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Meet the pharmacy technology and automation companies that are helping pharmacists practice at maximum efficiency
The right tools and support can help diabetics more easily manage their condition
Sexual wellness presents ongoing opportunities for traditional brick and mortar channels
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at the new flavors,
and trends sweeping the candy aisle
“SOME PHARMACISTS GIVE OF THEMSELVES QUITE LITERALLY, SUCH AS KATHLEEN KIRKLAND, A STAFF PHARMACIST AT CVS IN KERNERSVILLE, N.C., WHO DONATED A KIDNEY TO A PATIENT WHO WAS IN DIRE NEED OF A TRANSPLANT.”
Some people are born to help others, so it’s not surprising when they enter professions—doctors, nurses, firefighters, police officers—to do just that. Pharmacists are part of this cohort. Like other health care professionals, they help people who are often in unpleasant situations or going through a difficult ordeal.
But then there are people who have a second gear–those who rush into a burning building when others are running away from it, people who leap into action when a customer loses consciousness in a restaurant or individuals who jump into a frozen lake to save a dog.
This month’s cover story (page 16) salutes pharmacists who go above and beyond to provide lifesaving care or the extra mile to make sure their patients (or even strangers) get what they need in an emergency situation.
“Some pharmacists give of themselves quite literally, such as Kathleen Kirkland, a staff pharmacist at CVS in Kernersville, N.C., who donated a kidney to a patient who was in dire need of a transplant,” our reporter writes. Others step up in times of medical emergencies, such as David Kaiser, who administered CPR to a man who had passed out in his HomeTown Pharmacy parking lot in Hart, Mich.
This month we also recap our highly successful Inside Beauty & Wellness Forum, held in New York City in September (page 23). Packed with retailers, beauty brands, trend watchers and social media executives, the 2nd annual event focused on the intersection of beauty and wellness. It explored such topics as community, AI, women’s health, social media influence, misinformation and the importance of diversity–of customers, products and shopping.
Ali Kole, strategic advisor, Meridien Partners, pointed out that the beauty industry has gone through many eras. There was dominance when department stores ruled, followed by the democracy era with the emergence of Sephora and Ulta Beauty. That segued into the digital era. “Now we are in the diversity era,” she said. “There are so many ways customers learn about products and brands. It is no longer a linear path, and people are purchasing in many ways.”
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plusOne pioneered the first line of affordable, high-quality intimate wellness devices and products that are easily available for purchase at food, drug, and mass retailers nationwide.
Our mission is to support consumers on their intimate wellness journey with accessible products, comprehensive education, and expert advice. Central to this mission is our Wellness Collective: a team of thought leaders, including urologists, an OB-GYN, and sex therapists. They are instrumental in shaping our innovations and ensuring we continue to lead the category with products that meet the highest standard of quality and effectiveness.
CVS Pharmacy locations in Massachusetts are now offering hormonal contraceptive prescribing services, the company said. A pharmacist can evaluate patients interested in receiving a birth control prescription and, if clinically eligible, receive a prescription for birth control.
The company noted that millions of women in the United States live in contraceptive deserts—areas with insufficient access to birth control methods—and one in three women say they have trouble getting prescriptions for birth control. The new birth control prescribing service at CVS Pharmacy will help to close this gap and provide Massachusetts patients with convenient and affordable access to care when and where they need it.
All the nearly 400 CVS Pharmacy locations in Massachusetts are offering birth control prescribing. The service also is offered at CVS Pharmacy locations in California, Hawaii, Idaho, Michigan, Minnesota, Montana, Nebraska, South Dakota, Washington and Wisconsin.
Hormonal contraceptive prescribing was authorized as part of the Massachusetts 2024 State Budget, which was signed in August 2023 and was co-sponsored by State Sen. Michael Moore and State Reps. Christine Barber and Lindsay Sabadosa.
“Hormonal birth control is one of the safest and most effective ways to prevent unplanned pregnancy and support family planning, but many women find this critical medication difficult to obtain here in Massachusetts” said Sen. Michael Moore of Millbury. “Allowing local pharmacists to prescribe hormonal contraceptives when appropriate is something 27 states and D.C. already allow in some form–it’s about time the
Commonwealth joins them. I am so grateful to my colleagues in the Legislature for getting this provision signed into law, for our partners at pharmacies across Massachusetts, and the countless organizations and advocates that have tirelessly worked to bring awareness to this issue. We are taking a big step toward lowering barriers that prevent women from getting the birth control they need and addressing disparities in contraceptive access for those in historically underserved areas.”
“Enabling pharmacists to prescribe hormonal birth control is an important step to address disparities in access to basic, necessary reproductive health care. I am proud that the legislature passed this important law to continue the Commonwealth’s commitment to health equity and reproductive justice,” said Rep. Christine Barber of Somerville.
Patients interested in birth control can visit any Massachusetts CVS Pharmacy location and ask for a birth control consultation with a pharmacist. The pharmacist will ask the patient to complete a short health screening form and check their blood pressure. Next, the pharmacist will discuss the results of the health screening with the patient and determine if the patient is eligible to receive birth control at the pharmacy. If so, the pharmacist will review different birth control options available and determine an appropriate therapy for the patient.
Sephora and TikTok are coming together to promote diverse representation in the beauty and music space with a new partnership that aims to elevate the role of sound in brand storytelling.
Three Sephora Accelerate brands—Mango People, Sienna Naturals and Brown Girl Jane—worked with Sephora Sounds and TikTok creators on a journey that included a masterclass and in-person songwriting camp to craft a custom music track that encapsulates their unique brand identity.
Brown Girl Jane worked with Sephora Sounds artist Rawan Chaya on “Carousel”; Sienna Naturals collaborated with J Maya on “H.A.P.I Place”; and Mango People teamed up with Nicole Han on “Glow.”
The result is a song that not only amplifies and supports diverse voices but also educates Sephora Accelerate brands on the strategic use of social content by establishing long-term partnerships rooted in sound, the company shared.
Each sound created by the brands and musicians is available to listen and utilize on TikTok.
This fall, Walmart is launching a 40-event traveling tour that is designed to help customers all around the country find things they love.
Beginning at the Taste of Chicago through the end of October, the Walmart Style Tour will travel nationwide, offering a custom activation that features styles and experiences designed with customers in mind—like personalized color analysis and styling tips, both of which are trending on TikTok. The Walmart Style Tour is designed to shorten the distance between inspiration and commerce, making it easier than ever to discover and shop fall fashion on Walmart.com, the Walmart app and Walmart stores.
to attend,” said Kim Tunick, group director, brand experiences and partnerships at Walmart. “We’re elevating our shopping experience and bringing the style, the styling tips and fun right to them. We’re thrilled to make 40+ stops across the country and help our customers find the things they love.”
At each stop on the tour, customers can expect the following: #WalmartFinds: Discover a selection of Walmart Finds, all shoppable via QR codes.
Style tips & tricks: Stylists are ready to share the best tips and tricks for customers.
Free color analysis: Customers can expect a free color analysis to find out which seasonal shades complement their style.
Personalized giveaways: From personalized lipsticks and totes to fall-inspired candles, there will be personalized gifts handed out on the tour.
3
HRG’s five notable products from September 2
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Product introductions recovered in September after falling dramatically from July to August, but it continues a volatile trend of up and down for the year. In September, suppliers introduced 138 new products, which is 22 more items than they released in August. Waukesha, Wis.-based HRG reviewed 15 products in the health category, 58 items in the wellness sector and 65 in the beauty aisle to see which ones stood out as Products to Watch. Here are the top five:
Bayer Inc says its Alka-Seltzer Plus Cold & Flu Fizzy Chews combines powerful cold medicines to address the worst cold symptoms in a chewable fizzy tablet that can be taken anytime and anywhere. The chews are designed to provide relief from fever, body aches, cough, runny nose, sneezing and sore throat without water activation. Available in orange, the chews come in a 24-ct. pack.
Nizoral 2-in-1 Shampoo + Conditioner by Arcadia Consumer Products contains the same anti-dandruff formulation as the original Nizoral Shampoo but offers additional hair conditioning benefits to help leave hair soft, smooth and manageable, the company said. The product uses Ketoconazole 1%, which Arcadia claims is clinically proven to kill the fungus that causes dandruff and control symptoms such as flaking, scaling and itching. It comes in a 14-oz. bottle.
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Procter & Gamble said its Olay Cleansing Melts + Hyaluronic Face Cleanser Pads are formulated to deliver multiple benefits that include cleansing, toning and freshening skin. The company claims the water-activated product is for all skin types and quickly dissolves into a dense, creamy microbubble lather that removes dirt, oil, SP and makeup. Available in a 32-ct. pack, the pads are fragrance free with no sulfates, parabens or mineral oil.
