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In this 24-page issue, NBJ looks at the nutrition industry's $8.6 billion direct-to-consumer sales channels.
Excerpt from overview article:
Multichannel approach fuels growth.
A growing number of nutrition industry companies are adopting direct sales and marketing strategies, taking their
messages directly to consumers instead of relying
completely on traditional retail stores.
Moreover, many are now embracing multichannel marketing plans, including such varied approaches as television infomercials, direct-response print ads, radio advertising, catalogs and the Internet.
Overall, non-retail or direct sales amount to...
TABLE OF CONTENTS:
Direct Sales Overview ................. 1-5,21
Internet retailing rebounds: Health, fitness and nutrition sites generate heavy traffic ........... 6
Drugstore.com grows Nutrition & Wellness category to 20% of OTC sales .......................... 8
Naturalist.com revamps MotherNature.com and reclaims position as a leading seller of
dietary supplements on line ................................................................................................... 10
Activated Holdings acquires Shaklee Corp. and Shaklee Japan from Yamanouchi
Pharmaceutical. New CEO has ambitious goals for the network marketing company .......... 11
Multilevel marketers enjoy strong global growth and improving U.S. sales ........................ 13
Pharmanex supplement division contributes nearly half of sales at Nu Skin Enterprises ..... 15
Nu Skin embraces new sales model and achieves profitability in China in 2003 .................. 17
Herbalife International grows net sales to $1.2 billion. Network marketer sharpens focus on
science and sees biggest potential in weight loss ................................................................. 19
DRTV: Half of top infomercials address health, diet and beauty: Jordan Whitney Inc. and
Electronic Retailing Assn. share insights into direct response television ........................... 20
Blue Stuff recoups sales by following OTC strategy and diversifying sales channels .......... 22
Caliber Holdings chooses direct response for joint supplement with hyaluronic acid .......... 23
COMPANIES INCLUDED:
A.C. Nielsen, Activated Holdings LLC, Alticor, America’s MLM Consultants, ASK Solutions, Beauty.com, Bizrate.com, Blue Stuff Inc, Caliber Holdings Inc, ComScore Media Metrix, ComScore Networks, Datamonitor, Direct Marketing Assn, Direct Sales Assn, Drugstore.com, Dynamic Essentials International, Electronic Retailing Assn, Emarketer Inc., Food Marketing Institute, Forever Living International, Forrester Research, Global Insight, Grimes & Reese, Guthy Renker, Herbalife International Inc, Hitwise, IMAGINutrition, Infoplease, INOBYS, Jordan Whitney Inc, Jupiter Research, Manhattan Research, Mannatech, Mastery Television, Medco Health, MediFast, MotherNature.com, Naturalist.com, Nature’s Sunshine, NBTY, Nielsen/Net Ratings, NPIcenter.com, Nu Skin Enterprises, Pew Internet & American Life, Pharmanex, RHJ Industrial Partners, Royal Numico, Shaklee Corp, Shaklee Japan, Shop.org, U.S. Department of Commerce, Unicity International, Unicity Network, USANA Health Sciences, Vitacost.com, Yamanouchi Pharmaceutical Co
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