7% 100.0% NA 281.2 -1.8% $2.96 $0.10

* In millions Source: IRI for the 52 weeks ended May 15, Total U.S. Multi-Outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

11 • JULY 2016 DRUGSTORENEWS.COM ECRMREPORT ORAL CARE

WHAT’S HOT Continued from page 11 to get the word out. Procter & Gamble’s Crest from missing any areas while they brush Pro-Health Advanced mouthwash brand has New ACT mouthwash pulls their teeth. The technology tracks which teamed up with vlogger Jack Douglass, who double duty teeth have been brushed. harnesses his JackAsk series to emphasize CHATTANOGA, Tenn. — Consumers are Meanwhile, dollar sales of toothbrush- how using mouthwash can help to make a bet- looking to oral products to do dou- es and dental accessories increased by ter first impression on a date. ble and even triple duty. Everyday 3.9%, to $2.6 billion, for the 52-week Keeping gums healthy is also behind the ex- acids can break down tooth enam- period ended May 15. Manual tooth- plosion or portable oral care, buyers said. With el and lead to cavities, dentist Gari brush sales totaled $833 million, a 1.7% dental hygienists stressing more attention to Bloom said. ACT Restoring Mint increase over dollar sales recorded for gums, consumers are turning to such items as Burst helps strengthen enamel — the identical 52-week period last year. picks or mini-brushes that they can use during studies report 40% stronger teeth Mouthwash is also gaining ground. the day. A few examples include the Medline — and remineralize soft spots to Mouthwash sales were $1.4 billion for Oral Care kit and TheraBreath Probiotics. protect against enamel erosion the 52-week period ended May 15, up Toothpaste, too, is giving drug stores some- and tooth decay that can be 3.8%, according to IRI. Marketers have thing to smile about — especially formulas that caused by these everyday acids. been launching campaigns to encour- address teeth sensitivity. In its fourth-quar- Also reflecting shopper demand age mouthwash use. Johnson & Johnson ter 2015 earnings report, Colgate-Palmolive for more natural products, the for- ACT Consumer is talking up “The Power of deemed Colgate Enamel Health toothpaste mula is alcohol free. Restoring Mint Burst the Twice-Daily Swish” with its Listerine — along with the Colgate 360 degree Enamel mouthwash, using the product’s website Continued on page 13 Top 10 toothpastes

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Colgate Total $178.8 5.3% 6.6% 0.1% 48.7 6.7% $3.67 -$0.05 Sensodyne 169.3 16.7 6.2 0.7 30.0 18.0 5.65 -0.07 Crest 3D White 168.3 24.7 6.2 1.1 41.4 20.1 4.06 0.15 Sensodyne Pronamel 161.5 10.4 6.0 0.4 28.3 7.2 5.71 0.16 Colgate Optic White 140.7 7.2 5.2 0.2 36.2 3.0 3.89 0.15 Colgate 116.0 6.0 4.3 0.1 64.4 5.0 1.80 0.02 Crest 113.1 2.2 4.2 -0.1 56.0 6.3 2.02 -0.08 Colgate Max Fresh 88.7 -2.3 3.3 -0.2 26.1 -6.0 3.40 0.13 Crest Whitening Plus Scope 85.7 -5.0 3.2 -0.3 30.5 2.4 2.81 -0.22 Crest Pro Health 79.2 10.8 2.9 0.2 25.3 9.5 3.13 0.04 TOTAL $2,710.8 3.4% 100.0% NA 832.6 0.5% $3.26 $0.09

Top 10 mouthwashes

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Listerine $354.0 3.9% 24.0% 0.0% 74.9 6.0% $4.72 -$0.09 Private label 205.2 -0.8 13.9 -0.6 71.3 -2.3 2.88 0.04 Listerine UltraClean 104.2 21.8 7.1 1.1 18.7 20.3 5.57 0.07 Listerine Total Care 69.3 20.1 4.7 0.6 13.0 21.4 5.35 -0.06 Crest Pro Health Multi Protection 65.4 7.1 4.4 0.1 19.0 5.6 3.44 0.05 Biotene 54.7 -1.4 3.7 -0.2 7.6 -0.2 7.15 -0.09 Crest Pro Health Advanced 37.6 NA 2.6 2.6 6.4 NA 5.90 NA Colgate Total Advanced Pro Shield 37.1 -14.7 2.5 -0.5 9.6 -22.3 3.88 0.34 Crest 3D White 33.0 -3.1 2.2 -0.2 4.8 -6.6 6.90 0.25 Scope Classic 31.5 -5.2 2.1 -0.2 10.1 11.9 3.11 -0.56 TOTAL $1,475.1 3.8% 100.0% NA 331.5 1.9% $4.45 $0.08

* In millions Source: IRI for the 52 weeks ended May 15, Total U.S. Multi-Outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