Aveeno Baby Daily Moisture Healthy Start Newborn Balm by Kenvue is formulated to provide safe moisturizing, nourishing and comforting hydration from day one, the company said. Kenvue also claims the product leaves newborn skin feeling soft and smooth with its hypoallergenic and gentle formulation of triple-oat complex that includes prebiotic oat, humectants and ceramides. It comes in a 5-oz. tube.
Bayer Inc said its Afrin Vapor Burst Daily Vapor Inhaler is designed to provide a refreshing rush of vapors for an immediate cooling scent. The drug-free, natural inhaler is formulated with essential oils and plant-based ingredients, such as menthol, eucalyptus and rosemary. A pack comes with one stick. dsn
Drugstores, mass merchants and supermarkets need to feed the beauty momentum with targeted assortments
By Jody Pinson
The beauty industry is vast and continually working to meet the diverse needs and preferences of consumers worldwide. The beauty market is saturated with products addressing wide-ranging attributes and unique shoppers.
The intimate nature of the personal care and beauty space also calls on retailers and brands to reinforce a sense of belonging and build a store of the community that reflects all shoppers. Beauty products, specifically, are growing with sales of “prestige” items up 14% in 2023, year over year, and “mass market” beauty products up 6%, according to Circana. Across the board, the research shows sales increased in haircare, skincare, makeup and fragrance items. Drugstores, mass merchants and supermarkets need to feed the momentum with targeted assortments.
In the beauty industry, where trends shift rapidly and consumer preferences vary widely, AI plays a pivotal role in helping brands analyze market trends, predict consumer behavior and optimize product assortments.
Coresight Research, along with Drug Store News, studied the underserved markets in beauty and found nearly a quarter of non-White beauty shoppers seek a sense of belonging from beauty brands—nearly twice the percentage of White beauty shoppers.
The research echoes the importance of brands and retailers working together to
build assortments that meet the needs of diverse shoppers. With AI and predictive analytics, brands can get precise suggestions on how products best work in individual retailer stores and markets to help retailers build stronger, localized assortments.
Here are a few:
Target consumer preferences in real time. Utilizing AI in assortment planning enhances a brand’s ability to analyze vast amounts of data in real time. By leveraging machine learning, beauty brands can gather and interpret data from various sources, including sales figures, customer reviews, social media trends and competitor analysis depending on the strategy of the brand. This data-driven approach enables CPGs to understand distinct consumer preferences across their diverse shopper base.
Enhance product development. By analyzing consumer feedback, market trends and ingredient preferences, beauty brands can leverage AI to create innovative products that resonate with their target audiences. AI fuels brand teams with a fast-moving, insights-driven process that casts a wide net around various shopper needs to understand “white space opportunities.”
Localize for the future. AI-powered assortment planning can help beauty brands personalize their offerings to cater to customer needs at a local level.
By utilizing data analytics and predictive modeling, personal care and beauty CPGs can segment their customers, identify specific preferences and tailor product assortments accordingly. As brands and retailers strive to improve how they collaborate and build cosmetics and personal care departments that are tailored to the needs of all their shoppers, AI can assist in a huge way. For one, AI produces an unbiased recommendation. Brand teams feed AI models data, set parameters and identify optimal assortments that include multi-shade cosmetics and more.
The beauty industry is witnessing a transformative shift with the integration of AI in assortment planning. By harnessing the power of data analytics, machine learning and predictive modeling, beauty brands can gain a competitive edge, optimize their product assortments and meet the evolving needs of consumers. dsn
Jody Pinson is a member of the Executive Advisory Council at Insite AI and a former VP of merchandising at Walmart.
NOV 19-20
MARQUIS
Join us for the sixth annual Top Women Awards as we celebrate the exceptional women who are shaping and changing this industry.
The DSN Top Women in Health, Wellness & Beauty program applauds and recognizes women for their exceptional contributions to both their companies and communities. Save the date and celebrate these extraordinary women who are influencing and transforming the health, wellness, and beauty industry.
Saving lives is part of the job for these pharmacists, who have provided extraordinary services to patients, coworkers and their communities
By Mark Hamstra
The pandemic showed the nation how valuable pharmacies and pharmacists are but the pharmacists profiled here have proven that their value as members of the community extends beyond dispensing prescriptions. When situations called for it, these individuals stepped up to perform heroic actions that illustrate the role pharmacists can play not only in helping people live healthier lives but, in some cases, actually saving lives.
At Edgewell, we strive to add joy to the everyday by infusing the per fect blend of pa ssion, innovation and individualit y into all of our personal care brands. We’re committed making extraordinary products that are not only fun to use, but also better for both our customers and our planet .
We make useful thing s joyful.
Jon and Lori Altman, the husband-and-wife team that owns Bayboro Pharmacy & Wellness Center in Bayboro, N.C., are committed to making a difference in the health of their customers in Pamlico County.
Many residents lack easy access to healthcare services, and they often end up using urgent care clinics or emergency rooms for routine health issues, Jon explained.
Since acquiring the pharmacy, a member of the Good Neighbor Pharmacy network, 14 years ago, the Altmans have zeroed in on some of the region’s most pressing needs. They have implemented a diabetes management and education program, and initiatives that help patients improve their health through lifestyle, diet and nutrition.
Pamlico County is part of the Center for Disease Control and Prevention’s so-called ”diabetes belt” and has a very high rate of diabetes per capita. Recognizing this need, the Altmans partnered with the local health department to create a diabetes education and outreach program, which includes a classroom in their pharmacy.
Lori, who is the pharmacist at the store, said many people in the area have long accepted an eventual diabetes diagnosis as their fate and did little to better protect their health.
“They just think it’s their plight in life that they have diabetes, like their mother and grandmother and aunts and uncles,” Lori said. “We are changing that mindset and showing people that you don’t have to lose a toe or lose a foot, and you don’t have to have kidney failure. There’s a different way, and it’s not that hard.”
Bayboro Pharmacy was recently recognized with the 2024 Clinical Care Champion award from Good Neighbor Pharmacy.
Angie Balla just happened to be filling in for another pharmacist at a Houston Kroger in February when some employees reported that another coworker was lying facedown and unconscious in a back room.
Balla recruited some help from her coworkers to roll the man onto his back. Her training in administering cardiopulmonary resuscitation kicked in, and she immediately began checking his vital signs. He was unresponsive, he was not breathing and he did not have a pulse.
“I just did what I needed to do,” said Balla. “I started doing [chest] compressions, and I just kept thinking, ‘I can’t stop.’”
She didn’t have a pocket mask—a tool for giving mouthto-mouth resuscitation—handy, and didn’t want to stop to go find one, so she just stuck with doing chest compressions, she explained.
After she administered several series of compressions, Balla helped another co-worker take over until paramedics arrived within about 10 minutes, she said. The paramedics
were able to continue the chest compressions until suddenly the patient took a deep breath. After having surgery to have stents installed to open up his arteries, the patient recovered and is doing well, Balla said.
In recognition of her actions, Kroger awarded Balla its All Safe Angel Award, which the company presents to workers who perform a life-saving activity.
“I think the only advantage that I had is that I teach CPR, so I didn’t panic,” said Balla. “I knew exactly what I needed to do.”
Balla has been a staff pharmacist with Kroger for 17 years, and previously had worked for the company as a pharmacy technician. She’s proud that her 31-year-old daughter is now following in her footsteps and working as a pharmacist at Kroger.
Pharmacists Tim Dreier and his sister, Jessica Dreier-Huntington, have gone above and beyond the basic requirements of operating their pharmacies many times in order to provide extraordinary service to their patients.
In one instance, Tim Dreier noticed that a patient was prescribed a potentially lethal dose of medication and was able to intervene on her behalf. Dreier said he noticed that the dosage prescribed—an immediate release fluphenazine injection every two weeks—did not appear to be correct.
He tried calling the prescribing doctor and was told that the prescribed dosage was listed in her chart, but Dreier persisted, knowing that that dosage must be incorrect. Luckily, he had some contacts at the hospital that was affiliated with the patient’s clinic, and they confirmed his suspicions.
“They agreed with me 100%,” Dreier said. “We did get the issue corrected, but it took almost a week of phone calls.”
That’s just one example of how conscientious and communityminded the pharmacy is, said Jessica Dreier-Huntington. “We have a great community, and lots of wonderful people, and we do whatever we can to help.”
The pharmacy, which was founded by their father in 1967, remains a family owned and operated business, with a third generation involved. The location was recently named the Health Mart Pharmacy of the Year for 2024.
Dreier Pharmacy also has long-standing relationships with two local Native American nations, the Stockbridge Munsee and the Menominee. Dreier Pharmacy’s relationships with local Native American nations date back to when the current owners’ father owned the pharmacy, Tim Dreier said.
