This Digital Edition requires Flash 9.0.115 or above to activate some rich media components.

Please click the following link to download and install: Get Adobe Flash player
When you are finished installing, please return to this window and PRESS F5 to view this edition.

Description: In This Issue: Helping to Ease Pain, Minerals, Product Sales Training, and Natural Eggshell Membrane

Don t miss a single issue of VR in 2017...go online to renew your free subscription today July17 Go to nahs for info about this advertiser Go to daiwa for info about this advertiser d o ou ter Pr or p up S f TABLEOFCONTENTS JULY17 VOLUME 24 NUMBER 7 28 36 48 52 Features 28 Helping to Ease Pain Consumers interested in natural solutions that address pain have a myriad of options. 36 Multifunctional Minerals Essential for Good Health An educated customer base and loyalty to established proven products keep the mineral market strong. vitaminretailermagazine 52 2017 Product Sales Training for Retailers Ever wish you and your staff could have more one-on-one time with sales representatives from top companies serving the natural products industry to gain a deeper understanding of the products you re carrying (or thinking of carrying) on your shelves That s what Vitamin Retailer sought to deliver with its 2017 Product Sales Training for Retailers section. Visit FreeProductInfo for FREE Product Information or Samples from All Vitamin Retailer Advertisers Also Sign Up for the FREE E-newsletter Columns 4 26 41 6 8 10 16 20 24 Off the Cuff Retail Fundamentals Health and Nutrition Hot Sellers Behind the Counter Industry News Association News Special Report Research Update 44 46 48 72 74 74 74 76 Natural Medicine Product Spotlight Supplement Science New Products Off the Press Advertiser Index Industry Events Back Talk Departments Copyright 2017. Vitamin Retailer (ISSN 1537-503x & USPS 0019-972) Volume 24 Number 7 July 2017. Vitamin Retailer is published monthly by VRM Media 431 Cranbury Road Suite C East Brunswick NJ 08816 USA Phone (732) 432-9600 Fax (732) 432-9288. All rights reserved including the right to reproduce in whole or in part. Not responsible for unsolicited material. Opinions expressed in by-lined articles or advertisements are not necessarily those of Vitamin Retailer or its owners. Publisher is not liable for advertiser product claims or representations. Advertisers assume total responsibility for the contents of their advertisements. Printed in U.S.A. Basic annual subscription rate is 60. Periodicals postage paid at New Brunswick NJ 08899 and additional mailing offices. POSTMASTER Send all UAA to VRM Media 431 Cranbury Road Suite C East Brunswick NJ 08816. NON-POSTAL AND MILITARY FACILITIES send address corrections to Vitamin Retailer P.O. Box 15186 North Hollywood CA 91615-5186. Subscription Customer Service Vitamin Retailer P.O. Box 15186 North Hollywood CA 91615-5186 USA Phone (818) 286-3168 Fax (800) 869-0040 vrecs Back Issues & Single Copies For order information contact (732) 432-9600 or general August issue is 25.00. October issue is 45.00. All other issues are 8.00 each. 2 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 Go to xlear for info about this advertiser OFFTHECUFF Jeff Bezo s Whole Paycheck Purchase mazon s announcement that it is buying Whole Foods Market for 13.7 billion threw the entire retail industry into a tailspin--and with good reason. How Amazon will translate its value and direct-to-customer business model to Whole Foods is a question everyone is asking post announcement. The jokes concerning the sale of Whole Foods are rampant on social media e.g. I gave Whole Foods 13.7 billion for five lemons and a halfpound of almonds. However the implications are serious for VR s readers. I talked to manufacturers the head of the Natural Products Association and a retail consultant to get their thoughts about how the deal will impact the natural industry (see the Special Report on page 20). I also talked to brick and mortar storeowners and staff who may be the ones most concerned by the acquisition. I can t fully predict the short and long-term effects said retailer Michael Kanter owner of Cambridge Naturals in Massachusetts. In the short term I see little to no change. In a few months to a year we will start to see further challenges in pricing and I m more concerned about inventory and availability. We will be challenged margin wise he said. The long-term is a lot murkier. Retailer Ramona Billingslea with Betsy s Health Food in Texas said The natural foods industry thrives on the relationships retailers build with their customers and relationships cost more to build across the board than the mechanized approach of online sales. Relationships also foster greater benefits for both retailers and consumers as everyone comes closer to the goal of better health. Publisher Daniel McSweeney Editorial Director DanM Associate Russ Fields Publisher RussF Advertising Gary Pfaff Sales Manager GaryP Editor-in-Chief Janet Poveromo JanetP A There s also the natural products history of values to health and sustainability that hasn t gone unnoticed by its customers. We ll see if John Mackey will be able to maintain Whole Foods commitment to core values once the move to Amazon is complete. Bob Phibbs CEO of the Retail Doctor a New York-based retail consultancy offered pragmatic advice. What this does mean however is you have to change--repaint your store try different marketing offer subscriptions get even one of your customers into your contact base and communicate to them. You can t just post a Shop Local poster on your door and think you re competing with the big guys-- you aren t unless you are constantly looking at how to provide a better experience for your shoppers using the resources you have. I was also impressed with the takeaway from Mo George-Payette CEO of Mother s Market & Kitchen in California. While the pending partnership with Whole Foods and Amazon obviously creates a bit of anxiety for all of us in the industry it is also exciting to imagine how it will unfold. It leads to wondering how it will have an impact on the overall industry and which retailers will be further impacted--from the growing demand for organics and nonGMO products to farmers growers incorporating other resources to support supply to pricing structure competition to of course fulfillment methods. We are seeing many regional brokers join forces with others to stay afloat more independent brands signing on with larger companies across all categories and frankly it is a sign of our fast-paced changing times. Managing Editor Shari Barbanel ShariB Associate Nicholas Saraceno Editor NicoS Art Director Robert Certo Production Manager RobertC Production Assistant Bryan Zak Graphic Designer BryanZ Contributing Writers Gene Bruno MS MHS Hilary Daninhirsch Terry Lemerond Karen Morse Michael Murray ND Cheryl Myers Circulation Rosie Brodsky Manager Rosie VRM Media Phone Fax E-mail Website President 431 Cranbury Road Ste. C East Brunswick NJ 08816 (732) 432-9600 (732) 432-9288 info Daniel McSweeney DanM information for and about the dietary supplement industry in order to foster industry growth and help preserve the rights of dietary supplement suppliers and retailers. Subscription Customer Service To order a subscription or manage your account please contact us at Vitamin Retailer P.O. Box 15186 North Hollywood CA 91615-5186 USA Phone (818) 286-3168 Fax (800) 869-0040 vrecs Mission Vitamin Retailer magazine Statement is dedicated to providing Connect With Us Back Issues See the Table of Contents page for price and order information. vitaminretailer vitaminretailermagazine company vrm-media vitaminretailermagazine vrm_media 4 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 Go to scandinavian for info about this advertiser HOTSELLERS Hot Sellers is a monthly what s hot at retail snapshot of six categories of products sold in health food stores across the U.S. by region provided by a Retailer Advisory Board of participating stores. Black seed oil has caught attention from a lot of our customers because it is such a versatile and unique product. --Jennifer Emplit Owner Eucalyptus Wellness Company and Elixir Bar NORTHEAST SOUTHEAST BETTER LIFE WHOLE FOODS Springfield MA VITAMIN MINERAL SUPPLEMENT mykind Organics Multis Entire Line by Garden of Life SPECIALTY SUPPLEMENT No. 7 by Solgar HERBS BOTANICALS Tumeric Supreme Extra Strength by Gaia Herbs FUNCTIONAL FOOD BEVERAGE Apple Cider Vinegar by Bragg PERSONAL CARE African Black Soap by Nubian Heritage HOT PRODUCT OF THE MONTH Black Seed Oil by Heritage Store Eucalyptus Wellness Company and Elixir Bar Mount Pleasant SC VITAMIN MINERAL SUPPLEMENT Chelated Magnesium by Bluebonnet SPECIALTY SUPPLEMENT Liver Rescue by HealthForce Nutritionals HERBS BOTANICALS Mood Balance by Eclectic Institute FUNCTIONAL FOOD BEVERAGE Blue Majik Powder by E3Live PERSONAL CARE Rose Otto Essential Oil by Wyndmere Naturals Inc. HOT PRODUCT OF THE MONTH Black Seed Oil by Amazing Herbs MIDWEST CENTRAL AKIN S NATURAL FOODS Oklahoma (various locations) VITAMIN MINERAL SUPPLEMENT Rainforest Animalz Probiotic by Bluebonnet Nutrition SPECIALTY SUPPLEMENT MCT Energy by Irwin Naturals HERBS BOTANICALS Super Turmeric by Yerba Prima FUNCTIONAL FOOD BEVERAGE Yin Yang Blend Coffee by Healthy Edge PERSONAL CARE Pressed Powders by Rejuva Minerals HOT PRODUCT OF THE MONTH Kombucha (all brands) GOOD HARVEST MARKET Pewaukee WI VITAMIN MINERAL SUPPLEMENT Natural Calm by Natural Vitality SPECIALTY SUPPLEMENT Preservative-Free Aloe Vera Juice by Lily of the Desert HERBS BOTANICALS Milk Thistle by Oregon s Wild Harvest FUNCTIONAL FOOD BEVERAGE Pro Matcha Protein Powder by Vibrant Health PERSONAL CARE Entire Line by Derma E HOT PRODUCT OF THE MONTH Fermented Turmeric Booster Powder by New Chapter NORTHWEST WEST THE HEALTH SPOT Snohomish WA VITAMIN MINERAL SUPPLEMENT Vitamin D3 (2000 mg Twin Pack) by Natural Factors SPECIALTY SUPPLEMENT Grass Fed Beef Collagen Powder by Vital Proteins HERBS BOTANICALS Turmeric Supreme Extra Strength by Gaia Herbs FUNCTIONAL FOOD BEVERAGE Collagen Bars by Bulletproof PERSONAL CARE Coconut Reishi Day Face Cream by Alaffia HOT PRODUCT OF THE MONTH Brain Octane by Bulletproof SUE S HEALTH FOODS Yucca Valley CA VITAMIN MINERAL SUPPLEMENT Coenzymated Completed Multi Vitamin by Emerald Laboratories SPECIALTY SUPPLEMENT Power to Sleep by Irwin Naturals HERBS BOTANICALS Curamin by Terry Naturally EuroPharma FUNCTIONAL FOOD BEVERAGE Maca Mocha by REBBL PERSONAL CARE Botanical Lotion by Soign e Botanicals HOT PRODUCT OF THE MONTH Power Paks by Trace Minerals Research Retailers interested in having their stores featured in Hot Sellers can visit hotsellers. 6 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 BEHINDTHECOUNTER Blossoming in the Garden State estled in the Monmouth County New Jersey town of Little Silver Healthfair Natural and Organic Food Market has been at the same location since 1967. Fast-forward 50 years and husband and wife team Jeff and Tammy Stallop who also own Monmouth Health Foods in Manasquan NJ have owned Healthfair for just less than 11 years. How has the store been able to remain a staple within the community over the years According to Jeff Stallop it has come down to continuous development across all areas. Over the past decade it was important for us to really focus on customer service in all departments diversification of product expansion into very high-quality prepared foods and a very educated sales crew that is able to provide education and information to all of our customers he said. Progression is an ongoing process. You have to keep moving and doing. Innovations very high-quality products staying focused on the customers needs--all of this needs to remain a constant to stay successful in a 2017 marketplace. N Nature s Way accounts for the final 15 percent. The various challenges of being a health food store will happen naturally Stallop said but the key to overcoming these obstacles comes down to how innovative the store can be and how well it can follow the most recent trends. We never take the approach that we have it perfect--we simply move forward every day with the attitude and ability to make Healthfair a better shopping experience through better selections services quality and value he said. Staying focused on the customer is a minute-to-minute challenge that you really have to excel at in today s health food store. Retailers that do not understand this concept will not last a long period of time especially in today s highly competitive marketplace. HEALTHFAIR NATURAL AND ORGANIC FOOD MARKET (LITTLE SILVER NJ) The ability to interpret the customers needs and bring in niche products is key for success and will keep the customers in your store and out of a corporate big box. Basically consumers demands help determine a store s selection of products which can make a difference when it comes to establishing a successful store-client relationship. According to Stallop our customers keep coming back because they see a health food store with an energized staff and great products. Standing Out Healthfair finds itself in competition with various companies ranging from smaller health food stores such as New Jersey-based Dean s Natural Food Market--with four stores--to larger retailers such as Trader Joe s and Whole Foods Market. Although Stallop added that while his store s top suppliers are not constant he attributed the keys to success to product selection along with levels of product diversification superlative product offerings as well as incredible prices. Besides being able to find the proper products at fair prices understanding exactly what customers are searching for can be a game changer. The Future At a young age Stallop s parents preached the philosophy that hard work no matter the situation can provide one with a chance to succeed. My family my business my success in life--it all stems from dedication and passion staying focused and driven to achieve and to go after what s wonderful no matter what the odds no matter what the challenge. I think that in business today such as life it s what you make out of it so stay dedicated and passionate and devote the time and energy to doing the best you can win or lose--so at the end of every day you can say that you did your very best and no one can ask for more than that not ever. VR WWW.VITAMINRETAILER.COM JULY 2017 Store Lay-out & Obstacles Healthfair operates out of an 8 000square-foot facility with more than 12 000 products including vitamin supplements organic produce a coffee bar a full-service juice bar and hot and cold prepared foods. Its breakdown is as follows Sixty percent of the store is comprised of natural and organic food both refrigerated and frozen. This also includes baked natural household and pet food. Twenty-five percent of the store consists of hot and cold prepared foods such as a salad bar various soups full produce section along with a sandwich section. The vitamin and supplement section ranging from Ancient Nutrition to 8 VITAMIN RETAILER Go to carlson for info about this advertiser INDUSTRYNEWS Got News Send news press releases to Editor Vitamin Retailer 431 Cranbury Road Ste. C East Brunswick NJ 08816 JanetP Mushroom Wisdom Acquired by Hokuto Corporation ew Jersey-based Mushroom Wisdom Inc. (MWI) announced that Hokuto Corporation (Hokuto) Japan s top mushroom cultivator has acquired 100 percent of the company shares. The transaction includes the acquisition of Sun Medica Co. Ltd (SM) MWI s affiliate in Japan. Mike Shirota and Tomoko Nakamura founded both MWI and SM in 1991 and 1995 respectively and Shirota owned the majority of both corporate stocks. Hokuto now owns 100 percent of both MWI and SM. Donna Noonan will remain as a president of MWI and Tomoko Nakamura will stay as a vice president of SM in Japan. Shirota will be involved with the operation of MWI as an advisor. MWI introduced mushroom-based dietary supplements in the U.S. market and has taken a significant role in building the mushroom supplement industry in this country it has been the market leader for the last 25 years according to the company. MWI is well known as a research-oriented company who has devoted itself to the basic and clinical studies of medicinal mushrooms to disseminate a variety of health benefits of mushrooms to the American N health conscious consumers. Maitake D-fraction is its first proprietary extract of Maitake Mushroom developed by the company in the 1990s and has been regarded as one of the leading supplement products for enhancing immune system function for the last two decades. SX-Fraction is another proprietary extract of Maitake that has been researched to support healthy blood sugar and insulin function. The latest hit of the company is Amyloban an active constituent extracted from Lion s Mane Mushroom that supports healthy brain function including memory and cognitive support. The right of all intellectual property owned by MWI including various registered patents in Japan US and worldwide is also transferred to Hokuto. Hokuto is one of the biggest Japanese mushroom enterprises listed on the first section of the Tokyo Stock Exchange with annual sales of about 600 million (U.S.) producing a variety of culinary mushrooms such as maitake shiitake shimeji trumpet mushroom Agaricus blazei etc. Hokuto built General Mushroom Research Institute in Japan in 1983 where various studies on mushrooms ranging from the cultivation of new mushroom species to the development of new culture media have been conducted. The institute has also been involved with studies on various bioactivities of medicinal mushrooms. MWI also believes that the acquisition has a strong synergy in terms of the strengthening of its financial basis and utilization of the business resources of Hokuto to further expand its business. The acquisition will help SM to facilitate its sales forces in marketing its products through Hokuto s extensive sales network in Japan. For more information visit lang en and These statements have not been evaluated by the Food and Drug Administration. These products are not intended to diagnose treat cure or prevent any disease. Dr. Bronner s Donates 100 000 to Rodale Institute alifornia-based Dr. Bronner s family-owned maker of soap has pledged to support the new hemp farming research being conducted by organic farming research institution the Rodale Institute with a donation of 100 000 over the next three years of the project s timetable. Dr. Bronner s and Rodale Institute together are committed to the effort to expand knowledge of the environmental and sustainability benefits of cultivating this historic crop. Specifically Rodale research will focus on hemp s role in improving soil health in various organic crop rotations its efficacy as a cover crop to suppress weeds and its biomass and seed yields among four varieties of industrial hemp seed. We have the highest respect for the mission of the Rodale Institute and the crucial work they are pursuing to scientifically demonstrate the efficacy of C regenerative organic farming said David Bronner CEO of Dr. Bronner s. Their new foray into hemp cultivation will reveal important data about the crop s role in the sustainable agriculture systems of the future further demonstrating the case that hemp farming should be legalized throughout the U.S. so that all farmers can benefit from hemp s economic and environmental opportunities. We appreciate the support of Dr. Bronner s as we plant this historic hemp crop and explore what role hemp can play in soil health said Jeff Moyer executive director of the Rodale Institute. It s important to continue exploring tools for farmers to improve the health of our soils because we know that healthy soil equals healthy food equals healthy people and a healthy planet. Having a partner like Dr. Bronner s as we pursue this important work allows us to have a much larger impact and we re looking forward to sharing our results with farmers and scientists throughout the world. This announcement of Dr. Bronner s support of Rodale Institute s hemp farming research was made at the launch of the 8th annual Hemp History Week (June 5-11) an education campaign to raise awareness about the benefits of industrial hemp and catalyze grassroots support to pass State and Federal legislation to lift prohibition on industrial hemp farming in the U.S. For more information visit WWW.VITAMINRETAILER.COM JULY 2017 10 VITAMIN RETAILER Go to cvc for info about this advertiser INDUSTRYNEWS NOW and Celebrity Fitness Trainer Gunnar Peterson Debut New Workout Series atural products manufacturer NOW (Illinois) in partnership with two of the country s top wellness experts--celebrity fitness trainer Gunnar Peterson and nutritionist and author Dawn Jackson Blatner--launched the LiveHealthyNOW campaign for consumers at There people can pledge to live their healthiest lifestyle NOW and recharge their summer fitness routines with access to exclusive expert content including total-body workouts daily wellness tips and healthy recipes--plus enter for a chance to win NOW products to support their goals. In celebration of the LiveHealthyNOW campaign NOW will donate 5 000 to Project Fit America to help support fitness programs for children across the country. Right about now is when most people experience what I call summer fitness fatigue. They ve really pushed themselves to look and feel their best for the season and now they hit a N plateau during these last few weeks before summer really begins said Peterson a Beverly Hills-based trainer who s responsible for many A-list and pro-athlete sculpted physiques. It s time to re-assess the daily routine change up the workouts and incorporate the right foods and products like those from NOW to help the body work more efficiently. To help reboot the fitness regimen Peterson designed a completely new workout series featuring seven totalbody workouts that can be modified to any fitness level and be done anywhere. It s all about the basics. You want to keep the body responsive to new challenges and doing things like increasing sets and repetitions circuits will build up your endurance and strength added Peterson whose workouts are available at through 2017. But remember to see the changes you desire you need to make a total commitment to your health and that means making fitness part of a clean routine overall. According to Peterson and Blatner exercise nutrition and lifestyle choices are the ultimate trifecta for a fitter and more natural routine--and NOW can help with more than 1 400 affordable and high-quality functional foods supplements personal care essential oils and sports nutrition products. There s no magic potion that s going to do the work for you. Shaking up your daily routine with simple and fun swaps are keys to pushing through that plateau said Blatner author of bestselling The Superfood Swap (Houghton Mifflin Harcourt 2017). And believe me the results will come. For more information visit GNC Live Well Foundation Donates to Pittsburgh s Midtown Towers Fire Victims ennsylvania-based GNC s Live Well Foundation a 501 (c) (3) non-profit corporation dedicated to improving lives in its communities announced a 5 000 donation to the American Red Cross of Southwestern Pennsylvania for the victims of the recent fire in downtown Pittsburgh s Midtown Towers. The American Red Cross of Southwestern Pennsylvania serves nearly 1.5 million people in Allegheny Greene and Washington counties. The Live Well Foundation is dedicated to helping those in the communities where we live and work said Bob Moran interim CEO of GNC. We are proud to contribute assistance to the local Red Cross furthering the impactful work that they do every day. GNC s Live Well