IHR Magazine 2013

YO U R H E A LT H C AT E G O R Y S O U R C E

Body Talk: Winning Clients Without Words

P U B L I C AT I O N S M A I L 4 0 67 8 0 0 0 | 6 0 B L O O R S T R E E T W E S T S U I T E 110 6 | T O R O N T O O N TA R I O , M 4 W 3 B 8

Second Nature | $6

Foods to Fight Depression

5

Trends Tipping the Health Market

PRODUCT PROFILES

Second Nature

L E N AT U R I S T E ’ S N E W C A N A D I A N O W N E R S A R E BRINGING THE BUSINESS BACK TO ITS ROOTS

BUSINESS BUZZ TOP SELLER REVIEWS RESEARCH NEWS

SCAN ME For Mobile Issue!

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2013-02-08 4:27 PM

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

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@webbernaturals

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webber naturals

webbernaturals

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NEW!

STRESS RELIEF Proven Support in Times of Stress Is your schedule overfl owing with work, school, and family activities? Could you use a little help dealing with the stresses of modern life? Rhodiola is a safe and effective herbal extract that enhances mental clarity, increases energy, and relieves anxiety during times of stress.

Rhodiola (from the plant Rhodiola rosea) is an adaptogen, which means it helps the mind and body adapt to and recover from stress. Unlike stimulants, which temporarily boost work capacity but then leave you feeling drained, adaptogens enhance performance during stress without depleting energy, and actually shorten the recovery time after stress.

Clinical trials show rhodiola works quickly to help you perform well when the pressure is on. For some people, improvements in clarity, mood and energy are noticed within days, and most will notice a difference within two to six weeks of use.

Rhodiola Extract from webber naturals ® is a standardized extract delivering consistent and potent support when your mind and body are under stress.

• Relieves anxiety • Improves memory and concentration • Increases coordination, strength, and endurance • Shortens recovery time • Safe and well tolerated

Brown, R. P., P. L. Gerbarg and Z. Ramazanov. 2002. “Rhodiola rosea: A Phytomedicinal Overview.” HerbalGram 56:40-52.

Darbinyan, V., A. Kteyan, A. Panossian, E. Gabrielian, G. Wikman and H. Wagner. 2000. “Rhodiola rosea in stress induced fatigue--a double blind cross-over study of a standardized extract SHR-5 with a repeated low-dose regimen on the mental performance of healthy physicians during night duty.” Phytomedicine October;7(5):365-71.

Edwards D, A. Heufelder and A. Zimmermann. 2012. “Therapeutic Effects and Safety of Rhodiola rosea Extract WS® 1375 in Subjects with Life-stress Symptoms - Results of an Open-label Study.” Phytotherapy Research August;26(8):1220-5.

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Oregano Oil

by Holista

Trusted by natural health experts for a wide range of common ailments, injuries and for immune system support.

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Potent Natural Compounds

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Useful for Many Healing Applications

Life is Better with a Little Spice!

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editor’s letter Early in 2013, genetically modified organisms (GMOs) are already in the news. No surprise — when are they ever not?

In fact, among 2012’s top news stories, GMOs ranked #3 in health- and food-related news, according to the Food News Study conducted by Digital Research Inc. Despite the defeat of “Prop 37,” the California ballot proposition that would have made mandatory the labeling of products containing GMOs, the associated media coverage made a lot of impact. Almost 40 per cent of consumers surveyed reported a change in behaviour, such as: checking labels to determine if food contains GMOs; doing more research about GMOs; and refusing (or ceasing) to purchase GMO foods. Those are very promising results.

It’s well worth pointing out that during the GMO campaign, Canadian health product companies also did their part. For just one example among many, the BC-based Nature’s Path engaged the public with its Campaign for Mandatory Labeling.

Its Non-GMO petition attracted over 1,000,000 respondents to help sway 47 per cent of California voters that attempted to prevent food corporations and Monsanto from influencing GMO laws. Kudos to this Canadian cereal company, and others doing their part to engage change for the common good.

In the Food News Study, over 80 per cent of respondents deemed coverage of food products and the companies that make them to be of equal or greater importance to other news stories. And that was just for last year. The trend is evident. So, keep sending us your news stories in 2013 — consumers and industry members alike want to hear it. In fact, we all need to.

Olivier Felicio Publisher/Editor-in-Chief

www.ihrmagazine.com Carol Crenna

Editor

TM

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1

10/1/12

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42. Sales tactics

contents

W

Volume 13 Issue 1 UP FRONT

Editor’s Letter.............................................................................................................6 Get The Goods......................................................................................................... 13 SKU Review.............................................................................................................. 14 Top Seller.................................................................................................................. 18 What health products are other retailers buying?

NEWS

Industry News......................................................................................................... 20 Track the latest trends, government & trade tactics and technology news Research News.........................................................................................................62 The latest on zinc, aromatherapy, fermented foods, antidiabetic meds & more

The wave of health products from exotic locales gathers momentum (p.48)

Le Naturiste’s new owners have big plans for the 80-store chain (p.32)

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Today’s popular lifestyle habits spark sales (p.44)

What nutrients help to relieve a depressed mood? (p.38)

F E AT U R E S

Company Profile.....................................................................................................28 Organika’s President Tom Chin discusses inspiration, certification and new products Cover Story...............................................................................................................32 Le Naturiste’s new owners Melanie Kau and Stephen Rosenhek have big plans for the 80-store chain Foods To Fight Depression.....................................................................................38 What nutrients help to relieve a depressed mood?

Sales Tactics: Win Over Custmers Without Uttering a Word........................ 42 The newest research on body language and its influence on sales Top Trends That Tip The Health Market........................................................... 44 Today’s popular lifestyle habits spark sales Tracking Trends From The Tropics...................................................................... 48 The wave of health products from exotic locales gathers momentum Beauty Feature: Lather Up.....................................................................................52 The popular new shampoo bars Marketing Expert: Are you Leaning Forward with Your Marketing Tools?..........54 Tips from a PepsiCo executive Ken’s Column............................................................................................................58 What the NHL and NHLPA can teach us about customer service disasters Ingredient Review: Chaga Mushrooms............................................................... 60 The latest supplier news about the popular medicinal fungus

END NOTES

Reader Survey......................................................................................................... 70 Fax Back.....................................................................................................................72

Winter 2013 • IHRmagazine.com

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EDITORIA L BOARD

GET YOUR INDUSTRY NEWS DELIVERED EVERY WEEK VIA E-MAIL

We believe that you, the retailer, dictate the tone and direction of the magazine, which in turn, allows us to provide you with the most accurate information that is relevant to your business.

IHR works with a knowledgeable group of industry leaders whose mandate is to ensure the relevance of the publication. Our editorial committee is comprised of thought-provokers who have shaped the industry and whose experience is vital in providing you with tools to succeed.

The IHR editorial committee is led by the following individuals:

Olivier Felicio Publisher, Founder & Editor-in-Chief

Andrew Betts Category Manager, Natural Foods

Sanjiv Jagota President

Gilles Houde President and COO

Aaron Skelton, BSc (NNS) Sr. Category Manager

Dean Mosca President

IHR

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To subscribe, go to ihrmagazine.com or fill in the following: Email address:

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GNC Canada

Fax To: 1-888-849-0155

Health Food, Natural Value, Soins Naturels, Loblaw Companies Ltd.

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Proprietary Nutritionals Inc.

IHRmagazine.com • winter 2013

13-02-08 3:46 PM

For details, write #104 on Free Info Page, page 72. ihrAug10_NAHS_SinuOrega_Ad.indd 1

www.oreganol.com info@p-73.com

13-01-16 2:48 PM

contributors

YOUR HEALTH CATEGORY SOURCE

ISSN 1197 - 1495 | V o l u m e 1 3

K u r t F r e n i e r is Senior Director Beverages (Middle East & Africa) for PepsiCo. He was born in Belgium and is currently located in Dubai, UAE. Kurt’s passion is strategic marketing and branding, but he is also a published author of children books and fairy tales, a “social media animal,” and aspiring CEO. See his website: www.redhotmarketingblender.com Kurt.

Frenier@intl.pepsico.com

Issue 1

F o u n d e r , P u b l i sh e r & Ed i t o r - i n - C h i e f

Olivier Felicio Ed i t o r

Carol Crenna W e b C o n t e n t Ed i t o r

Joanne Brathwaite

Ed i t o r i a l C oo r d i n a t o r

Irina Lytchak

Ed i t o r i a l I n t e r n

Dana Reynolds Jennifer Hopf

Art Director

James March Design

K e n V a n n u cc i is a Merchandise Manager for London Drugs, responsible for OTC, NHP, Vitamins, Baby and Grocery.

Ken has a passion for retail, and has been with London Drugs since he graduated from UBC in 1989 with a Bachelor of Commerce specializing in marketing. He has a keen interest in product and package development and the marketing of products, with emphasis on consumer-packaged goods. Ken is from Trail, B.C and is married with two sons.

Sarah Vincett P r od u c t i o n

Erin Booth

Contributors

Noa Glouberman, Kurt Frenier, Vadim Daniel, Sophie Kohn, Marsha Miller, Ken Vannucci

President

Olivier Felicio V i c e P r e s i d e n t O p e r at i o n s

Frank Shoniker

Controller & O p e r a t i o n s M a n ag e r

Melanie Seth

Noa G l o u b e r ma n is a freelance writer and editor in Vancouver. She has written three of the articles featuring natural ingredient trends for this issue. Noa enjoys practising yoga daily, travelling, and walking the city with her dog, Wally.

F i n a n c e A dm i n i s t r a t o r

Henry Fonseca

C r e a t i v e B u s i n e ss C oo r d i n a t o r

Erin Poredos

Subscription Rates Canada $50 (gst included) for nine issues (one year) USA $60 Change of Address email: ihr@publicationpartners.com telephone: 416-203-7900 fax: 416-703-6392 or send your cover label and new address to ihr c/o Rive Gauche Media, 60 Bloor St., W., Suite 1106, Toronto, ON Canada M4W 3B8 A dv e r t i s i n g I n fo r ma t i o n

Olivier Felicio

telephone: (416) 203-7900 x 6107 email: olivier@rivegauchemedia.com

Paul Airut

S oph i e K oh n is a writer and producer with George Stroumboulopoulos Tonight on CBC Television. She grew up in Toronto and loves to write, ride her bike, and travel – most recently she camped her way through Iceland. She is also a graduate of Second City and has been writing and performing comedy for several years. Sophie is a committed vegetarian and environmentalist, and a big believer in holistic health practices.

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telephone: (416) 203-7900 x 6103 email: paul@gorgmgo.com

Jeff Yamaguchi

telephone: (416) 203-7900 x 6122 email: jeff@gorgmgo.com

Erin Poredos

telephone: (416) 203-7900 x 6128 email: erin@gorgmgo.com Published by Rive Gauche Media Inc.

Canada Post Canadian Publications Mail 4067800 The publisher does not assume any responsibility for the contents of any advertisement and any and all representations or warranties made in such advertising are those of the advertiser and not of the publisher. The publisher is not liable to any advertiser for any misprints in advertising not the fault of the publisher and in such an event the limit of the publisher’s liability shall not exceed the amount of the publisher’s charge for such advertising. No portion of this publication may be reproduced, in all or part, without the express written permission of the publisher. ihr magazine is pleased to review unsolicited submissions for editorial consideration under the following conditions: all material submitted for editorial consideration (photographs, illustrations, written text in electronic or hard copy format) may be used by ihr Media Inc. and their affiliates for editorial purposes in any media (whether printed, electronic, internet, disc, etc.) without the consent of, or the payment of compensation to, the party providing such material. Please direct submissions to the Editor, ihr magazine.

13-02-08 3:49 PM

FREE

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GOODS

The first 100 retailers to FAX us at 1-888-849-0155 will get these goods for FREE Bronkotux Syrup

Bronkotux syrup is the ideal family remedy (from young to old). When the afflections of the coming fall and winter seasons threaten, this syrup’s action can be counted on to safely, effectively and quickly relieve upper and lower respiratory infections as well as symptoms of asthmatic cough and flu. This herbal formula will work to restore the fluidity of mucus, and normalize bronchial elasticity to properly mobilize and expectorate mucus. The bronchial epithelium regains its ability to secrete a protective mucous coating (that is not excessive or dried out), which does not hinder the movement of the ciliary . The cough reflex thus disappears. Indications: Wheezing, whistling, rattling in the chest; Cough suppressant and cough soother; Expectorant; Bronchitis; Chest pain when coughing.

M A ZOR

Mazor is a blend of essentials oils and extracts from plants grown in the Judean desert near the Dead Sea and the Jordan Valley. It neutralizes fungi that grow on humid regions of the body (toes, major joints, private areas, nipples, baby’s bottom). The Mazor soothes itching and irritation, and is extremely effective to relieve eczema, rashes, psoriasis, athlete’s foot, vaginitis, poison ivy and insect bites. Mazor provides immediate and visible results, and from the first application, the product offers long-term improvements. The more frequently this product is used, the quicker and more efficient your treatment will be.

This product is suitable for young children and babies. It is highly effective in treating pets.

Silic a

Silica is one of collagen’s principal constituents and in time deteriorates and loses elasticity, resulting in the skin loosening, hair thinning out, and nails becoming brittle. Because of the refinement and transformation of today’s foods, our daily diet provides less silica. Therefore, taking a supplement is a good a way to compensate.

Land Art developed SILICA, a gel made from 100% pure silicon retrieved from diatoms, fossilized plant cells found on the ocean’s floor. Prepared as a colloidal emulsion (suspended in a gel composed of water and natural gum), it is bioavailable and possesses a better assimilation for the system. Orange oil is added for flavour enhancement. Land art does not use any chemical substance or solvent in the extracting process of its silica, preferring water as its unique vehicle.

Get me these goods! Fill out the form below clearly and completely.

Name: Phone: Store: Fax: Address: Email: City: Province: Postal Code:

Winter 2013 • IHRmagazine.com

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sku review

SILIC A

Silica is one of collagen’s principal constituents and in time deteriorates and loses elasticity, resulting in the skin loosening, hair thinning out, and nails becoming brittle. Because of the refinement and transformation of today’s foods, our daily diet provides less silica. Therefore, taking a supplement is a good a way to compensate.

Land Art developed SILICA, a gel made from 100% pure silicon retrieved from diatoms, fossilized plant cells found on the ocean’s fl oor. Prepared as a colloidal emulsion (suspended in a gel composed of water and natural gum), it is bioavailable and possesses a better assimilation for the system. Orange oil is added for flavour enhancement. Land art does not use any chemical substance or solvent in the extracting process of its silica, preferring water as its unique vehicle.

ORG A NIC OREG A NO OIL E X TR A STRENGTH

25 mL liquid Organic Oregano Oil from holista® is a “must have” herbal remedy to keep in your medicine cabinet. With its potent antioxidant and antibacterial actions, a few drops of oregano oil can easily be mixed with water or placed under your tongue at the first sign of infections, fungal or yeast overgrowth. Use it topically to speed the healing of scrapes and cuts and even to disinfect surfaces in your home. Use it daily to maintain your good health!

RHODIOL A E X TR AC T, 3% SA LIDROSIDE S

150 mg | 90 Capsules Rhodiola is a safe and effective herbal extract that helps the mind and body adapt to stress. It enhances mental clarity, increases energy, relieves anxiety, and shortens recovery time.

Rhodiola Extract from webber naturals® is a standardized extract delivering consistent and potent support when your mind and body are under stress.

X Y LOS W EE T ®

XyloSweet is 100% pure xylitol—an all-natural sweetener that has the same sweetness as regular sugar without any aftertaste. Since XyloSweet is 40% lower in calories with zero net carbs and safe for diabetic usage, it is an ideal sugar replacement for any sugar-controlled diet. - Sugar-sweet with no aftertaste - Glycemic index: 7 (Table sugar: 85; Glucose:100) Non-GMO - Gluten-free - Highest quality (pharmaceutical grade) - Safe for usage with any sugar-controlled diet - zero net carbs

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sku review

VITA MIN B12, NATUR AL CHERRY FL AVOUR

500 mcg | 120 sublingual tablets A B12 deficiency can be easily overlooked and regular supplementation supports overall health.

B12 deficiencies are common among vegetarians, those with digestive conditions, and people over 60. This natural cherry–flavoured sublingual B12 from webber naturals® is a mini–tablet providing 500 mcg of methylcobalamin to support fat and carbohydrate metabolism, brain and heart health, and nervous system function.

A RNIC A MUSCLE A ND JOINT GEL 75 grams Arnica Muscle and Joint Gel helps to reduce soreness and inflammation in muscles and joints. The medicinal herbal gel is ideal for the relief of minor pain and inflammation due to minor injury, bruises, sprain, arthritis or overexertion. Non greasy and fragrance free. A must–have for your herbal first–aid kit.

COMPLE TE PROBIOTIC MULTI STR AIN , BLISTER–PACK ED

5 billion active cells | 30 capsules Complete Probiotic from webber naturals® is microencapsulated into beaded clusters to maintain potency, so it is shelf stable and requires no refrigeration.

This new 30-capsule size lasts as long as a standard antibiotic prescription and the handy blister pack allows you to take it with every meal, even when you’re on the go.

