CSP Magazine

General Merchandise: Personal Care 2014

Health and beauty care (HBC) sales data

Where the Gains Are

C-store sales, 52 weeks ending Dec. 29, 2013

Retailers saw mixed results in health and beauty care (HBC) in 2013, with growth in basics such as toothpaste and soap, declines in suntan products and flatness in lip-treatment sales, according to IRI. Dollar sales of contraceptives held steady at $138.8 million, while units declined more than 3%. Sales of sanitary napkins and tampons fell nearly 3% and units declined 4%, IRI reports. Dollar and unit sales of eye and contact-lens products, meanwhile, increased.

In paper products, sales of toilet tissue fell by about 6% in both dollars and units. Paper-towel sales saw a lift of 2% in dollars and 1% in units, according to IRI.

Personal Care    
SegmentC-store sales ($ millions)PCYAUnit sales (millions)PCYA
Sanitary napkins/
Lip treatment$82.20.0%39.0-2.5%
Eye/contact lens
care product
Suntan products$10.2-11.2%1.3-18.2%
Hand & body lotion$7.70.0%3.2-0.1%
Nail cosmetics$5.03.4%3.52.7%
Hair accessories$3.8-4.4%2.3-3.5%
Baby needs$4.3-8.8%1.8-10.5%
Paper products    
Toilet tissue$56.5-5.9%29.2-6.2%
Paper towels$23.32.2%12.01.0%
Facial tissue$11.1-1.8%7.90.7%
Paper napkins$2.0-1.6%1.1-4.2%

Source: IRI

Distributor Data: HBC Shipments

Calendar year 2013

Dollar growth in shipments of health and beauty care (HBC) items from McLane fell 2% in 2013.

SegmentAvg. shipments per store per week (in dollars)Avg. shipments per store per week (dollar growth)PCYA
Grooming aids$12.44-$0.72-5.5%
Family planning$12.12+$0.070.6%
External care$10.28-$0.31-2.9%
Feminine hygiene$5.74-$0.14-2.4%
Smoking cessation$0.25+$0.20431.9%
Other HBC$10.35+$0.242.4%
Total HBC$181.62-$3.75-2.0%

Source: McLane Co.

Feminine-Hygiene Trends

C-store sales, 52 weeks ending Dec. 29, 2013

C-store tampon sales declined nearly 3% in 2013 to $35.8 million and sanitary-napkin sales fell 2.5% to $14.2 million, according to IRI. Tampax tampons were the top-selling brand in this segment overall.

Sanitary Napkins/Tampons by Brand

BrandC-store sales ($ millions)PCYAUnit sales (millions)PCYA
Tampax tampons$25.4-8.5%$23.4-9.1%
Always sanitary
Playtex Gentle Glide
Tampax Pearl
Stayfree sanitary
Total (including brands not shown)$50.0-2.7%$107.6-4.2%

Source: IRI

Distributor Data: Feminine Hygiene by UPC

Calendar year 2013

1. Tampax Super tampons (flushable applicator, 10-count)

2. Tampax Regular tampons (flushable applicator, 10-count)

3. Tampax Super Plus tampons (flushable applicator, 10-count)

4. Always Ultra Maxi with wings (18-count)

5. Playtex Deodorant tampons (8-count)

Source: McLane Co.

Condom Trends

According to IRI, c-store unit sales of condoms declined more than 3% in 2013, while dollar sales rose by only one-tenth of a percent to total $138.8 million. Nielsen places total condom sales at $141.1 million in the 52 weeks ending Feb. 15, 2014, with dollars up 0.5% and units off nearly 4%.

IRI and Nielsen both rank Church & Dwight, manufacturer of the Trojan brand, as having the greatest share of c-store condom sales.