Foundation established in 2004 is committed to providing nutrition education and assistance to the communities in which its employees and customers live and work. Through the charitable efforts of the Foundation GNC employees customers and vendors are committed to improving the health of others by funding programs for education research and access to nutrition. The American Red Cross is fortunate to have many generous community partners like GNC who enable us to assist individuals who have been impacted by emergency situations such as what occurred at Midtown Towers commented Patricia Waldinger American Red Cross Western Pennsylvania Region CEO. We are extremely grateful for their support. For more information visit Superior Trading Company Closes Its Doors n 1959 the Chung family decided to open a small store in San Francisco CA s Chinatown. As they raised a family of five they struggled to make ends meet made more difficult by being immigrants from China shortly after World War II. Fifty-eight years later and after being able to introduce ginseng and a variety of popular Chinese herbal products to the United States the family announced the closing of their retail store at 837 Washington St. effective June 30 2017 and the pending closure of the company later this year. Being agents and the first company to introduce these products to the U.S. market for the Korean government s Office of Monopoly red ginseng and ginseng products Tiger Balm and Nin Jiom Loquat Syrup Superior continues to sell its popular lines of Red Panax Ginseng extractum Peking Royal Jelly Poon Goe Soor Loquat extract and its Superior line of Korean ginseng teas and extracts. Going forward those popular products will be imported and carried by an affiliated distributor which will be announced when the agreement is finalized. P I 12 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 Go to naturalfactors for info about this advertiser INDUSTRYNEWS GrandyOats Solar-powered Bakery Earns Merit Award from EPA randyOats a Maine maker of organic cereals and snacks has received the Environmental Merit Award from the U.S. Environmental Protection Agency (EPA). The award presented annually recognizes outstanding environmental advocates in the New England region for making significant contributions toward preserving and protecting natural resources and ensuring New England remains a vibrant community with clean air land and water. In particular the award recognizes efforts by GrandyOats owners Nat Peirce and Aaron Anker to convert an abandoned elementary school into a solar-powered organic bakery that now employs more than 25 people in rural G Maine. Constructed in 1979 Hiram Elementary School was abandoned in 2008 and there were environmental threats posed by asbestos building materials and underground fuel tanks. Peirce and Anker bought the property cleaned it up and turned it into a stateof-the-art organic bakery. Peirce and Anker wanted to make the bakery s energy use as healthy as their granola so they installed 288 solar panels next to the bakery. The solar array generates enough clean renewable energy to produce millions of pounds of granola and offset over 145 000 pounds of greenhouse gases each year--or the amount of miles equivalent to driving from Hiram Maine to San Francisco CA and back 25 times. Co-owners Aaron Anker (left) and Nat Peirce in front of the solar array which consists of 288 panels. To learn more about the EPA Environmental Merit Award visit environmental-meritawards-new-england 2017environmental-merit-award-recipients. For more information visit pages 100-solar. MARTHA HUDAK-ROOS ERIC BROWN Nellson LLC (California) a full-service nutrition bar and powder provider in North America announced the addition of Martha Hudak-Roos as vice president of quality and food safety with Jack Spallone joining as senior director of corporate purchasing. Hudak-Roos will oversee all of Nellson s quality food safety and regulatory activities as well as serving as a member of Nellson s executive leadership team Spallone will lead Nellson s corporate procurement activities while also working closely with the purchasing JACK SPALLONE functions at the company s manufacturing facilities. Hail Merry a Texas-based company in the fresh snacking category that manufacturers Tarts Bites and Cups announced the appointment of Eric Brown as chief financial officer the first executive finance position in the company s nine-year history. GoMacro (Wisconsin) a family-owned vegan food company with roots in organic family farming welcomed long-time friend and landscape designer Ronda Dallmann. Dallmann will oversee daily management of the farm and garden including new up-cycling and sustainability initiatives a farm-share program for GoMacro employees and offer public farm tours. You re Hired Don t miss a single issue of VR in 2017...go online to renew your free subscription today July17 14 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 Go to nahs for info about this advertiser ASSOCIATIONNEWS Associations Respond to GAO Report he Government Accountability Office (GAO) released a review on the marketing of memory supplements. The GAO review identified 490 memory supplement products and determined that 28 examples appeared to violate federal requirements regarding proper advertising of dietary supplements. The Natural Products Association (NPA) pledged to work with both the U.S. Food and Drug Administration (FDA) and the Federal Trade Commission (FTC) to carry out their shared goal of protecting consumers from the illegal sale and marketing of dietary supplements. We are impressed by the Trump Administration s commitment to streamlining government by scaling back unnecessary and burdensome regulations and we are proud to be a part of that process said Dr. Daniel Fabricant NPA president and CEO. The federal government through the FTC and the FDA has considerable resources at its disposal to stop criminals from engaging in illegal and deceptive marketing of supplement products. We will continue to do our part and work with federal regulators to ensure that criminal attempts to T market supplements illegally are met with the full force of the law. Steve Mister president and CEO of the Council for Responsible Nutrition (CRN) also released the following statement We appreciate the GAO report for calling attention to an issue that we are well aware of--and unwilling to tolerate--and that s the issue of illegal products claiming to be cure-all memory dietary supplements. We hope this serves as an important reminder that the best way to target fraudulent products is with a more educated consumer who refuses to be duped by exaggerated claims. While promising research demonstrates certain dietary supplements can help to support brain function the fact is that dietary supplements cannot cure mitigate treat or prevent Alzheimer s dementia or any disease. Products that mislead consumers into thinking otherwise are fraudulent and should be avoided. We strongly support FDA and FTC taking aggressive enforcement against these fringe marketers going beyond issuing advisories and taking muchneeded regulatory action. We also support the need to sufficiently fund the Office of Dietary Supplement Programs at FDA as a sufficiently funded office will have the resources to enforce against this troubling issue raised by the GAO. To further help these agencies better understand the scope of the dietary supplement marketplace the responsible industry is doing its part to create a more complete picture through self-regulatory initiatives such as the newly released Supplement OWL (Online Wellness Library) and CRN s ongoing advertising review program with the Council of Better Business Bureaus. Finally the industry is in alignment with FDA and FTC in making consumer safety our top priority and we look forward to working together to protect consumers and continuing to meet their demand for safe beneficial and quality products. For more information visit or Associations Applaud New Commissioner s Commitment to Modernizing FDA T he Council for Responsible Nutrition (CRN) and the Natural Products Association (NPA) have voiced their support of the U.S. Food and Drug Administration s (FDA) plans to reorganize its inspection staff and applauded Commissioner Scott Gottlieb for his efforts to modernize the agency. CRN commends FDA Commissioner Scott Gottlieb and the agency for announcing the implementation of its Program Alignment a major initiative that will help strengthen FDA s ability to protect public health. CRN has long urged FDA to move to commoditybased inspections so that the agency could become more efficient and effective in overseeing dietary supplement manufacturing operations and we are hopeful that the Program Alignment will achieve this stated Steve Mister president and CEO of CRN. 16 VITAMIN RETAILER Since FDA issued the good manufacturing practices (GMPs) regulations for dietary supplements nearly 10 years ago both industry and FDA s inspectors who have been previously enforcing as product generalists have been challenged to understand and implement the minutiae of these requirements that are critical to ensuring product safety Mister continued. We are strongly supportive of the Program Alignment as it will allow FDA inspectors to develop expertise in the manufacturing of a particular class of products such as dietary supplements and foster increased collaboration between FDA inspectors and the industry in addressing the challenges of dietary supplement GMPs. Overall FDA s Program Alignment is a positive step in the agency s efforts to fully enforce the law which will ultimately benefit the consumer who deserves the highest quality dietary supplement products. The most effective way to oversee the supplement industry is to enforce the current law and aggressively pursue criminals that break it added Dan Fabricant PhD president and CEO of NPA. We applaud Dr. Gottlieb s commitment to modernizing the FDA and making it more responsive to the consumers and manufacturers of dietary supplements and natural products. For more information visit or WWW.VITAMINRETAILER.COM JULY 2017 Go to healthplus for info about this advertiser ASSOCIATIONNEWS The Big Natural Debuts to Rave Reviews he Natural Products Association (NPA) debuted its new official event The Big Natural to rave reviews from attendees sponsors NPA members and non-members. More than 100 of the industry s top executives and decision makers gathered in Las Vegas NV from June 7 to 9 for a packed program focused on education and networking. The Big Natural is the only event in the industry where people can make a direct investment back into the industry with 100 percent of profit going directly to education and advocacy initiatives. We designed this event to address the issues that are keeping people up at night in our industry said Dan Fabricant PhD NPA president and CEO. Based on the feedback that we ve received we accomplished what we set out to do. The Big Natural proved to be the place where natural products executives meet to move our business--and the entire industry forward added Joe T Weiss president of New York-based Nutrition 21. The Big Natural was created to give attendees access to experts who want to understand how to deal with the political and business challenges the industry is facing and real world solutions to solve them. NPA also elected a new Board of Directors during the conference naming Mark Ledoux CEO and chairman of the board of Natural Alternatives International as chair. NPA has turned a page borrowing from its venerable past and having the courage to look at the future with clarity and confidence in its purpose said Ledoux. The Big Natural event marks a pivot point for NPA and the industry in many ways by asking the tough questions of the experts and not being afraid to get the answers. In addition NPA announced winners of the 24th Annual NPA Awards at the three-day event honoring outstanding individuals in government and businesses that have made valuable contributions to the success of the natural products industry. The winners of the 2017 NPA Awards include President s Award Roxanne Green Lifetime Achievement Award Charles McClain Mac Haddow and John Haddow Industry Champion Award Senator Orrin Hatch (R-UT) Novel Ingredient and Science Award Nutrition 21--Nitrosigine Next year s conference dates will be announced soon. For more information visit THE GO TO RESOURCE FOR HEALTH AND NATURAL PRODUCT RETAILERS LIKE US ON VR s Upcoming Issue Highlights Sept. October 8 3 17 ad closing 8 31 17 ad closing Longevity & Aging Natural Products Expo East Issue 2017-2018 Buyer s Guide Our 2017 Media Planner Is Available At 2017-Media-Planner Contact One of Our Ad Specialists Today Russ Fields at 732-432-9600 ext. 102 or e-Mail RussF Gary Pfaff at 732-432-9600 ext. 103 or e-Mail GaryP 18 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 Go to naturalfactors for info about this advertiser SPECIALREPORT Natural Products Industry Primes for Amazon While Amazon s purchase of Whole Foods Market confirms the relevance of brick and mortar natural grocery stores its value and direct-to-consumer model is not to be ignored by the natural industry. By Janet Poveromo O n June 16 Amazon announced its plan to acquire Whole Foods for 42 a share in a deal valued at 13.7 billion. Whole Foods John Mackey will remain CEO of the grocery store chain and the deal is expected to close in the second half of the year. The news sent shock waves across industries and there has been plenty of analysis done on the deal. What it means for health food stores and the natural industry as a whole is yet to be determined. This is one of the first major combination of two completely different sales channels for natural products direct to consumer internet sales and a large brick and mortar retail chain said Jim Emme CEO of Illinois-based NOW. The Amazon model is fast service at a low price while the Whole Foods model had been a culture of trust with the consumer with products at a premium price. How the dichotomy of these pricing models will sync up is going to be interesting to observe. One big difference in the two models is how branded products are purchased by the retailers Emme added. Whole Foods relies heavily on the support of a third-party distributor to supply its stores with some brands being carried by brokers. This adds two layers of expense to the retail supply chain. Amazon currently does not follow this model and it is not yet clear whether Whole Foods Market will continue to operate in this manner. NOW Emme said currently sells to both Whole Foods Market and to Amazon so we believe that there will not be much effect on our brand in the beginning of the consolidation. Our brand is at a value price point with top quality at a fair price. This could position our products to do well in either channel. No matter what happens in this situation we will continue to be staunch supporters of independent retailers and natural chains. Naomi Whittel CEO of Twinlab in Florida noted that the acquisition will open up the world of health to a 20 VITAMIN RETAILER much larger group in an extremely convenient way positively changing the whole retail shopping experience and make natural foods more accessible for the consumer. In the meantime Twinlab s focus will also remain on providing the highest quality and most innovative products that address consumer and market needs and support our retailer partners Whittel noted. Editorial credit dennizn Retail Tech Amazon has been experimenting with retailing technology with its Amazon Go stores for example and that will likely expand. Amazon is about the efficient and innovative way to deliver consumer needs and we have already begun to see new technology entering retail stores from self-checkout options to talk of drone delivery Whittel said. I ve spent a lot of time in Asia and they have already adopted smart lockers in neighborhood fulfillment centers and in residential blocks to allow for rapid and secure delivery and pick-up of consumer orders. Amazon is a leader in supply chain innovation and superior customer service Emme agreed. They have competitive advantage in these areas so it makes sense that they could leverage this innovation to change the way technology is used to deliver products to consumers. The ability of Amazon to use consumer metrics to recommend additional products is legendary and this too is another area in which they might change the way we shop for natural products. How the possibility of new retail technology will affect the communitycentric model of Whole Foods remains to be seen Whittel added. But what this acquisition tells me is that Amazon is interested in deepening its consumer relationships. They have an appreciation for what Whole Foods has built and what it brings to the table which may mean the best of both worlds is coming to the consumer. Emme also speculated on Amazon s strategy and how it will play out with Whole Foods . One should look at the business model Amazon uses to serve consumers versus the business model used by Whole Foods Market. Amazon strives to be the lowest price provider of products in multiple segments and categories. It remains to be seen as to whether or not they will expect the same of Whole Foods Market. How will Amazon hold out Whole Foods as a natural brand--that s where the rubber meets the road and nobody knows that yet said Daniel Fabricant PhD CEO and executive director of the Natural Products Association (NPA). He also pointed out the significance natural plays in the acquisition. People have referred to the [natural] industry as a cottage industry. Well that s gone. Natural Product Retailers View I can t fully predict the short and long-term effects said retailer Michael Kanter owner of Cambridge Naturals in Massachusetts. In the short term I see little to no change. In a few months to a year we will start to see further challenges in pricing and I m more concerned about inventory and availability. We will be challenged margin wise he said. The long term WWW.VITAMINRETAILER.COM JULY 2017 Go to cwhemp for info about this advertiser SPECIALREPORT is a lot murkier. Observing and evaluating the ongoing evolutions of Whole Foods as well as online ecommerce companies is something that Retailer Mo GeorgePayette CEO of Mother s Market & Kitchen in California said is something they have been watching closely for some time. She also pointed out the significance of the industry s halo history. As independent natural foods retailers we need to continue strengthening enhancing our practices because that is how we have remained competitive by providing excellent customer service with a unique depth of selection--we are values based which is the platform by which our industry was founded--customers trust us to remain consistent with transparency and also remain receptive to their requests and concerns as advocates for their local communities and leaders of sustainability--this ability to be responsive to the needs of our customers is a very important aspect of our culture and success. Retailer Ramona Billingslea of Betsy s Health Foods in Texas said the acquisition proves what smaller retailers have been saying all along-- the natural products industry thrives because of the relationships that are built in brick and mortar stores. Will Amazon which has mastered mechanization in sales online be able to make the changes required to thrive in brick and mortar where relationship is king That will be the key issue that determines if Amazon s takeover of Whole Foods makes a big impact on our industry as a whole or just a little ripple. The store has also been creating strategies to compete with Amazon s online sales Billingslea said. We are largely a supplement store which probably makes our perspective on this issue slightly different than natural foods retailers. We plan to keep building relationships with our customers and seeking vendors who support small retailers by working with us to keep us as competitive as possible on price. As technology retailers might add the Amazon Go technology for easier checkout said Bob Phibbs CEO of the Retail Doctor a New York-based retail consultancy. But I wouldn t let that worry [independent retailers]. I 22 VITAMIN RETAILER doubt ApplePay GooglePay or Paypal are much of a factor for them. George-Payette said retail technology is constantly evolving already relative to providing digital applications resources efficiency and easy-toaccess options for shopping. This is where we need to stay current and be nimble and dynamic yet also remember there are many customers who like a good ol local basic shopping experience. Will Amazon which has mastered mechanization in sales online be able to make the changes required to thrive in brick and mortar where relationship is king -- Ramona Billingslea Betsy s Natural Foods As for payment methods she said back-of-house receiving processes and ordering procedures is an everchanging environment that distributors are also adapting to. It s a race toward who can get the most product in the hands of the consumer most rapidly. We do not currently know to what degree the Amazon Whole Foods worlds will integrate and shift but they will have all of our attention as they mesh online fulfillment with options for an even wider variety of offerings with the ability to connect the best practices from both of their realms. Digitally it s one thing to be tracked online so that ads for products you ve looked at on Amazon pop up wherever else you go on the internet noted Billingslea. It might be quite another thing to be stalked this way in the brick and mortar environment. Will Amazon s retail solutions foster innovation in technology across retail channels If it does perhaps all retailers may potentially benefit. Cambridge Natural s Kanter noted that his store is not selling online at this point. I won t say never and I won t say that it doesn t worry me that we don t but we are about the experience and the experience is about people shopping in our brick and mortar store. While I can t argue about the growth of delivery we can t compete in that place. It s a slippery slope if we try--we re not going to try to be a significant player. Terry Lemerond founder and president of EuroPharma Inc. in Wisconsin stressed that 74 percent of shoppers still want to touch smell and feel what they are buying. Amazon does not provide that and they know they are missing a high percentage of people he said. Plus they will funnel other non-food items through Whole Foods. It will in my opinion give the independent stores better and more attention. However Fabricant stressed the need for independent retailers to focus on their web presence. Here s what we want to see and we want to help retailers out. If you re a mom and pop health food store can you compete with Amazon Well not in the sense of the vastness. But look if you re a mom and pop health food store and have a website and offer local delivery there may be some options there. If you re worried about customers coming into your store once getting good information and then purchasing on Amazon there are ways to combat that. Still the pending partnership with Whole Foods and Amazon obviously creates a bit of anxiety for all in the industry said George-Payette. It is also exciting to imagine how it will unfold. It leads to wondering how it will have an impact on the overall industry and which retailers will be further impacted from the growing demand for organics and non-GMO (genetically modified organism) products to farmers growers incorporating other resources to support supply to pricing structure competition to of course fulfillment methods she said. We are seeing