BRONKOTUX S Y RUP

Bronkotux syrup is the ideal family remedy (from young to old). When the affl ections of the coming fall and winter seasons threaten, this syrup’s action can be counted on to safely, effectively and quickly relieve upper and lower respiratory infections as well as symptoms of asthmatic cough and flu. This herbal formula will work to restore the fluidity of mucus, and normalize bronchial elasticity to properly mobilize and expectorate mucus. The bronchial epithelium regains its ability to secrete a protective mucous coating (that is not excessive or dried out), which does not hinder the movement of the ciliary . The cough refl ex thus disappears. Indications: Wheezing, whistling, rattling in the chest; Cough suppressant and cough soother; Expectorant; Bronchitis; Chest pain when coughing.

WINTER 2013 • IHRMAGAZINE.COM

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sku review

ADRENERGY

Provides adrenal support (adaptogenic formula) The adaptogenic plants used for Adrenergy reduce the damage that can be caused by stress by modulating the hypothalamic-pituitary axis and the sympathetic adrenal system. The main property of these plants is that they allow the body to modify its reactions so that it functions optimally while expending the minimum amount of energy. Adaptation reactions occur during experiences such as trauma, overstress, shock, infection or intoxication. The ability to adapt well makes it possible for the body to endure these negative effects. - Improves physical resistance - Supports the body both physically and mentally particularly during periods of stress and or chronic stress - Increases concentration and mental clarity ** One of a select group of products containing adrenal glandular to have been awarded an NPN number.

P GX® SATISFA ST ™ P GX® A ND W HE Y PROTEIN

238 g powder Feel full for hours with PGX® Satisfast PGX® and Whey Protein.

SatisfastTM combines two exceptional health and weight loss products: clinically–proven PGX (PolyGlycopleX®) and high quality, undenatured whey protein. Choose SatisfastTM to reduce appetite prior to meals, feel full longer, reduce total and LDL cholesterol, and promote healthy blood sugar levels. Available in two delicious flavours: Rich Chocolate and Very Vanilla.

ORG A NIC OREG A NO OIL

25 mL liquid Organic Oregano Oil from holista® is a potent antioxidant, antibacterial, and antimicrobial supplement that can help protect the body from free radical damage, infections, and fungal or yeast overgrowth. Obtained through gentle steam distillation, this product contains the leaf oil of Origanum vulgare blended in an olive oil carrier.

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For details, write #105 on Free Info Page, page 72.

www.nojetlag.com FOR ALL ORDERS OR MORE INFORMATION PLEASE CONTACT: GAEL FRASER-TYTLER ENT., 1-800-359 9355 (FLY-WELL) TEL: 514-933 3302 FAX: 514-933 8311 gaelft@nojetlag.com -OR CONTACTPURITY LIFE DISTRIBUTORS TEL: 1-800-265 2615 FAX 1-800-930 9512

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top seller review STORE INFO

HEALTH BOUTIQUES Optimum Health Edmonton, AB

Get Real Natural Fort Saskatchewan, AB

Winterwood Natural Food Store Sussex, NB

Essence Of Life Toronto, ON

Food For Thought St. John’s, NF

Herbs & Nutrition Toronto, ON

Foods For Life Toronto, ON

Store Size 1,000-3,000 sq.ft.

Store Size 1,000-3,000 sq.ft.

Store Size under 1,000 sq.ft.

Store Size 3,000-5,000 sq.ft.

Store Size 1,000-3,000 sq.ft.

Store Size over 5,000 sq.ft.

Store Size 1,000-3,000 sq.ft.

Demographics 25-40

Demographics 40-65

Demographics 40-65

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Demographics 25-40

Demographics 40-65

Demographics 40-65

Income $20,000-$40,000

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Income $20,000- $40,000

Coconut Oil, Nutiva, 54oz

N/A

N/A

N/A

Tea, Now Foods, 24 bags, assorted

Coconut Oil, Nutiva, 54oz

Chia Seed, Nutiva, 14oz

Stevia, Now, 2fl.oz.

N/A

N/A

N/A

Coconut, Nutiva, 15oz

Flaxseed, Flora, 32oz

Goji Berries, Organic Traditions, 454g

N/A

N/A

N/A

N/A

N/A

Almond Breeze, Blue Diamond, 32oz

N/A

Milk Thistle, Organika, 250mg

Oregano Oil, Now, 90 softgels

Hawthorne, Flora, 60 caps

Oil Of Oregano, Now, 1oz

Oil of Oregano, Hedd Wyn, 25ml

Dong Quai, Nature’s Way, 100 caps

Artichoke Extract, Now, 450mg

Melatonin, Now, 200mg

CLA, Allmax, 90 softgels

Valerian, St. Francis, 50ml

Herbal D-Tox, Wild Rose, 12 day

Milk Thistle, Naka, 100 caps

Echinacea, Nature’s Way, 100 caps

Astragalus, Now, 100 caps

Glucosamine, Organika, 100 caps

Melatonin, Now, 180 caps

N/A

Milk Thistle, Now, 120 caps

Crystallized Ginger, The Ginger People, 3.5oz

Elderberry, Nature’s Way, 100 caps

Maca, Now, 90 caps

Honey and Hibiscus Hair Reconstructor, John Masters, 4fl

Spearmint Toothpaste, Jason, 6oz

Lavendar Essential Oil, Aura Cacia, 5fl.oz.

Shampoo, Weleda, 250ml

Pure Castille Soap, Dr. Bronner’s, 16oz

Daily Shampoo, Alba, 8.5oz

Moisturizing Cream, Derma E, assorted

Calendula Soap, Weleda, 3.5oz

Tea Tree Shampoo, Giovanni, 8.5oz

Hand And Body Wash, Earth Safe, 350ml

Body Wash, Weleda, Ayurvedic Soaps, 7.2oz Auromere, 2.75oz, assorted

Organic Shampoo, Avalon, 325ml

Toothpaste, Green Beaver, 2.5 fl.oz

Lavender Rosemary Shampoo, John Masters, 8fl

Deodorant, Dr. Mist, 1.69oz

Biotin Shampoo, Mill Creek Botanicals, 16oz

Shampoo & Conditioner, Earth Science, 12oz

N/A

Spearmint Toothpaste, Jason, 6oz

Biotin B Complex Shampoo, Avalon, 14oz

Meal Replacement, Vega, 876g, Vanilla

Protein Powder, Allmax, 2lb

Creatine Monohydrate, Now, 100 tabs

N/A

N/A

N/A

N/A

Ultimate Iso Energy, Brad King, 842g

L-Glutamine, Prairie Naturals, 500mg

N/A

N/A

N/A

N/A

N/A

N/A

L-Arginine, Prairie Naturals, 180 caps

N/A

N/A

N/A

N/A

N/A

Immuno Multi, CanPrev, 90 caps

Multi Vitamins, Nature’s Way, 90 caps

Vitamin D3 Drops, Natural Factors, 15ml

Liquid Vitamins, Natural Calm, 30oz

Maca, Now, 90 caps

Multi Vitamins, Nu Life, 100 tabs

Special One Multi Vitamin, Now, 30 tabs

Vitamin D, Carlson, 120 softgels

Multi Vitamins, Alive, 90 caps

Vitamin C, Swiss, 90 caps

Bone Strength, New Pysillium Husk, Chapter, 120 tabs Now, 200 caps

Ester-C, Sisu, 500mg

Vitamin D, Jamieson, 100 tabs

Vitamin C, Carlson, 100 softgels

Vitamin D, Prairie Naturals, 180 caps

Alfalfa, Swiss, 90 caps

Multi For Two, New Chapter, 96 tabs

Krill Oil, Naturally Novia Scotia, 100 caps

Omega 3, Genuine Health, 120 caps

Omega 3, Jamieson, 200 softgels

Sea Weed, Sealogica, 3 pack

Rapid Cleanse, Renew Life, 7 day

N/A

N/A

N/A

N/A

N/A

Super Greens, Sun Warrior, 454g

Raspberry Ketone, Purity Life, 100mg

N/A

N/A

N/A

N/A

N/A

N/A

N/A

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TOP THREE PRODUCTS

FOOD

TOP THREE PRODUCTS

HERBS

TOP THREE PRODUCTS

PERSONAL CARE

TOP THREE PRODUCTS

ACTIVE LIFESTYLE

TOP THREE PRODUCTS

VITAMINS/ SUPPLEMENTS

TOP THREE PRODUCTS

NEW PRODUCTS

Want your store to be included in the Review? Fill in & fax the form on page 25

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IHRmagazine.com • Winter 2013

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top seller review PHARMACIES Empress Walk Health Food Store North York, ON

Granary Carleton Place, ON

Don Valley Health Willowdale, ON

I.D.A Beach Apothecary Toronto, ON

Campbell River Health & Drug Campbell River, BC

Summerland Medicine Centre Summerland, BC

The Medicine Shoppe Saskatoon, SK

Pharmasave Humboldt, SK

Store Size under 1,000 sq.ft.

Store Size 1,000-3,000 sq.ft.

Store Size Under 1,000 sq. ft.

Store Size 1,000 sq.ft.

Store Size 1,000-3,000 sq.ft.

Store Size over 5,000 sq.ft.

Store Size under 1,000 sq.ft.

Store Size 3,000-5,000 sq.ft.

Demographics 40-65

Demographics 25-40

Demographics N/A

Demographics 40-65

Demographics 40-65

Demographics 40-65

Demographics 40-65

Demographics 40-65

Income $20,000- $40,000

Income $40,000- $60,000

Income $40,000- $60,000

Income $20,000- $40,000

Income $20,000- $40,000

Income $40,000- $60,000

Income $20,000- $40,000

Income $40,000- $60,000

N/A

Coconut Oil, Heartland, 454g Flavour Extra Virgin

Ground Flax, Gold Top, 454g

N/A

Maintain Energy Bar, The Edge Food, 65g

N/A

N/A

N/A

N/A

Yogurt, Pinehedge, 1kg

Almond Milk, Blue Diamond Growers, 1.89L, Unsweetened Original

N/A

Fortify Energy Bar, The Edge Food, 65g

N/A

N/A

N/A

N/A

Sprouted Flax Seed, NutraSprout, 454g

Apple Cider, Braggs, 946ml

N/A

Replenish Energy Bar, The Edge Food, 75g

N/A

N/A

N/A

Gingko Biloba, Nature’s Way, 60 caps

Curcumin Active, AOR, 60 caps

Fenugreek, Natures Way, 100 caps

Omega 3, Nutra Sea, 200ml

Blessed Thistle, Now, 100 caps

Omega Fatty Acids, Odourless Garlic, Biomedic (Medicine Jamieson, 500mg Centre), 180 caps

Cranberry, Jamieson, 250mg

Royal Jelly, Organika, 120 caps

Green Tea Ext., Waist Away, 90 caps

Hawthorn, Flora, 60 caps

Ginger, Nature’s Way, 200ml

Omega 3, Nutra Sea, 200ml

Echinacea, Salmon Oil, Biomedic (Medicine Jamieson, 120 caps Centre), 300 caps

Glucosamine, Webber Naturals, 120 caps

Ginseng, Nu Life, 60 caps

Menosmart, Lorna Vanderhaege, 120 caps

Oil of Oregano, Hedd Wyn, 15ml

Glucosamine, Sisu, 500mg

Liver Aid, Liverite, 60 caps

Glucosamine Sulfate, Biomedic (Medicine Centre), 300 caps

Glucosamine, Rexall, 90 caps

Chondroitin, Webber Naturals, 120 caps

Hair Conditioner & Style Creme, Dr. Bronner’s, 6 fl.oz

Bar Soap, Soap Works, Olive Oil/ Tea Tree

Toothpaste, Desert Essence, 176g

Toothpaste, Green Beaver, 2.5 fl.oz

Cream, Mayan Magic, 50ml, assorted

Moisturizing Soap, Dove, 135g

N/A

N/A

Rejuvenating Shampoo, Green Beaver, 325ml

Traumeel, Heel, 100g cream

Vitamin E Cream, Derma E, 113g

Fragrance Free Deodorant, Kiss My Face, 3 fl.oz

Vitamin C Serum, Lavigne Organics, 30ml

Damage Therapy Shampoo, Dove, 355ml

N/A

N/A

Biotin Shampoo, Mill Creek, 16 fl.oz

Toothpaste, Green Beaver, Frosty Mint

Shampoo, Mill Creek, 250ml

N/A

Lice R Gone, Safe Solutions, 240ml

Nourishing Oil Care Shampoo, Dove, 355ml

N/A

N/A

Diesel Whey, Perfect Nutrition, 2lbs

Vega One, Vega, 840g

Whey Factors, Natural Factors, 1kg, Vanilla

Diesel Whey, Perfect Nutrition, 2lbs

E Mend Recovery Formula, Medion, 22g

Nutritional Drinks, Boost, 8oz

Meal Replacement, Ensure, 237ml, assorted

Meal Replacement, Ensure, 237ml, assorted

Isoflex Whey, AllMax, 907g

All Natural Whey, Precision, 375g, Vanilla

Amino Complete, NOW, 120 caps

Perfect Whey Protein, Nature’s Best, 5lbs

E Load Endurance Formula, Medion, 30g

N/A

N/A

Meal Replacement, Boost, 237ml, assorted

N/A

N/A

Tribulus, NOW, 100 Caps

N/A

N/A

N/A

N/A

N/A

Multi Vitamins, Quest, 90 tabs

Liquid Iron, Lorna Vanderhaeghe, 500ml, Caramel

Multi Women’s 50+, Progressive, 120 caps

Multi Vitamins, Nu Life, 100 tabs

Quick D, NutriStart, 15ml

PGX Daily, Webber Naturals, 150 caps

Vitamin D, Rexall, 100 caps

Vitamin C, Jamieson, 90 caps

Super C, Quest, 500mg

Ultimate Multi, Natural Factors, 60 caps, Probiotics

Omega-3, Natural Factors, 150 caps

Magnesium, Natural Calm, 8oz

Vitamin C Time Release, Jamieson, 100 caps

Calcium, Biomedic (Medicine Centre), 200 caps

Calcium with Vitamin D, Rexall, 200 caps

Vitamin D, Quest, 100 caps

Ultimate One, Nu Life, 120 tabs

Critical Omega, Renew Life, 30 caps

Vital Greens, Naka, 500 ml, Peppermint

Complete Calcium, Progressive Nutritionals, 120 caps

Vitamin B Complex, Prairie Naturals, 500ml

Complex 50 with Vitamin B, Biomedic (Medicine Vitamin D, Rexall, 90 caps Centre), 1000 IU

N/A

Tea, Four O’Clock, 16 bags, Chrismas Collection

Coconut Water, Coco Samba, 1000 ml

N/A

Cold Sore FX, Cold FX, 2g

N/A

N/A

N/A

N/A

Chlorophyll Concentrate, Pure-le Natural, 100ml, unflavoured

Yummi Bears, Hero, 90 gummies

N/A

N/A

N/A

N/A

N/A

N/A

Corn Chips, Way Better Snacks, Sweet Chili

Green Coffee Bean, Genesis Today, 60 caps

N/A

N/A

N/A

N/A

N/A

Calcium, Quest, 100 caps

The top selling products in the review are from randomly selected retailers. The review is meant to give readers some idea of what consumers are buying most of in these selected stores. Participating stores are free of any third-party influence and provide all the information. The information cannot be seen as a statistical survey or taken to reflect top-selling products on a national, regional or local level.

Winter 2013 • IHRmagazine.com

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industry news

Industry ne ws Explosion at Neptune Technologies Destroys Production Plant

You may have read that on November 8th, an explosion and fire at Neptune Technologies & Bioressources Inc. in Sherbrooke, QC destroyed the company’s production plant, fatally injured three employees and sent 18 more to hospital, four with severe injuries. The biotechnology company is producer of marine-derived omega 3 polyunsaturated fatty acids.

In conjunction with public health officials, police, fire and emergency services, Neptune began clean-up efforts. The company maintained, though, that its first priority was to help its employees and their families who were affected. At the time of this publication’s printing, an investigation was still underway to determine the cause of the explosion.

Preliminary reports suggested acetone reserves used by Neptune for krill oil extraction may have been responsible.

food, beverage and nutraceutical manufacturers, says David Janow, CEO of Los Angeles-based Axiom Foods.

Axiom Foods and Break-Thru Nutrition Make Distribution Deal

Axiom Foods, the largest manufacturer of whole grain brown rice protein, now has distribution in Canada with Break-Thru Nutrition.

(October 31, 2012) Break-Thru, which is under the umbrella of well-known Coquitlam, B.C.-based company The Rhema Group, will distribute Axiom’s rice protein, rice by-products and other ingredients. The agreement will enable these ingredients to be more readily available to Canada’s

Even though Neptune’s shares on the NASDAQ and TSX have been suspended indefinitely, subsidiaries Acasti Pharma Inc. maintain undisrupted production while NeuroBioPharm Inc. will continue research and development activities.

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Axiom Foods is the world’s largest manufacturer of non-GMO, organic, raw, allergen and hexane-free Oryzatein whole grain brown rice protein. It also develops chemical-free plant ingredients including yellow pea, sacha inchi, flax, non-dairy milk, fibre, oil, starch, syrups and sugars.

