Category Management Handbook

General Merchandise: Health Care 2016

Where the Gains Are

C-store sales, 52 weeks ending Dec. 27, 2015

C-store sales of over-the-counter (OTC) medicine were mixed in 2015, according to IRI figures. The largest segment—internal analgesics—grew units 1.3%, while dollars rose nearly 7%.

Cold/allergy/sinus and gastrointestinal remedies saw gains in liquid form but lost units in tablet form.

Energy shots reversed the dollar and unit erosion of the year prior to post modest gains in both.

Remedy typeC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
PAIN RELIEVERS    
Internal analgesic tablets$354.66.8%158.91.2%
Internal analgesic liquids$7.98.3%1.37.4%
Feminine-pain relievers$6.07.9%1.94.8%
COLD/ALLERGY/SINUS    
Tablets$126.05.8%40.0(1.0%)
Liquids$34.910.8%4.39.0%
COUGH REMEDIES    
Cough drops$106.25.3%68.41.9%
Cough syrup$5.82.0%0.90.5%
GASTROINTESTINAL    
Tablets$112.33.5%62.6(1.6%)
Liquids$22.79.8%5.19.3%
ENERGY AND SLEEP AIDS    
Energy shots$799.64.0%254.23.9%
Sleeping remedies$14.82.6%4.6(2.6%)
WEIGHT CONTROL/NUTRITION    
Liquids/powders$321.16.9%90.56.6%
Candy/tablets$40.92.2%19.80.3%
Refrigerated liquids/powders$9.731.9%3.924.8%
VITAMINS AND NUTRITION    
Liquid vitamins/minerals$78.398.7%19.630.2%
Mineral supplements$42.72.5%12.5(0.3%)
Multivitamins$6.815.6%3.20.9%

Source: IRI | * Percent change from a year ago


Anti-Smoking Products

C-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
$12.4440.0%3.1422.4%

Source: IRI | * Percent change from a year ago


Big Number

3.9% —Increase in c-store unit sales of energy shots in 2015, according to IRI


Distributor Data: OTC Shipments

Calendar year 2015

Analgesics experienced the biggest gains in McLane shipments per store per week of OTC medications in 2015.

SegmentAPSW** (in dollars)APSW dollar growthPCYA*
Analgesics$17.04$2.8119.8%
Analgesics single/multidose$12.96($0.59)(4.4%)
Total analgesics$30.01$2.228.0%
    
Cough/cold/allergy$13.15$0.110.9%
Lozenges$8.57$0.546.8%
Cough/cold/allergy single/multidose$4.70($0.06)(1.3%)
Total cough/cold/allergy$26.43$0.602.3%
    
Stomach remedies$5.28$0.9822.7%
Stomach rolls$3.55($0.27)(7.0%)
Stomach remedies single/multidose$2.91($0.82)(22.0%)
Total stomach remedies$11.74($0.11)(1.0%)
    
Energy/supplement shooters$51.39$0.921.8%
Vitamins/supplements$6.49($0.26)(3.8%)
Smoking cessation$3.28$2.00155.1%

Source: McLane Co. | **Average shipments per store per week

Continued: Internal-Analgesic Trends/Energy Shots

Internal-Analgesic Trends

Internal-Analgesic Brands

C-store sales, 52 weeks ending Dec. 27, 2015

C-store sales of internal analgesics rose nearly 7%, with the top three brands all seeing double-digit dollar growth.

BrandC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
BC$45.611.2%28.85.2%
Goody's$44.910.0%27.23.4%
Advil$34.813.5%6.212.4%
Private label$20.1(9.8%)6.1(27.3%)
Tylenol$19.625.6%4.432.3%
Total**$354.66.8%158.91.2%

Source: IRI | * Percent change from a year ago | ** Including UPCs/brands/families not shown


Quarterly Look: Internal-Analgesic UPCs

C-store sales, 13 weeks ending Dec. 27, 2015

The top c-store internal-analgesic UPC by dollars in 2015 was the six-count Extra Strength BC Aspirin Powder with water. By units, the two-count was tops, according to IRI.

DOLLARS

UPCC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
BC Aspirin Powder Extra Strength
(with water, 6-count)
$6.310.2%2.84.3%
Goody’s Powder Extra Strength
(with water, 6-count)
$5.811.4%2.63.6%
Lil’ Drug Store Tylenol Caplet Extra Strength (4-count)$4.60.1%2.1(6.9%)
Lil’ Drug Store Advil Tablet (4-count)$4.3(5.4%)2.0(11.2%)
Advil Ibuprofen Tablet (24-count)$3.920.2%0.620.6%
Total**$92.24.9%40.2(0.7%)

UNITS

UPCC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
BC Aspirin Powder Extra Strength
(with water, 2-count)
3.76.3%$3.612.3%
Goody’s Powder Extra Strength
(with water, 2-count)
3.1(0.4%)$3.16.1%
BC Aspirin Powder Extra Strength
(with water, 6-count)
2.84.3%$6.310.2%
Goody’s Powder Extra Strength
(with water, 6-count)
2.63.6%$5.811.4%
Lil’ Drug Store Tylenol Caplet Extra Strength (4-count)2.1(6.9%)$4.60.1%
Total**40.2(0.7%)$92.24.9%

Source: IRI | * Percent change from a year ago | ** Including UPCs/brands/families not shown


“It’s kind of like a duck sitting calm on the top but its legs are moving quickly under water. That’s the way it’s been lately with the shot and OTC pill business.”