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Cynthia Khatcherian
This past July, while much of the Houston metro area was in the dark in the wake of Hurricane Beryl, Cynthia Khatcherian brought some much-needed light into the lives of one of her customer’s families.
Khatcherian, a pharmacy manager at a CVS in Houston, was at her store, which was without power in the wake of the Category 1 storm. Suddenly the store manager alerted her that a customer was outside seeking to obtain a critical anti-seizure medication for his son.
“The first thing I asked was whether or not it was a controlled substance,” Khatcherian said. “As soon as he said it was a controlled substance, I knew it was going to be tricky.”
If the medication had not been a controlled substance, he could have gone to another pharmacy and had the prescription filled, Khatcherian explained. Both Khatcherian and the patient’s father were hopeful that the power at the store would come back later that day, but it did not.
After discussing the situation with the patient’s father, she learned how critical the situation was. The patient was down to his last dose, and needed the prescription refilled by 10 a.m. the next day. The nature of the patient’s illness required that he take the medication at the same time each day in order to prevent the return of potentially life-threatening seizures.
Khatcherian discussed the situation with her district leader and was able to confirm that she was legally able to dispense the prescription in this situation even without access to the computer system. She also learned that the prescription had already been filled and was in one of the dispensing bins ready for pickup. The next day she went back to the store and was able to find it
with less than an hour to spare. She let the patent’s father know she found the medication, and he soon showed up at the store, thank-you card in hand.
“ If the conversation continues from here, another person might get saved because someone will have access to that knowledge.”
– Bernard Quansah, pharmacy manager, Walgreens
Bernard Quansah, a pharmacy manager who saved a patient’s life using Narcan Nasal Spray, said he hopes increased awareness of the treatment’s benefits will help reduce any social stigma associated with opioid overdose.
The Ohio pharmacist was getting ready to close up his Walgreens pharmacy for the night when another employee rushed over to report that a person was having a medical emergency in front of the store.
“Out of instinct, I just grabbed Narcan, and ran out of the store,” said Quansah.
The patient was unresponsive, and someone who was with the patient said that the person had overdosed. Quansah’s training kicked in and he immediately began administering the Narcan, squeezing the spray treatment in first one nostril, then the other after there was no response to the first dose within a few minutes.
He checked to see if the patient had a pulse, but he could not detect one, so he began doing chest compressions. Another person who was with the patient had started performing mouth resuscitation.
Within about 10 minutes, Quansah was able to detect a faint pulse, and the patient regained consciousness shortly before the emergency personnel arrived.
Quansah said he believes the Narcan successfully counteracted what appeared to be an opioid overdose, but the CPR efforts also contributed to reviving the patient. Quansah hopes that his actions on that day encourage more conversation about the use of Narcan. dsn
Retailers and brands took a deep dive into the intersection of beauty and wellness and what it means for the future
Community, caring, AI, women’s health and misinformation.
Those were among the buzziest topics at DSN’s 2nd annual Inside Beauty & Wellness Forum, which focused on the intersection of wellness and beauty.
Held at Virgin Hotels in New York City on September 12, this year’s edition saw double the attendance from 2023, with top industry leaders all ears to hear from such retailers as Walmart, CVS, Walgreens and Ulta Beauty as well as from brands like The Honey Pot, Sundial Group of Companies, Camille Rose, Julie and Milan and many others.
Attendees also heard from outside voices such as Reddit, TikTok, Uber Advertising, Circana, Pinterest, ParentData and TIME magazine. Emerson Group, eos, Camille
“Part of the story is engaging [shoppers]— bringing her in to look at products, picking them up and making sure there are great claims and making sure the information is digestible for her.”
— Leigha Dunbar, Senior DMM, Senior Director, Walgreens
Rose, CeraVe, Cleanlogic, Precious Mineralz, Firstline Brands, iHealth, Maesa, lola from Rio, Obliphica, Okay Pure Naturals, Simply Good/ Quest Nutrition, Nature’s Way, Plus One and Milani Cosmetics sponsored the event and were in attendance. Milani ensured everyone looked their best with an on-site touch-up station.
Here’s a recap of the action-packed event:
Community Builders: Connecting Culture, Commerce and Entertainment
Richelieu Dennis, Sundial Group of Companies Sophia Dennis, Beautycon; Megan Decker, moderator and editor/reporter, Refinery 29. Community is the foundation of Sundial Group, a game-changer in personal care with its Shea Moisture brand. Shea Moisture was a trailblazer in the concept of not only building brands but
also supporting the communities that supply the ingredients. The company takes 10% of its top line and reinvests in communities.
“The business has to pay for itself—the revolution must be financed,” said CEO Rich Dennis. “You take the capital you are making and reinvest in the communities. This is the idea of community building and engagement—it’s not just charity. The business has to work.”
Serving products to meet the community is another aspect. “Everybody can make a good product today. But does that product actually mean something more than function?” asked Dennis. “We live in this influencerdriven world and the thought that is the gateway to brand success. But I don’t care about that. An influencer is going to lead you today and then go onto the next trend. What I care about is if a brand cares about the people it serves.”
With authentic reviews bubbling to the top, there is a shift with consumers seeking content creators who understand their specific needs, Sophia Dennis said. At Beautycon, she’s working with creators so they can make sure they are educating their audiences. “They can work with brands, but still hold integrity,” she said. “Too often you are being marketed products that ‘don’t look like you.’”
Bridge to Well-being: Where Beauty and Health Meet at Walmart
Ralph Clare, Jerrit Davis, Vinima Shekhar from Walmart; Sadè Muhammad, TIME
Walmart may be the world’s largest retailer, but a trio of Walmart executives proved it’s a nimble, innovative and “people-led, tech-powered retailer.”
With 16 years of experience at Walmart, Ralph Clare has seen the evolution. “The biggest change over the last several years is our ability to take an idea and bring it to fruition or to take a new concept and put it into our stores with speed,” said Clare, the senior vice president for merchandising, consumables, health and wellness. Walmart harnesses technology to strike efficiencies without abandoning the merchant’s touch. “We leverage qualitative and quantitative data and make decisions and there is still going to be a merchant that looks at all the data. That makes all the difference,” Clare said. That merchant expertise comes into play, especially when launching start-ups and smaller supplier partners. “It’s all about balance.”
CeraVe is on a mission to make therapeutic skin care more accessible for all. CeraVe works with dermatologists to develop products that are highly effective and formulated to strengthen the natural skin barrier, yet are gentle for even the most sensitive skin. A healthy skin barrier is essential for not only skin health, but overall well-being. With more than 70 different products, each formulated to address different needs, CeraVe’s commitment to dermatological expertise is helping improve patient outcomes not just nationally, but globally.
Through advocacy efforts, CeraVe also promotes the overall health and well-being of specific communities. As a supporter of the American Nurses Association and The DAISY Foundation, CeraVe has provided nurses with products, resources and monetary support over the last several years. Additionally, CeraVe has offered free skin consultations and products to organizations like the Ali Forney Center and SAGE Advocacy & Services for LGBTQ+ Elders, helping to support the health of those who identify as LGBTQ+.
Vinima Shekhar, the new vice president of merchandising, beauty, said her move into the role from wellness was easy because of the synergy between the two categories. “You have to listen to the consumer whether it’s wellness, health or beauty, and that’s the most important and consistent thing,” Shekhar. “You must cater to what they are telling you.” Making sure the right items are on the shelf or online is critical in beauty. “One hundred percent of zero is zero. If we don’t have it on the shelf or in fulfillment centers, we are going to disappoint the customer, so operational efficiency is absolutely critical.”
Shekhar nodded to Walmart’s agility, which is critical to beauty. “We are trying things and failing fast and iterating again. Just because we have 4,500 stores does not mean we aren’t innovating. We can learn a lot from 200 stores and figure out if the customer likes it and then scale.”
Boots on the ground is part of Shekhar’s game plan. “It is always important to talk to the customer,”she said. Recently, she encountered a customer in the store gazing at the shelves. After chatting with her, Shekhar was able to help solve a problem she was experiencing. “Don’t underestimate the power of one.”
Shekhar spotlighted a recent move at Walmart to make shopping easier for textured hair products by merchandising by hair needs. “We listened to the customer who said they don’t want to walk to a different aisle to find products for textured, curly or straight hair.”
Striking the balance between new and legacy brands is a mission of Jerrit Davis, Walmart’s vice president merchandising, personal care. He noted Walmart’s launch of newcomers like Lume and W while also supporting venerable franchises like Old Spice. “Old Spice is an example of a brand that keeps reinventing itself,” he said. “So, if you are a new brand or any existing legacy brand, it is important to ask, are you solving relevant customer needs?”