The five research projects are funded under the European Research Area on Ageing (ERA-AGE), Europe’s first joint research program in aging, and through the Canadian Institutes of Health Research. Canadian researchers will be working with partners in Finland, Sweden, Israel, United Kingdom, Luxembourg, France and Norway.

Neptune constructed a five point action plan with five recovery committees in an attempt to alleviate losses. The plans include maintaining temporary sales, customer relationships and market share, reconstruction of the Sherbrooke plant, temporary outsourcing of production and preservation of financial resources.

“Neptune’s action plan is the result of our strategic reflection on a strong path forward, keeping the interests of our shareholders, employees, customers and partners at the top of our priorities. It is a multi-faceted and long-term plan, and the key lies in its execution. In a situation where we now face new challenges in a very difficult and sad circumstance for the Neptune family, we will stay committed to our new Plan,” stated Henri Harland, President and Chief Executive Officer of Neptune.

The Rhema Group has a B.C.-based manufacturing facility, Rhema Health Products Limited, and a blending and packaging facility, Rhema Health Products Inc., in Utah, U.S. “We are thrilled to expand Axiom’s penetration of the Canadian rice market. The agreement allows us to guarantee supply and vertically integrate ingredients for customers,” says Carmine DiGiovanni, VP, Sales & Marketing, The Rhema Group.

Canada’s Federal Government Invests in Seniors Health

The federal government recently announced a series of research projects to focus on healthy aging. On behalf of Leona Aglukkaq, Minister of Health, the government launched funding for five international research projects to help keep seniors active. The seniors’ issues include hearing loss, assisted living technologies, continence, mobility in urban areas, and care in residential facilities.

One of the research projects is at the University of Toronto, Mississauga.

Dr. Bruce Schneider and his team will work on a project to identify new approaches to help with hearing loss, and will include partners in Israel, Finland and U.K. The sponsoring Canadian Institutes of Health Research (CIHR) is the government’s health research investment agency. Composed of 13 Institutes, CIHR provides leadership and support to more than 14,100 health researchers and trainees across Canada.

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industry news

Mercola’s Krill Oil News

Krill oil sales grew 43 per cent in 2012.

Mercola says its Superba Krill Oil is growing based on “user experience,” meaning that its delivery system allows for a smaller dose and more digestive comfort.

New Jersey’s Capsugel will now be providing formulation support and dosage delivery for the krill oil line for Mercola. Capsugel’s Licaps dosage forms will be used for many of Dr. Mercola’s supplements to improve the effectiveness and shelf life of the supplements. The Licaps have odour protection that creates a hermetically bonded capsule to mask the strong taste and odour of krill oil, which is helping to increase its popularity in the omega-3 category.

years. Lance Armstrong, cyclist, cancer survivor and Austin resident, campaigned to persuade voters to pass the proposition that created it.

The departing scientists, who include Nobel laureates Phillip A. Sharp and Alfred Gilman, and who numbered 140 before the 33 resigned, say the oversight committee appointed by political leaders funded commercial projects aimed at developing cancer therapies, regardless of whether they had been vetted by the scientists. These include projects in partnership with drug companies that can bring products quickly to market.

One of the institute’s disputed decisions was an $18 million grant to help the University of Texas’ MD Anderson Cancer

Krill oil contains a high concentration of phospholipids which poses manufacturing challenges in other dosage forms. The Licaps capsule technology, which flushes the capsule with nitrogen after filling to minimize oxygen exposure and aid in long term stability, coupled with fish gelatin capsules, provide a all-marine product that provides a better barrier than softgels.

Dr. Joseph Mercola, an Illinois-based osteopathic physician and New York Times best-selling author, owns a website Mercola.com that attracts over 6 million unique visitors per month. Mercola. com provides health products and a widely-read natural health newsletter.

Dr. Mercola was voted the 2009 Ultimate Wellness Game Changer by the Huffington Post.

Scientists Quit Cancer Institute Due to Conflicts of Interest

Thirty-three scientists in Austin, Texas resigned en masse from a cancer research institute in late October, publicly stating that political appointees were trying to improperly influence how research money was distributed. (Onlinewsj.com) The Cancer Prevention and Research Institute of Texas has a mission to spend a massive $3 billion on cancer research and prevention by 2020. Financed with public bonds, the institute has disbursed $755 million in funding over the last three

MDs Accused of Being AntiSnack Activists after Call for Junk Food Warnings

Frustrated by the effects of high-fat, high-sugar snack foods, and the lack of regulations regarding them, and the Ontario Medical Association (OMA) took a bold step to decrease the unhealthy foods’ popularity.

The physician members decided to create advertising similar to the antitobacco movement, calling for graphic warning labels found on cigarette packs to be added to food products.

One ad mock-up shows a take-out pizza box emblazoned with the image of a slimy, discoloured organ and warns that eating too much could result in liver disease. (National Post, October 23, 2012)

Center fund development of new cancer drugs. The institute’s scientific advisers argued that the oversight committee should have sent them the proposal first, to determine whether it was worthy of the funds. “It is critically important for commercialization potential to be secondary at all times to scientific quality,” Monica Bertagnolli said in her resignation letter.

Charles Tate, a venture capitalist member of the oversight committee, said the institute is reaching out to scientists and cancer organizations to get input into how funding should be divided between commercial projects and cancer research.

He adds, “I think way too much of our funds have been spent on basic research.”

Doug Weir, the association’s president, said it was time to stop tip-toeing around the risks associated with these foods. “The lessons learned from the strategies of the tobacco-control movement should be applied to the fight against obesity.”

Not surprisingly, a food industry rep called the warning labels “over the top” and unlikely to be as effective as a campaign promoting a more balanced, healthy diet. “I think it’s shocking that medical doctors would be comparing food to tobacco,” Derek Nighbor, VP Food and Consumer Products Canada, said in the National Post interview.

The OMA also urged for policies requiring store displays for highcalorie, nutritionally void foods to be prominently marked with health warnings, and for higher taxes on junk food and reduced taxes on healthy foods, restrictions on marketing these foods to children, and limiting their availability in recreational facilities.

The group says obesity is a publichealth crisis, resulting in soaring levels of heart disease, diabetes and even psychological issues. Statistics Canada shows over 26 per cent of children aged 5 to 17 are overweight or obese.

Winter 2013 • IHRmagazine.com

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industry news

Whole Foods Expands in Canada

Whole Foods Market opened its eighth store in Canada in October, a 40,000-square-foot outlet in Markham, Ontario. The new store was designed to appear like a series of boutiques within a store. Its departments include sustainably sourced sushi and fresh seafood, organic meats, prepared food, grocery items, natural body care and beauty items, vitamins and supplements, and a gelato bar. This is, of course, in addition to the bakery, bulk section, cheese section, coffee and tea, floral department, grocery and produce sections, pets, prepared foods, and large deli, hot buffet and in-store dining area.

The Austin, Texas-based retailer, which made its fortune by offering sustainable food before it hit mainstream grocery stores, sees room for additional Canadian stores. The company announced four more Canadian

Patheon Acquires Banner Pharmacaps

Patheon Inc., a leader in contract development and manufacturing services in the pharmaceutical industry, has purchased Banner Pharmacaps from VION NV, a manufacturer of food ingredients based in the Netherlands.

Banner is the world’s second largest pharmaceutical business that develops and manufactures softgels for over-the-counter, prescription and nutritional consumer products.

Banner is headquartered in High Point, N.C., with additional research labs and manufacturing facilities in the Netherlands, Canada and Mexico.

Patheon’s CEO, James Mullen says the

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locations in the works, according to The Financial Post (October 2012).

“In same-store sales, the stores are exceeding expectations,” said Peter Hilge, store team leader at Whole Foods Canada. He said the typical 10-to-1 rule in retail for the U.S. and Canada, that Canada could have room for the equivalent of 10 per cent of the number of stores in the U.S., would see the specialty food chain grow to at least 32 outlets.

Whole Foods will double its Toronto locations with another 4,600-squaremetre shop opening in 2015 located at 1860 Bayview Avenue, just north of Eglinton Avenue. It expects to open two to three new stores each year for at least the next five years, and is looking at real estate in Victoria, Ontario and Alberta. Whole Foods’ other Canadian stores include Yorkville, Oakville and Mississauga, Ontario, and four in B.C.’s Lower Mainland (Vancouver and West Vancouver). acquisition advances the company’s plan to be the leader in oral dosage development and manufacturing services, offering proprietary products, state-of-the-art facilities, and expanded geographical presence.

“The sale of Banner is a strategic transaction for both organizations,” said Peter Beckers, chairman of the board, Banner Pharmacaps, and executive board member, VION N.V. “It allows VION to focus on its core business of food and ingredients, while aligning Banner with a global company that is known for quality and customer service in the pharmaceutical industry. We are convinced that this transaction

Whole Paycheck?

Whole Foods used a technique that’s counter to its reputation: lower prices, and it increased profits by doing it (reported in WSJ News online). Prices were reduced in the past few months on selected packaged and dry goods, canned foods, some produce, and branded items that shoppers can also find in traditional grocery stores. The company won’t decrease prices on items like meat and seafood since certain organic producers/ suppliers will continue to be sold that don’t allow for lesser prices.

Whole Foods reported 22 per cent increase in new customers and 49 per cent increase in profits last quarter and it reports that this change is a major reason.

It’s a fine line, however. Whole Foods doesn’t want to be perceived as discountoriented and needs to maintain that image of a higher quality level, and its higher prices emphasize that. represents the best outcome for Banner’s customers and partners who will benefit from the opportunities of scale.”

Patheon Inc. provides products and services to 300 leading pharmaceutical and biotechnology companies, developing and manufacturing solid and sterile dosage forms. It has nine manufacturing facilities and nine development centres across North America and Europe.

VION N.V. food company has annual sales of €9.5 billion and employs 26,500 staff, owned by a Dutch agricultural and horticultural association with 18,000 members in Eindhoven, Netherlands.

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industry news

LOHAS Business Conference 2013

LOHAS market sectors: personal health (a $117 billion market in the U.S.), include natural, organic products, nutritional products, integrative health care, dietary supplements, and mind body spirit products, in addition to natural lifestyles, green building, eco-tourism, alternative transportation and alternative energy.

What is LOHAS? Lifestyles of Health and Sustainability describes an estimated $290 billion U.S. marketplace for goods and services focused on health, the environment, social justice, personal development and sustainable living.

Approximately 13-19 per cent of the adults are currently considered LOHAS Consumers (based on surveys of the U.S. adult population). LOHAS members believe that these consumers are the future of progressive health, social, environmental and economic change, and believe that their power as a consumer market remains relatively untapped.

The LOHAS 2013 Conference will be focusing on: • Connecting with the LOHAS consumer (marketing case studies, strategies and trends, PR) • Implementation of LOHAS business practices into business (supply chain, finances, partnerships, product innovations) • How to be a LOHAS leader (management skills, vision creation, internal communication)

The 2013 LOHAS Business Conference will take place on June 18th to 20th in Boulder, CO. The organization is seeking speakers for the 2013 LOHAS conference.

See www.lohas.com for more details, and the opportunity to share your company’s insights with LOHAS global executives.

Grocery Promotion Under Attack in the U.K.

Eight grocers in the U.K. have agreed to follow new guidelines over promotions

For the past six years, the Vitamin Shoppe has been the second largest in retail sales in the U.S. and one of the fastest growing supplement specialty retailers. Its broad product offering is said to enable the company to provide a selection not readily available at other specialty retailers or mass merchants. It has grown net sales from $436.5 million in fiscal 2005 to $856.6 million in fiscal 2011 and has achieved positive comparable store sales for 18 consecutive years (prior to which it did not track comparable store sales).

Vitamin Shoppe Opens in Canada

The Vitamin Shoppe chain, based in North Bergen, New Jersey, has opened the first of its Canadian stores. Vitapath Canada Limited is an affiliate of the publicly held U.S.-based Vitamin Shoppe, Inc. The massive chain of over 500 stores debuted its Laird Avenue store called Vitapath in Toronto, and a second Vitapath in Newmarket, Ontario on December 17.

Through its parent company, Vitamin Shoppe Inc., Vitapath brings a legacy of over 35 years of experience in the vitamin and supplement industry. Vitamin Shoppe Inc. started out as a single, small store in New York City in 1977 and now operates 528 stores located in 40 states, the District of Columbia and Puerto Rico, located in high-traffic retail centres. The specialty retailer is also a direct marketer of nutritional products through its online shopping site. The company opened 264 new stores from the beginning of 2006 through 2011, with aggressive expansion plans in the works.

after complaints about their “special offers.” The agreement followed an investigation by the Office of Fair Trading that analyzed how prices are advertised and promoted in grocers. The guidelines particularly address how prices may be artificially inflated to make later discounts look more attractive. (www.retailwire.com, December, 2012) The new guidelines says that: 1. Prices should not be “artificially manipulated” to make future planned discounts more attractive, which covers “yo-yo pricing” — selling a product in a limited number of stores at a high price with low prominence and then rolling the product out across stores at a lower price with an advertised discount.

2. Lengthy promotions when a discounted price has been marketed for longer than the period for which the selling price was initially charged.

3. When referring to a past price in a promotion (Was $3, Now $2), previous prices must be fewer than two months old.

Also covers when a promotion refers to a lower price when a package size has been reduced.

4. When a store markets “best value” claims on the package, there should exist no cheaper way of buying the same product in the same store, including when smaller packs are promoted.

No illegal practices were reported, but “inconsistencies” in the way the law was interpreted and applied were found.

Walmart’s Asda was the only grocery chain not agreeing to the new guidelines, but complying retailers included Tesco, Marks and Spencer, Sainsbury’s, Morrisons, Waitrose, Aldi, the Co-op and Lidl.

“Household budgets across the country are under pressure and shoppers should be able to trust that special offers really are bargains,” said Clive Maxwell, chief executive of the OFT.

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industry news

Cadbury Invests in Sustainable Cocoa

Mondelez International, owner of Cadbury Chocolate, will spend $400 million over the next 10 years on Cocoa Life; a project to promote the sustainability of the cocoa supply chain, according to Canadian Manufacturing magazine.

“I’m proud of Mondelez International’s $400 million investment in Cocoa Life – a distinctive, holistic approach to cocoa sustainability that will create a cycle of growth from bean to bar,” said Tim Cofer, European executive vice-president and president. The Cocoa Life initiative is meant to improve conditions for 200,000 cocoa farmers and their communities, which includes increasing yield, empowering families, promoting gender equality, eliminating child labour and creating sustainable farmland. A quarter of the budget will be invested in the Ivory Coast; Mondelez’s largest cocoa growing region. The company estimates this will help 75,000 farmers double production. Cocoa production has been unable to keep up to worldwide demand; and poor working and manufacturing conditions has been cited as a major reason. http://www.canadianmanufacturing.com/food/news/ chocolate-maker-invests-in-sustainable-cocoa-85136

U.S. Marketing Efforts to Encourage Canadians to Buy Regionally

A new website launched by TasteUS!, part of the United States Foreign Agricultural Service (FAS), is encouraging Canadians to buy American exported produce by asking Canadians to buy “regionally.” This includes products from the U.S. The TasteUS! site offers nutritional facts and tips for reading food labels.

Imports highlighted include catfish and papaya that are not native to Canada. “Canada is the U.S.s’ largest trade partner, and one of our goals is to cultivate important relationships on both sides of the border,” says Scott Reynolds, minister-counsellor for Agricultural Affairs, U.S. Department of Agriculture. “It’s important for those in the Canadian trade to understand U.S. co-operators and for us to facilitate conversations between the two. http://www. canadianmanufacturing.com/food/ news/u-s-marketing-effort-aimed-atcanadian-buyers-brokers-85689

Companies Going Box-Free Benefit from Cost-Savings

Cereal sold in bags rather than boxes benefit the environment, and can also be economical according to MOM Brands. Roughly 90 percent of the company’s cereals come in resealable bags, which were adopted in the mid-1960s; the rationale behind the

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bagged cereal was strictly cost saving in order to compete in the market.

However, since box-free cereal has become overwhelming popular with eco-conscious consumers, MOM brands started promoting it, and launched its Bag the Box campaign in 2010. Initiated through print media and social media such as Twitter and Facebook, the campaign generated 4.2 million video views alone in the first 18 months: all without television advertisements.

Even though MOM brand bags are not blue-box recyclable, the company contends it creates 75 percent less consumer packaging. According to the Bag the Box website, over 2.3 billion cereal boxes are produced in the U.S. annually. Manufacturing them requires 345 million pounds of cardboard and 2.4 trillion BTUs of energy. So that its resealable bags do not end up in landfills, MOM Brands has partnered with TerraCycle Inc. to create the Cereal Bag Brigade — participating schools and other organizations collect used MOM Brand bags and ship them to TerraCycle to be upcycled into consumer goods. According the to the website foodprocessing.com, sales figures show that MOM Brand business was up 7.1 per cent in 2012; major brands experienced flat or declining sales during the same period. http:// www.foodprocessing.com/articles/2012/ box-free-cereal-packaging.html

Canadian Vegetable Oil Experiences Record Growth

Canada’s vegetable oil sector has achieved a record, doubling its 2005 production. In the 12 months ending July 2012, it produced 3.4 million tons of canola and soybean oils, reported in Canadian Manufacturing magazine.