many regional brokers join forces with others to stay afloat more independent brands signing on with larger companies across all categories and frankly it is a sign of our fast-paced changing times. VR WWW.VITAMINRETAILER.COM JULY 2017 Go to mushroomwisdom for info about this advertiser Go to nowpl for info about this advertiser RESEARCHUPDATE Study Confirms Benefits of Fennel in Reducing Postmenopause Symptoms ennel an anise-flavored herb used for cooking has long been known for its health benefits for a variety of issues including digestion and premenstrual symptoms. A new study confirms that it is also effective in the management of postmenopause symptoms such as hot flashes sleeplessness vaginal dryness and anxiety without serious side effects. The study outcomes are published online in Menopause the journal of The North American Menopause Society (NAMS). The use of complementary and alternative medicine for the management of menopause symptoms has surged in recent years as women have attempted to identify alternatives to hormone therapy (HT). Although HT is the most effective treatment for managing most menopause symptoms some women have turned to herbal medicine because they are either not candidates for HT or are concerned about the negative publicity surrounding potential side effects. Fennel an herb containing essential oils has phytoestrogenic properties. Phytoestrogens are estrogen-like chemicals in plants F that have been used to effectively treat a wide array of menopause symptoms. In this small trial of 79 Iranian women aged 45 to 60 years soft capsules containing 100 mg of fennel were administered twice daily for eight weeks. Improvements were compared between the intervention and placebo groups at four eight and 10 weeks with a significant statistical difference documented. In the end fennel was concluded to be a safe and effective treatment to reduce menopause symptoms without serious side effects. The study described in the article Effect of Foeniculum vulgare Mill. (fennel) on menopausal symptoms in postmenopausal women a randomized triple-blind placebo-controlled trial is one of the first clinical studies to examine the benefits of fennel for managing menopause symptoms even though it had been previously studied and confirmed to manage premenopause symptoms. The study was completed in Tehran Iran where the average age of women at menopause is younger than in the United States 48.2 years ver- sus 51 years respectively. Some of the most common adverse effects of menopause are hot flashes vaginal dryness sleep problems joint and muscular discomfort exhaustion irritability anxiety and depression. This small pilot study found that on the basis of a menopause-rating scale twice-daily consumption of fennel as a phytoestrogen improved menopause symptoms compared with an unusual minimal effect of placebo said Dr. JoAnn Pinkerton executive director of NAMS. A larger longer randomized study is still needed to help determine its longterm benefits and side effect profile. For more information visit Psychological Benefits for Kids When Moms Keep Taking Folic Acid T aking folic acid supplements throughout pregnancy may improve psychological development in children. That is the finding of research by Professor Tony Cassidy and colleagues from Ulster University who presented their study to the Annual Conference of the British Psychological Society in Brighton. There is evidence that folic acid supplements taken during the first three months of pregnancy can have beneficial effects on children s brain development Cassidy said. We wanted to investigate whether continued supplementation throughout pregnancy had any additional effects. The researchers asked the parents of 39 children now aged seven to answer questions about their child s personality including levels of resilience relationships with others and how they express their emotions. Within this group 22 mothers had taken the supplement throughout their pregnancy while the other 19 took it during the first three months only. Analysis showed that children whose mothers took the supplement throughout pregnancy demonstrated higher levels of emotional intelligence and resilience. Additionally the level of folic acid in mother s blood toward the end of pregnancy was a good predictor of children s resilience and emotional intelligence. Most expectant mothers know that taking folic acid supplements in the first three months of pregnancy is important for the baby s spinal development Cassidy explained. Our study shows that there are potential psychological benefits for the child if supplements are taken throughout the pregnancy. For more information visit http 24 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 Go to naturalfactors for info about this advertiser RETAILFUNDAMENTALS By Terry Lemerond ow you utilize the space in your health food store has a tremendous impact on your bottom line. As a storeowner myself I ve tried many different design tactics over the years. I ultimately landed on some that have worked to my advantage and continue to stand the test of time. By implementing some of these same strategies you can optimize your retail space and grow your sales numbers. H the store to catch your customers eye and draw them in at the moment they walk through the door. Here s another secret if you have a product that s flying off the shelves feel free to place it in the back of your retail space. Your customers are coming in for that specific product anyway so by placing it in the back of the store you can guide them past a number of other sales opportunities. Utilize Prime Real Estate Customers are naturally inclined to move to the right when they enter a store which is why you want to greet them with products that bring in your highest profits. I once visited a store where a retailer used this premium real estate space to sell single-serving protein bars which didn t garner much in overall profit. When I suggested they place a highcost item in this prime location instead they saw a tremendous boost in sales. Put top-selling products at the front of 26 VITAMIN RETAILER Position Products by Brand for a Wow Factor Many health food stores are set up based on condition categories. They have a section for heart function digestive function brain function and so on. Category placement is good but it s actually more beneficial for the store s salespeople than the customers. If a customer interested in blood pressure support stumbles upon a heart health section in-store the sheer amount of heart products on the shelf can be overwhelm- ing. Studies show that too many choices have been known to inflict purchase paralysis on consumers often causing them to leave the store without buying anything at all. Category placement is a great way to help the staff know where to take a customer when they re looking for a particular product but it s not good for the consumer navigating the store solo. Ultimately stores shouldn t be designed for the staff. Instead design the store to sell on its own if necessary. How can you help customers who feel overwhelmed by the amount of offerings for a particular condition I like brand positioning. Brand blocks in the retail environment can be quite a wow factor for consumers. I recommend setting up brand blocks for three four maybe five of the main companies your store carries. Customers tend to become brand loyal and this makes it easy for them to choose products from a company they (Continued to page 47) WWW.VITAMINRETAILER.COM JULY 2017 Go to naxa for info about this advertiser Consumers interested in natural solutions that address pain have a myriad of options. By Hilary Daninhirsch rom the beginning of time people have been trying to find ways to fight pain naturally. Between headaches sports injuries arthritis and the like pain is unfortunately a fact of life for many people whether on a chronic or acute basis and natural pain and anti-inflammatory solutions are a huge market for natural products retailers. Pain relief has come a long way from the ancient practice of using electric eels for wounds or cutting holes in the head to let the pain seep out. While such ageold practices as acupuncture are still widely used today most folks opt for healing properties that are packaged in bottles or boxes as they are convenient easy to access and are for the most part reasonably priced. There has been a trend in America to take your health into your own hands by looking for natural alternatives or complementary products to traditional medical treatments said Timothy Mount F CN CCMN director of education for the Irvine California-based NeoCell. While many traditional short-term pain solutions are available on grocery store shelves or by prescription consumers interested in natural solutions have a myriad of options as well. Various industry experts have weighed in regarding the state of the market the latest trends as well as tips on how to merchandise this product category. Demographics Fact no one is immune from pain. And pain can impact quality of life. In a 2015 analysis by the National Institute of Health more than one in 10 adults in the U.S. reported experiencing daily pain over a three-month period moreover the data indicated that half of the adult population experienced some sort of pain during the same time frame. Even children are not unaffected. The U.S. Centers for Disease Control and Prevention reported that 2.6 million chil- dren under age 19 receive emergency room medical treatment for sports injuries each year. Athletes gym rats and fitness trainers are one major demographic for whom joint pain prevention is geared. But even a lapsed gym member can experience shin splints or a pulled hamstring from time to time. As the population ages minor aches and pains are a common complaint. Consumers in their golden years make up the main population gravitating to these products said Mount. The etiology of pain is not limited to sports injuries or to the joys of aging. Some people experience chronic pain from such conditions as fibromyalgia and arthritis or from genetic causes. Natural products for pain and inflammation therefore have a potentially unlimited consumer base. The Market As pain is an equal-opportunity annoyWWW.VITAMINRETAILER.COM MAY 2014 WWW.VITAMINRETAILER.COM JULY 2017 28 VITAMIN RETAILER Celebrating 20 Years of Excellence 1994-2014 Go to alchem for info about this advertiser ance it is not surprising that the natural products pain anti-inflammatory market is a multi-billion dollar industry. After all no one wants to walk around in chronic pain or even in acute pain. Natural pain and inflammation products are the fastest growing segment in the specialty supplement category said David Gerhardt president of Genacol USA founded in Canada. The category has more than doubled in the past five years and according to many natural retailers the growth is not slowing down. I think that there is incredible potential for the pain and inflammation market it seems to me that this is an evergreen category that doesn t show signs of letting up agreed Cheryl Myers chief of scientific affairs and education at EuroPharma in Wisconsin. Several factors will likely cause the market to grow exponentially one being aging population particularly as people are living longer. Another is consumer dissatisfaction with over-the-counter (OTC) options. As awareness grows of the potential side effects of the OTC and prescription products and as more consistently efficacious natural products are available I d expect a relative increase in natural joint health product sales said Michael Bentley president of SierraSil Health Inc. based in Vancouver BC Canada. Myers echoed this sentiment and added The growing awareness of the terrible toll that even over-the-counter medications have on the stomach liver and cognitive health have opened up a very serious and critical point of impact for health food stores and supplement manufacturers to provide guidance and healthy alternatives that work effectively and quickly without the dangers of side effects. On the flip side factors within the natural products industry can have a negative impact on the market such as natural products that do not stand up to their claims and or are of poor quality. And as of late there has been concern over potential contaminates in products sourced in Asia. This can erode con30 VITAMIN RETAILER sumer confidence especially when it alters perception of the whole industry said Bentley. Another factor impacting the market is the current epidemic of opioid abuse. The highly toxic nature of narcotic pain relief has engaged consumers fear--as it should considering the highly addictive nature of opioid pain killers said Kurt Forstmann director of Aceso in Colorado whose company manufacturers hemp-based cannabinoid supplements. Natural pain and inflammation products are the fastest growing segment in the specialty supplement category. The category has more than doubled in the past five years and according to many natural retailers the growth is not slowing down. -- David Gerhardt Genacol USA Justin Zehrung vice president of Essential Source in Arizona commented that the scope of the future market will ...continue to grow by its own success but it will also continue to need educators willing to invest in appropriate advertising. Delivering the Goods Natural pain solutions can be ingested orally via capsule liquid or powder forms while topical treatments abound as well. Though the jury is out as to which delivery method is better as is the case with many other consumer products it is often just a matter of personal preference. Betsy s Health Foods with three locations in the northwest Houston TX area sells 35 skus in the inflammation category and at least 19 skus in the glucosamine and chondroitin category. The most preferred delivery method continues to be capsules for their ease in transporting storing and swallowing. For discomfort sometimes customers prefer a topical cream they can place directly on the area that seems to be causing their discomfort said the store s marketing manager Ramona Billingslea. She added that liquids and powders are popular with those not comfortable with swallowing pills but they re more difficult to store and transport. Mount said that capsules and tablets are the most effective way to get high doses of nutrients because of being able to combine several ingredients into a single formula as well as avoiding a potentially unpleasant taste in a soft chew. When possible consumers like flavored products that they look forward to taking instead of adding another pill to their regimen said Mount pointing to NeoCell s Joint Bursts soft chews as an example. We believe in tablet capsule and powder forms for more bioavailability said William Smart president and CEO of Savesta LifeSciences based in Chatsworth CA. Unique to the CBD supplements market our powdered delivery method mixes easily with water and honors the ages-old ritual of preparing consuming a wellness remedy. Also unique to CBD supplements our tincture spray (applied under the tongue) appeals to customers looking for a fast-acting and convenient delivery system noted Forstmann. The most effective methods are those that not only focus on the ingredients but the speed of delivery. Some products are designed for sustained release and others are more for quicker relief said Zehrung. Although Mosca said that ingestibles are just as effective as topicals Gerhardt contradicts this somewhat by saying that unlike capsules and liquids which work to repair damage Topicals are effective for temporary relief but not for long term healing. Studies Have Shown ... From time immemorial the earliest humans have been experimenting with the effects of natural alternatives for pain relief today s scientists have built upon that knowledge and have continued to study herbal extracts and other solutions found in nature. However cautioned Bentley There is no agreement in the natural health industry on what constitutes adequate or appropriate research for new products. That s not surprising given the industry fragmentation the variety of products available and that many products don t have novel characteristics that could be patentable. That is not to say that studies are not being done. In fact continued Bentley WWW.VITAMINRETAILER.COM JULY 2017 Go to europharma for info about this advertiser SierraSil has conducted numerous lab studies with established protocols. A past director of the Natural Products Association in the U.S. has referenced our research as representing a gold standard for our industry he said and additional research is underway. Many studies are looking at the effects of curcumin deriving from turmeric as that is one of the most popular antiinflammatory supplements in the natural sector. There was a study in 2012 where this standardized turmeric outperformed an NSAID. This is not your typical study as many are not willing to compare directly to pharmaceutical ingredients to prove effectiveness. But in my opinion this is exactly what we need more of noted Zehrung. While his company pays close attention to sources and studies they conduct their own extensive R&D using a network of biochemists naturopaths and other industry experts. Myers explained that her company also reviews the latest studies and has found positive clinical results in individuals with osteoarthritis and rheumatoid arthritis who have taken the botanicals curcumin and boswellia compared against celecoxib. Collagen has soared in sales in the past few years with the revelation of many clinical studies that show collagen slows in production by age 30 and declines from that point on in our lives said Gerhardt adding that his company has links to several large clinical studies about the positive effects of their collagen products on its website. the inflammation that is causing the pain giving the body a chance to heal and in fact helping heal the damage outright said Myers of her company s best-selling supplement. The company has also launched Rhulief Pain Relieving Balm an OTC topical medication with menthol and camphor which Myers said works quickly for arthritis or muscle joint pain and they have expanded the Curamin lineup. Bestsellers New Products As the market grows manufacturers must not only keep abreast of new studies but must develop new and improved formulations accordingly. A roundup of some bestsellers and new products are varied though one recurring theme is the trend in curcumin products as they have shown to be both effective and fast acting. Curamin changed the picture dramatically because it features ingredients that both relieves pain right away and stops 32 VITAMIN RETAILER A relatively new player in the supplements market is CBD extracted from hemp due to the national trend toward cannabis legislation said Forstmann. There is a common misconception that hemp is another euphemism for marijuana. While they both are cousins within the Cannabis genus they are indeed separate species of plant. The critical difference is that the psychoactivity or high a consumer gets from marijuana is absent from hemp products. As such hemp and CBD derived from it are legal across the U.S. and in many countries around the world--but thanks to the misconception mentioned above it is only now entering the national dialogue around natural pain and inflammation relief explained Forstmann whose Aseco product is mixed with other naturopathic soothing ingredients. NeoCell s Super Collagen is the original collagen supplement first manufactured in 1998 clinically tested to improve skin hydration and Mount reported it remains the No. 1 seller in America to this day. It is sold in an unflavored powder format that can be mixed into liquids or added to recipes. A newer product from NeoCell is Move Matrix a joint formula with a blend of high dose ingredients such as collagen glucosamine as well as a comprehensive mix of antioxidant components to promote a healthy inflammatory response. Celadrin a blend of fatty acids is a product of Proprietary Nutritionals that targets joint swelling. The company also makes Joint Bursts Tropical Tang soft chews for achy joints consisting of collagen turmeric and hyaluronic acid. Already a manufacturer of the only Boswellia product containing 85 percent Boswellia Savesta has just introduced Boswellia Plus an 800 milligram tablet for bone and joint support which includes turmeric white willow and cissue-quadrangularis to help increase calcium uptake for bone strength. SierraSil produces a volcanic geothermally altered mineral complex sourced in the U.S. Sierra Mountains. We have a product with the Meriva curcumin called Joint Formula Curcumin. It features a clinically verified dosage of the very welltested Meriva curcumin and a half dose of the also well-verified SierraSil minerals said Bentley. They are also releasing Sierra Pro-X for Altum Pharma which includes SierraSil and other ingredients targeted for current or retired athletes. Nopavera s anti-inflammatory product uses the strongest concentration of nopal cactus fruit available said Zehrung. The nopal fruit is the only known source of all 24 naturally occurring betalains which fight inflammation and also give the fruit its red color. The company has released Nopavera Plus in a fast-acting sublingual liquid extracted with turmeric and other ingredients. Genacol is adding a bone and joint formula and has introduced liquid collagen to its line of collagen products. The astronomical media coverage on fish oils and turmeric make these two products a popular choice for many areas of health benefits including the DSHEA-compliant pain inflammation benefits said Billingslea. She also predicted that CBDs will continue to gain traction ... as long as they prove supportive of the nutritional needs incurred when pain and inflammation are in question. Merchandising Tips As manufacturers have a vested interested in sales of their products they often offer merchandising assistance to their retail partners. For example NeoCell provides free samples that can be handed out to consumers prior to a sale as well as literature and coupon books. New placement free fill deals are also availWWW.VITAMINRETAILER.COM JULY 2017 Go to neocell for info about this advertiser and in-store lectures. On Display When stocking your shelves keep your customer s mindset in the forefront of yours. Perception is everything when it comes to making a successful sale said Mosca. That is why he suggested stocking a variety of joint support supplements in the general sports nutrition section to alleviate the perception of consumers having to shop for products in the older people s department. Cross merchandising internal external products on end caps are a great way to increase sales by offering a comprehensive joint support program said Mount. Often external patches lotions or balms provide fast relief while internal supplements address long-term joint health. While brand blocks can make a big visual impact seasonal store events and promotions can bring in traffic and call attention to certain pain relieving activities such as a snow shoveling special in the winter suggested Myers. able to retailers interested in carrying new SKUs and case stack deals are offered for larger orders of existing products said Mount. In addition to free samples and coupon books as well Savesta offers instore training and soon will offer online training for both the retailer and the end user. SierraSil offers their retailers a Professional Reference Guide to share with health practitioners in their area which summarizes and explains clinical research while Aseco is developing a Retailer Support Program to include branded store displays social media