One example of how Walmart connects to its community centers on America’s dental crisis linked to “dental deserts.” The retailer partnered with a supplier to bring 52-foot trailers into underserved areas for education, cleanings, extractions and other dental care. “Seeing how we gave back to the community was a highlight of my career,” Davis said.
Obliphica Professional |
Shalimar Dalal Maakar, CEO, Owner
The Bridge to Wellbeing
At Obliphica Professional, we believe that beauty and wellness are intrinsically linked, each playing a vital role in the holistic care of the mind, body, and spirit. When we feel well, it radiates outward, enhancing our natural beauty. Our mission is to help you unfold the confidence, strength and power within.
“You take the capital you are making and reinvest in the communities. This is the idea of community building and engagement—it’s not just charity. The business has to work.”
—
Rich Dennis, CEO, Sundial Group of Companies
Leigha Dunbar, Walgreens; Emily Oster, ParentData; Sadè Muhammad, TIME
Women may live longer than men, but they spend much of that time in poor health. Walgreens’ Leigha Dunbar led an inspiring chat with Emily Oster of ParentData and TIME’s Sadè Muhammad about how better education can change the dynamics. A few examples include the high rate of maternal mortality in the United States and the fact Black women are three times more likely to die during childbirth.
Dunbar also delved into what Walgreens is doing to curtail the proliferation of misinformation. “Education and accessibility are the first steps to women understanding where they need to go [for information] and how they can solve the issues they’re dealing with everyday,” Dunbar said.
TIME magazine’s research health was one of the hot buttons for its readers, and it embarked on a mission to deal with issues such as mental health, stress, women’s life cycles and basically what’s normal, said Muhammad. “When we think about educating women, there is a lot of basic information. There still is a missing opportunity.”
Emily Oster founded ParentData to empower parents by providing data and tools to make confident decisions. She addressed the question of what women should be asking doctors.
“People should ask about the issues they’re worried about,” Oster said.
“The biggest problem is that we’re not prepared enough and sometimes don’t remember the questions. Doctor visits can be rushed and anxietyprovoking,” she said.
One of the topics women want to hear about the most is menopause, but no one ever wants to talk about it, the panelist said. At least 40% of women in the United States are going through some part of menopause— either perimenopause, menopause and post-menopause. “No one’s journey is the same,” noted Dunbar.
Walgreens works to put it all together. “Part of the story is engaging [shoppers]—bringing her in to look at products, picking them up and making sure there are great claims and making sure the information is digestible for her,” Dunbar said. Walgreens pharmacists provide an essential resource, she added.
Milani’s brand message and offering are resonating very strongly with our multicultural customer base and we continually look to build community in new ways across channels and through innovative campaigns and activations. One key way we’ve nurtured community is by developing strong relationships with micro-influencers who are authentic brand fans. These creators have helped amplify our brand’s affordable luxury message and share our product benefits with their own communities, who have grown to trust their honest recommendations. Our brand team aims to be collaborative, good listeners who are always open to working with creators in new ways to build micro-communities of “Milani Makers.”
We focus on building community with our retail partners, too. One of our goals is to double the size of our retail footprint through innovation and further investments in marketing and we’re emphasizing our core hero products and new in-store merchandising concepts to drive
Bridge to Well-being: Where Beauty and Health Meet at CVS Michelle LeBlanc, CVS Health
In her 20 years at CVS Health, Michelle LeBlanc has held various roles that have prepared her to take on the position of vice president of merchandising for beauty and personal Care and Hispanic Center of Excellence.
“I grew up in healthcare and have a deep understanding of what health means to consumers… but beauty is so fun and there is so much creativity,” LeBlanc said. “I’m excited to intertwine my knowledge of health with beauty.”
Continuing with the theme of misinformation in the market, LeBlanc pinpointed efforts CVS Pharmacy has in place to educate shoppers.
“We have a long history of putting the consumer at the center of everything we do all the way back to exiting the sale of tobacco,” she said. CVS Pharmacy was also a trailblazer in efforts to remove retouching in beauty imagery and pledged to sell only sun protection with an SPF15 or higher. “What these bold moves have done is built a foundation of trust and transparency,” she explained.
The retailer also is on a quest to simplify shoppers’ journeys. “We take a lot of pride in our assortment with what we are saying and what we choose to carry,” she said. “I like the word balance—we have a mix of iconic and emerging brands.”
Over the past few years, CVS Pharmacy has focused on curation to simplify shopping. The right balance of breadth of assortment and curation is possible, as exemplified by the retailer’s Skin Care Centers. The assortment stocks everything from acne to items for mature skin in a way that eliminates confusion and with experts on hand for education. “You have to be able to simplify the selection in a thoughtful and deliberate way so shoppers can make the right choice in a sea of products.”
The human connection is crucial in stores, she added. “Shoppers have the ability to come into our stores and ask questions to get the right product for their need states,” she said. “Our Beauty Consultants are our superpowers and have deep relationships with their customers.”
While social media has promulgated falsehoods, there is an upside in beauty. “Social media has added a third dimension—another channel for consumers to engage. Social media is about finding your community and following a person because they are really behind the product. Products can go viral in a way I’ve never seen before. I love beauty, and I love my job.”
productivity and awareness. Milani is available at a range of retail partners, including Ulta, Walmart, Target, Walgreens and CVS, to ensure we’re showing up wherever our customers are and our strategy within each location is tailored to the consumer walking through that particular door. For example, we’ve partnered with retailer-specific creators and engaged in LTK (LIKEtoKNOW.it) collaborations with Walmart, Target, Ulta, H-E-B and Shoppers Drug Mart to bridge the gap between in-store and online, cultivating a seamless shopping experience from social feeds to the store floor.
At Beacon Wellness Brands, we’re proud to have pioneered the conversation around sexual wellness. plusOne was the first brand to bring sexual wellness devices to food, drug, and mass retailers. Our mission is to make sexual wellness products accessible to everybody. Every day, we strive to destigmatize sexual wellness, challenge taboos, and open up this much-needed conversation, especially when it comes to women’s sexual wellness.
According to the National Institute of Health, women were not required in U.S. clinical research studies until 1993. The reality is, women’s health has always been an afterthought. This gap widens significantly when it comes to women’s sexual health. In plusOne’s attitu-
Rachel Hardy, Pinterest; Megan Petrie Ramm, Uber Advertising; Allison Tepley, Reddit; and Rema Vasan, TikTok
Representatives of the buzziest social media platforms assembled for a deep dive into how they shape and address consumer beauty needs and how brands can benefit.
Allison Tepley, head of global audience marketing for Reddit, said her platform is where advanced trends get started because it is where influencers talk to each other. “Brands can use this for insights and trendspotting but also the idea of the folks who come in from search come in for answers from the people who are experts in the space.”
Brands can tap into Reddit’s data with a tool called Reddit Pro, which has a trendspotting resource segmented by category and brand. For example, there are almost four million people logging in to go “skin care addiction.”
Megan Petrie Ramm, head of Americas for Uber Advertising, discussed Uber’s vast reach. “If you have five apps on your phone, Uber is going to be one of them. It is a utility in everyone’s life. All of that scale amounts to a ton of data we can bring back to our consumers.”
TikTok was discussed virtually during every presentation at the forum. Rema Vasan, head of North American Marketing and Global Gaming Marketing, said people spend an average of eight hours a day online. That has upped the expectations from social sites.
What’s unique about TikTok, Vasan said, is that content is based on interest so each page is customized to the user’s interests. “Fifty percent of people are exclusively focused on the platform. We have earned our place in the hearts and minds of more than 170 million consumers across America. Beauty is among top interests.”
TikTok has impacted how consumers search, discover and shop for beauty. The hashtag TikTokMadeMeBuyIt has 9.5 million posts as of September 2024. “That’s fueling the shopping behavior, and the brands that do best are those who are always on and showing up in authentic and relevant ways.”
Pinterest is the home for innovation, according to Rachel Hardy, head of consumer product marketing. “People come to dream and manifest—and try new trends and looks,” she said of the site, which has more than half a billion monthly users. Gen Z is the fastest growing segment.
Pinterest launched a suite of tools that allow people, no matter skin or hair color, to see themselves. “When people feel they are more represented, they can feel more engaged and confident in their purchase.”
dinal study, we found that 56% of women are embarrassed to talk to their doctor about sex and even more are embarrassed to talk to their doctor about vibrators.
Many people may be surprised to learn that in partnered activities between men and women, men are far more likely to fulfill their sexual pleasure needs and reach orgasm than women are. This disparity, known as the pleasure gap, and it is researched by many experts in the field.
At plusOne, we prioritize education through our Wellness Collective, which is composed of board-certified urologists, a urogynecologist, an OB-GYN, and sex therapists. Our collective shares their expertise to inform product development, lead engaging discussions, and connect with our community.