The higher volume is due to increased domestic and international demand according to the Vegetable Oil Industry of Canada, (VOIC) which represents oilseed growers, processors, seed developers and suppliers. Canada exported 2.8 million tonnes of vegetable oil; most to China and the U.S., increasing those exports by 100 and 300 per cent, respectively. Based on current expansion and investment plans in the industry by companies like Cargill and Bunge Canada, VOIC expects Canada’s production to increase 50 per cent more by 2015. http://www.canadianmanufacturing. com/food/news/vegetable-oil-sectorshows-record-growth-83549

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Top seller review section header

Winter 2013

YOUR STORE MATTERS

>

Take a moment to fill out this questionnaire and your store may be among those highlighted in the Top Seller Review Section of the next issue of ihr. The number of units sold determines the top sellers. To be included in the review, products mentioned must be classified as natural health products not standard consumer brands.

Store Name__________________________________________________ City ______________________________________ Province ___________ Date ___________ Name ____________________ Title _________ Address __________________________________________________________ Phone ___________________________ Fax _____________________________ Email __________________________________________________ Store Size:

under 1,000sq.ft.

1,000-3,000sq.ft.

3,000-5,000sq.ft.

over 5,000sq.ft

Approximate Income of Store Customers:

$20,000-$40,000

Approximate Age of Store Customers: under 25

25-40

$40,000-$60,000

40-65

over 65

over $60,000

>FOOD top sellers

>sports nutrition top sellers

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>vitamins/supplements top sellers

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>personal care top sellers

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industry buzz

SUPPLYSIDE WE S T 2012 N ove m b e r 5 – 9 , Ve n e ti a n & S a n d s E x p o, L a s Ve g a s , N ev a d a

2

1

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4

5 1 2 3 4 5 6

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6 Jilian Mariani from Jamieson Laboratories Sunil Kohli from Health Plus Inc. Christophe Moreira from Inovo Biologic Ken Dixon, Wynn Xie and Win MacInnis Mrs and Mr. Mike Nacachian from Naka Sales Dale Curtis from Specialty Enzymes

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industry buzz

8 7

10 9

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7 Dr Dash from UAS Laboratories Inc. 8 Gunilla Traberg from Epax Norway AS 9 Marc Carson from ACT 10 Frank Assumma and Cheryl Costanzo from

Horphag Research Trading Ltd 11 Jean Panet-Raymond and Missy Lowery from Capsugel 12 Mike Roberts from Purity Life Health and

Sheila Vos from Neo-Nutritionals a Purity Life

health division.

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company profile

ORGANIK A H E A LT H PRODUCTS INC.

BY SOPHIE KOHN

Tom Chin knows firsthand about the surprising power of natural health remedies. It was his own health scare that set him on the path to becoming CEO and President of Richmond, B.C. based Organika Health Products Inc. “I started in a strange way,” explains Chin, who launched Organika 23 years ago. Before that, he was working in the finance industry when he developed a kidney stone. The proposed treatment involved an invasive surgical procedure.

Curious about the alternatives, he contacted a friend with a natural health bent. The friend instructed Chin to grind up parsley and turmeric, add juice and water, and drink the concoction for three days. Chin took his friend’s advice and passed the stone in one day.

QUALITY AND AFFORDABILITY

“You’ve got to make these products available for all,” Chin says emphatically. “So everyone can have a healthy, good life.”

Chin formed Organika with two major goals – to make high quality products, and to make them affordable.

Today, Organika Health Products Inc. operates out of a 76,000 square-foot facility in Richmond. It employs 110 people, exports its products to 22 countries, has 480 NPN numbers, and is expanding and improving constantly.

Organika manufactures nutritional supplements, digestion aids, anti-inflammatory remedies and herbal formulas. The bestselling products are enzymes and joint management care, which includes glucosamine and salmon oil capsules.

O R G A N I K A’ S I N S P I R AT I O N

It was a revelatory moment for Chin. He was astonished by how effective this natural cure had been, and how such a simple remedy let him avoid a painful operation and undoubtedly long recovery.

His only question: Why aren’t more people using these types of solutions? Inspired, he set to work researching natural health products. He quickly found his answer – because natural products are prohibitively expensive for the average person, often carrying a 500 to 600 per cent markup.

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ORGANIC CERTIFICATION

In June 2011, after a yearlong auditing process, Organika achieved its organic certification and acquired membership in the Pacific Agricultural Certification Society. Organika is now the only “certified organic facility” in Western Canada, meaning that all organic products remain pure during all production stages from raw materials to final product.

U P DAT E D FAC I L I T Y

Recent improvements to the Richmond facility have supported Chin’s mission. The facility has added two High Performance Liquid Chromatography (HPLC) machines, which test products on three criteria: potency, quality and

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company profile

“We need strong scientists who are also dedicated to natural health.”

TOM CHIN CEO and President, Organika Health Products Inc.

A t a G l anc e

Organika Health Products Inc. Brands Address Phone Website Staff Products Top-selling products

purity. These machines ensure that each Organika product satisfies the Health Canada guidelines for allowable limits of heavy metals and other foreign matter. Organika sources its raw materials from all over the world, which undergo eight testing methods before using. The company quarantines all raw materials until they pass Health Canada standards. After the product is manufactured, it’s quarantined once again.

N e w p r o d u ct s

Organika has expanded its functional food line to include organic olive oil, and a 100 per cent Organic Greens superfood powder with 17 herbs and vegetables, one of the few greens powders that can boast only organic ingredients.

It also recently launched organic coconut palm sugar, available in bulk or stick packs. Organika started offering coconut palm sugar partly due to its sustainable attributes.

A coconut tree can produce sugar with less water and space than it takes to produce cane sugar.

The company also introduced organic coconut vinegar with wild honey, which is selling particularly well. This vinegar is said to be 10 times more nutrient-dense than apple cider vinegar because the type of volcanic soil where the coconut palm grows is extremely rich in amino acids and minerals, which is transferred to the coconut.

Similar to apple cider vinegar, it is also alkalizing, which is beneficial for cancer patients and others wanting to reduce food acidity levels.

Chin feels strongly that in order to engage consumers to buy natural health products, he must offer products that don’t disrupt people’s lifestyles.

“People are habitual,” Chin says. “If they’re going to consume sugar, they’re going to consume sugar.” Hence the convenient packet of coconut palm sugar; it’s in the format that people are used to, only it boasts a much lower glycemic index rating.

Organika Professional Line 13480 Verdun Place, Richmond, BC V6V 1V2 1-800-663-8880 www.organika.com 110 480 Organika Full Spectrum Plant Enzymes, Organika Pacific Salmon Oil, Organika GLS 500 (glucosamine sulfate)

E v i d e nc e - b a s e d r e s e a r ch

Throughout its 23-year journey, Organika has been fiercely committed to integrating sound science into its product development. This became especially true in 2004, when the Natural Health Product Directorate (NHPD) introduced stricter regulations. For Chin, that meant implementing a stronger focus on science. Today, a fifth of his employees are scientists in Quality Control and Quality Assurance. The team gathers information on the source of raw materials, dosage limits, efficacy, mode of action, safety, side effects, allergy response, contraindications, effects on long-term use, and interactions with other medications.

“We need strong scientists who are also dedicated to natural health,” he stresses. “In the past, we could get away with passionate people who weren’t scientists necessarily. But not anymore.”

Before Organika launches a new product, the product endures a rigorous process. First, scientific evidence must reveal that a new product is necessary. Second, demands of the market are assessed. Third, clinical data on the product safety is conducted. Finally, the collective data must prove that the product offers improvement or greater efficacy within what Chin describes as “the landscape of natural health.” “‘Science’ is not a bad word,” Chin states. “It means that the product becomes as effective and precise as it can be. It means the product works.”

After 23 years, Chin still sounds committed and passionate about his vision for natural health. “We can be just as good as, and have just as high standards as, a pharmaceutical company,” he concludes.

Winter 2013 • IHRmagazine.com

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cover story

NE W BEGINNINGS FO R A N O L D, E S TA B L I SH ED CH A IN L e Na t u r i ste’s ne w owne rs M e l ani e Kau and Ste p he n Ro s enhe k pl an to re vi tal i ze the co mpany

BY CAROL CRENNA PHOTOGRAPHY BY VADIM DANIEL

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13-02-08 3:53 PM

cover story When natural health icon Jean-Marc Brunet launched Le Naturiste in 1968, his vision for the future may well have included the goals of the newest owners of the 80-store chain. The enthusiastic and enterprising Montreal-based entrepreneurs Melanie Kau and Stephen Rosenhek, who acquired the company last year, have big plans. Kau, who formerly worked within a family-owned furniture retail business, states, “Donald Trump said, ‘If you are going to be thinking anyway, think big.’ We had great careers before this venture, so if we we’re going to begin a new one, we want to make it fantastic, and have fun doing it.”

Le Naturiste has built strong brand recognition among health-conscious Quebecers; as the first retailer to offer easy access to natural products, it’s established as a “community destination.” The new owners aren’t about to compromise that.

What are key considerations for transforming the 44-year-old chain, while at the same time not alienating existing customers?

REBRANDING PLANS

Since the name has tremendous equity “as a personality,” it won’t change. Kau says, “Customers tell us, ‘We came here as children with our mother and now we bring our kids.’ But we will rebrand to appeal to a wider base of people. We want to continue along the lines of the company’s founder who had a vision to better connect people to their health.”

To do this, the customer experience will be upgraded. They will be re-thinking interior design, signage and layout. “Customers are already waiting to see a new store prototype or flagship location.

This will occur in 2013, whether it is a makeover of an existing store or a new store in a new market,” Rosenhek says.

Although all 80 stores are corporately owned, the new owners don’t want Le Naturiste to be pegged as a “big chain.”

U nique pr o duct mi x

Rosenhek explains, “The amount of products that you wade through in U.S. chains is enormous, with 20 to 30 brands of each supplement or several feet of one brand merchandised together.

Our job is to sift through and edit products to buy an intelligent mix, rather than becoming an impersonal environment where a customer asks about a product and the clerk says, ‘They are in aisle 17. Good luck.’ We must also rationalize why these two or three are best, targeted for specific customer’s needs.”

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L o cal f o cus

Le Naturiste currently offers popular brands like Adrien Gagnon No, Genacol, Genuine Health, New Nordic, EAS and PVL, but the owners are also forging new relationships with smaller local producers within Quebec, and other parts of Canada. Rosenhek says, “We will seek out international specialty items, but for core products, why add environmental impact from something put on a ship or plane that isn’t necessary?”

They won’t give up bestselling Le Naturiste private label products sourced from Europe which have established the company as a leader. Rosenhek says many people rely upon its France-made ampoules (small glass vials that contain a one-dose liquid remedy) formulated for increased energy, weight loss, nutrient absorption and system cleansing.

Kau explains, “Europeans have advanced knowledge in plant extracts since their greater degree of acceptance by consumers creates demand for increased research. The ampoules we buy use a cold-pressed process that has not been replicated in North America.”

C o mbined e x perience

Kau, who describes the chain as “the perfect little jewel,” is responsible for anything that touches the customer: consultants, merchandising, in-store experience, branding and marketing. Rosenhek, formerly an accountant, works with research, finance, operations and buying teams.

Although the natural products sector is growing, government regulation and economic barriers frighten some newcomers away. But Rosenhek says they applaud Health Canada regulations because a large percentage of consumers still question the efficacy of natural products. “We were interested in buying Le Naturiste because it has a history in keeping abreast of these issues, and customers trust its quality. New regulations will help promote our company’s scientific basis, and improve the industry’s image.”

B ehind the scenes

The company’s rigorous quality control department researches what claims are being made and whether those claims should be made; they consult on product design, and are part of the buying team to decide what makes it onto store shelves. Scientists in external and internal laboratories ensure efficacy, whether it is sampling products purchased from national brands or researching private label ingredients,” explains Rosenhek, who feels that shoppers are looking for greater transparency regarding ingredient sources.

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cover story W o u l d C a n a d i a n s r at h e r s h o p a c h a i n ?

There aren’t many Canadian chains of this size, which has advantages. Customers can count on favourite products being available at every location. The company has the ability to create private label formulas, and have economies of scale for product pricing, unlike most independents.

Its community stores also have a long history of personal relationships with clientele.

Rosenhek says, “As a customer, I used to leave my local pharmacy with no product in hand because I was confused. To take products appropriately and effectively, you need to receive proper questioning at the store. Sometimes product A and B work effectively together, but you won’t know it unless told.”

Specialized service

Plans include offering in-house professional practitioners’ services, in-store guest lectures and public health testing, comprehensive written information, and an interactive online experience. Kau, says, “Using technology, we are working on creative ways to enable customers to have live (real-time) health consultations with our corporate naturopath, and to get customers involved in helping to choose products.”

“We want to continue along the lines of the company’s founder who had a vision to better connect people to their health.”

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cover story The future?

Rosenhek says, “We have twinkles in our eyes when asked about plans. We have lots of possibilities to expand through strategic alliances and acquisitions with retailers and suppliers.

We have been presented opportunities abroad, too.”

The company will introduce professional-level products that consumers don’t usually have access to. European personal care items will be offered at a level not seen in the North American industry including high performance creams with completely natural ingredients. Environmental responsibility will increase. “People now buy products that are healthful but aren’t made with eco-friendly ingredients or manufacturing processes. We are looking at more traditional and more advanced methods that are highly sustainable,” concludes Rosenhek.

S t o r e s m a y c l o s e an d o p e n

The chain’s 78 Quebec stores and two New Brunswick stores may change after the owners examine whether each location has evolved with their neighbourhood. “Customers may move away from certain areas; traffic patterns may have changed, and a store may not still be pertinent. Yet some locations have been points of reference for 20 to 30 years so we have to be careful,” Kau says.

Believing their business model can easily be exported, they plan to open new stores where a client base exists. “Ontario is looking pretty good,” Kau admits. Rosenhek qualifies, “As native Quebecers, unlike NBTY, we know this market. We have also worked outside the province so aren’t afraid of expansion, yet are aware that you can’t cookie-cutter stores, and must understand and adapt to customers in different regions.”

T h e y ’ r e n o t e x p e r i e n c e d s u p p l e m e nt u s e r s

Kau feels she represents the majority of occasional shoppers who venture into a health store. “I wasn’t a big user of these products because I never understood how to interact with them.

I would use one or two and then stop, not because I wasn’t interested, but because no one who acted like they understood my needs offered advice I could follow, so I could shop with a degree of confidence.”

Rosenhek was similar. “I’d spend more time in the supplement aisles than anywhere trying to find natural ways to deal with ailments I suffered from including migraines, and aches due to overdoing activities like running. Yet I only bought basic vitamins because I never got help. I am now able to deal naturally with health issues that have bothered me for years simply from learning more within this business in the past few months. I am like our customers and Melanie, very interested but never knew how to get to the next level.”

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cover story

At a G l a n c e

Le Naturiste Head Office and Warehouse Telephone Website Number of employees Bestselling products

5900 Henri Bourassa Ouest, St-Laurent, Québec 514-336-2244 www.lenaturiste.com 280 – 300 depending on time of year Le Naturiste ampoules formulated for increased energy and cleansing of the system such as chlorophyll products; Le Naturiste weight loss supplements which may cleanse, or aid digest and nutrient absorption; Le Naturiste sports nutrition and protein powders, particularly whey.

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feature

FOODS TO FIGHT DEPRESSION What nutrients help to relieve a depressed mood?

By Carol Crenna

As you know, what your customers eat can help perk up their mood and pick up their step. Experts including Patrick Holford, author of best-selling books Feel Good Factor: 10 Proven Ways to Boost Your Mood and Motivate Yourself and Optimum Nutrition for the Mind, have studied the dramatic connection between nutrients and emotions.

In an interview with IHR, Holford, a clinical nutritionist based in Britain, states, “Food is a powerful tool that is often overlooked in its effects on mental health. At our Brain Bio Centre in London, psychiatrists and nutritionists have treated thousands of people with everything from depression to schizophrenia using vitamin and mineral supplements and over 90 per cent are significantly improved.”

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Research shows how food and supplements promote well-being: Omega-3

Holford offers examples: “European research shows that you can predict a country’s rate of depression by its seafood intake. And the more fish the population eats, the lower its suicide and homicide rates.” (B. Hallahan et al., British Journal of Psychiatry, 2007, and JR Hibbelin study, The Lancet, 1998).” This is due to fish’s omega-3 essential fats – with

10 studies proving its results are better than drugs for mental disturbances – and its rich sources of vitamin B12 and phospholipids.

F o l ic a ci d , B 6 a n d B 1 2

High homocysteine levels in the body are a very good predictor of mood problems, loss of memory and depression, especially in women, Holford says. Keeping homocysteine low is dependent on folic acid, vitamin B6 and vitamin B12. Vitamin B12 deficiency is exceedingly common, even if you eat meat, and vegans who don’t supplement with vitamin B12 have much worse moods and memory, according to Holford.

Since it becomes more difficult to absorb as you age, two out of five people over 60 have sufficient B12 to prevent accelerated brain shrinkage.

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feature One in 10 people inherit a gene that requires more B-vitamins (related to making a certain enzyme that helps absorb Bs) to keep your mood and memory up and homocysteine down. Advise customers to take a B-Complex supplement of at least 50 milligrams with 20 milligrams B6, 200 micrograms folic acid, 10 micrograms of B12, and 40 milligrams of niacin.