12 • JULY 2016 DRUGSTORENEWS.COM ECRMREPORT ORAL CARE

Continued from page 12 is Sensi-Stop Strips, designed to be applied di- Maximum Strength Sensitive formulation. The Health toothbrush and Colgate Total for Gum rectly to the gum line of sensitive teeth to pro- company has also augmented its Sensodyne Health — a major contributor to its profitability vide immediate pain relief. line to include Sensodyne True White. The lat- in the oral care market. GlaxoSmithKline’s Aquafresh brand fran- ter is said to whiten teeth while simultaneous- Similarly, new to the Crest brand franchise chise also has been expanded to include a ly addressing relieving tooth sensitivity. Top 10 dental flosses

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Oral B Glide Pro Health $60.7 2.4% 30.0% 0.4% 11.8 -1.9% $5.13 $0.21 Private label 31.7 -3.6 15.7 -0.8 17.0 -3.9 1.86 0.01 Oral B Glide Pro Health Deep Clean 27.5 5.9 13.6 0.6 5.8 2.6 4.72 0.15 Johnson & Johnson Reach 23.4 -4.2 11.6 -0.7 16.7 -5.0 1.40 0.01 Oral B Complete SatinFloss 13.8 -2.3 6.8 -0.2 3.8 -1.6 3.59 -0.03 Oral B Super Floss 9.2 13.5 4.5 0.5 2.9 12.9 3.17 0.02 Listerine 7.7 24.9 3.8 0.7 2.9 18.9 2.68 0.13 Oral B Essential Floss 5.8 14.9 2.9 0.3 3.5 15.4 1.63 -0.01 Oral B Complete 4.2 -6.2 2.1 -0.2 1.3 -5.3 3.23 -0.03 Crest Glide Pro Health 4.0 920.9 2.0 1.8 0.7 919.4 5.72 0.01 TOTAL $202.5 1.2% 100.0% NA 72.9 -2.3% $2.78 $0.10

Top 10 teeth bleaching/whitening brands

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Crest 3D White WhiteStrips $80.1 12.8% 26.0% 4.1% 2.6 7.8% $30.59 $1.36 Crest 3D White WhiteStrips Luxe 46.1 26.1 15.0 3.7 1.0 38.8 47.11 -4.74 Crest 3D White Advanced Seal 43.8 -62.7 14.2 -22.0 1.0 -63.3 43.14 0.69 Private label 43.1 0.5 14.0 0.7 2.7 -1.7 16.09 0.35 Crest 3D White WhiteStrips Luxe Glamor 22.5 NA 7.3 7.3 0.6 NA 39.43 NA Crest WhiteStrips 20.7 1.4 6.7 0.4 1.1 1.2 19.36 0.03 Crest 3D White WhiteStrips Luxe Supreme 14.1 NA 4.6 4.6 0.2 NA 57.94 NA Crest 3D White Brilliance 10.1 NA 3.3 3.3 0.8 NA 13.24 NA Plus White 5.5 -11.8 1.8 -0.1 0.6 -14.9 8.64 0.30 Plus White Speed Whitening 4.8 -0.4 1.6 0.1 0.8 -1.2 6.23 0.05 TOTAL $308.3 -4.9% 100.0% NA 13.0 -5.2% $23.73 $0.07

Top 10 portable oral care brands

BRAND SALES* % SALES CHG $ SHARE $ SHARE CHG UNIT SALES* % UNIT CHG AVG PRICE AVG PRICE CHG Biotene Xylitol $12.0 8.3% 29.2% -2.5% 1.8 7.9% $6.67 $0.03 Biotene Oral Balance 8.1 3.3 19.6 -2.7 1.2 3.6 6.73 -0.02 Act Total Care 5.4 -12.3 13.1 -4.5 1.2 -14.0 4.41 0.08 TheraBreath 5.3 57.0 12.8 3.2 0.9 52.3 6.00 0.18 Act 3.2 535.9 7.9 6.4 0.5 531.9 6.79 0.04 OraHealth Xylimelts 3.1 67.9 7.5 2.3 0.3 66.5 9.40 0.08 Private label 2.0 33.9 4.8 0.6 0.4 57.8 5.22 -0.93 Go Gargle 0.5 23.8 1.2 0.1 0.1 25.3 6.63 -0.08 Medactive 0.4 142.1 0.9 0.5 0.1 129.9 6.79 0.34 Oasis 0.2 -16.3 0.6 -0.2 0.03 -19.4 7.02 0.26 TOTAL $41.1 17.6% 100.0% NA 6.7 16.1% $6.17 $0.08

* In millions Source: IRI for the 52 weeks ended May 15, Total U.S. Multi-Outlet (supermarkets, drug stores, mass market retailers, military commissaries and select club and dollar retail chains)

13 • JULY 2016 DRUGSTORENEWS.COM Untitled-1 1 6/16/2016 3:51:21 PM