advertising and more. And EuroPharma works one on one with retailers to help them develop sales tools that fit their needs such as detailed literature product webinars Connecting with Customers Social media is effective means for spreading your marketing message due to its potential worldwide audience. Genacol for example relies on social media for everything from educating consumers posting testimonials as well as connecting consumers with their local health food stores. The company also posted its clinical studies on their website. As a retailer Billingslea knows that establishing a relationship with your instore customers is an effective merchandising tool. Once you know your customers they will trust you to guide them to the right products for their particular complaints. Equally important is to garner feedback about how the products they bought are working. Besides a small reference library customers are free to peruse some literature manufacturers provide about their products our best resource for our customers continues to be the one-on-one attention we offer them with staff who are educated about products and dedicated to quality customer service she said. But retailers need to practice caution when communicating with consumers. Teaching staff to remain within DSHEA (Dietary Supplement Health and Education Act of 1994) guidelines when discussing pain or inflammation with a customer can be a particular challenge. Suppliers help us by ensuring that their labels and marketing materials strictly adhere to DSHEA guidelines. By using these materials as our guide we can confidently help consumers meet their nutritional needs without risking giving them the wrong impression that a supplement can cure or treat what might otherwise be a disease state added Billingslea. VR Extra Extra Visit to read Dr. Jacob Teitelbam s detailed information about select natural products for pain and inflammation. i For More Information Aceso (888) 297-1242 Essential Source (877) 879-9966 EuroPharma (866) 598-5487 Genacol USA (888) 514-3622 Neocell (800) 346-2922 Proprietary Nutritionals (519) 647-2071 Savesta LifeSciences (818) 709-2411 SierraSil Health Inc. (877) 743-7720 34 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 Go to pharmachem for info about this advertiser Multifunctional Minerals Essential for Good Health An educated customer base and loyalty to established proven products keep the mineral market strong. By Karen Morse MPH he consumption of minerals is essential to support a number of life-sustaining functions. Due to the busy lifestyles led by Americans and the changes in farming practices in the United States there is a growing need for supplements to enhance the typical American diet. A paper written by the Nutrition Security Institute in 2006 describes that in the U.S. and throughout the world topsoil mineral content has been depleted explained Jennifer Weinhardt BS MS research and development specialist at Bluebonnet Nutrition Corporation in Texas. The depletion due to many factors including soil erosion and the lack of rotational cropping have led to an absence of minerals in topsoil and crops that are less nutrient-dense. Unless farming practices change and growers replenish the mineral contents of their soils harvested foods will continue to decrease in nutrient T content said Weinhardt. These are just a few of the many contributions to the ever-growing demand for mineral supplementation. Andreas Koch vice president of public relations and marketing at Natural Vitality in Texas agreed. According to medical doctor and agricultural expert Dr. Arden Andersen the nutrient content of foods today compared to 50 years ago ranges from 15 to 75 percent less. This isn t good news considering that our bodies depend upon the things we eat. He added that if our bodies aren t being supplied with the key nutrients necessary to function the body s natural biological processes begin to slow down which can contribute to low energy and aging. The State of the Minerals Market According to Neil E. Levin CCN DANLA senior education manager at Illinois-based NOW Foods the minerals category is the smallest segment of the total U.S. supplement market estimated at 7 percent. Even as the smallest segment of the supplement market minerals still represent 2.7 billion in sales he stated. Matt Kilts managing partner of Trace Minerals Research based in Utah said that the market for minerals is a thriving one. Consumers are realizing that minerals are as important--if not more important in some cases--as vitamins Kilts shared. Minerals are the building blocks of our health and consumer are beginning to understand this. Kilts noted that Baby Boomers continue to be curious about their health and aging and are interested in staying active and healthy so they can enjoy life. Younger consumers too are becoming more interested in their health as well as the health of their parents and grandparents. They WWW.VITAMINRETAILER.COM MAY 2014 WWW.VITAMINRETAILER.COM JULY 2017 36 VITAMIN RETAILER Celebrating 20 Years of Excellence 1994-2014 Go to albion for info about this advertiser Multifunctional Minerals Essential for Good Health [Magnesium] is a required cofactor for an estimated 360 enzymes and is also important for regulation of calcium balance through its effects on the parathyroid gland. want to help the ones they love feel better and have a higher quality of life and they also don t want to end up in the same health situation said Kilts. Market Trends Magnesium is the biggest driver of the mineral category though as our expanding knowledge of the mineral s role in literally hundreds of biochemical processes and pathways spur numerous consumer-friendly articles favorable of its use Levin said. We see a general broadening of the mineral market especially for specific populations. While magnesium leads this growth sports endurance-recovery is another important and growing category. And research into specific mineral forms such as magnesium-lthreonate for cognitive support promises to drive additional markets in the future. Koch agreed. More consumers are self-educating about general health and wellness and in particular identifying the importance of magnesium balance he said. People today are generally much more active both physically mentally and emotionally and as a result are experiencing a higher rate of stress anxiety and sleeplessness to name of few. These are signs that the body may likely be magnesium deficient. People are looking for ways to address these concerns through healthier diets and supplementation which poises the market for further growth. Levin said he believes that the recent uptick in magnesium sales could be the result of a more informed general public. More people are discovering how important magnesium is and all the body functions where magnesium is involved such as energy production and metabolism muscle contraction nerve impulse transmission and bone mineralization. 38 VITAMIN RETAILER Kilts stated that although magnesium is in the spotlight right now zinc iodine potassium boron copper and fulvic minerals are also strong in the category for his company. These additional minerals along with magnesium are averaging 60 percent plus growth each month. We are seeing a collective increase in sales across our entire single minerals line. Best-selling Mineral Supplements Bluebonnet s best-selling mineral is Liquid Calcium Magnesium Plus Vitamin D3 which Weinhardt explained provides calcium magnesium and vitamin D3 in the scientifically coveted potencies and ratios for optimal bone health. Some of the most compelling and in-depth clinical research related to bone health have been conducted collectively on these three popular bone-support nutrients which is why they are so highly regarded as the trifecta or winning ticket to bone health she said. There is no substitute for what these three nutrients can do in the remodeling of bones making them dense and strong for later years. What sets this formula apart and makes it such a great seller is the fact that it is in liquid form which allows for better assimilation into the body and also helps improve compliance for those individuals who cannot or do not prefer swallowing capsules or tablets. The bestseller for NOW is its 200 milligram magnesium citrate tablets (in 250 quantity). This [product] is popular because only two tablets provide 400 milligrams of elemental magnesium that s been fully reacted to citric acid (citrate). Many products only blend or partially react the magnesium to the citrate offering inferior product quality. Levin pointed out that these differences are not always adequately disclosed on product labels in order to allow consumers to make smart choices. For Trace Minerals Research the company s ConcenTrace Trace Mineral Drops is its best-selling mineral product and has remained a top-seller for decades. It is also the number one selling trace mineral supplement in the natural channel according to SPINS data Kilts shared. ConcenTrace is a concentrated trace mineral complex that is harvested from the Great Salt Lake in Utah. Water from the Great Salt Lake is harvested and naturally concentrated using only the heat from the sun through a proprietary harvesting process called ConcenFlo. Once it achieves the desired concentration the final product contains more than 72 naturally occurring ionic trace minerals from the Great Salt Lake that is high in magnesium with 99 percent of the sodium naturally removed. Kilts said that the product continues to do so well in sales simply because it works. People notice a difference in their overall health and wellbeing when they use it on a daily basis. Plus it s an ionic mineral complex that is water soluble so it s bioavailable and can be easily absorbed by the body. Koch shared that Natural Calm by Natural Vitality ranks as the first third and fifth best-selling products amongst more than 7 600 vitamin and mineral products in the natural products industry. Natural Calm has been a best seller for 10 consecutive years. Natural Calm is the top-selling product because of its easy absorption and effectively supports stress reduction heart bone health better sleep and natural energy production to name a few said Koch. The variety of delicious flavors are organically sweetened vegan gluten free and verified by the Non-GMO (genetically modified organism) Project. Natural Calm has earned multiple awards by WWW.VITAMINRETAILER.COM JULY 2017 Go to naturalvitality for info about this advertiser Multifunctional Minerals Essential for Good Health leading health magazines and recently earned a perfect three-star quality seal of approval by Healthy Living. The best seller from Nevadabased Coral Calcium LLC is its Coral Complex with 74 trace minerals that are easy to digest and absorb. Other big sellers for the company include its Coral White toothpaste for adults and Coral Kids fluoridefree toothpaste both formulated with ionic calcium from above-sea coral. Ioniplex the best-selling product from Mineral BioSciences based in Arizona is a patented fulvic ionic mineral complex which consists of up to 65 plus macro micro and trace minerals. Ioniplex is highly bioavailable and as a fulvic acid penetrates membranes and cellular barriers said business development manager Rich Hunsaker. Ioniplex carries those minerals and any nutrient combined with it directly into the cells. The ionic nature of those minerals enable them to feed and enhance our cells. Studies have shown a 50 percent increase in mitochondrial metabolism which converts to improved energy and performance with Ioniplex. New Products and Formulations New to Natural Vitality s product line is their Natural Calm Cream a non-greasy transdermal magnesium cream formulated by leading magnesium researcher Andrea Rosanoff PhD. Koch explained that this laboratory-tested Natural Calm Cream can be applied to any area that is tense stiff inflamed or in pain and used in lieu of magnesium oil. While the product was initially only distributed to health professionals the award-winning formula is now available to retailers. Natural Vitality also recently launched its Calm Kids line in May of 40 VITAMIN RETAILER this year. In addition to magnesium Calm Kids also provides soothing effects from Suntheanine a patented premium form of the relaxing amino acid L-theanine as well as choline an easily-absorbable form of vitamin B12 vitamin B6 vitamin D3 and vitamin C. NOW had a few new entries into the mineral category Magtein (magnesium L-threonate) for cognitive support Calcium D-Glucarate for detoxification support as well as prostate and breast health and Magnesium Inositol Relax a powder formulation that promotes relaxation. Additionally NOW has reformulated its magnesium citrate products and is now using fully reacted magnesium citrate in the formulas. Trace Minerals Research has a new product in the mineral category called VitaStraw that contains flavored mineral powder pellets in an enclosed straw. The idea is to make consuming your minerals more effective because of increased water consumption as well as fun said Kilts. As water is sucked through the straw the flavored mineral pellets dissolve and pass through the straw. The straws can make it easy for young and old alike to increase their mineral intake and begin to feel the difference minerals make. Tot la Cellular Health is a new liquid dietary supplement from Mineral Biosciences containing Ioniplex. One ounce per day will assist in enhancing and protecting cells from damage to create a cellular foundation to a healthy lifestyle said Hunsaker. Mineral Biosciences also has a new capsule product IoniCell for The coIoniCell is enhancement cellular protection and healthy blood sugar management. Hunsaker explained that taking one to two capsules daily after a meal helps manage blood sugar spikes by protecting cells from the damage caused by excess glucose in the body. Village Vitality in Woodstock NY the biggest challenge for retailers is that most practitioners don t make recommendations based on what is best for the patient. Most practitioners make recommendations on what is ubiquitous and or cheap he said. They ll recommend magnesium oxide calcium carbonate and forms of minerals that may be high dose but have lots of liabilities. He considered the role of the retailer as one to educate and bridge the knowledge gap. To help with customer education in this category NOW offers retailers a minerals brochure that provides a basic overview of minerals and their function in the body to give to customers. The intent is to help educate the consumer so they can decide which minerals would be best for their personal needs said Levin. Trace Minerals Research offers a number of training options for retailers. Dr. Darrin Starkey manager of training and education is a dedicated full-time employee who trains and educates our retailers explained Kilts. He does staff trainings on the phone as well as in-person in stores. For retailers who find mineral sales challenging Natural Vitality has created new free in-store tools to help turn bottles. Most popular are the Natural Calm sample packs which are available upon request said Koch. Other retailer tools offered by Natural Vitality include shelf talkers coupon pads six- and 12-unit counter displays floor displays and passive demo beverage dispenser kits. VR Extra Extra Visit to learn more about the science behind Aquamin. i For More Information Bluebonnet Nutrition Corporation (281) 240-3332 Coral LLC (800) 678-9884 Mineral BioSciences (623) 932-1522 Natural Vitality (866) 416-9216 NOW (800) 999-8069 Trace Minerals Research Retailer Challenges According to Neal Smoller pharmacist-owner of Village Apothecary and (801) 731-6051 WWW.VITAMINRETAILER.COM JULY 2017 HEALTHANDNUTRITION Making a Difference for Pain By Cheryl Myers ccording to a recent ABC News USA Today Stanford University Medical Center poll more than half of Americans suffer from chronic or recurrent pain (most usually associated with an inflammatory process) and nearly half (46 percent) reported pain in the last two weeks. This number does not include the usual minor pains that occur daily (stubbing a toe bruising an elbow a headache in front of the computer screen etc.). That means the market for effective pain relief may be one out of every two Americans and in my opinion it s closer to two out of two Americans Who doesn t need occasional pain relief A Hidden Dangers Unfortunately people are filling this need with over-the-counter (OTC) and prescription drugs. They have no idea of the potential adverse effects these drugs can cause. It is unfortunate that we live in a world where the number JULY 2017 WWW.VITAMINRETAILER.COM one cause of acute liver failure is the over-the-counter pain drug acetaminophen (one brand name is Tylenol). The non-steroidal anti-inflammatory drugs (NSAID) like ibuprofen and naproxen sodium are a multi-billion dollar industry. Yet these drugs wipe out an enzyme system that is part of the inflammation cascade. The body doesn t function well with the impairment of an entire enzyme system so the adverse effects can range from mild to lethal. They cause erosion of the lining of the stomach and intestines ulcers bleeding perforated ulcers leading to a deadly infection called peritonitis reduced kidney function and a doubling and tripling of the risk of heart attack and stroke. A documented 16 500 people die each year from the use of ibuprofen alone. I consider death an unacceptable side effect when dealing with pain. The opioid crisis is headline news with issues of both addiction and thou- sands of accidental deaths. This group includes drugs such as Vicodin Percocet morphine OxyContin and fentanyl. These drugs are highly addictive and in higher doses can suppress breathing and cause respiratory arrest. These very powerful pain relievers were once used only for very short time periods or with pain unresponsive to any other kind of intervention. Now we see explosive growth in the long-term use of these drugs. And while these drugs are very powerful at numbing the pain signal they do absolutely nothing for inflammation. So if a person is taking an opioid drug like Vicodin for back pain they may feel better temporarily but the underlying problem is untouched. For most pain issues you have to address inflammation in order to reduce or eliminate pain. There is no question that we must help people in pain. Pain is a highly dysfunctional state. Chronic severe pain greatly elevates risk for suicide. Pain VITAMIN RETAILER 41 HEALTHANDNUTRITION destroys mood and interferes with relationships. Pain damages work scholastic and social performance. It can stimulate adrenal firing which causes stressrelated hormones to flood the body. It causes sleep deprivation. It limits movement and this pain-related inactivity can itself worsen the pain over time. The most important first step is to understand the pain. Health care practitioners need to fully investigate the cause of the pain any physical issues that are exacerbating the problem and any impediments to resolving the pain successfully. However this is not always done and patients go for years without a true understanding of the health issues causing their pain. How can you eliminate pain without addressing root causes There are highly effective dietary supplements that can make a real difference in pain. This list is not all-inclusive but here are some that are clinically validated. needs to have enhanced absorption to achieve blood levels necessary to reduce inflammation. Next it has to remain stable in its free form for optimal benefits. There is a patented clinically studied curcumin called BCM-95 that uses turmeric essential oil rich in turmerones that has been shown to reduce both pain and inflammation in both osteoarthritis and rheumatoid arthritis performing as well as NSAID drugs. Another enhanced absorption curcumin blended with lecithin in the Phytosome form has been clinically studied for effective pain and inflammation relief in osteoarthritis as well. at relieving back pain as the prescription drug Vioxx. Sixty percent of patients in each group saw significant reductions in pain--but white willow was the less expensive choice with far fewer side effects. Devil s Claw This long-trusted herb from southern Africa can improve flexibility and reduce inflammation. Scientific research indicates it may increase hyaluroinic acid important for lubrication and cushioning in the joints. Another clinical study to relieve pain in 30 percent more patients than Vioxx. Pain damages work scholastic and social performance. It can stimulate adrenal firing which causes stress-related hormones to flood the body. It causes sleep deprivation. It limits movement and this pain-related inactivity can itself worsen the pain over time. A recent scientific study of cells from human spinal discs treated with curcumin showed an 80 percent reduction in inflammatory compounds and a 70 percent reduction in cartilage-damaging enzyme activity. That means that in addition to reducing pain and inflammation curcumin likely reduces damage to the joint as well and facilitates healing. Cherries A very recent study (a cross-section of the Framingham Heart Study Offspring cohort July 2015) showed that anthocyanins reduced 12 different inflammatory biomarkers. Adjusting for variables the results showed that higher anthocyanin intake (from foods in this case) accounted for a 73 percent lower overall inflammation score between the highest and lowest quintile categories. The foods they found that were most commonly consumed and contributed the most were apples strawberries pears and red wine. The studies on cherry anthocyanins are compelling. Not only do they reduce inflammation they reduce uric acid a key factor in gout and gouty arthritis. Popular Pain Relief Ingredients Some of the well-known natural interventions for pain are products that rebuild damaged areas (glucosamine chondroitin collagen) thereby indirectly reducing pain enzymes (bromelain digestive enzymes pancreatin) that reduce inflammation and remove tissue debris topical creams containing counter-irritants and circulation enhancement (capsaicin menthol) and supplements that preserve brain endorphins enkephalins that impact pain (Dl-phenylalanine or DLPA). Omega-3 Fatty Acids Omega-3 fatty acids have been proven to be anti-inflammatory and to reduce pain. It s no surprise that when someone begins a regimen of omega-3s--often for reasons of heart health--they also experience less joint pain. Both laboratory and clinical research shows that eicosapentaenoic acid (EPA) and docosahexaenoic acid (DHA) lower the levels of arachidonic acid. Arachidonic acid forms inflammatory compounds so less arachidonic acid equals less inflammation. In cases of rheumatoid arthritis a British review found that omega-3 fatty acids showed some symptom relief. Since omega-3s are so beneficial for a wide variety of health concerns they re definitely worth adding to any program of joint support. There are several popular delivery systems for omega-3 fatty acids. Most are oil based (fish krill calamari) but there is a non-oil omega-3 product from France that is highly effective. In fish oils triglycerides carry the omega-3s WWW.VITAMINRETAILER.COM JULY 2017 Curcumin Curcumin has been touted as the most anti-inflammatory herb on the planet and there appears to be a certain amount of scientific truth to that claim. This multifaceted compound has demonstrated activity against multiple inflammatory pathways including COX2 LOX TNF-alpha IFN-gamma and NF-kappaB. In America it is estimated that more than 56 million adults experience chronic pain with the top five conditions cited being low back arthritis migraine jaw lower facial and neuropathies. Reducing inflammation is an important relief strategy which makes curcumin an ideal therapeutic agent due to its ability to address multiple inflammatory pathways with virtually no significant adverse effects. Unfortunately there is a challenge in using curcumin medicinally. First it 42 VITAMIN RETAILER Boswellia This specific inhibitor of 5-LOX inflammation also relieves pain so it makes a perfect partner to curcumin. In fact they were shown in combination to stop arthritis pain as effectively as celecoxib (prescription drug known as Celebrex) with better reductions in pain and greater increases in walking distances. And unlike celecoxib known for adverse effects that include nausea ulcers headaches and increased risk of both heart attack and stroke the herbal group saw no serious side effects at all. White Willow A study showed this herb is as effective into the body but in the non-oil product it is phospholipids that carry the omega-3s. Phospholipids are much more effective at transporting omega-3s than are triglycerides and are more stable. The processing is different so the DHA and EPA remain in their original form and are not twisted which is a result of oil processing. Because of the enhanced delivery system of phospholipids and because the omega-3s are bioidentical and more easily incorporated at the cellular level high doses are not required. Conclusion As obesity toxins pro-inflammatory diets and increasing age take their toll on our population pain will likely increasingly be a problem. And as consumers know more about the risks of drugs used to treat pain effective natural options will continue to thrive. Offering safe and effective pain relief is a priority in helping our customers attain optimal health. VR References Ibuprofen use doubles or triples risk of heart attack or stroke http heart news 20150710 fda-warning-nsaids-heart_risks. Trelle S. BMJ. 2011 342 c7086. pmc articles PMC3019238 ) Acetaminophen toxicity is the leading cause of acute liver failure in the United States Fontana RJ. Med Clin North Am. 2008 92(4) 761 794. pmc articles PMC2504411 . Khandelwal N. Hepatology. 