V i ta m i n D

Vitamin D deficiency is also very prevalent in Canada, and according to Holford, studies clearly show that the lower your vitamin D level the worse your mood, and that supplements and vitamin D-rich fish oil increase moods.

Chromium

Chromium is essential for insulin to regulate blood sugar. Chromium (in supplement form and in onions, Romaine lettuce and tomatoes) also affects serotonin. One study showed that 65 per cent of people with atypical depression had a complete remission after taking chromium supplements for eight weeks. (J. Docherty et al., Journal of Psychiatric Practice, 2005). If your customer has “atypical depression,” which means they’re often tired and prone to mood dips, but not constantly depressed, chromium deficiency might be a factor.

Ma g n e s i u m

This mineral is especially depleted by stress, so people often become deficient. Advise customers to take 150 milligrams magnesium daily and eat pumpkin seeds to increase calmness. (GA Eby, et al, Medical Hypotheses, 2006) Magnesium is also found in green leafy vegetables, but pumpkin seeds are the richest source (and are also high in calming, sleep-enhancing gamma amino butyric acid).

Th e s c i e n c e behind depression

Neurotransmitters are chemicals produced in your brain from certain nutrients that create emotions.

Endorphins are your body’s “natural Tylenol” that produce a happy mood, decreased pain and reduced stress. These neurotransmitters are released when you’re in love, in pain, exercising, and when you eat certain foods.

Endorphins include serotonin, dopamine and norepinephrine.

Serotonin is your “natural Paxil”, a mood stabilizer that calms, relaxes and reduces anxiety. Holford says serotonin is vital for women. “Three times more women are diagnosed with depression than men; one of the biggest biochemical differences is that women are more prone to low serotonin.”

Dopamine and norepinephrine are your “natural caffeine,” energizers that create happiness, alertness and concentration. Without them you feel physically and mentally sluggish.

GABA (gamma amino butyric acid) is your body’s “natural Valium,” a sedative that takes away excess adrenaline and other stress hormones and tension to make you relax.

If you have enough of all of these neurotransmitters, your emotions are stable and you’re generally happy; if not, moods can tumble.

Bryce Wylde, a clinical nutritionist and homeopathic doctor who runs an integrated medical centre in Toronto, said in an interview with IHR, “My clinic has done hundreds of correlative tests for neurotransmitter levels in patients, and the top deficiencies are dopamine and GABA. The average person requires a certain amount, but they’re depleted due to stress or disorders (for example, a schizophrenic requires 100 times

more vitamin C and dopamine than the average person).”

Wylde states that drugs used for mood disorders increase serotonin and norepinephrine not by adding more of the chemical, but blocking the door that allows these chemicals to be recycled so that they are constantly re-used to make the person feel good. But if this person is metabolizing or using more of it than they should, it’s not that they have a deficiency of it, it’s that they use more of it than most people do so they need more.

Your a mmunition?

A m i n o ac i d s .

Amino acids build neurotransmitters.

They include L-glutamine, L-tyrosine, DL-phenylalanine and L-tryptophan.

(As you know, high-protein foods like fish, eggs and poultry contain all amino acids, and grains and legumes have some but not all.) When tryptophan, which makes serotonin, is depleted, it can lead to depression, low self-esteem and anxiety.

Research shows that you can get depressed two weeks into weightloss diet because tryptophan and serotonin levels are down. Holford’s colleague, Dr. Phillip Cowan conducted a study giving 15 women who were not depressed a diet devoid of tryptophan and within eight hours 10 out of 15 started feeling depression symptoms.

Two questions to ask customers that may have low serotonin: Do you crave carbs like bread and pasta when you feel low? And do you have sleep problems?

Winter 2013 • IHRmagazine.com

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feature 5HTP

Even though tryptophan is in protein, it doesn’t get well absorbed and carried into the brain to make serotonin unless high quality carbs are added, according to Professor Richard Wurtman at MIT. Advise customers to raise serotonin eating meats and fruits (bananas, plums) with tryptophan and adding whole grains and vegetables.

If your customer is not getting enough tryptophan, tell them to supplement with 5HTP, monitored by a practitioner. Holford confirms, “At the Brain Bio Centre, we test people’s neurotransmitters and if they are low in serotonin, we supplement with five hydroxy tryptophan.”

Wylde says that if you eat nutritionally depleted food, your body still needs all of the food’s original components to be able to absorb and use it. “Nature provides foods in their whole form with these ‘cofactor nutrients’ or absorption helpers, but if taken out, the body must find them elsewhere so takes them from your bones or blood, which needed them for other uses.”

B a n ish the s u g ar bl u es

Strongly linked to low mood and energy is a high glycemic diet. For example, by eating a daily breakfast of processed cereal with raisins and bananas and a coffee, your body can become less sensitive to insulin, which makes weight and cholesterol go up and mood go down.

L - T hea n i n e

Wylde, who also has a CTV show Wylde about Health, and just launched the book Wylde on Health, uses the amino acid L-theanine to increase levels of the feel-good hormone dopamine. “In someone with lower levels, theanine will up-regulate dopamine production. If a person tested has adequate dopamine levels, it may mean that the dopamine isn’t going where it is supposed to there could still be a dopamine deficiency at the nerve site.”

S tresse d ? Depresse d ?

As mentioned, prolonged emotional and nutritional stress “uses up” these neurotransmitter sedatives, stimulants and pain relievers. (Nutritional stress means the body is under intense pressure to perform when it doesn’t have the right fuel.)

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Note: Holford sites research from the University of Guelph which showed that the combination of drinking coffee while eating processed carbohydrates raises your blood sugar levels three times higher than just having carbs or drinking coffee alone.

A re y o u i n t o lera n t ?

Food intolerances trigger moods.

Wheat and dairy sensitivities increase pulse rate and shallow breathing, and if a person has a low threshold for depression or anxiety (which is true for 15 to 20 per cent of the population), they can trigger it, according to Wylde. Other culprits that can cause symptoms are eggs, soy, nuts, tomatoes, peppers, citrus fruits and chemical additives.

H o w l o n g d o es it ta k e t o see res u lts ?

Not long. According to Holford, your customers will feel better during the same day that they eat only low GL carbs and oily fish. He finds that increasing chromium, which affects insulin, shows positive results in four days. Increasing magnesium was shown to elevate moods within a week. Eating a lower glycemic meal with lean protein provides stable moods and blood sugar for three hours afterward.

F o o d f o r th o u g ht

There are many other factors. Dr. Gary Ryder, a Vancouver-based medical and homeopathic doctor who’s been treating emotional troubles for almost 30 years, states, “I treat people, not one ailment, and they have multiple symptoms for multiple reasons. Foods and supplements play a role in those symptoms, but they are not pharmacologically active, meaning they cannot cause a reaction on their own. But they affect how the body functions and that then sets the body up for a reaction.”

Wylde concludes, “It’s more about what chemistry you have and what nutrients fuel positive changes in you. And when your body’s chemistry is out of balance, what you need to restore it is far greater than what you need to maintain it. Therefore therapeutic dose supplements are required if you have clinically diagnosed emotional issues; this requires practitioner supervision.”

A quick way to help customers discover food sensitivities: Tell them to take their pulse while relaxed before eating, then eat a food, and take the pulse five minutes after. If it’s increased by more than 15 to 20 beats a minute, they’re negatively reacting to that food.

IHRmagazine.com • Winter 2013

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feature

Win Customers Without Uttering a Word Body language can make or break a deal. How you carry yourself when in conversation is as important as what you say. It may be nonverbal, but it communicates volumes.

Studies show that 55 per cent of human communication is through body language. By becoming aware of what it “says,” you can control it to deliver the impression you are trying to convey with your words.

Whether you are calling on a potential customer, delivering a presentation or deciphering a client’s needs, body language – yours and theirs – is a key to your success. But since interpretations vary, it’s best to understand the reasons behind basic signals that are universal, says Mark Bowden, a Toronto-based communications expert.

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LEARN THE RIGHT MESSAGES TO SEND WITH BODY L ANGUAGE

BY CAROL CRENNA

Here, Bowden, who just launched a book called Winning Body Language for Sales Professionals, offers IHB readers key insights to save you time and give you the advantage.

C O M M U N I C AT E L I K E A C AV E M A N .

Bowden, who trains Fortune 50 companies, says how you move can instantly influence others, convey positive energy, put customers at ease, and command respect. He says since prehistory, humans have had instinctive reactions to signals, and see every interaction in one of four ways: “friend,” “enemy,” “sex,” or an uninterested default category where most lie called “indifferent.” This innate wiring is for survival, mating and social gain… and hasn’t changed in one hundred thousand years.

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feature Trust is every thing.

“Since holding your arms up and showing your open ‘unarmed’ hands to an oncoming human has been a universal sign that you come in peace ever since early humans, it resonates with all of us unconsciously,” states Bowden. Therefore, when you’re interacting, bending your elbows and raising both hands up to your navel level (and not higher) to gesture will win you the most “friends,” the ideal category for every client and colleague. However, putting your hands down at your sides creates the opposite effect, not only because others cannot easily see your hands, but because your breathing becomes shallower and you feel less confident.

Holding hands up and either gesturing outward or softly holding them together at navel level creates a feeling of calmness and ease for both you because it supports your adrenal glands (stress hormones) and enables deep breathing, and for the client because you are revealing your hands and allowing your vulnerable stomach area to be “open to attack,” meaning there is no threat in the room.

B e pa s s i o n at e … s o m e t i m e s .

Holding your hands up higher, motioning at your chest, creates a feeling of passion and fills your lungs with oxygen, providing more energy, which similarly influences the feelings and behaviours of others around you. This is great if your client is introverted or with low energy (or if you’re giving a presentation), but can be perceived as competing if the client is extroverted and gregarious. Gauge your gestures accordingly.

Find the right space .

You have probably been told that there are guidelines for moving into a person’s personal space: intimate distance is less than six inches; personal distance is 1.5 to 2.5 feet; and social distance is 4 to 7 feet. The trick is to get into personal distance, with a handshake or open-hand greeting gesture, which creates trust, without crossing inappropriate boundaries. Your handshake must touch their palm with your palm to instinctively build trust (no weapons hiding); and if you offer your hand with palm facing up so their hand covers yours (making them feel confident), and then slowly move closer so that their outstretched hand reaches close to your navel, they will feel completely relaxed with you.

St a n d u p s t r a i g h t .

Through positive body language, your words hold greater value. Standing in a confident posture, even when you don’t feel confident, affects your testosterone and cortisol levels, which influences you and your client. Feel your centre of gravity by standing straight, and imagining a line extending from ear to shoulder to ankle. Here you feel calm, confident and neutrally-minded and your words will portray this. If you move your centre forward slightly, you will feel a surge of energy and assertiveness. Move even further forward, and you will feel and sound aggressive the typical sales mode.

If you pull back from the centre, you will be perceived as

thoughtful and reflective, but back too far and you will be seen as cautious. Those around you will show their reactions to your body language with their body, mirroring your actions, so use these tips accordingly during a sale.

Sit back and rel a x.

When seated for a meeting, sit up tall, rather than restricting your organs when slouching, which affects your vocal tone and manner. Don’t lower your head or shoulders, which is common but it denotes boredom or negativity. Sit back on your chair with your hands visible, to give the impression of being calm and approachable. And at some point during the meeting, sit slightly back from the table to reveal your stomach area, again making them feel safer.

Phone posture

Relationships are often developed over the telephone.

Remember that you relay the same information with your body whether they can see you or not. Standing straight with your hands in front at your navel with a smile on your face (which makes the voice warmer and more relaxed), or even going through the motions of a step by step sales process as you would in person, will win customers. If you want to reveal more energy and passion rather than calm confidence, raise your hands up higher and be more animated.

W h at a b o u t t h e m ?

Bowden says that interpreting the body language of others is more subjective, since it’s based on your perceptions rather than what may actually be occurring. So it is best to focus on arming yourself with the right tools to communicate effectively and observe the results. However, he advises examining their body. Is it oriented toward you or away from you? Do they have a gentle accepting smile on their face?

Are their gestures keeping their belly open or are their arms crossed?

Bowden concludes,

“Your unconscious mind is brilliant at sending you messages of a ‘feeling’ that helps you to judge what someone else is feeling. So trust your gut instincts about a situation, and then use your own body language to adapt and influence your communication toward making a sale.”

Winter 2013 • IHRmagazine.com

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feature

TOP TRENDS THAT TIP THE HEALTH MARKET Today’s popular lifestyle habits spark sales

BY CAROL CRENNA

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feature

Trends on the street, started by stylemakers and social trendsetters, and then promoted by the media, dramatically affect the food and supplement market. If you keep on top of trends, you’ll reap the most rewards when they hit mainstream acceptance. Here are a few examples.

CLE AN YOURSELF OUT

Inner cleanses have been part of traditional health maintenance for centuries, but when The Master Cleanse was introduced to North America in 1941 by Stanley Burroughs, the concept was considered extreme.

It wasn’t until L.A. celebrities like Madonna, Gwyneth Paltrow and Salma Hayek started doing and promoting cleanses in the mid 1990s that they caught on as acceptable detox diets to clear up skin and promote weight loss. Popularity of the Master Cleanse hit mainstream media in 2006 when Beyonce used it to lose 20 pounds for her role in the movie Dreamgirls.

Celebrities including Howard Stern, Ashton Kutcher and Demi Moore have been reported to have tried it. Now many celebrities have other detox regimes.

The latest celebrity clean-outs? Gwyneth Paltrow, Donna Karan and Demi Moore (abandoning the Master Cleanse) now promote Dr. Alejandro Junger’s 21day CLEAN program, which includes protein shakes, digestive enzymes, probiotics and herbal laxatives.

Maggie Gyllenhaal and Gwyneth Paltrow use Be Well

by Dr. Frank Lipman, which combines protein shakes, herbal supplements and probiotics. Heidi Klum and Anne Hathaway use David Kirsch’s 5-Day Detox that offers protein and grape-seed extract. Some celebs are even launching their own lines: Bethenny Frankel (Real Housewives of New York) has Skinnygirl Daily Cleanse and Restore. All of these are expensive: $350 for 21 days and $95 for five days are average costs.

Others prefer raw juicing cleanses. Sarah Jessica Parker and Jason Wu like Blueprint Foundation Cleanse that has pressed veggie and fruit juices with agave syrup and cashew milk. Nicole Richie and Emma Roberts use Pressed Juicery cleanse consisting of veggie and fruit juices.

FROM JUICE TO SUPER-GREENS

Speaking of fresh juices, the super-greens category – wheatgrass, alfalfa, spirulina, chlorella – was first instigated by fresh juice kiosks that sprouted up across the US and Canada.

These retailers evolved from Orange Julius’ first sugar-laden juice outlets that began in 1926 and were purchased by Dairy Queen in 1987. This inspired innovative companies like Vancouver-based Happy Planet to start packaging and selling fresh-pressed juices and smoothies in 1994.

Sam Graci started selling his now-famous Greens Plus formula in 1991 (after concocting his first greens powder drink in 1985), and it was popular with select health consumers. In 1999, Juice Generation, which began in New York, and Booster Juice, launched by two Alberta entrepreneurs, offered “health drinks” to mainstream customers, and then expanded on the idea. These and other fast-food juice kiosks added extra ingredients such as wheatgrass, ginseng and herbs to their natural fruit and veggie drinks and made them popular.

This influenced thousands of mainstream customers to make these smoothies and juices more conveniently and inexpensively at home. They sought out the ingredients at health stores and the demand launched the greens powder industry.

The latest super-greens ingredients? There is kamut grass, tigernut powder, sacha inchi seed powder, hydrilla and gentian root. You’ll also find maqui berry powder, ground pomegranate seeds, kale powder, grape seed extract and brown rice protein in these juice and smoothie blends.

WINTER 2013 • IHRMAGAZINE.COM

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feature T h e t r e n d -t o p p i n g v i ta m i n

Sometimes one nutrient skyrockets to fame. The huge boost in vitamin D awareness first began in 2007 when a major international study found evidence linking vitamin D deficiency with several diseases including cancer. This prompted further research and international press coverage.

Wanting to recognize the research’s importance, in 2010 BC-based integrated cancer clinic InspireHealth worked with the city of Vancouver to declare November 2nd Vitamin D Day. Since then, Vitamin D Day has become a phenomenon. The Wall Street Journal declared recently in headlines “Canadian Initiative Spreads Worldwide to Prevent Vitamin D Deficiency. Organizations across the world are establishing World Vitamin D Day on November 2nd, asking health organizations to join the Canadian founders of this event in promoting new vitamin D awareness and action.”

Toronto-based The Vitamin D Society, which promoted a Vitamin D Month in 2009, launched a website (www. vitamindday.ca) and press campaign that inspired Dr. James Lunney, MP, to introduce Bill C-388 to establish National Vitamin D Day. It didn’t pass, but spurred MP involvement in other provinces.

T h e l a t e st V i t a m i n D D a y v i ct o r i e s ? T h e U . S . ’ s

Vitamin D Council, San Diego’s health advocacy group GrassrootsHealth, and the U.K.’s Health Research Forum are now on board. Canadian health retailers including Saskatchewan-based Sangster’s chain are getting involved in promoting the movement with a new vitamin D product.