Steve DesautelsMurphy USA; General Merchandise Category Manager of the Year Award winner


Cold, Cough and Allergy Trends

Cold, Allergy and Sinus Tablet Brands

C-store sales, 52 weeks ending Dec. 27, 2015

Lil’ Drug Store was the top cold, allergy and sinus tablet brand in c-stores, according to IRI.

UPCC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Lil’ Drug Store$13.04.5%5.3(3.8%)
Private label$9.320.5%2.7(3.3%)
Lil’ Drug Store Vicks DayQuil$8.6(15.8%)3.7(10.5%)
Lil’ Drug Store Claritin$7.412.8%2.88.6%
Benadryl$6.98.9%0.98.6%
Total**$126.05.8%40.0(1.0%)

 

Source: IRI | * Percent change from a year ago | ** Including UPCs/brands/families not shown


Quarterly Look: Cold/Allergy/Sinus UPCs

C-store sales, 13 weeks ending Dec. 27, 2015

The four-count Lil’ Drug Store Vicks DayQuil led as the top tablet UPC in the fourth quarter. The 8-ounce Vicks DayQuil was the top liquid.

TABLETS

UPCC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Lil’ Drug Store Vicks DayQuil (4-count)$2.0452.7%0.7442.8%
Convenience Valet Vicks DayQuil (4-count)$1.841.9%0.636.3%
Lil’ Drug Store Claritin 24-Hour (1-count)$1.4(1.3%)0.5(10.2%)
Total**$33.54.1%10.4(4.6%)

LIQUIDS

UPCC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Vicks DayQuil (8-oz.)$2.76.8%0.35.2%
Vicks NyQuil Cherry (8-oz.)$2.52.0%0.31.3%
Vicks NyQuil Regular (8-oz.)$1.9(3.9%)0.2(5.6%)
Total**$10.54.3%1.31.0%

Source: IRI | * Percent change from a year ago | ** Including UPCs/brands/families not shown


Digestive-Medication Trends

Distributor Data: Stomach-Remedy UPCs

Calendar year 2015

The 4-ounce Maximum Strength Pepto Bismol was the most-shipped stomach remedy from McLane in 2015.

Stomach Remedies

  1. Pepto Bismol Maximum Strength (4-oz.)
  2. Lil’ Drug Store Zantac (5-count)
  3. Zantac 150 tablets (3-count)
  4. Alka Seltzer Blue Foil (12-count)
  5. Medtech Dramamine Original (12-count)

Single/Multidose

  1. Lil’ Drug Store Zantac 150 (2-count)
  2. Lil’ Drug Store Alka Seltzer (4-count)
  3. Lil’ Drug Store Pepto-Bismol (4-count)
  4. Lil’ Drug Store Anti-Diarrheal (4-count)
  5. Convenience Valet Pepto Bismol (4-count)

Rolls

  1. Lil’ Drug Store Rolaids Fruit (10-count)
  2. Tums Ultra Assorted Berries
  3. Lil’ Drug Store Rolaids Mint E-X (10-count)
  4. Lil’ Drug Store Rolaids Ultra Mint
  5. Lil’ Drug Store Rolaids Ultra Strawberry

Source: McLane Co.


Big Number

1.2% —Growth in c-store unit sales of internal analgesics in 2015, per IRI

Continued: Energy Shots and Weight Control

Energy-Shot Trends

Energy-Shot Brands

C-store sales, 52 weeks ending Dec. 27, 2015

After three straight years of c-store sales declines, energy shots posted dollar and unit growth in 2015, according to IRI.

BrandC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
5-hour Energy$747.73.6%225.73.0%
Tweaker$12.833.9%11.733.5%
Private label$6.135.4%2.732.4%
Stacker 2 6-hour Power$6.1(28.4%)1.6(31.2%)
Rhino Rush$5.881.9%1.590.5%
Total**$799.64.0%254.23.9%

Source: IRI | * Percent change from a year ago | ** Including UPCs/brands/families not shown


Distributor Data: Energy-Shot UPCs

Calendar year 2015

  1. 5-hour Energy Extra Strength
  2. 5-hour Extra Strength Grape
  3. 5-hour Energy Berry
  4. 5-hour Energy Extra Strength Sour Apple
  5. 5-hour Energy Pomegranate

Source: McLane Co.


Weight-Control/Nutritional Brands

C-store sales, 52 weeks ending Dec. 27, 2015

The top weight-control liquid brand in 2015 at c-stores was Muscle Milk, with Stacker 3 XPLC leading among candy/tablet forms, according to IRI.

LIQUID/POWDERS

BrandC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Muscle Milk$148.62.4%40.41.5%
Muscle Milk Pro Series 40$62.334.1%14.432.3%
Core Power$38.839.4%12.744.5%
VPX Redline Xtreme$30.88.1%9.58.0%
VPX Redline Power Rush$5.812.8%1.812.0%
Total**$321.16.9%90.56.6%

CANDY/TABLETS

BrandC-store sales ($ millions)PCYA*Unit sales (millions)PCYA*
Stacker 3 XPLC$6.611.7%3.39.8%
Stacker 2$6.0(4.8%)3.1(5.0%)
Stacker 3$5.7(6.2%)2.9(7.1%)
Total**$40.92.2%19.80.3%

Source: IRI | * Percent change from a year ago | ** Including UPCs/brands/families not shown


General Merchandise: What to Watch

Prepaid & Financial Services

Personal Care

Specialty

CMOY General Merchandise: Steve Desautels

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