2011 53(2) 567-576. pmc articles PMC3208905 ). 4 500 000 health care visits annually due to adverse drug events (Sarkar U. Health Serv Res. 2011 46(5) 1517-1533). 400 000 hospitalizations annually due to adverse drug events. Sarkar U. Health Serv Res. 2011 46(5) 1517-1533. 177 000 emergency medical visits annually by older adults experiencing adverse drug reactions Adults and Older Adult Adverse Drug Events. MedicationSafety Adult_AdverseDrugEvents.html. 100 000 people are hospitalized every year for gastrointestinal complications associated with non-steroidal anti-inflammatory drugs (NSAIDs). Bidaut-Russell M Gabriel SE. Best Pract Res Clin Gastroenterol. 2001 15(5) 739-753. 22 665 deaths annually from prescription drug overdose. Centers for Disease Control and Prevention. National Vital Statistics System mortality data. (2015) 16 500 deaths annually from gastrointestinal complications of NSAIDs. Bidaut-Russell M Gabriel SE. Best Pract Res Clin Gastroenterol. 2001 15(5) 739-753. 7 500 Deaths annually from accidentally overdosing on opiate pain medications. Adults and Older Adult Adverse Drug Events. MedicationSafety Adult_AdverseDrugEvents.html). Chandran B Goel A. A Randomized Pilot Study to Assess the Efficacy and Safety of Curcumin in Patients with Active Rheumatoid Arthritis. Phytother Res. 2012 Mar 9. Antony B Kizhakedath R Benny M Kuruvilla BT. Clinical Evaluation of a herbal product (Rhulief) in the JULY 2017 WWW.VITAMINRETAILER.COM management of knee osteoarthritis. Abstract 316. Osteoarthritis Cartilage. 2011 19(S1) S145-S146. Cassidy A Rogers G Peterson JJ Dwyer JT Lin H Jacques PF. Higher dietary anthocyanin and flavonol intakes are associated with anti-inflammatory effects in a population of US adults. Am J Clin Nutr. 2015 Jul 102(1) 172-81. Miles EA Calder PC. Influence of marine n-3 polyunsaturated fatty acids on immune function and a systematic review of their effects on clinical outcomes in rheumatoid arthritis. Br J Nutr. 2012 Jun 107 Suppl 2 S171-84. Kizhakkedath R. Clinical evaluation of a formulation containing Curcuma longa and Boswellia serrata extracts in the management of knee osteoarthritis. Mol Med Rep. 2013 Nov 8(5) 1542-8. Antony B et al. A pilot cross-over study to evaluate human oral bioavailability of BCM-95CG (Biocurcumax) a novel bioenhanced preparation of curcumin. Ind J Pharm Sci. 2008 Jul-Aug 70(4) 445-9. Howatson G McHugh MP Hill JA et al. Influence of tart cherry juice on indices of recovery following marathon running. Scand. J. Med. Sci. Sports. 2010 20 843 852. Kuehl K Perrier E Elliot D et al. Efficacy of tart cherry juice in reducing muscle pain during running A randomized controlled trial. J. Int. Soc. Sports Nutr. 2010 7 17. Bell PG Gaze DC Davison GW et al. Montmorency tart cherry (Prunus cerasus L.) concentrate lowers uric acid independent of plasma cyanidin-3-O-glucosiderutinoside. Journal of Functional Foods. 2014 11 82-90 Zhang Y Neogi T Chen C et al. (2012) Cherry consumption and decreased risk of recurrent gout attacks. Arthritis & Rheumatism. 64 4004 4011. Parmentier M Mahmoud CA Linder M Fanni J. Polar lipids n-3 PUFA carriers for membranes and brain nutritional interest and emerging processes. Ol agineux Corps gras Lipides. 2007 May 1 14(34) 224-9. Schmid B L dtke R Selbmann HK et al. Efficacy and tolerability of a standardized willow bark extract in patients with osteoarthritis randomized placebocontrolled double blind clinical trial. Phytother Res. 2001 Jun 15(4) 344-50. Gagnier JJ van Tulder MW Berman B Bombardier C. Herbal medicine for low back pain a Cochrane review. Spine (Phila Pa 1976). 2007 Jan 1 32(1) 82-92. Chrubasik S K nzel O Model A Conradt C Black A. Treatment of low back pain with a herbal or synthetic anti-rheumatic a randomized controlled study. Willow bark extract for low back pain. Rheumatology (Oxford). 2001 Dec 40(12) 1388-93. Brendler T Gruenwald J Ulbricht C and Basch E. Devil s Claw (Harpagophytum procumbens DC) An Evidence-Based Systematic Review by the Natural Standard Research Collaboration. Journal of Herbal Pharmacotherapy. 2006 6(1) pp.89-126. Warnock M McBean D Suter A Tan J. and Whittaker P. Effectiveness and safety of Devil s Claw tablets in patients with general rheumatic disorders. Phytotherapy Research. 2007 21(12) pp.1228-1233. Wegener T L pke NP. Treatment of patients with arthrosis of hip or knee with an aqueous extract of devil s claw (Harpagophytum procumbens DC.). Phytotherapy Research. 2003 17(10) pp.1165-1172. Chrubasik S Mode A Black A and Pollak S. A randomized double-blind pilot study comparing Doloteffin and Vioxx in the treatment of low back pain. Rheumatology. 2003 42(1) pp.141-148. Cheryl Myers is an integrative health nurse author and an expert on natural medicine. She is a nationally recognized speaker who has been interviewed by the New York Times Wall Street Journal and Prevention magazine. Her many articles have been published in such diverse journals as Aesthetic Surgery Journal and Nutrition in Complementary Care and her research on botanicals has been presented at the American College of Obstetrics and Gynecology and the North American Menopause Society. Myers is the head of Scientific Affairs and Education for EuroPharma Inc. VITAMIN RETAILER 43 NATURALMEDICINE with Dr. Michael Murray Rediscovering SAMe B Y M ICHAEL T. M URRAY ND ne of the very interesting effects of many natural products is their ability as a solitary agent to exert beneficial effects on a wide range of health conditions. One of the best examples of this pleiotropic effect is S-adenosylmethionine or as commonly known SAMe. Like coenzyme Q10 carnitine alpha lipoic acid and many other valuable dietary supplements our body can manufacture SAMe. But sometimes not enough is manufactured but can be aided greatly through supplementation. The beneficial effects of SAMe supplementation are far-reaching due to its central role in so many metabolic processes. Currently there are four main uses of SAMe as a dietary supplement depression osteoarthritis fibromyalgia and liver disorders. O What is SAMe and What Does it Do SAMe is formed in the body by com44 VITAMIN RETAILER bining the essential amino acid methionine to adenosyl-tri-phosphate (ATP). B12 and folic acid are involved in the manufacture of SAMe so a deficiency of these nutrients can lead to insufficient SAMe being made. SAMe is involved in more than 40 biochemical reactions in the body. It functions closely with folic acid and vitamin B12 in methylation reactions. Methylation is the process of adding a single carbon unit (a methyl group) to another molecule. SAMe is many times more effective in transferring methyl groups than other methyl donors. Methylation reactions are critical in the manufacture of many body components especially brain chemicals as well as in detoxification reactions. SAMe is also required in the manufacture of all sulfur-containing compounds in the human body including glutathione and various sulfur-containing cartilage components including chondroitin sulfate. Depression Based on results from clinical studies it appears that SAMe is perhaps the most effective natural antidepressant. In fact in these studies SAMe has demonstrated better results than conventional antidepressant drugs with fewer side effects. In addition to generalized depression SAMe also has been to produce significant effects in relieving post-partum (after pregnancy) depression and to reduce the anxiety and depression associated with drug detoxification and rehabilitation. Supplementing with SAMe in patients with depression is believed to improve mood via its ability to Raise levels of serotonin dopamine and phosphatidylserine. Improve binding of neurotransmitters to receptor sites resulting in increased serotonin and dopamine activity. Lead to better brain cell membrane fluidity and function. Numerous double-blind studies WWW.VITAMINRETAILER.COM JULY 2017 have demonstrated a significant advantage of SAMe over a placebo in improving mood. It also compares favorably to conventional antidepressant drugs in terms of efficacy and is much better tolerated. The latest study with SAMe in depression indicates that it can be used with selective serotonin reuptake inhibitors (SSRIs) like Prozac Zoloft Paxil etc. In a double-blind randomized clinical trial lasting six weeks 73 depressed patients unresponsive to SSRI medications were given 800 mg of SAMe or placebo twice daily along with their SSRI. The Hamilton Depression Scale response and remission rates were higher for patients treated with SAMe (36.1 percent and 25.8 percent respectively) than the placebo (17.6 percent versus 11.7 percent respectively). The side effects were no different in the SAMe than the placebo group. These results indicate that SAMe can be used safely with SSRIs and may have a synergistic effect. liver function in conditions associated with estrogen excess--namely oral contraceptive use pregnancy and premenstrual syndrome. SAMe has been shown to be quite helpful in the treatment of Gilbert s syndrome--a common syndrome characterized by a chronically elevated serum bilirubin level (1.2 to 3.0 mg dL). Previously considered rare this disorder is now known to affect as much as 5 percent of the general population. The condition is usually without symptoms although some patients do complain about loss of appetite malaise and fatigue (typical symptoms of impaired liver function). SAMe supplementation produces a significant decrease in serum bilirubin in patients with Gilbert s syndrome. SAMe has also been shown to offer benefits in the treatment of more severe liver disorders including cirrhosis. mg d). In the first study SAMe was shown to be equal to nabumetone in effectively reducing pain intensity from baseline as well as in patient and physician assessment and index scores of joint function. In the study comparing SAMe to Celebrex SAMe showed a slower onset of action but was judged as effective as celecoxib but without the side effects. Given the known risks for significant side effects with use of these drugs for arthritis the results from these new studies provide additional evidence that a natural approach that focuses on delivering improved nutrition to joint tissues is a more rational approach. Using SAMe SAMe is usually recommended at a dosage of 200 to 400 mg twice daily. SAMe is generally extremely well tolerated. No significant side effects have been reported with oral SAMe other than the occasional nausea and gastrointestinal disturbances. SAMe is considered safe during pregnancy and lactation. There are no known drug interactions with SAMe but individuals with bipolar (manic) depression should not take SAMe unless under strict medical supervision because SAMe s antidepressant activity may lead to the manic phase in these individuals. Fibromyalgia Fibromyalgia is a common cause of chronic musculoskeletal pain depression and fatigue. SAMe has been shown in at least four clinical studies to produce excellent benefits in patients suffering from fibromyalgia. Improvements are noted by a significant reduction in the number of trigger points and painful areas as well as improvements in mood. SAMe appears to be a very important supplement in these patients. Liver Disorders SAMe has been shown to be quite beneficial in several liver disorders including cirrhosis Gilbert s syndrome (defined below) and oral contraceptive-induced liver damage. Its benefits are related to its function as the major methyl donor in the liver and promotion of detoxification reactions. One of the key functions of SAMe in the liver is the inactivation of estrogens. Clinical studies have shown that SAMe is quite useful in protecting the liver from damage and improving JULY 2017 WWW.VITAMINRETAILER.COM Osteoarthritis SAMe has also demonstrated impressive results in the treatment of osteoarthritis. A deficiency of SAMe in the joint tissue just like a deficiency of glucosamine leads to loss of the gel-like nature and shock absorbing qualities of cartilage. As a result cartilage degeneration and osteoarthritis can develop. SAMe has been studied in a total of 21 524 patients in detailed clinical trials. In these studies SAMe has demonstrated similar reductions in pain scores and clinical symptoms to non-steroidal anti-inflammatory drugs like ibuprofen indomethacin naproxen and piroxicam. While these drugs are associated with significant risk of toxicity side effects and actual promotion of the disease process in osteoarthritis SAMe offers similar benefits without risk or side effect. Two studies deserve special mention. The studies were on patients with osteoarthritis of the knee with considerable cartilage degeneration and compared SAMe (1 200 mg d) to the drugs nabumetone (Relafene 1 000 mg d) and celecoxib (Celebrex 200 Final Comments In general the longer SAMe is used the more beneficial the results. It is perfectly suited for long-term use because of its excellent safety profile. Many people shy away from SAMe because of its higher price but if you really look at all of its benefits it is really perfect for many people and may even be a cost saving if other supplements that have overlapping benefit can be eliminated. VR Michael T. Murray ND is widely regarded as one of the world s leading authorities on natural medicine. A graduate former faculty member and serves on the Board of Regents of Bastyr University in Seattle Washington he is the author of more than 30 books on health nutrition. For more information visit VITAMIN RETAILER 45 PRODUCTSPOTLIGHT Summer Skin Care Additions Y es summertime is here. And with it a host of skin care issues too. Just a few products--sunscreen B Y J A N E T P O V E R O M O insect repellent bronzer--added to an everyday skin care regimen can ensure that your customers are looking good protected and ready for the special requirements of the season. Sun Whip Solartec Research Corporation s (Ottawa ON Canada) Every Morning Sun Whip SPF 25 is a sunscreen with a cashmere matte finish that can be applied daily to the face neck chest and hands. Zinc oxide provides consistent and photo-stable protection against UVB and UVA rays. It s soothing and calming to the skin which is why mothers apply zinc oxide to their babies bottoms. The company s Simply Zinc Sun Whip SPF 30 is for customers looking for a pure physical sunscreen. The Simply Zinc Sun Whip will change how you view zinc oxide sunscreens. Simply Zinc Sun Whip contains 22 percent certified organic zinc oxide in a rich and hydrating olive oil base. It applies smoothly and transparently and absorbs quickly without leaving a shiny finish. It is perfect for those looking for more hydration or for those with sensitive skin. The MSRP for each product is 38. For more information call (613) 798-4437 or visit Sunscreen Butter Made with only five organic ingredients plus zinc--the safest and most effective broad spectrum protection from UVA and UVB rays--the California-based All Good Products All Good Sport Sunscreen Butter SPF 50 Stick is water resistant for up to 80 minutes and is coral reef friendly. Designed with sensitive skin in mind this formula is made with organic coconut oil and jojoba oil to offer maximum moisturizing properties plus vitamin E to protect the skin calendula (grown on All Good s farm) to rebuild healthy skin tissue and organic beeswax for stability and a nice consistency. Chamomile is added to the kid s sunscreen formulas for its calming and soothing properties making it very gentle on a baby s skin. These formulas are non-GMO (genetically modified organism) oxybenzone- petroleum- and gluten free non-nanopartical and hypoallergenic. This product won t melt in your backpack or beach bag and rubs in without any residue. The MSRP for each is 15.99. For more information call (805) 528-4000 or visit Anti-Bug Shake & Spray New Hampshire-based Badger s Organic AntiBug Shake & Spray naturally repels insects with the pleasant aroma of citronella rosemary and wintergreen essential oils. The product contains no DEET petroleum products or synthetic chemicals and has been independently lab tested for efficacy (between three to four hours for mosquitoes) so it is effective and safe for whole family to use and smells great too Badger s Organic Anti-Bug Shake & Spray comes in a sturdy yet lightweight aluminum bottle that s portable and recyclable. Available in two sizes 4 fl. oz. and 2.7 fl. oz. the suggested retail prices are 11.99 and 8.99 respectively. For more information call (800) 603-6100 or visit Powder-Me SPF Massachusetts-based jane iredale s Powder-Me SPF is a dry sunscreen that can be used on the body face and scalp for a UVB UVA SPF 30 protection. The product is water resistant for up to 40 minutes. Powder-Me SPF contains titanium dioxide and natural clay that is completely free of contaminants and atmospheric pollutants according to the company. The ancient clay contains minerals that nourish and calm the skin. The powder is also certified organic and gluten free with an MSRP of 47. For more information call (877) 869-9420. Bug Bandit Deet-Free Bug Repellant Don t let pesky seasonal bugs come between you and flawless skin this summer. This DEET-free formula promises to repel fleas mosquitoes ticks and biting flies all with a mere spritz to help prevent nasty and irritating bug bites. Infused with natural herbs and oils including lemon eucalyptus and soybean Fairy Tales (New Jersey) Bug Bandit promises to provide long lasting protection while also helping treat and condition dry summer skin with its naturally moisturizing and soothing ingredients. Plus it is free of harsh chemicals pesticides toxins parabens sulfates dairy gluten and nuts that can trigger allergic reactions. Fairy Tales Bug Bandit is a natural and effective spray that is ideal for the whole family. The MSRP is 13.95. For more information visit 46 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 Natural Mineral Sunscreen California-based Derma E s Antioxidant Natural Sunscreen SPF 30 Body Lotion helps shield skin from harmful UVA UVB rays oxidative damage and premature signs of aging. With clear nanoparticle-free zinc oxide this formula provides safe chemical-free broad spectrum UVA UVB protection without irritating skin or clogging pores. Fortified with antioxidants vitamin C and green tea--nutrients that have been shown to offer an additional layer of UV protection help skin recover after sun exposure and fight and reduce the signs of aging for vibrant younger-looking skin. Suitable for daily use this formula glides on evenly absorbs quickly and leaves a sheer lightweight finish. The product is hypoallergenic non-irritating sensitivity tested fragrance- paraben- gluten- and GMO-free as well as 100 percent vegan. The MSRP is 19.75. For more information call (800) 521-3342 or visit RETAILFUNDAMENTALS (Continued from page 26) already know and trust. grabbing the last product they may feel that the store isn t restocking because they don t see any value in that particular sku. By making sure your shelves are always fully stocked your customers can trust that you think each product has great value. of shoppers in health food stores are women. Adding a touch of femininity to your store d cor can go a long way. It s ok to carry some products that are outside of the health food arena and cater primarily to women. Try incorporating some low-end jewelry scarves and other fun things into your store offerings. These aren t necessarily items that women would come into the store looking for but may be delighted to find. All the strategic thought and products in your store will ultimately impact your bottom line and move you toward even greater success. VR A highly regarded leader in the natural products industry Terry Lemerond is founder and president of EuroPharma Inc. He also founded Enzymatic Therapy Inc. and PhytoPharmica Inc. and is currently co-owner of the Terry Naturally Health Food Store in Green Bay WI which recently won its sixth consecutive consumer choice award as Best of the Bay. With more than 40 years in the natural products industry Lemerond has researched and developed more than 400 nutritional and botanical formulations that continue to be top-selling products in the market. Lemerond shares his wealth of experience and knowledge in health and nutrition through his educational programs including the Terry Talks Nutrition website newsletters podcasts webinars and personal speaking engagements. He is the author of two books Seven Keys to Vibrant Health and the recently updated Seven Keys to Unlimited Personal Achievement. Say Yes to Displays and Signage Displays and endcaps make things pop in-store. Opportunities include seasonal displays category displays and brand displays. With displays or any kind of design really don t be afraid to change things up. Do periodic redesigns. If you don t move things around your store frequent shoppers can become complacent moving through aisles on autopilot and missing out on helpful products. For top-selling products I also think retailers can benefit from putting two or three of the same display throughout their stores. Not every retail store has the space for that but if they do I think it s a great way to give high-profit products more visibility. Take advantage of the unique sales tools that companies have to offer. Use posters window clings banners-- everything. Sometimes staff members are too busy to speak with each customer that comes through the door and these items provide another useful way to help convey products and benefits to your customers. Remember Less is More Keep the 80 20 rule in mind 20 percent of the