C a p i ta l i z e o n t h e “ E at i n g A l o n e ” T r e n d :

» Sell items to help solitary eaters gauge their portions, which can be difficult to judge if they habitually overeat when alone. » Sell more small, sampled-sized items, from omega oils to greens powder supplements, and portable healthful foods and single-portion prepared snacks. » Connect with customers, asking them what they would like to see in “personalized” packaging and ingredients. » Offer a few one-serving-sized cooking gadgets and healthy cookbooks in your stores designed for those who may not cook well but need quick, easy meals. » Expand health bulk food and deli bar areas like nut bins and olive bars so customers can take as much or little as they want » Offer customizable components that can be crafted to form meals for one such as greens, cheese, cut veggies, packaged seeds, one-serving dressings and prepackaged single bread slices to make your own salads and sandwiches

T h e n e w e st t r e n d : e a t i n g a l o n e

Eating alone is the new normal, according to research by The Hartman Group, a market researcher specializing in food and health trends. The Bellevue, Washington group found that almost half 46 per cent of all adult “eating occasions” (like snacking) are solitary, and 40 per cent of all adult meals are eaten alone.

The trend goes against ideas associated with a social table meal and the “way we used to eat.” Laurie Demeritt, The Hartman Group’s president, states, “When you consider these findings and look at the changing patterns, you understand why many companies that continue to market to traditional family occasions are missing out on the emerging possibilities concealed within the eating alone occasion for a vast number of adults.”

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Solitary dining (in North America) has risen due to a movement away from taking time to eat. Meals are now more about the mechanics of eating and not celebrating food, especially with people eating alone at a work desk. The “snackification” of meals, or eating snacks at any time rather than for waiting for set sitdown meal times, is growing especially in Gen-X and Gen-Y markets.

Although connotations of eating alone are often negative (loneliness, poor dietary choices, obsessive fixations with certain nutritional regimes), it also has positive effects. You can eat what and how much you want and not cater to the needs of other family members, and research shows (and consumers increasingly believe) that eating smaller meals more frequently is healthier.

IHRmagazine.com • Winter 2013

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feature

Tr acking trends from the tropic s

T h e wav e o f h e a lt h p r o d u c t s f r o m e x o t i c l o c a l e s g at h e r s m o m e n t u m

By Noa Glouberman

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feature Tropical countries have become significant sources to develop natural health products, with ingredients that have been topping trends for the past few years. Exotic fruit juices, nutrient-rich seeds, dried berries and virgin oils now boast widespread popularity.

Gordon Chang, president and head of research and product development at Omega Alpha Pharmaceuticals, says that although more research is needed to support health claims, benefits to consumers may range from lowered blood pressure to more vibrant skin tone.

What’s hot? What’s not?

H e r e a r e the hotte s t t r op i ca l p r o d u ct s co n s u m e r s a r e b u y i n g a n d the o n e s that a r e l o s i n g m o m e n t u m :

HOT

Coconut water

You know that the liquid in unripe (green) coconuts has rapidly gained acceptance as an alternative to commercial sports drinks, but it’s also being touted for numerous health benefits.

It may aid digestion, relieve urinary problems, and even help keep diabetes in check. Coconut water has been used clinically to replace fluid lost from gastrointestinal ailments in patients, and its antioxidants neutralize free radicals caused from long bouts of intense exercise. (Journal of the International Society of Sports Nutrition, 2012, 9:1 doi:10.1186/1550-2783-9-1) John Ross Ferrell, CEO of California’s Ecos Beverages, says, “The average consumer uses coconut water to rehydrate with something that contains more nutrient qualities than water alone. Electrolytes found in coconut water [potassium, sodium, chloride] make it easier for the small intestine to absorb.”

Retailer tips

• Not all coconut water is created equal. Ferrell says it’s like wine; many of its characteristics depend on its age and origin.

According to Euromonitor International, Brazil is the world’s largest source of packaged coconut water, accounting for 67 per cent of 100 per cent juice volume sales in 2010. Coconut water may also come from Thailand, Indonesia and the Philippines.

• “It’s also important to ensure the drink isn’t made from concentrate; there are a few new brands that don’t readily disclose that, so you have to ask,” says Ferrell. Organic brands without processing and preservatives are also popular.

HOT

Raw coconut butter and virgin coconut oil

Raw coconut butter is the newest addition to the coconut product family, and is becoming as popular as coconut oil. It is freshly made from whole coconut flesh (not just the oil) and pureed into a slightly fibrous, but still creamy smooth, denser spread. It has a much richer coconut taste and aroma than the oil, so may not be as appropriate for dishes that your customers don’t want to taste coconut in. It offers more of the coconut’s nutrition: oil, dietary fibre, protein, vitamins and minerals, than the oil. Coconut oil and butter are nature’s richest source of medium-chain fatty acids (MCFAs). By contrast, most common vegetable or seed oils are comprised of long chain fatty acids (LCFAs).

Nearly 50 per cent of the fat in coconut oil is of a type rarely found in nature called lauric acid. When not processed, this type of fat provides a number of benefits including improving heart health — multiple studies on Pacific Island populations that get 30 to 60 per cent of their total caloric intake from coconut oil have all shown nearly non-existent rates of cardiovascular disease.

It also has been shown to lower cholesterol, boost thyroid function, increase metabolism, promote a lean body mass, and support the immune system. (www. huffingtonpost.com, Dr. Mercola column) Coconut oil benefits the skin when applied topically and has regenerative effects. In the beauty industry, coconut oil is used in body moisturizers since it’s easily absorbed and has a rich, dense consistency.

Retailer tips

• Only virgin (unprocessed) coconut oil and raw coconut butter is reported to provide nutritional benefits.

Organic raw coconut butter is popular, too.

• Advise customers that although coconut oil has a higher smoke point for cooking than many other unprocessed oils, and therefore it stays stable under heat, it will lose some of its “virgin” health benefits after heating at high temperatures.

Winter 2013 • IHRmagazine.com

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HOT

Chia Seeds

Chia seeds continue to make headway, especially with the runaway popularity of nutritious raw breakfast cereals (including Holy Crap) that feature them as a main ingredient. Customers are now making their own versions of cereal and are adding them to smoothies and glutenfree baking.

The staple from Mexico and South America was introduced to North Americans as the “fur” sprouted on terracotta Chia Pet figurines in the 70s. Today, chia seeds’ impressive omega-3, fibre and protein content, their reported blood-sugar balancing abilities, and claims that they may help lower blood pressure and bad cholesterol have made them popular. (The Globe and Mail, April 2012).

Retailer tips

HOT

Quinoa

Quinoa sales remain strong. As gluten-free products continue to hit a chord with mainstream customers, conventional grains are being replaced by alternatives.

Quinoa is a grain-like product that does not belong to the same family as wheat, corn, barley, oats and other cereals, making it popular among people who suffer from allergies and celiac disease or those simply including it as a healthy, easily digested addition to meals.

• Chia seeds are available in white and black varieties but there is little difference in their nutritional value.

• Chia seeds may be soaked for a few minutes before eating to develop their gelatinous nature, but they don’t need to be.

Cultivated in Peru, Ecuador and Bolivia for thousands of years, quinoa is related to the same family as spinach and beets. It is packed with minerals and fibre, and contains all of the essential amino acids so it’s considered one of the few complete vegetarian proteins. It’s a good source of iron, calcium, vitamins B and E, magnesium and manganese. (www.livestrong.com)

Retailer tips

• Although white quinoa is the most common, red, black and purple quinoa are gaining ground as “gourmet” varieties.

• Many customers are asking for organic quinoa.

• Quinoa has a naturally bitter outer layer that protects it from pests, much of which is removed through processing. Rinsing seeds before cooking will help eliminate any residual bitterness.

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feature NOT HOT

Açai berry

The açai berry, from a species of palm native to Central and South America, may be one of the most nutritionally complete foods. It’s packed with vitamins, antioxidants, amino acids and fatty acids. (www.mayoclinic.com) Clinical studies suggest acai berry may benefit the cardiovascular system, digestive organs, brain, blood and tissues. Açai is available in juice, capsules and frozen purée.

HOT

Coconut palm sugar

Coconut palm sugar is made from the sap of cut flower buds of the coconut palm. It should not be confused with palm sugar, made from the sap of different types of palm tree branches (date palm, sugar palm, Palmyra palm).

The popularity of this dark-purple berry waxes and wanes.

“Trends are exactly that—just trends,” according to Brent Coons of market research firm Spins (2011 CNBC interview). “Açai was hot when it was new and especially when it crossed over to mainstream [grocery stores]. It is still a highly valued commodity fruit with good health benefits, but its buzz has tapered off.”

Retailer tip

Coconut palm sugar is one of the lowest glycemic index sweeteners on the market, and is mostly sucrose (rather than fructose, which has brought some controversy to fructose-based agave syrup). The number of calories in coconut palm sugar is almost identical to brown sugar, and is thought to have a richer taste. Coconut palm sugar is reported to be higher in various minerals including nitrogen, phosphorus, potassium and magnesium than honey, agave and maple syrup. (www.nutritiondata.com)

• To gain acai’s full benefits, consumers are now looking for 100 per cent juice containing at least 30,000 mg of açai per ounce.

Some coconut farmers in the Philippines are converting their coconut trees into coconut sugar production. A report in the Manila Bulletin stated “The Philippine Coconut Authority (PCA) will aggressively promote export of coconut sap sugar, popularly called ‘coconut sugar’, aimed at getting a bigger share of a billion-dollar alternative sweetener market.”

Noni juice, derived from a fruit grown in Tahiti, Asia, Australia, South America and the Caribbean, has long been used by folk medicine practitioners to treat every ailment under the sun. It has been reported to have antioxidants, alkaloids, enzymes and dozens of nutrients that help to boost energy. (www.caoh.org) However, its health claims lack research.

Retailer tips

• It is important to note that coconut palm trees cannot produce both coconuts and coconut palm sugar. After the sap is collected from the flower bud meant to eventually form a coconut, that bud can no longer produce a coconut. This means that production of healthy products — coconut oil, dried coconut and coconut flour — may be affected for the sugar trend.

Noni juice

“The benefits of noni juice are very much based on hearsay evidence; there isn’t much hard science behind its helping with things like cancer, high blood pressure or diabetes,” says Chang.

Retailer tip

• Noni juice may pose problems for customers with kidney disease and those who must restrict their potassium intake. It’s also high in sugar, a consideration for diabetics.

Winter 2013 • IHRmagazine.com

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feature

LATHER UP Shampoo bars are bucking the liquid trend, offering stellar hair care in solid form

By Noa Glouberman

Move over soap; there’s a new bar in town.

Besides being good for virtually every hair type, solid shampoo bars provide myriad benefits that extend far beyond the shower.

“People are talking about them on blogs and forums,” says Michelle Burns of Marylandbased Mystic Water Soap. She believes the increasing popularity of shampoo bars is due to a “public desire for more ‘natural’ products and simplicity.”

“More people are concerned about the environment and looking for products with minimal packaging,” she says. “Also, some customers have had better results with shampoo bars than with their old shampoos.”

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feature E f f ec t i ve

Whether hair is dry, damaged, oily or thinning, there’s a shampoo bar for it. From moisturizing bars containing coconut milk (said to have anti-frizz properties) to dandruff-fighting formulas with basil and rosemary, solid shampoos address a range of “stress-ful” issues.

“Get your hair completely wet, then simply rub the bar directly into your hair until you get the lather you desire,” instructs James Liggett of New Hampshire’s J.R. Liggett Ltd., which produces an “old-fashioned” bar shampoo that works on all hair types. “It removes the dirt, grime and excess oils … to keep your skin, scalp and hair in a naturally healthy state.”

He adds that, for this reason, “people also often find they can extend the time between shampoos. It stabilizes oil production by not stripping all the natural oils from your hair each time you wash it.”

N a t ural

Most artisanal shampoo bars are made of plant oils, exotic butters, herbs and other natural ingredients. (Burns even adds a touch of honey to her bars, to give them a hint of colour and increase their lather.)

According to Chagrin Valley Soap & Salve Co. in Ohio, commercial shampoos may include chemical detergents and extra preservatives to increase their shelf life. Its solid bars “only contain the ingredients that they need.”

“Most over-the-counter shampoos are 97 per cent water,” explains general manager Sam Friedman. “Once water is added to make a liquid shampoo, it is almost impossible to create an all-natural product and still keep the bacteria and mould out. That is why we make solid shampoo bars — no need for chemical preservatives.”

C onven i en t

Much of the beauty of solid shampoo lies in its convenience, with many bars doing double or even triple duty.

“Our lathering shampoo bars can double as body soap and shaving soap, which makes them great for camping, airline travel, business trips and the gym,” says Friedman. “One shampoo bar can do it all.”

“It can also be used… while travelling to wash undergarments, thus lessening the amount of ‘stuff’ you have to carry,” adds Liggett. “Also, most people do not need a conditioner since our shampoo does not strip all the natural oils from your hair.”

Conditioners, however, are also available in solid form.

Chagrin Valley Soap & Salve makes a two-in-one bar that contains unrefined cocoa, shea and mango butters to provide extra moisture and nourishment to processed and heat-treated hair.

E nv i ronmen t al

A fourth boon is the minimal impact most shampoo bars make on the environment.

“This little shampoo bar will last up to five times longer than conventional liquid-style shampoo, and there is no plastic bottle to throw away afterward,” says Friedman. “Conditioner is not usually needed either, and that’s another plastic bottle saved.”

When asked why consumers should switch from liquid shampoo to bars, Burns says, “There are several good reasons: ease of use, less expense, portability, effectiveness, minimal packaging. In short, anyone who is willing to try something new and wants to simplify their hair-care routine while also probably saving some money might want to consider trying a shampoo bar.”

Retailer tips

✽ Be skeptical of a company that claims the bars have medicinal qualities or advertises that a shampoo bar will restore colour to grey hair. ✽ A standard shampoo bar equals about three 250 ml bottles of liquid shampoo, and lasts for 50 to 80 washes (on average). ✽ Suggest them particularly to male customers — who are quickly adopting bars since they are often less shampoobrand conscious than women (that may be influenced by their salon stylist) and seeking more convenient ways to wash hair daily in the shower. ✽ Between washes, solid shampoo should be kept in a cool, dry place. Customers may be interested in purchasing a specially shaped tin or drying rack for this purpose. ✽ Customers who travel frequently will be interested to know that, unlike liquid shampoo that’s subject to a 100 ml maximum, solid shampoo can be carried onto an airplane without issue. ✽ Shampoo bars may not be ideal for infants and young children due to the possibility of soap getting into the eyes. ✽ Consider carrying solid shampoo for pets. Chagrin Valley Soap & Salve makes a “honey and oats” bar for dogs that helps repel fleas and ticks. ✽ Using an optional apple cider vinegar rinse (one or two tablespoons to about a half-litre of water) after shampooing with a bar can remove remaining traces of soap.

Winter 2013 • IHRmagazine.com

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ARE YOU ‘LEANING FORWARD’ WITH YOUR MARKETING TOOLS? Are you looking forward with your marketing, and trying novel techniques? Where do you rate yourself (your brand/company) on a scale from 1 to 10, 1 being a dinosaur stuck in the past, and 10 being a bold innovator that tries new techniques? by kurt frenier

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There is a lot of uncertainty when it comes to social media, engagement models, experience- and engagement- marketing: there is new terminology with dazzling depth, variable measurement systems, and ROI that is unclear. And where there are wins, there are just as many failures. This makes it very uncomfortable for those lagging behind, and for those stuck in GRP-thinking (or gross rating point, measuring the audience reached by a specific advertising/media vehicle).

However, it is important to at least “lean forward” and pull some futuristic tools into the current marketing mix.

Experiment instead of waiting for all of their uncertainty to clear. Why? Because your consumer is already there.

The world has changed. It is important that businesses and brands grab the bull by the horns.

B e c o n f i d e n t . B e d ari n g .

B o l d l y go where n o m a n ha s go n e be f ore .

Brands that do will be recognized and will learn and adapt faster in the new world paradigm. As a marketing executive, and senior director of beverages for PepsiCo in Dubai, I, too, must do this.

W here to s tart ?

Put dedicated resources behind one or more of the ideas listed under the“Bold Ones”category in the diagram. But don’t confuse any of these new concepts with your core capabilities, beliefs and processes, or take finances or manpower away from these to do them.

See d i n g : m o n e y

Dedicating 5 per cent of your advertising/marketing dollars to new marketing can go a long way. And the risk of that amount not doing what it needs to in the first year you launch it – as you discover the tricks – isn’t going to be a make or break business investment.

E d u c ate e m p l o y ee s

Start educating your organization about the future because new marketing techniques are here to stay. Social media needs to become a core skill; it will largely replace current tools to reach and interact with consumers. Make an education plan.

Winter 2013 • IHRmagazine.com

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IHRmagazine.com • WINTER 2013

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Columnist K en Va n n u cc i

Merchandise manager for London Drugs and a social media advocate.

A Customer Service Disaster in the Making?

By K en Va n n u cc i

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ken’s kool

This column is about the recently resolved NHL/NHLPA dispute, but it’s also about customer service and retail.

Despite the dispute being over, I still want to make two things clear: the owners of NHL teams deserved the lion’s share of the rewards because the financial risk was all theirs. They spend hundreds of millions of dollars on teams, and should not have to feel guilty or remorseful for making obscene amounts of money since it is their money.