Every Wednesday, our Wellness Collective hosts the “Ask the Expert” series on social media, addressing our community’s top questions on all things sexual wellness. Our experts have taken the stage at numerous industry events, breaking down taboos and bringing these vital discussions into mainstream conversation.
Cleanlogic is transforming the bath and skincare industry with high-quality, innovative products that enhance the consumer experience and drive significant growth for retailers.
Our commitment to quality includes a diverse range of textures and formats, appealing to various needs while increasing profits in a traditionally low-margin category.
Cleanlogic prioritizes accessibility and inclusivity, featuring Braille packaging and sensory-friendly materials, and employs a workforce that is 80% comprised of individuals with disabilities.
Through initiatives like funding tech training programs for disabled individuals, Cleanlogic exemplifies how purpose-driven brands can successfully blend business success with social impact.
Purchase to Employ Our America-based workforce is comprised of individuals with disabilities. Every product we sell supports our Purchase to Employ mission.
Find out more about what’s driving our commitment to DEI&A at cleanlogic.com or scan our QR code.
Larissa Jensen, Circana
Larissa Jensen, the senior vice president of global beauty at Circana, put some data to the concept of the intersection of beauty and wellness. Jensen explained that Circana’s Wellbeing Insights capture products or services that empower self-care by enhancing consumers’ physical, mental and emotional well-being.
Self-care remains important to consumers, with 78% of them actively practicing rituals and 65% calling it a priority. They do so for physical and mental health, including combating stress. “The top four physical self-care goals in the United States are to improve physical health, weight management, disease and illness prevention and increased energy.
“You will see there is a lot of conversation about GLP-1 medications, and from our research, we believe that is something that is going to increase with the expectations that within the next 10 to 15 years, up to 7% or more of Americans will be on some type of GLP-1 medication. It is going to affect everything in terms of vitamins and supplements that consumers take in order to offset some of the side effects,” Jensen said.
With the realization that “you are what you put inside you,” there is growth in different ingredients in supplements, with magnesium showing the biggest growth. “As a beauty expert I love that collagen is number two. It obviously is an ingredient in topical skin care, but when you ingest it, it also helps with bone and joint health among other things,” she said.
Digging into beauty and how well-being is played out in the category, Jensen said prestige and mass beauty are among the fastest growing in all the businesses Circana tracks. “It’s a huge industry, close to $110 billion and up 8% in the past 12 months ending in March. Many talk about the lipstick index, but we believe it’s actually bigger than just the lipstick index. We’ve been calling it the beauty index.”
Despite pressure on rising prices, shoppers are clinging to prestige beauty over mass. “Prestige is more of a treat, a little luxury that is an indulgence,” she said. “When you compare prestige to mass, prestige is outpacing mass in most categories and has for the last several years.”
Maesa | Nadia Khan, VP, Marketing (Being Frenshe)
The Bridge to Wellness
Wellness isn’t a destination; it’s a journey that connects the mind, body, and environment. At Being Frenshe, we believe this connection is fostered through everyday wellness rituals that promote self-care with the power of scent. True wellness isn’t about achieving perfection; it’s about cultivating spaces—both physical and emotional—that enable us to recharge, reflect, and rediscover our best selves. As the first holistic, cross-category wellness brand available at mass retailers, Being Frenshe empowers you to create little self-care rituals to help you take a moment for yourself.
“With the customer in mind, merchants are going to make decisions. It’s all about balance.”
—
Ralph Clare, SVP, Merchandising, Consumables, Health and Wellness, Walmart
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Monique Benoit, Ulta Beauty; Bea Dixon, The Honey Pot; and Amanda E/J Morrison, Julie Products Inc.
In one of the liveliest chats of the day, trailblazers in the women’s health industry spoke about their founder stories, the barriers they face and the headway they’ve made.
Beatrice Dixon founded The Honey Pot after suffering from bacterial vaginosis for an extended period. Nothing would help, and then, in a dream, her grandmother gave her a list of ingredients. “When I woke up, I wrote them down and made myself a formula; the crazy thing is, it worked,” Dixon said. “It turned out millions and millions needed these products and I’m grateful.”
Dixon gave a shoutout to Monique Benoit, senior merchant at Ulta Beauty, who was a buyer at Target at the time and recognized the potential of The Honey Pot. Today, the brand has extended into body washes. “We wouldn’t be here without Monique and Target.”
Products is the second innovation from Amanda E/J Morrison, who was a cofounder of Mented Cosmetics, a brand for women of color. Julie is a progestin-only emergency contraception product that helps prevent pregnancy when taken within 72 hours after unprotected sex.
“We are in the pharmaceutical space and focus on the women’s reproductive OTC—the bottom drawer products we are trying to bring up to the top. We lead with education and access to reduce the shame and stigma around reproductive OTC products like emergency contraception and birth control.”
Stories like theirs are important in women’s healthcare, said Benoit. “As a merchant at heart, I know how important storytelling is in building your brand and securing investments.” The latter is made hard not only for women but especially women of color. “Everybody in this room might not be using these products, so when we talk to investors, we have to get them to buy in and understand there is an opportunity.”
Dixon agreed that getting The Honey Pot off the ground was an uphill battle. “We did a family and friends round, which was literally raising money to pay the bills,” she said. The next round came from the New Voices Fund, which was the outgrowth of the sale of Sundial to Unilever. “Rich Dennis and New Voices understand what it was to be a human of
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color out in the world trying to raise capital. If we did not get the capital, we might not be here today.”
What’s important to note is that The Honey Pot has cracked into the top five-selling brands in feminine hygiene, with sales in drug stores soaring 31% through April 2024. That’s against legacy brands such as Vagisil and Summers Eve.
The New Voices Fund also invested in Morrison’s first business, Mented. “Investment in Julie was different from my first company because it is easier to say I’m a second-time founder, and I’ve learned all these lessons,” she said. However, raising money for reproductive OTC is “noisy, controversial and not easy.”
For a variety of reasons, Gen Z is especially lost regarding women’s health, according to Morrison. “My pitch to investors is what if 51% of the world’s women could decide and make a different choice?”
Fireside Chat with Mary van Praag, Milani
Mary van Praag
Mary van Praag is a seasoned beauty executive with positions at beauty brands like Revlon, Coty, Inc. and Perricone MD. She’s able to harness her experience to spark sales of Milani Cosmetics, a mature brand that is acting more like a disruptor.
“I was attracted to its core DNA and its competitive, compelling advantages,” said van Praag of the brand she now runs. “It is prestige quality at accessible price points. Our products are made at the same prestige suppliers in Italy and South Korea as prestige brands.”
Long before Fenty, Milani offered shade ranges for all complexions. “That’s not an afterthought, it is part of every product we develop,” she said. “People have said this was the first drugstore blush they used because They couldn’t find anything that worked on their skin.”
So, what’s van Praag’s secret for transforming a brand founded in 2001?
The formula is the right team, a reboot of core items and bold launches. “We’ve hit the flywheel right, with the right amount of innovation but reanimating our core.”
The numbers bear that out. Milani just achieved 12 straight quarters of consecutive growth in dollars and units. “We hit a major milestone of about $200 million in sales and we are the fastest growing of the top 10 in lip, eye and face brands.”
Under her direction, Milani leaned into core franchises, such as its Make It Last Setting spray, which is the number one item in the subcategory. The product received an additional boost recently with Milani’s first collaboration with female athletes. The Face Set. Mind Set campaign features Jordan Chiles, a member of the gold-winning USA gymnastics team; Sabrina Ionescu, also a gold-medal winner with the USA Olympic women’s basketball team; Chiaka Ogbogu, a member of the USA silver-medal volleyball team; and weightlifting champion Mattie Rogers.
Pat Mooney, Wakefern Food Corp.; Anastasia Pagonis, American Paralympic Swimmer; and Isaac Shapiro, Cleanlogic Anastasia Pagonis, just back from the Paralympics in Paris, lost her sight to an autoimmune disease but not her passion for beauty.
“I always had a passion for makeup and losing my vision was not going to take that away,” she told the audience. Pagonis is thoughtful about what brands she teams up with. “It is important to me that every brand I work with truly wants to help me as someone with a disability and make a difference.” E.l.f. created a beauty bundle with a scannable QR code that links to Pagonis giving application tips for the blind and low-vision community. It was inspired by techniques her mom used to help her apply makeup.
Pagonis says about 70% of people have some vision impairment, and many like her don’t read Braille, so the audio cues are a solution. She also worked with CVS to create QR codes to help “read” medications.