Condom Manufacturer and Brand Share: Two Views

C-store sales, 52 weeks ending Dec. 29, 2013

ManufacturerC-store sales ($ millions)PCYAShare of category salesPoint changeUnit sales (millions)PCYA
Church &
Dwight Co. Inc.
Ansell Americas$19.6–2.2%14.1%–0.35.3–6.2%
Benckiser Inc.
Total (including manufacturers not shown)$138.80.1%100.0%NA36.3–3.3%

Source: IRI

C-store sales, 52 weeks ending Feb. 15, 2014

Brand (manufacturer)C-store sales ($ millions)PCYAShare of category salesUnit sales (millions)PCYA
Trojan (Church &
Lifestyles (Ansell)$40.0-3.3%28.4%9.8-9.7%
Durex (Reckitt
All other$0.944.6%0.6%0.235.4%
Total (including brands not shown)$141.10.5%100.0%33.4-3.5%

Source: The Nielsen Co., Ansell Healthcare

Condom UPCs

C-store sales, 52 weeks ending Feb. 15, 2014

The three-count Trojan Magnum was the top-selling c-store condom UPC by unit and dollar sales in the 52 weeks ending Feb. 15, 2014, according to Nielsen.

UPCUnit sales (millions)C-store sales ($ millions)
Trojan Magnum (3-count)4.4$18.2
Trojan Very Thin (3-count)2.8$12.1
Trojan Ribbed (3-count)2.5$10.4
LifeStyles Kyng (3-count)1.9$8.2
Trojan-ENZ (3-count)1.7$7.0
Trojan Fire & Ice (3-count)1.5$6.6
LifeStyles Ultra Sensitive (3-count)1.6$6.5
Trojan Her Pleasure (3-count)1.5$6.5
Lifestyles Skyn (3-count)1.5$6.1
Trojan Magnum Thin (3-count)1.2$5.4

Source: The Nielsen Co., Ansell Healthcare

Lip-Care Trends

C-store sales, 52 weeks ending Dec. 29, 2013

Lip-treatment sales held steady in 2013 at $82.1 million, according to IRI. Pfizer’s ChapStick Classic supplied more than 52% of c-store dollar sales in the lip-balm segment, IRI reports, while Carma Labs’ Carmex claimed 77% of the dollar share in the cold-sore-medication category.

Lip-Balm/Cold-Sore Medications

BrandC-store sales ($ millions)PCYAUnit sales (millions)PCYA
ChapStick Classic$34.1-0.1%15.8-1.1%
Carmex Cold Sore$12.7-1.9%6.0-4.0%
Carmex Lip Balm$6.010.2%2.98.6%
ChapStick Lip
Total (including brands not shown)$82.10.0%39.0-2.5%

Source: IRI

Distributor Data: Top Lip Care by UPC

Calendar year 2013

1. ChapStick Classic Original (0.15-oz.)

2. ChapStick Classic Cherry (0.15-oz.)

3. Lil’ Drug Store Carmex Tube

4. Blistex Lip Balm (0.15-oz.)

5. ChapStick Moisturizer (0.15-oz.)

Source: McLane Co.

Cross-Category Opportunity

C-stores with a big Hispanic customer base tend to overindex in sales of baby-care items. This was the finding by Management Science Associates (MSA), which examined two years’ worth of shipment data from McLane Co. These “heavy-basket Hispanic” locations enjoyed the greatest year-over-year growth among the different store demographic segments that MSA analyzed. These same sites saw high sales of laundry-care items as well.

Toilet Tissues by Brand

C-store sales, 52 weeks ending Dec. 29, 2013

C-store toilet-paper sales fell nearly 6% in 2013, according to IRI. Procter & Gamble’s Charmin Ultra Strong again ranked the top seller by dollars, while private label led by unit sales.

BrandC-store sales ($ millions)PCYAUnit sales (millions)PCYA
Ultra Strong
Private label$13.41.0%7.4-1.4%
Angel Soft$1.935.9%0.719.6%
Total (including brands not shown)$56.5-5.9%29.2-6.2%

Source: IRI

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