The players also deserved more because without their skill set and playing abilities, investment into a team is pointless; there is no ROI without the players. It’s because of the players that the stadiums fill up with everyday folk who attend games, buy TV sport packages and wear team jerseys, proudly, even as they try to emulate the stars on the ice.

So there you go – wow – they were both right. What the owners and teams had forgotten about, once again, was those who lost in the deal. Contrary to what either side argued, it wasn’t them.

The ones who lost were — again, are — the fans, and the bars, restaurants, sports stores that survive on the entertainment that hockey provides. It’s the most important people, bar none: THE CUSTOMERS. Forgot about them, did we?

I write this from a fan’s perspective and from a retail perspective and from a customer service perspective.

Speaking here as a company representative: If my vendors and I treated our customers the way we (the customers) were treated by the NHL and the NHLPA, we (my company) would have been out of business in no time. In our industry, customers don’t sit on the sidelines and wait for us to get them the product they want.

I answer not to my bosses, vendors or staff, but to the final end user of my own and my vendors’ efforts: the consumer.

The NHL and the NHLPA forgot that group, which is the real royalty of retail, including that of Professional Sport.

They forgot that the product they put forth is “bought” by consumers. No one in that industry seemed to remember, or care about, the millions of people that need this sport for their livelihood and/or for their personal enjoyment.

Sport is no different than any other commodity carried in a store. If we don’t carry toilet paper (or the right supplement), customers will go to another retailer that does stock it. If we have an untidy store or treat people poorly – provide a lousy shopping experience – then they will walk.

The NHL and the NHLPA assumed that consumers were either not important or that we really did not fit into their equation or that we are blindly stupid and that no matter how poorly they treat us, we will always run back. Who cares about us when there are millions of dollars at stake for themselves? We were not even considered until media interviews when both sides remembered that we were getting poor service – or, in fact, no service at all.

D o we customers consider that we are important or have a sta k e in the g ame ?

Now that we are post-strike, my hope is that the consumer, who has been so poorly served for so many months, does not forget the experience. I hope that the collective memory of fans shows itself, and that the stadiums suffer a brief bout of emptiness and under-attendance.

Since they don’t care about us now, maybe we will get our say and we will get to display our “gratitude” now that they’re back in the game. When you so unabashedly and callously forget about the needs of your consumers, you don’t deserve to keep them.

I consider what the reaction and response would be if we treated our customers – or, the very people who work within the NHL and NHLPA – the way that we were, and are still, treated by these folks. For all of us who sell a product, it’s a good lesson in what not to do.

Winter 2013 • IHRmagazine.com

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E ATUR FE EW N

MIGHTY MUSHROOM The popularity of chaga mushroomed in 2012 B y N o a G l o u be r m a n

If you’re not yet selling chaga mushroom, called a “Gift from God” by Siberians and “Diamond of the Forest” by the Japanese, chances are that you’ve at least heard about it. The popularity of this wild fungus, formed beneath the surface of a host tree (usually birch) has skyrocketed in the past year.

Here, manufacturers, suppliers and retailers discuss chaga:

W h at i s i t ?

Its crusty black mass or “conk” formation with a foamy yellow-orange interior is often called a “mushroom,” but it’s actually a fungal body that precedes the organism’s spore-forming stage. David Wolfe, author of the new book Chaga: King of the Medicinal Mushrooms, writes, “Chaga constitutes perhaps the greatest storehouse of medicinal healing properties of any single mushroom — or any herb, for that matter.” Gregg Elias of California-based Essential Living Foods, which sells organic chaga mushroom powder, agrees: “It is so powerfully life enhancing; I take it every day.”

H o w i s i t s o u r ced ?

Wild chaga grows in Russia, Europe, the U.S. and Canada.

It is harvested from living birch trees and dried before being distributed. Approximately five in every 20,000 trees will grow the fungus naturally.

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I s i t s u s ta i n a b l e ?

It is if it is harvested responsibly. Josh Antonik, Sales Team Leader at North American Herb and Spice, states that the company works with loggers who are already chopping birch trees down to collect wild crafted chaga that would normally be thrown away.

It is harvested from Canadian and Russian trees for that company’s line of products. Antonik explains that the chaga actually has a healing effect on the tree, acting much like a bandage, not killing it as some fungus does. He adds, “It is no good for anyone if it is overharvested.”

Terry Willard states that Wild Rose gets chaga for its products from Siberia because it is certified organic.

There, 20 per cent of the chaga is ground up and returned to the soil beneath trees that have the growth.

Since the growth is so rare, trees are purposely wounded at convenient (and not detrimental) locations to grow the mushroom. It takes two to three years for the fungus to grow.

Is it new?

North American interest in chaga was sparked in the 1960s, after Nobel laureate Aleksandr Solzhenitsyn wrote about its benefits in his book, Cancer Ward. It has been wild-harvested in Siberia since the 70s for anti-cancer pharmaceuticals. In China and Siberia, the mushroom has been used for thousands of years to promote longevity. There is also evidence of its use as a remedy for cancer, gastritis, ulcers and tuberculosis in 16thcentury Europe.

W h at ’ s i n i t ?

Elias points to chaga’s high levels of anti-cancerous and immune-boosting beta-glucan polysacchariudes for its immune boosting action. It also has and stress-protective adaptogens, and sterols and triterpenes that aid digestion and detoxification. The mushroom boasts vitamins, minerals and amino acids, and also takes inedible medicinal properties from its host tree (like tumour-inhibiting betulinic acid, found in birch bark) and converts them into something we can ingest.

W h at d o e s i t d o ?

Chaga has been found in scientific research to boost immunity, lower stress, balance blood-sugar and treat cancer. According to Wolfe, the mushroom may be used to soothe pain, decrease inflammation, and fight viral infections (like flu, herpes, hepatitis and HIV). It also purifies the blood and balances blood-sugar.

It may delay the growth of certain tumours, promote cardiovascular health, calm the nervous system, and help lower cholesterol.

How is it sold?

Chaga was traditionally brewed as a tea, and is commonly sold in superfood powder form that’s used as a supplement that can be added to foods: chocolate, shakes, sauces and soups. Antonik says North American Herb and Spice now has eleven chaga products that include three teas, two skin creams, an emulsion, sublingual drops, capsules, syrup, concentrated “strength” liquid, and a new raw food treat called Chaga Chunks that combines it with raw cacao. Since its delivery system is increased with steaming, adding it to tea or coffee may actually increase its efficacy, says Willard.

Ar e t h e r e d i f f e r e n t qualities?

“Many suppliers can’t guarantee the genetics or even the purity of the mushrooms they’re selling,” says Elias, adding that retailers should look for certified organic or wild-crafted chaga with no cracked spores. “It’s important to get it in its most natural form so that all of the enzymes and metabolites that are expressed by the mushroom are maintained.”

Antonik says the company takes chaga only from trees that are freshly cut because if the tree is dying, then the chaga will be, too. Only ones that are a significant size are taken, five years old or older, because the symbiotic relationship with the tree takes that long to mature, enabling the fungus to draw more nutrients from the tree.

ingredient review Because it is rare, chaga can also be manmade cultivated in laboratories.

This is promoted to have similar antioxidant effects to its wild cousin, but companies that use the natural ingredient disagree, and stay with the natural fungus.

R e ta i l e r r e s p o n s e ?

Parul Schah, manager at Healthy Planet in Markham, ON, says that the retailer’s seven stores carry all of North American Herb and Spice’s chaga products. They sell particularly well after informational lectures given at the store, and to specific people who have researched it online and come in looking for it. Schah says they recommend it to customers for cancer treatment and increased energy, but since chaga products are higher priced, they are not selling in volume.

Willard says Wild Rose Chaga Super Food is now the company’s third topselling product, and Five Mushroom Blend which contains chaga is the second to top-seller. Willard says it’s the best tasting mushroom available, which increases positive response and sales. Elias says, “It has a wonderful, mild, almost woodsy flavour, slightly smoky, that really doesn’t need any sweetener.”

Costs?

Chaga is fairly expensive because it is rare. And it has doubled in price as an ingredient for suppliers in the past year due to publicity, partly because David Wolfe’s new book increased demand, says Willard.

H o w q u ic k l y d o i t s h e a lt h b e n e f i t s w o r k ?

Elias says that the speed of chaga’s efficacy depends on several factors, the most important one being the user’s health. “I don’t know hard facts, but people who’ve tried it have told me that their mood improved almost immediately, they had more energy and even their skin cleared up in a short amount of time.”

Winter 2013 • IHRmagazine.com

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research news

ZINC

GLYCEMIC INDEX

Z i n c s t i l l t h o ug h t

Hig h g l y c e m i c i n d e x

to h e l p t r e at t h e

m ay i n f l u e n c e b r e a s t

common cold

A review was conducted to evaluate the efficacy and safety of zinc to treat the common cold. Results were reported in the Canadian Medical Association Journal in 2012. Databases and studies published up to September 2011 were searched and 17 randomized trials comparing oral zinc with a placebo or no treatment were included.

Compared to a placebo, subjects receiving zinc tablets had a shorter duration of cold symptoms; however, there were many incongruous aspects of the study and subjects (including ages, doses of zinc and zinc formula).

Zinc shortened the duration of cold symptoms in adults, but no significant effect was seen among children. The occurrence of adverse effects, bad taste and nausea were more common in the zinc group than in the placebo group. The published results therefore said that oral zinc may help relieve cold symptoms, but higher-quality trials are needed. (CMAJ. 2012 May 7.

PMID: 22566526)

cancer

A high glycemic index (GI) or glycemic load (GL) diet may increase breast cancer risk.

A study was conducted in 2012 to find any association between a high glycemic diet and breast cancer in Italians. The study, reported in the journal Nutrition, Metabolism and Cardiovascular Diseases, looked at results from the large research survey called the European Prospective Investigation into Cancer and Nutrition (EPIC).

Women were recruited from 1993 to 1998 throughout Italy and questionnaires were completed. Their GI was estimated from food they had eaten, and the association between breast cancer and carbohydrate intake was evaluated.

During 11 years of follow-up, 879 breast cancer cases were diagnosed. High Glycemic Load was associated with increased breast cancer risk, whereas Glycemic Index and total carbohydrates had no influence. Factors like menopause or body mass index weren’t considered, but the study’s authors concluded that a diet high in GL may play a role in developing breast cancer, at least in Italians. (Nutr Metab Cardiovasc Dis. 2012 Apr 10.

PMID: 22497978)

FERMENTED FOODS Fermented foods can help lower cholesterol

A study suggests that lacto-fermented foods like sauerkraut, pickles, brined olives, Korean kimchi, Nigerian ogi, kefir and some cheeses can help lower cholesterol.

A group of 60 candidates ages 18 to 65 with high cholesterol participated for 12 weeks in a random, double-blind study to test the effectiveness of three strains of the probiotic Lactobacillus plantarum (CECT 7527, CECT 7528 and CECT 7529). The test group received one capsule daily containing 120 billion viable L. plantarum strains, and the placebo group consumed a similar capsule without the probiotic. The data indicated a 13.6 per cent drop in test participants’ cholesterol levels in comparison with the placebo group. The test group was broken into higher and lower cholesterol levels, where the higher level group actually recorded a 17.4 per cent drop in total cholesterol. The lower cholesterol group measured a 9.4 per cent drop.

The authors of the study, reported in nyrnaturalnews.com in November, concluded that the L. plantarum probiotic was most effective for those with the highest risks of heart disease and stroke associated with metabolic syndrome. While the data is promising, the probiotic used, Lactobacillus plantarum, was much higher than found in lacto-fermented foods.

In another 2012 study published in the British Journal of Nutrition, cholesterol-lowering effects were found in yogurt with Lactobacillus reuteri.

In the study, done by Department of Biomedical Engineering and Physiology, Faculty of Medicine, McGill University and headed by ML Jones, 114 subjects completed a double-blind, placebo-controlled, randomized trial. Results showed that taking microencapsulated BSHactive Lactobacillus reuteri yogurt is effective and safe for lowering LDL cholesterol and non-HDL cholesterol in people who have high cholesterol. (Br J Nutr. 2012 May;107(10):1505-13. Epub 2011 Nov 9) http://www.nyrnaturalnews.com/diet-2/2012/11/lowering-cholesterol-with-fermented-foods/

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VITAMIN C

OBESITY

Baby can suffer if

Hip circumference

a mother has low

i s a s s o c i at e d w i t h

v i ta m i n C d u r i n g

pre menopausal

pregnancy

breast cancer

In a November, 2012 study, University of Copenhagen scientists found that vitamin C deficiency in expectant mothers can affect the baby’s brain development. And once brain damage has occurred, it cannot be reversed by vitamin C supplements after birth.

The guinea pig research, published in the scientific journal PLOS ONE, found that even marginal vitamin C deficiency in the mother stunts the fetal hippocampus, the important memory centre, by 10-15 per cent, preventing the brain from optimal development.

Scientists had previously believed that mothers could protect their unborn babies through supplementing with the vitamin, but this study shows that this is not the case if the mother’s diet does not have enough vitamin C. Population studies show that 10 to 20 per cent of all adults (especially those with poor nutrition habits) suffer from vitamin C deficiency. Although the average recommended adult dosage is 1000 IU, pregnant women may need at least three times that much.

Smoking and alcohol deplete vitamin C reserves, and contraceptives, antibiotics, antidepressants and steroids interfere with vitamin C absorption. (www.sciencedaily.com/releases/2012/11/121116085629. htm)

In a wide scale 2012 study published in the British International Journal of Obesity, women’s measurements were taken to evaluate any correlation with body size and breast cancer risk. Women’s hip circumference, waist circumference, waist-tohip ratio, height, weight, and body mass index were measured along with menopause- and cancer hormone receptor-status.

Data from 63,726 French European women was analyzed; 1,887 breast cancer cases were diagnosed during follow-up. Among postmenopausal women, the risk of Estrogen Receptor+/ Progesterone Receptor+ breast cancer increased with increasing weight, BMI, hip and waist size. However, no association was seen with Estrogen Receptor-/Progesterone Receptor- breast cancers.

Among premenopausal women, hip measurement was the only factor found to be associated with an increased risk of ER+/PR+ breast cancer and of ER-/PR- breast cancer. The association with hip size was a factor regardless of waist size. Therefore, large hips in premenopausal women may be used to help in identifying specific risk factors. (Int J Obes (Lond). 2012 Mar;36(3):431-9. PMID: 21427693)

SOY PRODUCTS Soy doe s not decre a se onse t of menopausal hot fl a she s

Investigators at UC Davis Department of Public Health Sciences in California found that eating soy products such as soy milk and tofu did not prevent the onset of hot flashes and night sweats as women entered menopause. The current study included more than 1,600 women. The article, titled “Phytoestrogen and Fiber Intakes in Relation to Incident Vasomotor Symptoms: Results from the Study of Women’s Health Across the Nation,” will appear in the March 2013 print issue of Menopause: The Journal of The North American Menopause Society.

The study analyzed data from the Study of Women’s Health Across the Nation (SWAN), which followed over 3,000 premenopausal and early perimenopausal women for 10 years.

Women answered detailed questionnaires about dietary habits at baseline, year five and year nine, and the frequency of menopausal symptoms including hot flashes and night sweats. Ellen Gold, lead author of the study and professor at UC states, “Unfortunately, based on our study, soy-related foods did not turn out to be the magic bullet to relieve menopausal symptoms.”

The study provided more detailed dietary information and on a large number of women from different racial and ethnic groups than any previous study. The main dietary factor of interest in this study was phytoestrogens – plant-based estrogens with a chemical structure similar to estrogen believed to mimic the effects of the female hormone. Since estrogen levels drop during menopause, the investigators hypothesized that a diet high in phytoestrogens should reduce menopause symptoms. (http://naturalhealthcare.ca/nutrition_news. phtml?id=4405&sac=view)

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advertorial

Natural Health Product Labels A Guide For You And Your Consumers

by MICHAEL DESLANDES, Biologist

In the last few years I have been surprised to observe that few people know how to decipher the information on natural health product labels. When you really think about it, it’s somewhat normal: the content on the labels is often confusing and the different ways of writing the active ingredients and their dosages is enough to make even the most dogged of curious readers give up.

In the following, you will find some essential information to share for a better understanding, accurate comparing and informed decisions making.

C O M PA R E T H E C O N C E N T R AT I O N S Note: On certain labels you will find the products concentration indicated per 5 ml, others per 10 ml or even per 15 ml. 10 mg of an active ingredient/10 ml VS 10mg of the same active ingredient/5 ml is not the same.

You will need to convert the concentrations to a common value, for example: per 10 ml: 10mg/10 ml vs 20mg/10 ml.

COMPA RE PRIC E S The simplest method is to calculate the price per daily minimum dose. Keep in mind the concentration.

For example: a package of 250 ml with a daily dosage of 10 ml will give you 25 doses. On the other hand, a package of 250 ml with a daily dosage of 15 ml will only give you 16 doses.

If both products cost $20, it will cost $0.80 per dose for the first one and $1.25 per dose for the second. It may seem like a small difference but for a product that is to be used daily, it represents a total of $164.25 per year. Money that won’t be spent on other items.

