Natural Pediatric Products
Consumers especially are interested in natural and unmedicated products for children, said Les Hamilton, president of Los Angeles-based Hyland’s. He said that at the start of the cough-cold season this fall, sales growth of natural cough-cold products for children outpaced the growth of medicinal products. “Moms are very concerned with what they are giving their kids,” he said, adding that mothers make 70% to 80% of the decisions related to children’s health. “They make sure they use safe, natural, effective and efficacious products. We are seeing that in the data.”
Also, these consumers are buying dual packs. Among the best sellers for Hyland’s are the day and night combo packs, such as Hyland’s Baby Mucus + Cold Relief Day & Nighttime Value Pack, Hamilton said.
Retailers are responding to the demand for natural products, industry insiders said.
“The majority are starting to dedicate more space to natural solutions,” said Louis Machin, managing director of Coconut Creek, Fla.-based Lifelab Health. “There is a continuing influx of natural and organic homeopathic products in that space because particularly young well-educated moms don’t want to give their kids anything artificial or drug-related unless they have to.” The company makes HoneyWorks and Kids HoneyWorks cough syrups and sprays made with USDA-certified organic honey.
Machin also said that for retailers, these purchases are incremental, and often only serve to build basket size. “It doesn’t take away from anything,” he said. “They’re still going to buy cough syrup, so this is supplemental.”
Joseph Juliano, vice president of marketing at Prestige Consumer Healthcare in Tarrytown, N.Y., said he is seeing several trends in the cough-cold, allergy and sinus category. Citing recent IRI data, Juliano said the category is up 2%. “This growth has occurred despite a drop in total unit sales and is driven primarily by an increase in dollar sales reflected in an increase in average price and volume offerings,” he said.
Juliano also said that certain shopper statistics have not changed much. Average household penetration in the CCAS category has remained relatively flat at approximately 84%, but actual shopping trips have increased slightly at 1%, and dollars spent per trip increased 2%, he said.
Beyond Vitamin C
Prevention is driving some of these shopping trips. Mintel’s survey also found that 66% of consumers report using an immune support supplement, likely in an effort to prevent illness.
That means retailers have an opportunity to attract consumers into the aisle before they feel symptoms. “They are beginning the buying journey earlier,” said Art Rowe-Cerveny, vice president of marketing at San Diego-based PharmaCare US. “It’s not pantry loading, but buying in advance of being sick. They don’t want to get sick.”
That is especially true of millennials. “The younger the shopper, the more preventive in nature they are,” Rowe-Cerveny said. “Their buying journey begins far earlier than needing an immediate relief product.”
Elderberry is the hot ingredient now in cold prevention, and PharmaCare offers a lineup of Sambucol Black Elderberry extract products for children and adults, including drops, syrups and capsules. “The elderberry category is growing,” Rowe-Cerveny said. “A third of elderberry products on shelf were not there last year.”
Another factor that is driving interest in preventive and natural products is that the cough-cold category has not seen any major switches from prescription to OTC lately, and there are not any on the horizon, Rowe-Cerveny said. “The category is stagnant to down.”
According to the Consumer Healthcare Products Association, in 2018, OTC sales of upper respiratory products totaled nearly $8.8 billion, which was flat compared with the $8.8 billion in 2017. The category was a large one within OTC, which had total sales that exceeded $35.2 billion in 2018 and $34.6 billion in 2017.
Big Players Participate
Larger players also are getting in on the elderberry trend. In 2018, Johnson & Johnson Consumer Health acquired Zarbee’s Naturals, which makes a range of health-and-wellness products for babies, children and adults. Among them is Elderberry Immune Support, which the company said offers a burst of vitamins and antioxidants for immune support.
“Over the last decade, Zarbee’s Naturals has grown into a broad-based health-and-wellness brand, and has disrupted the cough, sleep, immune support and vitamin categories with its portfolio of family friendly products,” said Pamela Stewart, director of consumer business intelligence at Johnson & Johnson Consumer Health.
She said that Zarbee’s Naturals is the top pediatrician-recommended cough syrup brand for children age 10 years old and younger. In addition to the elderberry product, the brand offers Cough Syrup + Mucus with Dark Honey and Ivy Leaf Extract; 96% Honey Cough Soothers + Mucus with English Ivy Leaf Extract; Soothing Saline Nasal Mist with Aloe; and Chest Rub with Eucalyptus, Lavender, Pine and Beeswax.
Stewart, citing Nielsen data, said the cough-cold category continues to grow and is up nearly 2% across retail. Adult products are driving nearly 80% of growth, and children’s products are growing at a quicker rate, up 5.7% compared with the previous year. “While traditional cough and cold products are driving the majority of growth and market share, the naturals health-and-wellness category continues to evolve and is seeing significant growth and momentum,” Stewart said.
Other category leaders also are launching products in the natural segment. U.K.-based GSK Consumer Healthcare, with U.S. operations in Madison, N.J., has launched several products over the last few years. “At GSK, we spend a significant amount of time and resources to understand not only what our consumers are looking for, but what are they doing, what their habits are, and how they are holistically managing their cough, cold and flu symptoms,” said Jessica Weinstein, U.S. marketing lead of the respiratory category. “We do this so we can deliver innovation that is meaningful and grows the category.”
Weinstein said that among the innovations in 2019, Robitussin launched a 12-hour Cough & Mucus Relief product in tablet form. She also said the brand is poised to continue its No. 1 cough brand position, and that the company offers retail partners category-
building innovation and shopper insights.
“Many sufferers wait approximately three days before seeking treatment, often leaving them frustrated as they need to decide which treatments are right for them, while they are already suffering,” said Litthya Burgin, shopper insights manager for respiratory at GSK Consumer Healthcare. “With that consumer behavior in mind, and with its newly released Cough, Cold & Flu platform, GSK is focused on building strategies with retailers to elevate the importance of treating cold symptoms earlier to help sufferers improve their treatment and overall wellness regimens.”