products you carry bring in 80 percent of the money. You don t want to waste valuable shelf space on products that aren t selling. And concentrate on carrying a couple of trustworthy brands to cover 80 percent of your needs. Remember you want to cut down on customer confusion that arises from too many offerings. Create a Warm Comfortable Atmosphere Lastly you want to make your store a pleasant destination for consumers which is an important factor in driving repeat traffic. First always makes sure your store is clean clutter-free and well maintained. Regardless of the type of business you re in pride of ownership goes a long way. Next make sure your space is bright and welcoming. Warm colors and beautiful murals on the walls can make shopping at your store feel more like an experience your customers look forward to rather than an errand to check off their to-do list. Make sure there is enough space in the aisles for customers to move through easily and ample lighting so they can see without straining their eyes. A lot of health food store customers are older so create a well-lit easy-to-navigate environment to make them comfortable happy and more likely to return. Also keep in mind that 80 percent Give Products a Shelf Presence If possible I recommend giving each product in your store a prominent shelf presence. My personal rule of thumb is to place each sku three across and six deep on shelf. Also have your staff out on the sales floor to face products whenever possible. Customers don t like to pick up the last bottle of something. They like to pick up something that has a good shelf presence which gives the impression that the store has confidence in the product. If they re JULY 2017 WWW.VITAMINRETAILER.COM VITAMIN RETAILER 47 SUPPLEMENTSCIENCE Natural Eggshell Membrane A Nutraceutical for Osteoarthritis and Exercise-related Pain By Gene Bruno MS MHS RH(AHG)-- Huntington College of Health Sciences hen it comes to nutraceuticals that promote joint health the sky is the metaphorical limit. Choosing the correct nutraceutical for a given joint health customer is really a function of the criteria you set up as parameters. For example if you only want to consider those nutraceuticals with human clinical research to validate their efficacy that narrows the field somewhat. Now if you only want to consider those with multiple human clinical studies that narrows the field considerably more--but there are still several good ones from which to choose. If however your selection criteria also include only those nutraceuticals that have also been shown to work in healthy exercising and osteoarthritic populations your choices are limited to a select few nutraceuticals. Finally if you want the nutraceutical to provide significant results in just a few days the pickings are indeed slim. Nevertheless research suggests that there is still an excellent option that meets all these criteria natural W eggshell membrane (NEM). NEM Background NEM is the thin membrane just under the shell that you sometimes have difficulty removing when you re peeling a hard-boiled egg. NEM is a sustainable food-sourced ingredient composed of fibrous proteins such as collagen types I V and X as well as other bioactive components such as glycosaminoglycans (i.e. dermatan sulfate chondroitin sulfate and hyaluronic acid)1 and sulfated glycoproteins including hexosamines such as glucosamine.2 This combination of bioactive components may contribute toward NEM s multiple mechanisms of action which may include oral tolerance suppression of tumor necrosis factor-alpha (TNF-) and suppression of collagen type II Ctelopeptide (CTX-II). Mechanisms of Action Oral tolerance refers to the phenomenon of reducing a certain type of immune response (tolerance) that results from the repeated exposure to ingested protein antigens that would otherwise cause a reaction. In-vitro research indicates that in the case of NEM this seems to occur via modulation of a transcription factor called NFB. Oral tolerance therapy has been shown to be effective in a variety of autoimmune diseases including arthritis diabetes colitis and multiple sclerosis.1 Further research on NEM s mechanism of action shows its ability to suppress TNF- a cell-signaling protein that plays a significant role in the inflammatory process.2 In-vitro research has shown that by suppressing TNF- NEM elicits an anti-inflammatory effect. CTX-II is a biomarker of cartilage turnover. In human3 dog4 and rat5 studies NEM has been shown to reduce CTX-II. This suggests that NEM helps reduce cartilage damage. Individually or collectively these mechanisms of action have demonstrated meaningful joint benefits in healthy and osteoarthritic populations. WWW.VITAMINRETAILER.COM JULY 2017 48 VITAMIN RETAILER Human Clinical Research in a Healthy Exercising Population A just completed two-week randomized double-blind placebo-controlled clinical trial6 evaluated if 500 mg day NEM (NEM Stratum Nutrition) would reduce cartilage turnover as well as reduce joint pain or stiffness both directly following exercise and 12 hours post-exercise versus placebo in 60 healthy post-menopausal women while performing an exercise regimen on alternating days. Results showed that supplementation with NEM significantly reduced CTX-II versus placebo after both one week and two weeks of exercise. In addition NEM showed a significant reduction in joint stiffness versus placebo within four days. Likewise rapid treatment responses were observed at day 14 for recovery pain and stiffness compared to placebo. The treatment was well tolerated by study participants. study8 was conducted to evaluate the efficacy and safety of 500 mg day NEM (Stratum Nutrition) as a treatment for pain and stiffness associated with osteoarthritis of the knee in 67 patients. WOMAC Osteoarthritis Index as well as pain stiffness and function WOMAC subscales were used to measure efficacy at 10 30 and 60 days. Results showed that supplementation with NEM resulted in statistically significant improvements (up to 26.6 percent) versus placebo at all time points for both pain and stiffness based upon WOMAC pain A four-week randomized controlled trial7 was conducted to evaluate the effects of 500 mg day of Stratum Nutrition s NEM or placebo on chronic joint pain in 60 physically active adults. Participants also completed a weekly exercise protocol designed to challenge their irritated joint and then rated their joint pain. Based upon VAS scores results showed that participants in the NEM group reported significantly less joint pain post-exercise following supplementation when compared to those in the placebo group (p 0.0171). Researchers concluded that NEM supplementation appeared to decrease post-exercise joint pain vs. placebo. Human Clinical Research in an Osteoarthritic Population A 60-day randomized multicenter double-blind placebo-controlled clinical JULY 2017 WWW.VITAMINRETAILER.COM and stiffness subscales. Rapid responses were seen for mean pain sub-scores (15.9 percent reduction P 0.036) and mean stiffness sub-scores (12.8 percent reduction P 0.024) occurring after only 10 days of supplementation. Researchers concluded that supplementation with NEM 500 mg taken once daily significantly reduced both joint pain and stiffness compared to placebo at 10 30 and 60 days. Two open-label human clinical studies9 were conducted to evaluate the efficacy and safety of 500 mg day NEM brand as a treatment for pain and inflexibility associated with joint and connective tissue disorders. In the smaller study (which consisted of one group of 11 patients) results were that supplementation with NEM significantly improved flexibility at seven days (27.8 percent increase P 0.038) general pain at 30 days (72.5 percent reduction P 0.007) and flexibility (43.7 percent increase P 0.006) and range of motion-associated pain at 30 days (75.9 percent reduction P 0.021). In the larger study (which consisted of two group of 28 total patients) NEM produced a significant improvement in pain at seven days for both groups (18.4 percent reduction P 0.021 and 31.3 percent reduction P 0.014). The significant treatment response continued through 30 days for pain (30.2 percent reduction P 0.0001) and NEM was well tolerated. A 60-day open label German clinical study10 was conducted to evaluate the efficacy and safety of 500 mg day NEM brand as a treatment for pain and inflexibility associated with moderate osteoarthritis of the knee and or hip in 44 patients. Measurements were taken at 10 30 and 60 days utilizing a 10question abbreviated questionnaire based on the WOMAC osteoarthritis questionnaire. Results showed that supplementation with NEM produced a significant improvement at 10 days (8.6 percent to 18.1 percent) and at 30 and 60 days (22.4 percent to 35.6 percent improvement) for all nine pain-related questions evaluated. In addition stiffness improved at 30 and 60 days (27.4 percent to 29.3 percent). More than 59 percent of patients rated the efficacy of NEM as good or very good following 60 days of supplementation. Treatment was well tolerated and researchers concluded that NEM significantly reduced pain both rapidly (10 days) and continuously (60 days) demonstrating its safety and efficacy as a therapeutic option for the treating knee and or hip osteoarthritis pain. Independently from the German study a four-week open-label Italian clinical study11 was also conducted to evaluate the efficacy and safety of 500 mg day NEM (Stratum Nutrition) in 25 subjects with moderate osteoarthritis of the knee. Measurements were taken at 10 and 30 days also using a 10-question abbreviated WOMAC osteoarthritis questionnaire. Supplementation with NEM resulted in reduction in pain at 10 days (40.6 percent p 0.001) and 30 days (66.4 percent p 0.001). There was also a statistically significant reduction in analgesic use during the 30-day study period. Additionally a significant treatment reduction in stiffness at 10 days (22.2 percent p 0.009) and 30 days 59.7 percent p 0.001). As with the other studies the treatment was VITAMIN RETAILER 49 SUPPLEMENTSCIENCE well tolerated. Researchers concluded that NEM is an effective and safe natural therapeutic option for the treatment of both pain and stiffness associated with osteoarthritis of the knee with results in 10 days and continued improvement through 30 days while reducing analgesic intake. C Theodosakis J. Beneficial Effects of NEM Brand Eggshell Membrane Versus Placebo in Exercise-induced Joint Pain Stiffness & Cartilage Turnover in Healthy Post-menopausal Women A Single Center Randomized Double Blind Placebo Controlled Clinical Trial. Unpublished (submitted for publication). 2017 21 pgs. 4 Ruff KJ Kopp KJ Von Behrens P Lux M Mahn M Back M. Effectiveness of NEM brand eggshell membrane in the treatment of suboptimal joint function in dogs a multicenter randomized double-blind placebo-controlled study. Veterinary Medicine Research and Reports. 18 August 2016 2016(7) 113--121. 5 Wedekind KJ Ruff KJ Atwell CA Evans JL Bendele AM. Beneficial effects of natural eggshell membrane (NEM) on multiple indices of arthritis in collageninduced arthritic rats. Mod Rheumatol. 2016 Dec 21 111. 6 Ruff KJ Morrison D Duncan SA Back M Aydogan C Theodosakis J. Beneficial Effects of NEM Brand Eggshell Membrane Versus Placebo in Exercise-induced Joint Pain Stiffness & Cartilage Turnover in Healthy Post-menopausal Women A Single Center Randomized Double Blind Placebo Controlled Clinical Trial. Unpublished (submitted for publication). 2017 21 pgs. 7 Berardi JM. Can eggshell membrane reduce joint pain Precision Nutrition. 2012 1-13. 8 Ruff KJ Winkler A Jackson RW DeVore DP Ritz BW. Eggshell membrane in the treatment of pain and stiffness from osteoarthritis of the knee a randomized multicenter double-blind placebo-controlled clinical study. Clin Rheumatol. 2009 Aug 28(8) 907-14. 9 Ruff KJ DeVore DP Leu MD Robinson MA. Eggshell membrane a possible new natural therapeutic for joint and connective tissue disorders. Results from two open-label human clinical studies. Clin Interv Aging. 2009 4 235-40. 10 Danesch U Seybold M Rittinghausen R Treibel W Bitterlich N. NEM Brand Eggshell Membrane Effective in the Treatment of Pain Associated with Knee and Hip Osteoarthritis Results from a Six Center Open Label German Clinical Study. J Arthritis. 2014 3 136. 11 Brunello E Masini A. NEM Brand Eggshell Membrane Effective in the Treatment of Pain and Stiffness Associated with Osteoarthritis of the Knee in an Italian Study Population. Int J Clin Med. 2016 7 169-75. Conclusion Human clinical research including randomized controlled trials have demonstrated the effectiveness of NEM in reducing joint pain and stiffness within four to 10 days with continuing results over 30-60 days. Furthermore NEM studies have demonstrated safety and efficacy in healthy exercising populations as well as in osteoarthritis populations. VR References 1 Ruff KJ Durham PL O Reilly A Long FD. Eggshell membrane hydrolyzates activate NF-B in vitro possible implications for in vivo efficacy. Inflamm Res. 2015 Feb 9 8 49-57. 2 Benson KF Ruff KJ Jensen GS. Effects of natural eggshell membrane (NEM) on cytokine production in cultures of peripheral blood mononuclear cells increased suppression of tumor necrosis factor- levels after in vitro digestion. J Med Food. 2012 Apr 15(4) 360-8. 3 Ruff KJ Morrison D Duncan SA Back M Aydogan Gene Bruno MS MHS the dean of academics for Huntington College of Health Sciences is a nutritionist herbalist writer and educator. For more than 30 years he has educated and trained natural product retailers and health care professionals has researched and formulated natural products for dozens of dietary supplement companies and has written articles on nutrition herbal medicine nutraceuticals and integrative health issues for trade consumer magazines and peerreviewed publications. He can be reached at gbruno 50 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 2017 Product Sales Training for Retailers ver wish you and your staff could have more one-on-one time with sales representatives from top companies serving the natural products industry to gain a deeper understanding of the products you re carrying (or thinking of carrying) on your shelves That s what Vitamin Retailer sought to deliver with its 2017 Product Sales Training for Retailers section. In this special section we provided each company an opportunity to address retailers directly with insight about their top product(s) and tips for selling them. We recommended that submissions be conversational--the way a rep would handle in-store training--while providing concrete information about the company. We also asked participants to discuss their history research efforts quality assurance measures etc. and their products line with merchandising tips potential customer questions and the dos and don ts retailers should keep in mind when advising customers. E Following is an index of companies participating in Vitamin Retailer s 2017 Product Sales Training for Retailers section AlchemLife ..................................................................53 Bluebonnet Nutrition Corporation ..............................54 Carlson Labs ................................................................55 CWB Holdings Inc. ......................................................56 Daily Manufacturing Inc. ..............................................70 Daiwa Health Development ........................................57 Health Plus Inc. ............................................................58 Mushroom Wisdom ......................................................59 Natural Algae Astaxanthin Association (NAXA) ..........60 Natural Factors ............................................................61 Natural Vitality ..............................................................62 NeoCell ........................................................................63 NOW Foods ................................................................64 Proprietary Nutritionals Inc. ..........................................65 Redd Remedies ............................................................71 Scandinavian Formulas ................................................66 Superior Source ............................................................67 Terry Naturally EuroPharma Inc. ..................................68 Xlear Inc. ......................................................................69 WWW.VITAMINRETAILER.COM JULY 2017 52 VITAMIN RETAILER 2017 Product Sales Training for Retailers AlchemLife Alchem USA Inc. 5819 Hwy. 6 S. Ste. 140 Missouri City TX 77459 Phone (281) 208-7518 Fax (281) 208-7520 Email info Website FlexiQule for Joint Support lchem s approach is based on ancient ayurvedic principles. The oldest form of health care in the world ayurveda is literally translated as the science or knowledge of life. It is based on the premise that health is achieved by living in harmony with our environment. Alchem also applies a pharmaceutical approach to every ingredient produced. All herbal extracts and pure pharmaceuticals are manufactured to conform to international standards. Alchem prides itself on product quality customer satisfaction and commitment to the environment. From cultivating its own herbs to producing branded ingredients the company manages every step of the production process. Alchem s farm-tofinish process results in safe and highly effective products that embody nature s care for health and wellness. A actually works. Research AlchemLife has the unique distinction having its finished products clinically tested not simply relying upon ingredient manufacturer studies. The phenomenal results are published in Minerva Gastroenterol Dietol. Oct 2015 pubmed 264925 90 and Minerva Med. Dec 2014 pubmed 260763 76. In addition to clinical studies FlexiQule has shown remarkable results in consumer studies. In a four-week trial study led by Swift Research in Leeds U.K. 100 U.K. participants aged 45 and over suffering from medium-severe joint pain osteoarthritis 60 percent reported significant improvement in joint pain 61 percent reported significant improvement in joint stiffness 65 percent reported significant improvement in joint flexibility 59 percent reported significant improvement in mobility 43 percent reported significant improvement in activity level and 47 percent reported significant decreased use of painkillers. AlchemLife products have higher bioavailability thanks to a proprietary extraction technology for enhanced bioavailability and efficacy of active ingredients called PhytoAdvance. The company s precision processes ensure that its plant extracts contain the broad spectrum of compounds found in the raw herb not just the marker compounds. All of its phytochemical extracts--PhytoAdvances-- are backed by research. They represent the quality assurance that comes from 75 years of experience in using science and precision technology to manufacture phytochemicals that have the highest levels of purity and potency. FlexiQule A This formula is used globally by people who want to support their joint muscle and digestive health. It contains essential oils gums and terpenoids of standardized boswellic acid combined using a specialized process which ensures superior bioavailability and efficacy. Q What makes it different A FlexiQule is developed using patented PhytoAdvance technology. This formula contains the purest form of boswellia phytoextract and ginger extract for a superior safety and efficacy profile when compared with other products. Q Side effects A FlexiQule is safe and has no known side effects even for long-term use. Q Dosing A Take two easy-to-swallow soft gels once a day. To maximize absorption take with a low fat-content meal. Q Contraindications A People diagnosed with diabetes blood disorders gastric-peptic disorders cardiovascular diseases and menstrual disorders should consult their physician. FlexiQule FlexiQule is a safe all-natural supplement which provides powerful joint support. FlexiQule is the first ever blend of concentrated Boswellia serrata extract ginger extract and flaxseed oil with enhanced bioavailability. The active ingredients found in FlexiQule have been used for centuries in ayurvedic practices to promote healthy joint mobility and flexibility. FlexiQule supports joint function mobility and flexibility. Additionally it has powerful analgesic anti-inflammatory and anti-arthritic properties. Users of FlexiQule have reported significant decrease in joint pain in as little as two days AlchemLife is proud to offer relief from joint pain and inflammation by providing an all-natural solution that Dos Don ts Do FlexiQule contains a specially processed concentrate of Boswellia serrata and ginger safe and powerful ingredients found in nature that have been used for centuries in ayurvedic principles. Do The all-natural and synergistic ingredients found only in FlexiQule have been clinically shown to provide rapid-acting joint support. Do Used daily FlexiQule helps maintain joint mobility and movement for enhanced flexibility. Do FlexiQule has been clinically proven to reduce joint pain joint stiffness and improve flexibility. It is proven safe and effective for long-term use. Do Contact AlchemLife for more information and special introductory offers VITAMIN RETAILER 53 Customer Questions Q Who can benefit from JULY 2017 WWW.VITAMINRETAILER.COM 2017 Product Sales Training for Retailers Bluebonnet Nutrition Corporation 12915 Dairy Ashford Sugar Land TX 77478 Phone (800) 580-8866 Fax (281) 240-3535 Website Excellence and Transparency O ver the last 26 years Bluebonnet Nutrition has been honored with many accolades and recognized for creating scientifically supported supplements as close to nature as possible with an eye on quality and transparency since the company s inception. Bluebonnet is leading the way when it comes to manufacturing premium dietary supplements in the company s state-of-the-art kosher-certified GMP (good manufacturing practice)-compliant facility allowing the company to control its quality from start to finish. established by the USDA National Organic Program (NOP). For example no synthetic chemicals (i.e. fertilizers pesticides herbicides antibiotics or hormones) irradiation or genetically modified seeds can be used. Additionally Bluebonnet s manufacturing facility has been kosher certified by KOF-K Supervision one of the world s most respected kosher certification agencies guaranteeing the ingredients in every kosher-certified Bluebonnet supplement have been traced to their manufacturing origin with strict rules imposed on hygienic processes. Those Bluebonnet products bearing the Made with Non-GMO Ingredients seal guarantees that both the dietary and other ingredients are derived from sources that have never been genetically modified through the use of modern biotechnology. Only those Bluebonnet products bearing the KOF-K emblem are kosher-certified. cosamine omega fatty acids fiber digestive aids including enzymes and probiotics food supplements and a unique array of structure function formulas. All made without unnecessary artificial colors or flavors fillers binders or excipients and offered in a delivery form that suits individual lifestyles caplets mini-caplets vegetable capsules liquid-filled vegetable capsules vegetarian soft gels chewables liquids and powders. Marketing Support & Social Media Bluebonnet provides attractive educational and sales support materials both on its website and in the form of a printed product catalog category and product-specific brochures new product cards channel chips shelf talkers posters and countertop displays as well social media support on Facebook Twitter Instagram and a monthly blog posted