Isaac Cohen’s mom lost her sight at age seven, and her story helped inspire him to create his brand, Cleanlogic, to go beyond skin care. Individuals with disabilities assemble the products. The company established a nonprofit fund, the Inspiration Foundation. Through its research, Cleanlogic discovered the unemployment rate for blind and visually impaired was 70%. To lower that rate, the brand teamed up with Walmart to help build jobs for people with disabilities, giving them roles packaging the brand’s products. Cohen hopes other employers will follow his lead with the goal of increasing the roles for people with disabilities by 10%.
Cohen said people with disabilities are accurate and loyal employees with high safety records and high productivity. Moreover, studies found that the hiring practice improves work culture, lower recruitment costs and reduces turnover.
Pat Mooney said Wakefern maintains an inclusive workforce, and employees are always ready to do the right thing. Those attributes were visible when its trade area was hit by Hurricane Sandy; it also was on display during the COVID pandemic.
“We became community centers [during Hurricane Sandy],” Mooney said. “We became community centers to warm up, charge your phone or grab a cup of coffee. That’s not about money and profit; that’s about doing the right thing.”
Kole, Meridien Partners; Janell Stephens, Camille Rose; and Larissa Jensen, Circana
Like Taylor Swift, the beauty industry has gone through many eras, as pointed out by Ali Kole, a seasoned beauty executive. There was dominance when department stores ruled, followed by the democracy era with the emergence of Sephora and Ulta Beauty. That segued into the digital time frame. “Now we are in the diversity era—there are so many ways customers learn about products and brands. It is no longer a linear path, and people are purchasing in many ways,” she said. That includes stores but also marketplaces, such as Amazon, where Kole helped build the beauty business and the rise now of TikTok Shop.
“The brands and retailers who are successful going forward in this era are going to be those who recognize that diversity and are able to adapt to serve it well,” she predicted.
Acknowledging some premium brands are hesitant to sell on Amazon, Kole noted it is a force to consider but do it thoughtfully and decide if any partnerships are at risk. Under her watch, Amazon launched a Premium Beauty program offering brand protection and opening the gates. It gives brands control over their products against unauthorized sellers.
Janell Stephens discussed her journey building Camille Rose from her kitchen to the major mass market shelves. “Luxe is moving away from the price of a product,” she said. “People used to think the more expensive the product, the better it is. But to me, it is the look, the feel of the product and the experience. People are prioritizing how you feel when you buy a product.” dsn
Meet the pharmacy technology and automation companies that are helping pharmacists practice at maximum efficiency
By Sandra Levy
Providing a host of clinical services is no longer a pipedream for pharmacists.
To be sure, the days of lick, stick and pour are long gone. Pharmacists have rightfully assumed a pivotal clinical role, which includes medication management for patients with chronic conditions, providing “test and treat” services, conducting health screenings and forming collaborative agreements with providers.
How can they juggle these demands while also filling an increased volume of prescriptions when their time is so precious? Enter pharmacy technology and automation companies that are helping pharmacies operate efficiently and effectively.
CoverMyMeds is helping pharmacists increase efficiency and improve workflow with its automated pharmacy dispensing solutions that integrate with pharmacy management systems.
Austin Sacks, senior director of product management, said these solutions save time, minimize mistakes and enable pharmacists to help solve medication access and affordability challenges for patients.
Sacks noted that the technology also helps with the challenges facing pharmacies, including labor shortages and growing patient expectations. “Using software and technology to automate and streamline administrative tasks leaves pharmacists with time to focus on meaningful patient interactions, allowing them to provide the improved care and experience both patients and pharmacists seek.”
CoverMyMeds’ solutions also can help with front-end and back-end operations, including claims processing, fulfillment and reimbursement.
SP 200 with 6-Slot Collating Control Center is a proven and reliable prescription dispensing system that automates the repetitive, manual dispensing tasks most subject to human error and automatically collates all prescriptions for each patient.
MP 100 single- and multi-dose medication pouch packaging system fills pouches from 100 medication cassettes with a fast, accurate speed of up to 54 pouches per minute.
CRS 150 vial-filling robot offers the smallest footprint for its capacity on the market, taking up only 9.5. sq. ft, while filling, labeling, and delivering up to 150 vials per hour.
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“Our pharmacy automation and central fill solutions help pharmacies of all sizes rapidly and accurately dispense prescriptions while cutting costs and improving efficiency,” Sacks said.
XiFin Pharmacy Solutions provides a comprehensive portfolio of software designed to strengthen financial stability and streamline workflows.
“With more than 25 years of industry experience, XiFin combines unique market insights and pharmacy workflow expertise to deliver solutions that address the complex needs of modern pharmacies,” said Sandra Greefkes, vice president of product and partner marketing. “Our software suite includes medical billing, enterprise revenue cycle management, clinical documentation and workflow enablement, as well as patient communication tools, all of which automate timeconsuming processes and reduce administrative burdens.”
One of XiFin’s features is its smart clinical messaging capability, which identifies immunization directly within the pharmacist’s workflow.
iA is on the cutting edge with central fill technology that frees pharmacists from manual tasks.
iA provides an integrated platform of capabilities to support centralized, community and shared central pharmacy fulfillment solutions,” Tom Utech, CEO at iA said.
iA’s NEXiA Enterprise Software Suite serves as the backbone of iA’s pharmacy fulfillment platform, managing the inventory and fulfillment from prescription acceptance to delivery.
“The iA solutions are designed to grow with our customers, allowing pharmacies to adjust their operations as their business grows or demand fluctuates, helping them to meet patient needs promptly and reliably,” Utech said.
The pursuit of pharmacy efficiency has brought heightened pressure on pharmacies to attain better patient outcomes and to ensure medication adherence. That’s where packaging solutions come in.
Preventing medication errors is a serious concern for every retail pharmacy.
ScriptPro specializes in providing automation and packaging technologies that eliminate worries about medication dispensing errors.
Darin Gleason, sales director of U.S. chain and retail at ScriptPro, said ScriptPro’s broad product depth offers a way to combat these difficulties using automation and packaging technologies.
ScriptPro’s robotics, including the CRS and MP series, offer pharmacies scalable options for vial and pouch packaging. “With more than 25 years of experience, ScriptPro tailors its vial-filling and packaging solutions to match the unique needs of each pharmacy,” Gleason said. “Additionally, ScriptPro’s commitment to long-term partnerships and investment protection stands out in the market.”
Despite pharmacists’ best efforts, there simply are not enough hours in the day for pharmacists to increase their interactions and engagement with patients using legacy technology.
Continue to the full story online
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The right tools and support can help diabetics more easily manage their condition
By Kathie Canning
When it comes to chronic conditions, diabetes is a critical—and growing—global concern. The rising prevalence of diabetes, particularly type 2 diabetes, is helping to drive growth in the diabetes care and diagnostics market.
Drugstores could better cater to today’s diabetic consumers by gaining an understanding of their wants and needs.
“Living with diabetes is complex, overwhelming and requires constant attention,” noted Sara Giaimo, Pharm.D., a pharmacist in the diabetes care business of Abbott Park, Ill.-based Abbott.
Brian Hansen, president of CGM at Ascensia Diabetes Care in Parsippany, N.J. But people with diabetes still want to go about their lives as easily as possible. “This means they want reliable tools that are flexible, easy to use and seamlessly integrate with other aspects of their life,” he said.
Antonio Vergara, senior vice president, core lab and near patient care with Indianapolis-based Roche Diagnostics North America, added affordability and a responsive helpline to the list of consumer wants and needs.
Today’s consumers also value intuitive devices that offer “clear insights” without having to go through extensive training or support to use them, added Adam Nadler, CEO and co-founder of Coral Springs, Fla-based Quest Health Solutions. “The demand for more intuitive and accessible diabetes management tools is driven by a shift towards proactive and personalized health care,” he noted. “Today’s patients of all ages are more tech-savvy.”
Consumers with diabetes also “want to be empowered” when it comes to wound care, said Geolyn Gonzalez, chief sales and marketing officer for Walnut, Calif.-based Total Resources International.
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“Accessible and affordable products that provide concise, easy-to-read, easy-to-use information and deliver support they can trust can help people living with diabetes feel more in control and not alone.”
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Antonio Vergara, senior vice president, core lab and near patient care, Roche Diagnostics North America
“They buy products with more apparent benefits to support particular lifestyles or activities,” she pointed out. “Consumers are also looking for more portable, more convenient forms of products that are environmentally conscious.”
monitoring choices
When it comes to diabetes-management tools, continuous glucose monitors rank high on the list. Although they have been transformative in the diabetes technology space, traditional CGMs might fall short in terms of reliability, Hansen said.
“We are increasingly hearing that people have specific pain points with their CGM, like easily knocking it off or experiencing false compression lows at night,” he said. “For these people, access to choice when it comes to their diabetes care is crucial to ensure they can access the right diabetes technology for their lifestyle.”