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P H O N E Y C E R T I F I C AT I O N Often, companies mention quality certification for their products or specific ingredients. Did you know that many of these certifications are phoney? They are sometimes issued by the manufacturer itself or by the ingredient’s supplier.

When you see one of these certification stamps on a product, be cautious and verify that it has been issued by a neutral and reputable organisation.

B E WA R E O F T H AT T R A D E M A R K You have probably seen many products that have a label with a proprietary blend of some kind listed in their ingredient list, often this proprietary blend is under a trademark. Trademark has nothing to do with science it is only what it is: A Name! It is use to trick the consumer in believing they are buying a serious product when in fact Companies are hiding information about the real amount of each ingredients. As a rule, stay away from product with confusing information.

To use the proper supplements, it is important to be informed. It is often necessary to confirm or complement the information obtained with other sources. Consult certain Internet sites but with caution, not everything that is on the web is necessarily true. Contact the companies by telephone or their website. Serious companies, usually have a multi disciplinary team composed of many scientists (naturopaths, biologist, biochemist, chemist, microbiologist) that have all of the required knowledge to adequately inform you.

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research news

ANTIBIOTICS

SAW PALMETTO Sa w p a l m e t t o s a f e

Antibiotics not

for men with

a p p r o p r i at e f o r

urinary ailments

t r e at i n g a s i n u s

Saw palmetto, a supplement taken to alleviate enlarged prostate symptoms, has shown to be safe in a new study.However there is still debate as to its effectiveness.

Two recent clinical tests a Northern California Kaiser Permanente headed by research scientist Dr. Andrew L. Avins discovered the fruit extract had no better results than sugar pills for symptoms of benign prostate hyperplasia (BPH), but is still widely used.

The team studied data from one of the clinical trials sponsored by the US Government involving 369 men with BPH who took either saw palmetto or a placebo to assess a possible risk of side effects.

Reported in Journal of Urology in October 2012, researchers found that while urinary symptoms seemed to improve after 18 months, there was no difference between saw palmetto and the placebo. However, Avins’ team also found the risk of side effects was no greater with the supplement over the sugar pill. Consulting with a physician is still recommended before taking saw palmetto. (http://bit.ly/Vk83Ir Journal of Urology, October, 2012)

infection

Although evidence to support using antibiotics for rhinosinusitis (inflammation of the nasal passages and sinus cavities) is limited, antibiotics are commonly used. A 2012 study, published in the Journal of the American Medical Association, was conducted to determine the effect of amoxicillin (a common antibiotic) compared to just treating the symptoms (runny nose, congestion, nasal drip, facial pain) for 166 adults with acute rhinosinusitis.

(Acute means short duration.)

A ten-day treatment of either amoxicillin or placebo was administered along with treatment for pain, fever, cough, and nasal congestion to be used as needed. In the randomized, placebo-controlled study, the average change in outcome was not significantly different at beginning stages (day three) or after the treatment; although at day seven, results slightly favoured amoxicillin. The authors concluded that amoxicillin did not reduce symptoms after three days for those with acute rhinosinusitis, which is caused by allergies or infection.

(JAMA. 2012 Feb 15;307(7):685-92. PMID: 22337680)

ESSENTIAL FATTY ACIDS Healthy fats essential for healthy babies

A 2012 study in the British Journal of Nutrition found that a woman’s consumption of fatty acids, including omega-3s, decreased her child’s chance of specific allergies including allergic rhinitis, wheezing and atopic eczema or hay fever. (2012 Aug;108(4):720-32. doi: 10.1017/S0007114511005940) The study from School of Health Sciences, University of Tampere, Finland showed that a high consumption of butter and higher ratio of omega-6, typical in Western diets, increased the risk of allergic rhinitis, and the consumption of total polyunsaturated fatty acids and alpha-linolenic fatty acids, typically found in fish, had the opposite effect. The study, called “Maternal intake of fatty acids during pregnancy and allergies in the offspring,” was led by researcher BI Nwaru.

A second study in the Journal of Nutritional Science, published in the UK’s Daily Mail newspaper found that fatty acids in milk and dairy products carried the same allergen risks as a high fat diet. Babies of mothers who consumed whole milk were much less likely to develop allergic rhinitis, and those babies of mothers who consumed semi-skimmed milk up to five times a week increased their risk by 8 per cent.

Similar findings were true of mothers who ate more than a single serving of low-fat yogurt per day. In this Harvard School of Public Health study, more than 60,000 women were quizzed on their eating habits while pregnant. The study showed that 21 per cent of babies of mothers who ate low-fat yogurt were more likely to have a child with asthma by age 18 months; by age seven this statistic soared to 60 per cent.

Since pregnant women are asked to limit their fish intake (due to worries about mercury), it is unlikely that they are getting the recommended amount of omega-3s essential to healthy child development. Organic whole milk, unrefined plant oils, supplements, raw nuts and seeds are great ways to consume the right amounts. (http://www.nyrnaturalnews.com/pregnancy-2/2012/10/healthy-fats-in-pregnancy-protect-againstchildhood-allergies/; http://www.dailymail.co.uk/health/article-2038431/Mothers-low-fat-yoghurt-pregnancy-likely-asthmatic-children.html)

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AROMATHERAPY

SOFT DRINKS

A r o m at h e r a p y

S o f t d r i n k s l e a d to g r e at e r

m ay p r e v e n t h e a r t

stroke risk in women

disease

A December 2012 study published in the European Journal of Preventive Cardiology found that aromatherapy used for stress relief may reduce the risk of cardiovascular disease. This may be due to the smells’ beneficial effect on heart rate and blood pressure.

The research, led by Dr. KaiJen Chuang, Taipei Medical University in Taiwan, studied 100 young men and women exposed to aromatherapy once a week for three weeks. Pure bergamot oil was vaporized for one hour in a study room. After two hours, the volunteers’ resting heart rates, systolic blood pressure and diastolic blood pressure were taken. The essential oils’ volatile organic compounds (hundreds of aromatic chemicals) in the room were also documented.

Results showed the study room’s VOC level was definitely associated with reduced blood pressure and heart rate for between 15 and 60 minutes after the start of exposure. However, exposure to the aromatherapy for over an hour increased heart rate and blood pressure, indicating that specific lengths of time of the scents have different impacts on the body. (Reported in NaturalNews.com, December 2012, using www.ncbi.nlm.nih.gov/pubmed/22612017)

Consuming just one soft drink per day can increase the risk of stroke in women.

Japanese researchers studied nearly 40,000 men and women over an 18 year period, comparing their risk of both ischemic and hemorrhagic strokes to their intake of sugar-sweetened pop and juice.

(The study didn’t include diet pop or 100 per cent fruit juice.) The participants were placed into four groups based on the amount of soft drinks they consumed.

The findings of the 2012 Graduate School of Medicine, Osaka University study were published in the American Journal of Clinical Nutrition. They showed that the women who drank soft drinks almost every day had a 21 per cent greater risk of stroke compared to the group who rarely consumed soft drinks. Those women also had an 83 per cent higher risk of ischemic stroke, which is a result of constricted blood flow through the arteries caused by plaque build up. There was only a slight increase in stroke risk for men, and no increase in the risk of ischemic heart disease.

The U.S. Nurses’ Health Study involving more than 120,000 men and women also found an increased risk of ischemic stroke from drinking pop every day. The 2012 study, published in American Journal of Clinical Nutrition, also determined drinking more than one soft drink per day led to higher rates of blood pressure and overall unhealthy lifestyles. (“Soft drinks, aspartame, and the risk of cancer and cardiovascular disease” Am J Clin Nutr 2012 96: 1249-1251; http://www.nyrnaturalnews.com/ diet-2/2012/11/a-soda-a-day-raises-stroke-risk/)

VITAMIN C & BETA- CAROTENE V i ta m i n C a n d b e ta- c a r o t e n e d e f i c i e n c i e s i n d e m e n t i a

Research from the University of Ulm in Germany suggests the onset and development of dementia may be influenced by reduced intake of vitamin C and beta-carotene. It might therefore be possible to influence the development and the course of the disease through diet and supplementation.

Findings published in the Journal of Alzheimer’s Disease showed mild dementia sufferers had a lower blood-concentration of the antioxidants than healthier individuals. The 2012 study headed by was comprised of 74 Alzheimer’s patients and 158 healthy individuals between the ages of 65 and 90 that underwent neuropsychological testing, blood analysis, and a lifestyle questionnaire.

Researchers, headed by Christine A.F. von Arnim from the Department of Neurology, discovered significantly lower concentrations of vitamin C and beta-carotene among Alzheimer’s patients.

However, blood levels of other antioxidants, such as vitamin E and coenzyme Q10, did not seem to make a difference, even when taking lifestyle factors into consideration. (Journal of Alzheimer’s Disease, Volume 31, Number 4 / 2012) Alzheimer’s is a neurodegenerative disease that results from brain protein amyloid beta clumping together and blocking synapses, which are the means of communication between brain cells. Cell structure degeneration and the release of free radicals through oxidative stress are other contributing factors. Antioxidants may protect against this neurodegeneration.

All fruits and vegetables contain vitamin C, especially citrus and tropical fruits, leafy greens, peppers and broccoli. Beta-carotene, which the body uses to produce vitamin A, is highest in bright red, orange and yellow pigmented fruits and vegetables. (http://www.nyrnaturalnews.com/diet-2/2012/10/dementia-sufferers-are-low-in-vitamin-c-and-beta-carotene/)

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advertorial

Not all cultured products are created equal

Consumers are proactively seeking healthier food choices including cultured products such as yogurt. From 2005 to 2010, average yogurt consumption has been growing 22% per year per capita*. So may even refer yogurt as “the food of the decade”** There is also a lot of innovation in the yogurt category.

Dairy-free cultured products, for instance, have come a long way. Five years ago, when we hear dairy-free and dairy-free cultured products, we would only think of soy. Now, there are other dairy-free alternatives available including almond and coconut.

Coconut products have a bad reputation in the past because they are high in saturated fat. However, not all saturated fats are created equal. Coconut fat, for example, is naturally high in saturated fat and it is good for you. Almost 50 percent of the fat in coconut is consisted of lauric acid. Our body converts lauric acid into monolaurin, which has antiviral and anti-bacterial properties. Coconut is also nature’s richest source of medium-chain fatty acids. Medium-chain fatty acids are smaller molecules, are easily digested and immediately burned by our liver for energy. It actually boosts our metabolism and helps to convert our existing body fat for energy.

Yoso has been an innovative small Canadian family business in the dairy-free cultured product category in past ten years. Yoso was the first to introduce a prebiotic cultured soy product line made with organic soybeans in Canada.

Recently, it has introduced a new premium creamy cultured coconut line based with pure organic coconut. The biggest difference in their newest product line compared to other brands is the texture! It is super creamy! (*): Statistics Canada, 2012. (**): The culture of yogurt, Montreal Gazette, Nov 8 2012

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Which category best describes your business classification? m health and diet foods-retail m pharmacies-retail m naturopathic physician m holistic practitioner m homeopathic practitioner m vitamin store m grocery-retail m chain-retailer m manufacturer/distributor m other

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1135-13560 Maycrest Way Richmond BC V6V 2W9 PHONE: 604.288.0017 - TOLL FREE: 1.800.668.3008 FAX: 604.273.3417

EASTERN REGIONAL OFFICE 10 Four Seasons Place 10th Floor Etobicoke ON M9B 6H7 PHONE: 416.649.5735 - TOLL FREE: 1.800.668.3008 FAX: 416.649.5701

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We are considering applications for the following Management position at various locations in Ontario, Quebec and Atlantic stores

HEAD OFFICE

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Pag

We are con Managem Onta

Natural Value/ Nature’s Treasure Department Manager

Natural Value/ N

Interested candidates must be available to work varied shifts, including weekdays, weeknights and weekends on a regular basis.

Interested candid including weekday

The successful candidate will be responsible to oversee the operations of the Natural Value department including:

The successful c operations of the

• Ordering • Merchandising • Labour scheduling

• Ordering • Merchandising • Labour sched

• Ensuring budgets are met • Inventory control and selection • Motivation and development of the department team The ideal candidate will have: • Retail experience and/or education in Alternative Medicine, Herbology, Vitamins & Minerals, as well as an interest and knowledge of Food and Nutrition; • The ability to work in a fast paced environment and the ability to multitask and prioritize; • Excellent communication skills and exemplary customer service skills.

If you are interested in this opportunity, please submit a detailed resume and cover letter to:

The ideal cand • Retail experien Herbology, Vitam knowledge of Fo • The ability to w ity to multitask an • Excellent comm service skills.

If you are inte det

YOUR HEALTH CATEGORY SOURCE

Senior Category Merchandising Manager

Senior C

NEW FAX!

(905) 861-2627

ihr MARKET PLACE Regional Sales Managers

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John Tivadar - West 403.620.6950 or john@mtbi.ca

Gary Davis - East 647.962.2884 or gary@mtbi.ca Account Managers

To Advertise in Marketplace Darlene Costello - BC Mainland 604.220.2962 or darlene@mtbi.ca Anne Hume-Smith - BC Interior 250.499.9589 or anne@mtbi.ca

Mandi Zolkowski - AB & Prairies/Van Island 403.702.4324 or mandi@mtbi.ca

Call:

Thank you for your interest, however only those selected for an interview will be contacted.

CANADIAN REGULATORY SERVICES • Preparation of compliant Canadian label text for food products, supplements, skin care and drugs • Preparation of Drug Identification Number (DIN) and Natural Health Product (NHP) Number submissions • Preparation and management of GMP, SOP and Quality Control programs within the guidelines of the Natural Health Products Directorate • Formulating and contract packaging available for Canada and the U.S.A • Warehousing services and order fulfillment

SERVING THE NATURAL PRODUCTS INDUSTRY SINCE 1981 MMP ENTERPRISES LTD., 130 Industry St., Units 31-34 Toronto, Ontaro, Canada M6M 5G3 Phone (416) 604-7604 Fax (416) 604-7605

Owen Simms - BC Mainland 604.263.7140 or owen@mtbi.ca

(416) 203-7900 ext. 6126 Brian Asttaria - BC Mainland 778.938.5361or brian@mtbi.ca

Melissa Russo—Greater Toronto Area 647.382.1252 or melissa@mtbi.ca Vik Saini - South Western Ontario 519.267.2191or vik@mtbi.ca Helene Huot - Ottawa/W Que/Maritimes 613.224.4983 or h.huot@rogers.com Marjolaine Martel - Quebec 514.929.3952 or marjolaine@mtbi.ca Andrea Leduc- Quebec 514.743.6213 or andrea@mtbi.ca

MICHAEL THEODOR CHFA HALL OF FAME AWARD WINNER

HIRING DEMO STAFF Puresource Naturals is currently hiring part DEMO STAFF time HIRING demo staff for Ontario, specifically, is SW,Puresource GTA, and Natural NiagaraProducts Region.Distributor A fun and currently hiring part time demo staff for fantastic opportunity to SW, subsidize your Ontario, specifically GTA and the Niagara A fun and fantastic income!

MustRegion. have education in nutrition, opportunity to subsidize your income! Must naturopathic, or in similar alternative have education nutrition, naturopathic or similar alternative background. forward background.

Please forward Please resumes to: resumes to susan.cina@puresource.ca. emma.mcfarlane@puresource.ca.

Only qualified candidates will be contacted.

Only qualified candidates will be contacted.

Thank you for y

ihr MARKET PLACE If You’re Reading It, You Know It Works!

• Preparation of c sup • Preparation Natural Hea • Preparation and programs within t

• Formula

• Wareh

To Advertise in Marketplace

SE PRODUC

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CALLING ALL IHR READERS

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(416) 203-7900 6126 You’ve probably noticedext. a change in your magazine for the past few issues, as they’ve featured some of the top retailers in the industry.

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Puresource N time demo s SW, GTA, and fantastic opp income! Mus naturopathic background. emma.mcfar Only qualified

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NEW!

Probiotics To Go!

NEW SIZE blister-packs!

• Matches a standard antibiotic prescription • Convenient for travelling or eating out • Flexible display options • Shelf stable; No refrigeration required Anyone striving to maintain good health can benefit by keeping a large population of friendly live bacteria in the intestinal tract.

Maintaining healthy gut flora can help prevent the intestinal disturbances common to travellers, and improve symptoms associated with inflammatory bowel diseases.1 Antibiotics can cause an imbalance of intestinal microflora, leading to antibioticassociated diarrhea. Probiotic supplementation during and after antibiotic administration can re-establish that healthy balance.1,2

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1 Colombel JF, Cortot A, Neut C, Romond C. Yoghurt with Bifidobacterium longum reduces erythromycin-induced gastrointestinal effects. Lancet 1987;2:43.

2 Orrhage K, Sjostedt S, Nord CE. Effect of supplements with lactic acid bacteria and oligofructose on the intestinal microflora during administration of cefpodoxime proxetil.

J Antimicrob Chemother. 2000 Oct;46(4):603-12.

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Basics

At Aubrey, our all-natural ingredients are the heart of our simple philosophy.

Traveling, appreciating the outdoors, or just enjoying life can leave your skin looking dull and feeling dry. Our Hand & Body Lotions are a natural way to combat stressed skin with plant-based moisturizers such as aloe and shea butter. These all-natural ingredients replenish parched skin while giving you a long-term, luxurious feeling.

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