online. Follow Bluebonnet on Facebook bluebonnetnutrition Twitter https bluebonnetnutri ref_src twsrc%5egoogle%7ctwcamp%5es erp%7ctwgr%5eauthor Instagram bluebonnet_nutrition Blog http blog Commitment Bluebonnet will continue to strive for excellence and transparency at every level by supporting the clean and wholesome principles upon which this industry was founded as well as supporting natural food retailers with an award-winning line they can trust to be their go-to supplement brand. Quality Assurance & Certifications Bluebonnet Nutrition has spared no expense in its quest to be the most trusted awardwinning supplement brand on the market which is demonstrated through rigorous quality control measures like its internal nonGMO (genetically modified organism) verification program and third-party certifications such as the coveted GMP Registration from NSF the world s leading public health and safety organization. This prestigious certification developed in accordance with the FDA (U.S. Food and Drug Administration)-- verifies that Bluebonnet has the proper manufacturing procedures testing methods equipment facilities and controls in place for exceeding even the most rigorous quality standards for producing natural nutritional supplements. Bluebonnet has also developed more farm-to-table whole-food and whole-foodbased products--with sustainable USDA (U.S. Department of Agriculture) Organic non-GMO ingredients--than ever. Many are allergen-free and KOF-K kosher certified. Bluebonnet s facility has been certified to produce and handle USDA Organic products. To grant this certification the Texas Department of Agriculture traces the ingredients in every Bluebonnet supplement labeled USDA Organic back to its farm of origin verifying that it complies with federal organic production and handling regulations 54 VITAMIN RETAILER Why Bluebonnet Broad Product Selection In keeping with Bluebonnet s commitment to offer more farm-to-table products with sustainable non-GMO and or USDA Organic ingredients Bluebonnet was one of the first to deliver a line of whole foodbased formulas targeting specific structurefunction applications in the body called Targeted Choice. This innovative line includes the following herbal botanical and super-fruit combination formulas Wellness Support Sleep Support Stress Relief and Blood Pressure Support with more to come. Bluebonnet was also the first to provide to natural food stores an NSF Certified for Sport professional performance brand Extreme Edge guaranteed free of 250-plus substances banned by major sports authorities (e.g. NFL MLB). Plus the company delivers a wide assortment of natural vitamins minerals multiples amino acids proteins standardized herbal extracts and specialty supplements such as antioxidants gluOver the past 26 years Bluebonnet has demonstrated quality purity transparency and loyalty at every turn by investing in third party certification programs updating labels to include clean label symbols that demonstrate instead of just say natural and staying committed to natural food stores like yours. Bluebonnet is your go-to supplement brand because the company cares about What ingredients go into Bluebonnet products How Bluebonnet products are made Where Bluebonnet products are sold The Bluebonnet brand is living proof that companies can walk the talk when it comes to the principles upon which the natural products industry was founded delivering affordable supplements your consumers can trust. Key Executive Bob Barrows Vice President Sales and Marketing WWW.VITAMINRETAILER.COM JULY 2017 2017 Product Sales Training for Retailers Carlson Labs 600 W. University Dr. Arlington Heights IL 60004 Phone (888) 234-5656 Email carlson Website Supplement Your Knowledge With Carlson College Carlson Labs invites you to join Carlson College an online training tool for retail stores across the globe. Learn and Earn Carlson Labs has created a growing library of short interactive webbased courses specifically designed for retailers of Carlson nutritional supplements and their employees to help them learn about our products--and healthy living--at their own pace on their own schedule. And since Carlson Labs believes learning should be fun participants are rewarded with free full-size products each time they complete a course or series. The company even offers a Carlson College t-shirt as a prize to participants who complete their first series (Carlson 101). mation in the ever-changing health industry. Sterling has a passion for educating information and empowering the public through nutrition education. About Carlson Since 1965 Carlson has produced pure quality award-winning vitamins minerals fish oils and other nutritional supplements. The company started out of Founder Susan Carlson s small Chicago apartment with a single vitamin E product and quickly grew to offer the most complete line of allnatural vitamin E supplements in the world. In the early 1980s we helped launch the omega-3 market in North America importing our first highquality great tasting sustainable fish oils from Norway. In 2009 the company released a new marine oil sourced from an abundant species of calamari. Today the next generation of Carlson leads the company-- daughters Carilyn Anderson and Kirsten Carlson--and the innovations continue. Carlson now offers more than 200 unique products designed with your family s unique nutritional needs in mind. To enroll scan the code below with your smart phone or visit then click Enroll. Since 1965 Carlson has produced pure quality awardwinning vitamins minerals fish oils and other nutritional supplements. Laurel Sterling MA RDN CDN Nutritionist & Educator Laurel Sterling is a registered dietitian-nutritionist and certified nutritionist and has worked in the natural products industry since 2000. Sterling has counseled hundreds of individuals lectured at various events written numerous articles and blogs on health and nutrition and appeared on local TV and radio shows. She regularly attends various medical dietetic and integrative conferences to keep up-to-date with the latest infor- Enroll Today To get started simply visit and click Enroll. Enrollment is limited to retailers of Carlson products and their employees but the company is working on courses for health care professionals dietitians nutritionists retail customers among others. If you re one of those and want to know when your curriculum becomes available email marketing1 and request to be added to the Carlson College email list. Carlson College Educators Jolie Root LPN LNC Senior Nutritionist & Educator Jolie Root is a nutritionist health educator nurse medical journalist and well-known radio personality. She travels North America attending medical conferences and educating the public about the roles of nutrition in integrative medicine. She also spreads the word through informational articles published in magazines and newsletters across the country including Alternative Medicine Whole Foods Taste for Life and Senior Living. In addition Root hosts a weekly talk show called Food for Thought heard Fridays at 10 a.m. on AM 1160 WVNJ New York. JULY 2017 WWW.VITAMINRETAILER.COM VITAMIN RETAILER 55 2017 Product Sales Training for Retailers CWB Holdings Inc. 1720 S. Bellaire St. Ste. 600 Denver CO 80222 Phone (719) 419-8169 Fax (720) 744- 0245 Email info Website Evolving Hemp Science W Hemp s mission is to improve life. In 2013 CW achieved global media recognition through the success story of its inspiration little Charlotte Figi who was featured on Dr. Sanjay Gupta s CNN documentary WEED The View 60 Minutes The New York Times The Wall Street Journal and more. Figi had suffered from more than 300 seizures per week and with the help of the Stanley brother s now famous Charlotte s Web she s thriving in grade school. Charlotte s Web proprietary hemp genetics are expertly bred by the Stanley s who have traveled the globe to gather the best genetics that nature has to offer. CW has various health applications and contains a full spectrum of plant cannabinoids and compounds that support life-essential biological processes in the neurological immune nervous and endocannabinoid systems. CW s nonGMO (genetically modified organism) hemp is responsibly grown on U.S. family farms before it s made into premium hemp health and wellness products that are legal throughout the U.S. There is no amount of marketing dollars that can replace a group of people that truly care about helping others said CEO Joel Stanley. Quality reliability and consistency are paramount as CW s whole-plant cannabinoids are often life changing for customers. CW maintains that it s a social enterprise regardless of how fast they grow. To that end CW is constantly evolving its cannabinoid science and genetics and its products are manufactured in an FDA (U.S. Food and Drug Administration)-registered facility and are third party verified C for good manufacturing practices (GMPs). To further support this mission CW donates a portion of sales to its non-profit partner the Realm of Caring and works with John Hopkins University to advance cannabinoid science and research and to assist those in need of cannabinoid therapies. No magnesium stearate or silicon dioxide What s New CW HempPaws Like humans our four-legged family members have an endocannabinoid system a biological lock and key network essential for life. Cannabinoids are powerful compounds found naturally in hemp that include Neuroprotectants Promoting proper function of the central nervous system Antioxidants Fighting against cell oxidation and environmental threats Support for the body s regulation of the immune nervous and endocannabinoid systems When whole-plant compounds are used your pet receives a full spectrum of phytocannabinoids terpenes and flavinoids which don t exist in single compound products. Benefits of CW Paws Helps to maintain cognitive function Assists normal hip and joint mobility Supports the immune system Brings about a sense of calm Aids the digestive tract Sustains blood sugar levels How to use Shake well. Mix into your pet s food or add drops directly to mouth. One serving twice daily. Serving amount varies with pet size. CW Paws is available in 30 mL and 100 mL bottles. Key Market Areas CW s products all include premium whole-plant hemp cannabinoids for daily health and wellness. Key market areas Dietary supplements Cannabinoid oils Pure hemp extract oil Hemp extract capsules Major Products Offerings CW offers non-psychoactive non-addictive cannabinoid formulations in oils and capsules as well as a topical gel and coffee. Premium Everyday Hemp Extract Oils available in Three strengths Everyday Everyday Plus and Everyday Advanced Two flavors Olive Oil and Mint Chocolate Multiple sizes 30 mL and 100 mL bottles bulk CW Simply Hemp and Simply Hemp Extra capsules contain 15 mg or 35 mg of Charlotte s Web CO2 Hemp Extract per capsule respectively Gluten-free and vegan ingredients Key Executives Joel Stanley CEO Jesse Stanley Vice President Josh Stanley Director of New Business Development Mark Kuspa Vice President Sales Courtney Schmidt Director of National Accounts Marsi Yencsko National Director of Distribution Jackie Kuspa Events and Global Sales Support Manager 56 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 2017 Product Sales Training for Retailers Daiwa Health Development 1411 W. 190th St. Ste. 375 Gardena CA 90248 Phone (866) 475-4810 Fax (877) 434-3644 Email info Website Providing Innovative Health-related Science-based Products aiwa Health Development Inc. (DHD) is the U.S. subsidiary of Daiwa Pharmaceutical Co. Ltd. The parent company based in Tokyo Japan has become a leading research and manufacturing company. Striving to create new value in the field of bioscience Daiwa focuses on the manufacturing and distribution of neutraceuticals functional foods and cosmetics. Founded in 1990 Daiwa Pharmaceutical provides products and distribution to 27 countries. A core neutraceutical ingredient from Daiwa is Rice Bran Arabinoxylan Compound (RBAC) formerly known as Biobran MGN-3 RBAC is a unique immune modulator derived from rice bran. Biobran MGN-3 has become the gold standard immune product worldwide for people with seriously compromised immune systems as well as those who are healthy but interested in maintaining immune health. RBAC is sold to U.S. retailers under the brand name of PeakImmune4. It is a dietary supplement for strengthening the immune response. Daiwa specializes in identifying and developing science-based innovative unique natural ingredients and compounds specifically formulated to promote optimal health and healing. Daiwa exclusively provides the following natural products D system by increasing the activity and the count of the white blood cells the most important element of the immune response. Scientific studies confirm that RBAC will elevate the activity of the natural killer (NK) cells and will increase the count of the B T and helper cells as well as the macrophage and cytokines. PeakImmune4 is also shown to be an immune modulator and will not overstimulate the immune system. PeakImmune4 s active ingredient is further proven to be safe non-toxic and will not interact with prescription medications. Visit or contact Daiwa Health Development info for scientific research studies and other literature. The company s booklet by Dr. Dan Kenner called RBAC is a very effective sales aid for retailers to use as handouts to potential customers who would benefit from PeakImmune4 because of immune system issues. omega-3 essential fatty acids. It is rich in phospholipid EPA and DHA providing greater bioavailability superior to fish and flax oils. Krill oil also delivers the fatty acids omega-6 and omega-9 as well as vitamins A and E. Daiwa Krill are harvested responsibly. Daiwa Krill Oil benefits Superior source of DHA and EPA omega-3s Greater Bio-availability than fish oil Promotes heart joint and brain health Source of astaxanthin a powerful antioxidant Relives discomfort from PMS Eases the transition into menopause No fishy aftertaste Plasmanex1 New from Daiwa Health Development Plasmanex1 is a break through cutting edge dietary supplement providing the innovative unique active ingredient Bacillopeptidase F Proprietary Blend (BFPB). This science-based nutrient is a natural soy enzyme extracted by using a patented fermentation production process. Plasmanex1 is distributed primarily through doctors and health care professionals but is also available to retailers interested in providing their customers with a superior product derived from an isolated enzyme in Natto. Daiwa Krill Oil Daiwa Krill Oil is a super antioxidant composed of pure oil derived from Antarctic krill. Krill are plentiful tiny bright pink shrimp-like crustaceans. Krill oil is the only marine oil that includes a combination of three key substances the human body needs to function properly omega-3 essential fatty acids (EPA and DHA) phospholipids (an important component of the cell membranes) and antioxidants including astaxanthin (a potent carotenoid that gives krill its red-orange color). Krill oil provides the body s best source of What Benefits Can Plasmanex1 Deliver Scientific research has shown that BFPB in Plasmanex1 can Support healthy blood circulation Reduce the cold and numbing in extremities especially important in winter months Maintain normal blood circulation by sustaining a balance between blood clot formation and blood clot dissolution Lesson blood clot complications caused by unhealthy lifestyle prolonged travel and occupations requiring standing for long periods of time Promote optimal heart health VITAMIN RETAILER 57 PeakImmune4 PeakImmune4 is a dietary supplement derived from rice bran modified with an enzyme from Shiitake mushroom extract. The active ingredient in PeakImmune4 is RBAC and is shown in extensive scientific research to strengthen the immune JULY 2017 WWW.VITAMINRETAILER.COM 2017 Product Sales Training for Retailers Health Plus Inc. 13837 Magnolia Ave. Chino CA 91710 Phone (800) 822-6225 Fax (909) 993-0750 Email order-desk Website Natural Living Rooted in Tradition ealth Plus Inc. was founded in 1981 in the back of a small health food store. Owners Pat and Rita Mediratta saw a need among their customers for a fiber product that aided in regularity and occasional constipation. They began importing psyllium husk from India and bagging it in the back of their store. Jump forward 36 years and we are now considered to be the founder of the cleansing market with the company s flagship trademarked products Colon Cleanse and Super Colon Cleanse. Health Plus has been a FDA (U.S. Food and Drug Administration)-registered manufacturing facility since 1989 and is cGMP (Current good manufacturing practice) compliant. The company s commitment is to provide safe top quality innovations that you can count on every time. It does this by upholding the most comprehensive quality assurance programs in the industry that are centered on rigorous procurement standards and testing protocols. H Health Plus has been a FDA (U.S. Food and Drug Administration)-registered manufacturing facility since 1989 and is cGMP (Current good manufacturing practice) compliant. What s New With more than 36 years of experience in gut health Health Plus is entrenched in ensuring its customers are up to date with the most current research on the digestive system. Which is why the company has introduced the Prebiotic Formula. The trillions of probiotic cells in our digestive tract are living organisms that need food to survive. These probiotics don t eat just any food they feed on prebiotic fibers. Prebiotic fibers are non digestible to the human body but highly digestible to probiotics which is why it is so important to ensure you get enough prebiotics daily to feed the thousands of strains of microflora in your digestive tract. Health Plus unique formulation provides you with multiple sources of prebiotic fibers such as FOS inulin burdock root and arabinogalactan to feed the majority rather than supplementing with just a few probiotics. Each strain of probiotics has a particular function and the thousands in our bodies work synergistically to maintain a well-functioning digestive system. This is why it is essential to maintain a healthy gut microbiome. species of colonized bacteria at any given time with at least 1 000 individual bacterial strains. Significant variability has been identified in human gut microbiome composition with ongoing research identifying factors that affect an individual s digestive bacterial composition. Factors such as age diet geographic location disease state and antibiotics have been identified as contributors to variation in our gut genome. Thus making it increasingly challenging to decipher who needs what strain of probiotic to supplement their naturally occurring bacteria. Prebiotics are fibers that our digestive systems cannot break down. The molecular configuration of these prebiotics is what makes them different from regular sugars. The difference between these fibers is two switched molecules. These two switched molecules cannot be broken down by our digestive system. This permits them to reach the large intestine where the trillions of bacteria feed colonize and flourish. By getting plenty of prebiotic fibers daily you are supporting the growth of bacteria that your body needs to maintain symbiosis and overall health. Research Research shows that there are more than 100 trillion bacterial cells in one single individual which outnumber human cells by tenfold. There is estimated to be more than 160 different 58 VITAMIN RETAILER Key Selling Points for Prebiotic Formula Promotes the growth of beneficial bacteria Food for probiotics Helps to maintain regularity WWW.VITAMINRETAILER.COM JULY 2017 2017 Product Sales Training for Retailers Mushroom Wisdom 1 Madison St. F6 East Rutherford NJ 07073 Phone (800) 747-7418 Fax (973) 470-0017 Email customerservice Website Mushroom Wisdom Science Complementing Ancient Wisdom Sharing Years of Experience Knowledge & Research While mushrooms have been utilized in traditional medicine primarily in Asia for hundreds of years and in some cases thousands--as it is with reishi and cordyceps it has really only been in the last few years that the West has awakened to the health promoting potential of mushrooms. Leading the charge here has been Mushroom Wisdom (MW). For more than 25 years MW has been providing retailers practitioners and consumers with the finest mushroom supplements grounded in tradition and supported by science. Recently MW has joined forces with the largest mushroom producer in Japan Hokuto Corp. Both companies are pioneers of the mushroom industry--MW in the supplements category and Hokuto in the area of mushroom growing--creating a promising synergy in this rapidly expanding category. Hokuto also brings to the table an increased ability to further explore the promising gifts of mushrooms with its General Mushroom Research Institute in Nagano Japan with its 30-plus scientists and researchers. done for thousands of years. Another advantage of using the fruiting body of the mushroom is that it allows you to grow the mushroom on their natural wood substrates an option not available when using mycelium since it would need to be grown in an edible biomass. Science Complementing Tradition MW brings the category into the 21st century in a number of ways. One way is testing their products for pesticide residue heavy metals and possible microbial contamination along with testing every batch for proper identification. Another area of commitment is to further expand the company s knowledge of potential activities and uses of these mushrooms. MW has led the way with research discovering new compounds as well as new applications. As a result of this research MW has created three unique products born from research. The first was the Maitake D-Fraction widely known for its immune health supporting actions shown to increase the numbers and functions of a range of immune cells. It was shown in comparative studies to be the most effective mushroom for immune enhancement. Also derived from the Maitake mushroom is the SX-Fraction shown in clinical studies to support healthy blood sugar and insulin levels. MW s latest unique extraction is from the lion s mane mushroom and is called Amyloban 3399. This product has shown success in the much needed area of maintaining healthy brain function including memory cognition and mood. MW has also created a line of individual mushrooms aptly named Super. The mushrooms included are Chaga Cordyceps Coriolus Lion s Mane Meshima Poria Reishi Royal Agaricus Shiitake and Tremella all in concentrated extracts. buried in the ground to grow until they are harvested mirroring their natural growth since wild poria grows on the roots of pine trees. Bioavailability is Key Another key differentiating point with mushroom products is how they are processed. Mushrooms contain a fibrous-like compound called chitin that is very poorly digested by the human digestive tract. In order to increase their bioavailability and assimilation MW extracts their mushrooms freeing the active constituents from the chitin. Hot water is utilized as the primary extraction tool because it effectively extracts the key bioactives the beta-glucans and polysaccharides. Some mushrooms like reishi and poria may also be extracted in alcohol when the constituent profile calls for it. Mirroring Nature It s All About the Mushrooms Not all mushrooms are created equal the reality is that there are significant differences between the various products and lines. One key and significant difference is how the mushrooms are grown. MW believes that the strongest and most vital mushrooms are