New technology on the CGM front fits into the “access to choice” equation. Abbott recently launched two CGM sensors built on its existing FreeStyle Libre technology: FreeStyle Libre 2 Plus and Freestyle Libre 3 Plus. The U.S. Food and Drug Administration cleared both sensors to work with partner automated insulin delivery systems, Giaimo noted.
Bigger news is the availability of OTC CGMs for the first time. San Diego-based Dexcom just introduced Stelo, which is designed to make CGM technology “more accessible” to consumers, noted Jake Leach, chief operating officer. It’s suitable for millions of U.S. diabetic adults who don’t rely on insulin as well as millions more who have prediabetes.
“Most consumers never see their glucose levels in real time,” Leach said. “It really is an enabling tool for forming healthy habits.”
This year, Abbott also announced FDA clearance of Libre Rio, an OTC CGM designed for adults who have type 2 diabetes.
In the works for Ascensia Diabetes Care, meanwhile, is the Eversense 365 CGM system, which the company hopes to bring to market in the fourth quarter of this year, Hansen said.
“Eversense 365 will only need to be replaced once a year,” he said, “meaning that people with diabetes won’t have to worry about changing their CGM every couple of weeks or when it gets knocked off, avoiding the inconvenience and cost of wasted sensors.”
Enhancements can be found in other areas of diabetes care as well. For example, Parsippany, N.J.-based Embecta recently received 510(k) clearance from the FDA for a disposable insulin delivery system with a larger reservoir. According to Henry Anhalt, the company’s chief medical officer, the system is indicated for insulin-dependent adults and features a tubeless patch pump design with a 300-unit insulin reservoir. That represents a “three-day wear” for people living with type 2 diabetes.
“While insulin pumps have been on the market for decades, they were generally designed for people living with type 1 diabetes,” Anhalt explained. “People living with type 2 diabetes, however, represent more than 90% of the diabetes population, and our recent analyses and publications have shown that, on average, they tend to use a total daily dose of 95.9 units of insulin—more than someone living with type 1 diabetes does.”
On the wound-care side, consumers with diabetes now have access to products designed to consider the phases of wound healing, Gonzalez explained. Total Resources International’s Silvex wound gel allows wounds to heal faster and stops the growth of bacteria such as MRSA and staphylococcus.
New from the company, meanwhile, is the Tender Lovin’ diabetes-friendly wound care kit. The 70-piece portable kit features Silvex wound gel and other treatments to address specific wound stages.
Other improvements within the diabetes-care space address concerns outside the consumer arena. For example, Littleton, Colo.-based Allison Medical made a packaging change this year to its SureComfort insulin syringes and pen needles with pharmacist-related challenges in mind.
“We freshened it up and made it a bit less busy,” explained Brandon Faber, director of sales.
The company made the changes after polling 100 pharmacists, who indicated they wanted to be able to easily identify the product by color and gauge number, he said, especially during busy times. dsn
Sexual wellness presents ongoing opportunities for traditional brick and mortar channels
By Debby Garbato
Iwas a major step toward the mainstream acceptance of the category. Since then, Walmart, Target and some grocery chains have also built sexual wellness businesses, bringing the segment further into the open.
At the same time, the online sexual wellness business has grown, with behemoth Amazon featuring more than 2,000 items under the “sexual wellness” search term.
Non-traditional players have also launched online offerings, including Sephora, Nordstrom, Ulta Beauty and others. Many food, drug and mass retailers also offer products online.
Today, about 55% of sexual wellness sales occur online, with this channel experiencing the fastest growth, according to Vision Research. Online and off, total U.S. sexual wellness sales exceed $11 billion, with sales expected to more than double by 2032.
“Brick and mortar retailers face big challenges following the
supplier Lelo. “Amazon is the biggest adult toy shop ever and is of immense importance for the entire industry. Sex toys and accessories have never been more accessible.”
But nobody is sounding the death knell for physical retailers. Brick and mortar sales continue to grow at a healthy rate. For traditional retailers willing to devote time and space to a curated, customer-appropriate assortment, the future is bright.
“Many people are investing online and in stores,” said Sonja Bjornsen, SVP of global sales strategy and growth at Beacon Wellness Brands, which supplies sex toys and other products.
“Everybody is trying to figure out the correct formula. The energy behind this category is being led by food, drug and mass buyers.”
Target and Walmart, which have a strong omnichannel platform and use third party sellers, do particularly well.
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S H O P P E R VA L U E P R I C I N G LO W E S T B R A N D E D
“E-commerce is not going anywhere anytime soon,” said Glynn Montemayor, director of sales at personal lubricant manufacturer Trigg Laboratories. “Target and Walmart have big online presences in addition to stores. Successful retailers see omnichannel as the best way to be successful.”
While Sephora and other specialty retailers present challenges, they also help to further liberate a once-taboo segment. “Sephora’s inclusion of products signals broader acceptance within mainstream beauty and wellness contexts,” said Riki Ascherman, president of Big Box International Consulting LLC. “Retailers like Urban Outfitters and Nordstrom are following, making sexual wellness more accessible and less stigmatized.”
Matutinovic called destigmatization “the biggest benefit of these big-name retailers entering the segment. By offering sex toys, they’re contributing to the narrative that brands like Lelo have championed the past several decades. Clearly, there’s demand for pleasure products and the market is shifting to cater to people’s needs and make them more accessible and accepting in their daily lives.”
In response to growing online competition, traditional retailers are expanding assortments, focusing on high quality, often premium products that “mirror e-commerce offerings,” said Ascherman. Strong visual merchandising, discreet packaging and dedicated sections help “normalize” products and can drive sales, she added.
Earlier this year, Target began grouping established brands and creating new sections for emerging brands. In one store, sexual wellness was offered in an 8-foot section adjacent to the pharmacy. Curated assortments must “do more than grab attention,” said Montemayor. To maximize effectiveness, Trigg targets
diverse shopper needs with lubricants containing water, silicone or a combination. Products come in various flavors, with strawberry most popular. Trigg also offers three- and eightpacks of merchandise, allowing consumers to experiment, he added.
A multitude of use occasions also necessitates variety in lubricants. “Vaginal dryness is something lubricants can help,” said Ken DeBaene, senior vice president, North America, LifeStyles Healthcare. “Other people use lubricants for better sex or with adult toys. People show up in that section for different reasons.”
As in any category, sexual wellness customers want to know product details and benefits. But most retailers avoid prominent displays or blaring signage. This makes packaging particularly important. Trigg’s packaging helps drive shoppers to its website to learn more. It also partners with retailers and conducts social media campaigns that explain sexual wellness’ health benefits.
In stores, Beacon is implementing Brij’s QR codes for its plusOne vibrator brand. It is also launching new packaging. But while Beacon will be able to measure how many people access codes, “it’s a bit of a question as to where they end up shopping,” said Bjornsen.
The biggest benefits of Amazon shopping are privacy, choice and convenience. “Amazon’s vast reach, combined with its user-friendly experience, has made it a critical player in sexual wellness,” said Sven Pelka, CEO of German-based sex toy supplier EIS/Satisfyer/Triple A. “The ability to shop for intimate products from the privacy of home is a major advantage. Amazon’s two-day Prime shipping and discreet packaging enhance this.”
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By Nicole Stempak
The next few months will be awash in holidays, religious observances and other celebrations. That can only mean one thing: It’s time to break out the candy bowl(s).
“Seasons and holidays are something many look forward to celebrating with chocolate and candy, ” said Caitlin Servian, brand manager of Peeps and seasonal candy at Just Born, Inc.
That first bite of a piece of candy may transport us back to our childhood, but the candy aisle has undergone a transformation.
We’re talking new—and sometimes unexpected—flavors, textures, pairings and collaborations. In short, there’s a lot more to decide than milk or dark chocolate (though that’s still a tough choice).
“The candy aisle is indeed a dynamic and ever-evolving space, driven by changing consumer preferences and broader food trends,” Servian said. “Among these preferences is texture as a key differentiator, with candies offering multisensory experiences, such as chewy gummies with juicy fillings or crispy shells paired with soft centers. Additionally, there’s an increasing demand for visually appealing candies that are
vibrant in color and fun in shape, catering to the social mediasavvy consumer.“ Innovation is essential in the candy aisle as it reinforces this space as a source of excitement and discovery.”
One cause for change: a generational shift in flavor palate.
“Treating and snacking trends are changing at warp speed,” said Mike Gilroy, vice president of trade development and sponsorship for Mars Wrigley Confectionery. “We are accelerating the pace of change and working quickly to find innovative new ways to reach consumers, including Gen Z, while also satisfying existing users.
