Where the Gains Are
C-store sales, 52 weeks ending Dec. 27, 2015
In the highly diverse health and beauty category, c-store unit sales were down in some of the largest segments in 2015. Sales of male contraceptives slipped 1.4%, while sanitary napkins and tampon sales fell 0.6%. In paper products, c-store unit sales of toilet paper fell more than 9%, according to IRI.
| Segment | C-store sales ($ millions) | PCYA* | Unit sales (millions) | PCYA* |
|---|---|---|---|---|
| PERSONAL CARE | ||||
| Male contraceptives | $144.7 | (0.1%) | 35.8 | (1.4%) |
| Lip treatment | $87.8 | 4.1% | 40.0 | 2.1% |
| Eye/contact lens care product | $76.7 | 8.4% | 19.8 | 6.9% |
| Sanitary napkins/tampons | $49.6 | 0.1% | 12.4 | (0.6%) |
| Toothbrush/dental accessories | $26.0 | 6.9% | 10.0 | 6.9% |
| Deodorant | $19.7 | 9.9% | 6.2 | 8.3% |
| Soap | $17.5 | 8.0% | 8.0 | 7.8% |
| Suntan products | $14.8 | 12.6% | 2.0 | 12.2% |
| Toothpaste | $13.2 | 9.6% | 5.0 | 4.8% |
| Mouthwash | $12.3 | 11.9% | 4.4 | 7.8% |
| First-aid accessories | $11.1 | 7.6% | 5.4 | 4.0% |
| First-aid treatment | $10.7 | 5.5% | 3.3 | 2.6% |
| Nasal products | $10.5 | (0.2%) | 2.1 | (0.8%) |
| Hand & body lotion | $8.3 | 7.1% | 3.2 | 3.8% |
| Baby formula/electrolytes | $7.8 | (10.6%) | 0.6 | (6.2%) |
| Blades | $7.5 | (4.1%) | 2.4 | (7.5%) |
| Shaving lotion/men's fragrance | $6.1 | 9.8% | 1.3 | 8.8% |
| Cosmetics - nail | $5.4 | 2.9% | 3.5 | (3.4%) |
| Baby needs | $4.8 | 8.0% | 1.9 | 6.5% |
| Hair accessories | $3.7 | 6.6% | 2.3 | 0.5% |
| Shampoo | $3.4 | (3.3%) | 1.2 | (3.0%) |
| Diapers | $2.7 | (10.1%) | 0.3 | (11.0%) |
| PAPER PRODUCTS | ||||
| Toilet tissue | $52.0 | (3.0%) | 24.0 | (9.1%) |
| Paper towels | $22.1 | (2.9%) | 11.2 | (3.1%) |
| Facial tissue | $10.3 | (0.9%) | 7.8 | 3.3% |
| Moist towelettes | $9.5 | 8.4% | 3.8 | 5.4% |
| Paper napkins | $1.9 | (4.1%) | 1.0 | (7.0%) |
Source: IRI | * Percent change from a year ago
Big Number
1.4% —Drop in c-store unit sales of contraceptives in 2015, according to IRI
Distributor Data: HBC Shipments
Calendar year 2015
McLane average shipments per store per week of family planning items—e.g., condoms—rose 1.7% in 2015.
| Segment | APSW** (in dollars) | APSW dollar growth | PCYA* |
|---|---|---|---|
| Grooming aids | $14.48 | ($0.09) | (0.6%) |
| Family planning | $12.57 | $0.21 | 1.7% |
| External care | $11.41 | $1.53 | 15.5% |
| Feminine hygiene | $5.57 | $0.19 | 3.5% |
| Children/baby | $2.33 | ($0.24) | (9.4%) |
Source: McLane Co. | * Percent change from a year ago | **Average shipments per store per week
Distributor Data: Grooming Aids by UPC
Calendar year 2015
McLane’s most-shipped grooming-aid UPC in 2015 was the BIC Comfort 3 razor.
- BIC Comfort 3 Shaver For Men
- Oral B Indicator Toothbrush #40 Soft
- Listerine Cool Mint (8.5-oz.)
- Colgate Full Toothbrush Soft
- Irish Spring Bar (4-oz.)
Source: McLane Co.
Continued: Condoms & Feminine-Hygiene Products
Condom Trends
Condom Manufacturers
C-store sales, 52 weeks ending Dec. 27, 2015
More than 99% of c-store condom sales in 2015 came from the products of three manufacturers, according to IRI.
| Manufacturer | C-store sales ($ millions) | PCYA* | Share of category sales | Point change | Unit sales (millions) | PCYA* |
|---|---|---|---|---|---|---|
| Church & Dwight Co. Inc. | $116.8 | 3.9% | 80.7% | 3.1 | 28.6 | 2.9% |
| Ansell Healthcare Products | $16.1 | (17.4%) | 11.1% | (2.3) | 3.9 | (19.1%) |
| Reckitt Benckiser Inc. | $10.7 | (4.1%) | 7.4% | (0.3) | 2.7 | (8.0%) |
| Total** | $144.7 | (0.1%) | 99.2% | 0.0 | 35.8 | (1.4%) |
Source: IRI | * Percent change from a year ago |** Including UPCs/brands/families not shown
Distributor Data: Family Planning by UPC
Calendar year 2015
The three-count Trojan Magnum was the top family-planning UPC shipped by McLane in 2015.
- Trojan Magnum (3-count)
- Trojan Ultra Thin Lubricated (3-count)
- Trojan Ribbed (3-count)
- Trojan Mangum Ultra Thin (3-count)
- Trojan Her Pleasure (3-count)
Source: McLane Co.
Big Number
$52 million —C-store sales of toilet tissue in 2015, per IRI
Distributor Data: External Care by UPC
Calendar year 2015
McLane’s most shipped external-care UPC in 2015 was the 0.15-ounce Classic ChapStick.
- ChapStick Classic Original (0.15-oz.)
- ChapStick Cherry (0.15-oz.)
- Lil’ DrugStore Carmex tube
- Blistex Regular (0.15-oz.)
- ChapStick Lip Moisturizer (0.15-oz.)
Source: McLane Co.
Distributor Data: Feminine-Hygiene UPCs
Calendar year 2015
McLane’s top feminine-hygiene UPC in 2015 was the 10-count Tampax Super tampons.
- Tampax Super tampons (10-count)
- Tampax Regular tampons (10-count)
- Always Ultra Thin Maxi with wings (18-count)
- Tampax Pearl Super (8-count)
- Always Ultra Thin Maxi with wings (10-count)
Source: McLane Co.
General Merchandise: What to Watch
Health Care
Prepaid & Financial Services
Specialty
CMOY General Merchandise: Steve Desautels
View the full 2016 Category Management Handbook
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