“As Gen Z continues to gain buying power, we’re looking at generational trends to make sure we’re staying relevant and bringing in new users, while also satisfying existing users. In particular, Gen Z’s interest in different textures and the general rising demand for convenient and on-the-go format options are leading to innovation.”
In Mars Wrigley’s inaugural Halloween report, “Tricks, Treats and Trends,” the company found that while chocolate
is preferred among all candy purchasers (88%) as the reigning favorite flavor of Halloween, gummies are a favorite among younger generations (56% millennials and 60% Gen Z).
In fact, gummy and jelly brands reported $4.83 billion in sales in 2022, up 13.7% from 2021, according to findings from research firm IRI. As a result, confectioners are pulling out all the stops with offerings from well-loved brands, introducing new products and releasing a bevy of fresh flavors.
The Hershey Company has launched two new gummy lines: Jolly Rancher gummies and Shaq-A-Licious XL Gummies. The latter line, inspired by NBA legend Shaquille O’Neal, features the Original, with gummies molded after O’Neal’s face, and Sours, offered in three shapes and flavors celebrating his career as a basketball player and entrepreneur.
“Within the gummy space, we’ve found that consumers are seeking flavors beyond the typical offerings—especially unique sour flavors,” said Mark Pestana, senior director, team lead drug channel at Hershey.
Pestana said ropes are the second-fastest-growing form in the sweets category. Hershey has launched Jolly Rancher ropes, which combine the fruity flavors of Jolly Ranchers in a chewy rope form, and Jolly Rancher Chewy Poppers, designed to deliver a burst of flavor and texture with every bite thanks to its candy shell, chewy core and fruity center. Hershey also launched Ice Breakers Flavor Shifters, a new sugar-free gum that starts as either the wild berry or wintergreen flavor and shifts to cool mint as you chew.
In addition to their iconic Peeps Marshmallow Pumpkins,
“ We know that our consumers are looking for more experiences from our products, and new ways to enjoy them. ”
– Mark Pestana, senior director, team lead drug channel at The Hershey Company
Ghosts, Monsters and Skulls, Just Born will be adding a new variety of Mike and Ike to shelves this Halloween. The Sour Spooky Treats features a trio of sour flavors: Wicked Watermelon, Orange Scream and Ghoulish Grape.
Mike and Ike Merry Mix will once again return for the winter holiday season alongside Peeps Marshmallow Snowmen, Trees and Stockings in the classic marshmallow flavor. For a different taste, there’s gingerbread-flavored Gingerbread Man, Peeps Holiday Vanilla Crème Flavored Pop and Peeps Candy Cane Flavored Marshmallow Chicks. And for next Easter, Just Born will be introducing brand-new Mike and Ike flavors and Peeps flavors, treats and merchandise.
But there’s still no denying chocolate’s appeal, which has been turned up a notch.
Just Born is bringing back the Halloween variety of Goldenberg’s Peanut Chews Original Dark Stand Up Bag, which features individually wrapped packages of the peanutty,
chewy, chocolatey bite-sized candies.
And Mars Wrigley has brought back its Ghoulish Greens Halloween variety bag with Snickers, Twix and M&M’S. The company also has launched Snickers Pecan Milk Chocolate Bar, M&M’S Milk Chocolate Pumpkin Pie, M&M’S Peanut Butter Mega and M&M’S Peanut Butter Minis. There’s a new petite version of another non-chocolate favorite, Skittles Littles. Both minis and littles are available in tiny, reusable tubes that are convenient for on-the-go snacking.
“We are always innovating across key seasonal moments, which are essential to some of our most beloved brands that help inspire moments of happiness to consumers at times that are special and important to them,” Gilroy said.
It’s a balance between old and new, of offering consumers something they know and love with a dash of the unexpected.
Take, for instance, Hershey’s new milk chocolate bar with crunchy waffle cone pieces. This chocolate bar was inspired by the growing popularity of waffle cone flavors, which have increased by 132% since 2020, Pestana said. The company also took inspiration from the dessert menu with Reese’s Chocolate Lava Big Cup. And if you want to shake up the taste buds, there’s the Reese’s Filled Pretzels, featuring salty pretzels filled with Reese’s peanut butter. For those who don’t want chocolate, the company launched Kit Kat Vanilla, which brings a vanilla-flavored white creme to the signature crispy wafers.
“Consumers love our iconic brands and flavors and are eager for new experiences when enjoying our core offerings,” Pestana said. dsn
Brands collaborating across multiple retail media networks grapple with inconsistent metrics, complicating their ability to gauge campaign effectiveness and maximize customer impact. However, with the notable presence of drug store retail media networks, RMNs are changing the game by adopting the Interactive Advertising Bureau and Media Rating Council measurement standards. This sets a new benchmark for standardized measurement in retail media.
Embracing standardization will drive better results for all retail media stakeholders. Advertisers gain a more transparent, reliable and efficient way to assess their campaigns, while retailers capture the perspective they need to optimize in-store media strategies. Standardized measurement also can help overcome the challenges of a fragmented retail media landscape, increase advertiser confidence and foster a more innovative and competitive ecosystem.
The primary culprit for the fragmented retail media landscape is a lack of consistent data across platforms. With each RMN operating on different metrics and reporting standards, advertisers struggle to gain a holistic view of their campaign performance, making it difficult to compare results. Fragmentation also leads to inefficiencies in media buying.
The absence of standardized measurement practices produces a lack of confidence in the effectiveness of retail media investments. Advertisers may question the reliability of the data they receive and the true impact of their campaigns.
The inability to integrate data from multiple sources further compounds
By Paul Brenner
data reliability issues. This uncertainty can hinder the growth of retail media, as advertisers may hesitate to allocate larger portions of their marketing budgets to this channel without a clear understanding of its ROI.
Standardized measurement provides a consistent framework for evaluating metrics, allowing advertisers to gain a more comprehensive understanding of their campaign’s effectiveness. In the pharmacy sector, advertisers are increasingly looking to leverage in-store media to reach healthconscious consumers.
Furthermore, retail media is expected to surpass connected TV, digital audio and traditional TV advertising combined by 2027. However, 42% of advertisers don’t plan to change their retail media ad spend through 2026 due to the lack of RMN measurement standardization.
By adopting industry-standard metrics, drugstores can provide advertisers with reliable and comparable data. This increased investment can lead to the development of more targeted and personalized content, enhancing the customer experience and driving sales. Industry standards also empower
“ Retail media is expected to surpass connected TV, digital audio and traditional TV advertising combined by 2027 ”
drugstores to optimize their in-store media strategies. Analyzing campaign data through the lens of standardized metrics enables them to identify areas for improvement, focus on delivering highquality content and other benefits.
Among the metrics enhanced by standardized measurement, impression counting stands out as a critical component. This metric forms the basis for evaluating campaign reach, frequency and effectiveness.
CMX’s adoption of standards moves the industry in the right direction. Increased confidence among advertisers will likely lead to higher investments in this growing channel. Moving toward standardization also will spur innovation as retailers and advertisers collaborate to enhance the shopping experience.
The future of retail media lies in standardization, and those who embrace it will be well-positioned to drive longterm growth and success. dsn
Paul Brenner is senior vice president of retail media and partnerships at Vibenomics.
BD NanoTM 2nd Gen Pen Needles have a unique ontoured ase to help compensate for too much injection force, a common challenge for patients injecting insulin.1*
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REFERENCES
BD NanoTM 2nd Gen Pen Needles are estimated to educe nt muscul nject n sk y 8x vs 4mm posted base pen needles.2†
Intramuscular injections have been shown to lead to nc e sed p n nd e te sk yp lycem . 3
*N=230 patients with diabetes across Canada. Participants answered a survey as part of the cross-sectional observational behavioral study. BD helped fund this study. † The study used in-silico probability model of needle penetration depth for posted-hub 4mm pen needles and average human tissue thickness measurements across a range of injection forces and recommended sites, pooled across gender and BMI.
1. Bari B, Corbeil MA, Farooqui H, et al. Insulin injection practices in a population of Canadians with diabetes: an observational study. Diabetes Ther. 2020;11(11):2595-2609. . Rini C, Roberts BC, Morel D, et al. Evaluating the impact of human factors and pen needle design on insulin pen injection. J Diabetes Sci Technol. 2019;13(3):533-545. 3. Frid AH, Kreugel G, Grassi G, et al. New insulin delivery recommendations. Mayo Clin Proc. 2016;91(9):1231-1255. embecta, formerly part of BD. BD is the manufacturer of the advertised products. embecta and the embecta logo are trademarks of Embecta Corp. BD and the BD Logo are trademarks of Becton, Dickinson and Company. All other trademarks are the property of their respective owners. © 2023 Embecta Corp. All rights reserved. BD-85393