grown in a manner that mirrors how the mushroom naturally grows. The company also wildcrafts three of the mushrooms coriolus meshima and possibly most significantly chaga which is harvested from birch trees in remote areas of Siberia. Central to the growing of mushrooms is utilizing the appropriate substrate a.k.a. food source for the mushroom one that is similar to what the mushrooms would naturally be growing on in the wild. An excellent example of the lengths that MW goes to in growing their mushrooms is found with this newest addition poria. Pine logs are first impregnated with poria and then JULY 2017 WWW.VITAMINRETAILER.COM Honoring Ancient Wisdom One way in which MW honors the ancient wisdom is by employing the part that was traditionally utilized in traditional medicine namely the fruiting body. The company strongly believes that if one is to apply traditional applications and energetics to his her mushroom products that it is important make use of the fruiting body just as it has been Mushroom Wisdom Support Everyone at MW takes their commitment to providing you and your customers with the finest effective mushroom supplements available. If there is anything MW can do to support you please feel free to contact the company. MW is at your service. VITAMIN RETAILER 59 2017 Product Sales Training for Retailers Natural Algae Astaxanthin Association (NAXA) 1075 Hollywood Ave. Salt Lake City UT 84105 Phone (801) 990-0096 Email info Website Versatile Astaxanthin staxanthin (pronounced asta-zanthin) is the nutrient that gives wild salmon their pink color and the strength to swim upstream. It is a powerful carotenoid (50 times more powerful than beta-carotene when it comes to antioxidant effects) and can protect the entire cell against harmful free radicals. Astaxanthin is hydrophilic (water soluble) and lipophilic (fat soluble) a perfect match considering a cell contains both fat and water. Astaxanthin possesses versatility most antioxidants lack. It supports the fatty membrane in preventing harmful outside elements from penetrating the cell and keeps the cell s contents inside. Natural astaxanthin is most prevalent in algae-- specifically Haematococcus pluvialis which contains 50 000 ppm concentration compared to shrimp which has a 1 200 ppm. And the only form of astaxanthin that has hundreds of medical research experiments showing health benefits-- as well as extensive safety trials and 15 years of safe use in humans--is astaxanthin from microalgae. A (2006) astaxanthin was shown to reduce the appearance of fine lines wrinkles elasticity and dryness. In a study by Tominaga (2012) researchers found astaxanthin improves hydration age spots texture crow s feet and other visible signs of aging Studies (Lyons and Obrien 2002) have also shown that astaxanthin increases the amount of time UV radiation needs to redden the skin Sports Nutrition In a study (Earnest CP et al 2011) conducted on cyclists astaxanthin was shown to boost power output by 15 percent among competitive cyclists Another study (Sawaki K. et al 2002) found that astaxanthin decreased lactic acid levels by 28.6 percent. Joint and Tendon Health Astaxanthin can decrease joint soreness as well as increase comfort overall. A 2001 health survey (Guerin et al. 2002) involved 247 people between 20 and 87 years of age 146 of them reported problems with muscle and joint soreness. After compiling the data 88 percent of all participants who took astaxanthin reported improvement in muscle and joint soreness. Eye & Brain Health Astaxanthin can cross the bloodbrain and blood-retinol barriers. In a study published in Clinical Medicine (Nitta 2005) at 6 mg per day astaxanthin was found to help reduce eye soreness dryness tiredness and blurred vision In a 2008 study by Ikeda et al astaxanthin s antioxidant ability can prevent brain cell death. Learn more about astaxanthin s benefits in The Whole Body Benefits of Natural Astaxanthin e-book written by Dr. Michael Murray which is available for free download at ebook. Natural Matters Look for NAXAverified Astaxanthin Synthetic astaxanthin which is joined by no carotenoids or nutrients is made from petrochemicals--what you put into your car s gas tank. To say that that it is different chemically than natural astaxanthin is a gross understatement. Synthetic astaxanthin has been shown to be 20 to 50 times weaker in antioxidant strength than its natural counterpart. The Natural Algae Astaxanthin Association (NAXA) Verification Program NAVP was developed to address the growing problem of adulteration within the dietary supplement industry and the need to assure finished product manufacturers and consumers that the astaxanthin they are purchasing is natural and has been derived from the alga Haematococcus pluvialis. A list of NAXA verified astaxanthin products is available at Natural Algae Astaxanthin s Scientifically-supported Benefits Astaxanthin s ability to travel throughout the body means it can target a number of high-stress inflammatory areas the skin the brain the eyes and the joints. Skin Health In a study by Yamashita et. al Common Questions Do I need to take astaxanthin with food Yes Astaxanthin is a water and fat soluble nutrient so it should be taken with food that has some fat in it. The fat facilitates the absorption of the antioxidant. How much astaxanthin should I take For most general health the recommended daily dose is 4 to 6 mg per day. For those with serious joint or tendon health problems or who exercise engage in physical activity daily 12 mg per day of astaxanthin is generally recommended. Does astaxanthin have any side effects Unlike some antioxidants astaxanthin never becomes a pro-oxidant in the body and has an impeccable safety record. WWW.VITAMINRETAILER.COM JULY 2017 60 VITAMIN RETAILER 2017 Product Sales Training for Retailers Natural Factors 14224 167th Ave. S.E. Monroe WA 98272 Phone (877) 551-2179 Fax (360) 243-3501 Email usorderdesk Website Privilege and Passion T oday Natural Factors is one of the largest manufacturers of nutritional products in North America. But the company s origins reach back to the 1950s and right from day one the company always been fully committed to making products right. natural health stores throughout North America and have been staunchly committed to supporting the growth and development of this industry. Some of the company s top Natural Factors lines include Whole Earth & Sea VegiDay PGX CurcuminRich WomenSense Stress-Relax and BioSil. A Very Special Place Natural Factors Farms is a very special tract of land covering more than 1 000 acres. This exquisite certified organic farmland gives Natural Factors complete control over securing the best quality raw materials possible. Literally control from seed selection to finished product. Few if any companies in the world can demonstrate such a degree of control over their operations. This farm has truly unique soil built up over millennia from repeated flooding that deposited a tremendous amount of organic matter onto the land. The incredible top soil is more than 6-feet deep in places Natural Factors makes sure to choose true species nonhybrid non-GMO (genetically modified organism) seeds and also have full control over the harvest. ISURA Third-party Product Verification and Certification vast network of academic scientific and retail partners. Natural Factors is also one of the few branded manufacturers of nutraceuticals in North America to have its own soft gel encapsulation facility. Natural Factors chose ISURA to certify our products because they use state-ofthe-art equipment. They also use mass spectrometry to test for more than 400 pesticides solvents heavy metals and other contaminants. The ISURA seal of approval is your guarantee that Natural Factors products are non-GMO safe pure and potent. Unsurpassed Quality Assurance Natural Factors facilities conform to all requirements of the good manufacturing practices (GMP) of the FDA (U.S Food and Drug Administration) as well as those set out by the Canadian government s Natural and Non-prescription Health Products Directorate (NNHPD). In addition the company s facilities have been certified by the Therapeutic Goods Administration of Australia (TGA) one of the most stringent guidelines for manufacturing dietary supplements in the world. Commitment to Science One of the things that sets Natural Factors apart from others in the industry is the breadth of knowledge represented by the scientific experts that work for the company. Drawn from around the world and chosen for their unique training and background Natural Factors scientists and quality control specialists are recognized experts in their fields. Big Enough to Do it Right Natural Factors has close to 700 000 square feet of space across nine locations in North America and the company believes it needs to be big enough to do it right. This means bringing as many processes in-house as possible. The company is one of the only nutritional companies to have its own organic farms its own extraction encapsulation and production facilities its own labs and research facilities as well as a High-quality Products Natural Factors has a reputation for producing outstanding quality products. For more than five decades the company has been manufacturing a full line of high-quality dietary supplements that spans all health categories including brain heart joints sleep and stress. Natural Factors proudly partners with Reducing the Footprint Natural Factors is working to reduce its footprint in all areas of our operations. The company s newest production facility in Monroe WA is LEED (Leadership in Energy and Environmental Design) Gold certified. Natural Factors has found ways to reduce waste and improve energy efficiency at both its offices and its manufacturing facilities and are working toward zero waste. Giving Back Natural Factors quietly does its part to make this world a better place. Whether it s supporting research and education making charitable donations or giving product to people in need Natural Factors gives back in many ways locally nationally and around the world. JULY 2017 WWW.VITAMINRETAILER.COM VITAMIN RETAILER 61 2017 Product Sales Training for Retailers Natural Vitality 12112 Anderson Mill Rd. Austin TX 78726 Phone (800) 446-7462 Website Magnesium A Matter of Balance agnesium and calcium are fundamental nutrients that need to be in balance with each other for overall good health. When your body faces a stressful situation there is an influx of calcium into cells which allows muscles to flex and nerves to fire giving you the protective flight or fight reaction. Then when the stress or threat is over magnesium shuttles the calcium back out allowing your body and mind to relax. The problem is if you don t have enough magnesium your body simply can t relax. Over time staying in this stressed state leads to symptoms such as anxiety fatigue muscle cramps and sleeplessness. M Accredited Lab Tested Do Your Customers Have Healthy Magnesium Levels Magnesium helps your muscles and nerves function properly it keeps your heart rhythm steady supports a healthy immune system and also helps keep your bones strong. In addition this essential mineral helps regulate blood sugar levels promotes normal blood pressure and is required for producing and storing energy. It s easy to see why many researchers say that no single dietary factor is as critical as magnesium Sadly studies show 68 percent of the population is magnesium deficient at a cellular level. Deficiency can be caused by various stresses on the body including a lack of adequate dietary magnesium emotional stress certain drugs heavy exercise and excess calcium in the diet. healthy magnesium levels and balances calcium intake. This multi-award-winning highly absorbable water-soluble ionic formula is in its 11th year as the best-selling magnesium supplement in the natural market according to supermarket scanner reports. Each delicious organic flavor is naturally sweetened vegan and gluten free. Natural Calm anti-stress drink mix formula helps support Heart health Muscle relaxation A sense of calm Bone health Healthy blood pressure and lots more. Calmful Sleep includes nature s anti-stress mineral magnesium plus extra sleep support--Suntheanine (a patented premium form of the relaxing amino acid Ltheanine) calm-enhancing GABA (a non-protein amino acid) and melatonin. The vegan gluten- and GMO-free powder mix formula is easily absorbed in a delicious organic wildberry flavor. Introducing Calm Kids 50 Percent Off Initial buy-in up to six units (Turnover via Natural Vitality only) Calm Specifics Kids is a delicious natural fizzy-berry flavor calm-focus formula. Along with the benefits that children get from magnesium it also provides additional soothing effects from Suntheanine choline to support brain development an easily absorbable form of B12 to support energy B6 to help support mood and D3 to promote healthy bones and teeth. This easily absorbed 4-oz. powder mixes conveniently with water or favorite beverage making it a tasty kid s treat. Credentials Healthy Living accredited 3rd party lab tested for highest quality R.A.W. certified and C.L.E.A.N. certified Non-GMO (genetically modified organism) verified Free Tools to Ignite Sell-through Natural Vitality provides a variety of marketing support ranging from sample packs to beverage dispensers displays shelf talkers and literature. Visit NaturalVitality to view the entire catalog. Natural Vitality also publishes a Free Calmful Living online journal which connects readers with calmful tips recipes articles via e-newsletters e-books. Analysis of adult participants in a cross-sectional nationally representative survey (National Health and Nutrition Examination Survey 1999-2000 [NHANES]) who were not taking magnesium or magnesium-containing supplements. PID 4065.0001. WWW.VITAMINRETAILER.COM JULY 2017 Natural Calm Plus Calcium This formula balances a highly soluble and bioavailable form of calcium with Natural Calm--plus it contains key vitamins and minerals. Natural Calm Plus Calcium supplies nutritional cofactors needed to benefit from calcium without lowering vital magnesium levels or building up unabsorbed calcium in the body. Natural Calm to the Rescue Natural Calm promotes 62 VITAMIN RETAILER Calmful Sleep For times when you need extra help getting rest 2017 Product Sales Training for Retailers NeoCell 17500 Gillette Ave. Irvine CA 92614 Phone (800) 346-2922 Email marketing Websites neocellcorp NeoCell The Original Collagen People F or more than two decades NeoCell s focus has stayed true collagen. In 1997 founder and fearless leader Al Quadri found himself recovering slowly after triple bypass heart surgery. I was disabled completely after the operation--I couldn t walk I couldn t climb stairs--I was practically in a wheelchair said Quadri of the lifechanging experience. Quadri decided to take his health into his own hands and began investigating alternative therapies. He discovered that collagen played a fundamental role in the body--especially connective tissue and the skin which had been damaged during the invasive procedure. Until I tried collagen my health continued to decline. But in three weeks time after trying collagen I was back on my feet. I thought this is something everybody should be using A father of eight beautiful children and nearing retirement in his early 70s Quadri was so convinced of the benefits of collagen that he sold his home to start NeoCell. Everyone thought I was crazy to give up my house and invest in a product nobody had ever heard of but I believed from day one. Two decades later NeoCell remains the industry leader in collagen supplementation. Each NeoCell product is designed specifically to support the collagen systems in our bodies such as those that maintain vibrant youth radiant beauty and total body wellness. Manufactured in the company s state-ofthe-art GMP (good manufacturing practice) certified facility in Irvine CA consumers can be confident in the purity of NeoCell s products. The company proudly applies microbial elemental and ionic purification processes to ensure each product is both bioavailable and bioactive within the body. NeoCell s tried and true line of Super Collagen powder and tablets remain bestsellers within the category. With high doses and affordable prices Super Collagen s clinically tested results have been consumer favorites as the original collagen supplements since 1998. Unflavored Super Collagen powder is safe for the whole family and can be included in food and beverages like JULY 2017 WWW.VITAMINRETAILER.COM coffee dressings soups and desserts to increase the nutritional value of the recipe without changing taste. Check out NeoCell s YouTube channel or recipe books for ideas. To meet changing the demands of a changing marketplace liquids flavored powders soft chews and cookie bars have been developed to give consumers a choice in delivery method to fit their preferred supplementation routine. Samples are available for many products such as Beauty Bursts Biotin Bursts or Joint Bursts to allow customers to experience the delectable flavor before purchasing a full sized product. Simply email samples to request sample kits and literature. Clinically-tested NeoCell Collagen for predictable results. GMP (good manufacturing practice) certified and third-party lab tested products assure quality and purity. All products are non-GMO (genetically modified organism) ethically sourced gluten free and halal compliant. Gold level sponsor of Vitamin Angels and plastic bottles made from recycled materials. The most highly awarded collagen brand including the prestigious NEXTY Award. Sales & Merchandising Tips Cross-sell complementary products like Super Collagen powder and Hyaluronic Acid or Glow Matrix Beauty Bursts and Biotin Bursts or Collagen2 Joint Complex and Move Matrix. Cross-merchandise internal and external beauty products. A study showed 72 percent of body care buyers are also interested in beauty supplements. Display lotions and serums on the same end cap as NeoCell beauty products. Discuss benefits that apply to the customer o 20s to 50s talk about anti-aging beauty benefits and joint strength or exercise recovery. o 60s and older discuss thickening hair joint mobility and comfort and bone strength. Is collagen different than other proteins Collagen supplements influence collagen health. The magic is found in the content and ratio of amino acids that make up collagen. Other protein supplements don t have the same effect on collagen health because the amino acid content is different. Can I get collagen in my diet or do I have to take a supplement Collagen in its natural form--for example from a bone broth--is very difficult for the body to digest and absorb. NeoCell s collagen supplements are hydrolyzed and are therefore easily absorbed and used by the body. VITAMIN RETAILER 63 The NeoCell Advantage NeoCell is the original collagen people with a long track record of efficacy affordability and expertise. 2017 Product Sales Training for Retailers NOW Foods 244 Knollwood Dr. Bloomingdale IL 60108 Phone (630) 545-9098 (888) 669-3663 Fax (630) 790-8019 Email sales Website Value and Service N OW s values and mission have stayed very much aligned with those of its main customers independent health food retailers since the company was founded by Elwood Richard in 1968. Although it has grown to become one of the industry s largest manufacturers NOW is still owned by the Richard family and remains committed to its original mission to provide value in products and services that empower people to lead healthier lives. Elwood Richard s core belief that highquality health products should be affordable for everyone still shapes the company s decisions and policies today. Product Line NOW s product categories include dietary supplements herbs pet supplements personal care essential oils sports nutrition natural foods and an array of natural sweeteners. According to SPINS NOW is the No. 1 selling amino acid brand in the health food channel No. 1 in the miscellaneous category (CoQ10 ALA etc.) and No. 2 in the sports segment NOW Solutions is No. 1 in body oils and a very close No. 2 in essential oils. NOW Pets supplements launched in 2015 were developed under the guidance of renowned holistic veterinarian Dr. Barbara Royal. Specifically tailored to address common pet health concerns the line includes G.I. Support Immune Support Joint Support Pet Relaxant Omega-3 Support Urinary Support Weight Management and LLysine. NOW Pets has been certified by the National Animal Supplement Council (NASC). NOW continues to increase the number of non-GMO (genetically modified organism) products it offers including essential oils. NOW offers a large selection of pure essential oils organic essential oils and essential oil blends in addition to ultrasonic diffusers. From raw material selection to testing and processing every care is taken to ensure high quality oils. identify specific strains of bacteria as well as unknown microorganisms. This technology augments the company s outstanding testing capabilities with new equipment to verify the identity and purity of NOW s key probiotic products. Today NOW can now guarantee that the strain on the label is in the bottle. A special logo on the bottle shows that the probiotics have been verified. Research & Quality Every phase of the manufacturing process from the purchase and delivery of raw materials to the packaging and shipping of products follows strict procedures overseen by a highly trained experienced team of experts. NOW s state-of-the-art manufacturing facilities in Illinois and Nevada feature complete quality assurance and quality control systems and processes and both locations are GMP (good manufacturing practice)-certified and A-rated by the Natural Products Association (NPA). NOW performs more than 16 000 analyses and tests per month. The company tests each of its incoming raw materials and ingredients in-process ingredients and finished products. NOW tests to meet cGMP standards. NOW tests ingredients for these key attributes identity purity potency and composition. Very few natural products manufacturers perform finished product testing in-house due to the exorbitant cost and investment required. This commitment to testing and meticulous quality assurance ensures that NOW products are screened for contaminants and adulterants labeled accurately and of the highest possible quality. NOW recently installed the Dupont RiboPrinter System which uses DNA-fingerprinting technology to Merchandising Tips Materials NOW offers the Product-ology online training program designed exclusively for its retail customers in addition to an array of free tools designed to help them be more successful including monthly webinars signs shelf talkers educational brochures etc. Visit retailers to get started. NOW recently launched a new website which is more user-friendly has a responsive design expanded content and new store locator functionality which makes it easier for consumers to find NOW products in stores. Dos & Don ts Do ask your suppliers how they assure quality how robust their testing program is and the steps they follow to vet ingredient suppliers so you can answer your customers questions. Do be familiar with the laws regulating dietary supplements. Dietary supplements are allowed to impact the structure and function of the body such as supports joint health or supports heart health. Do be able to explain how the dietary supplements industry is regulated because the unregulated myth appears in the media all the time. Don t make drug or disease claims. Legally dietary supplements cannot claim to treat prevent or cure diseases. WWW.VITAMINRETAILER.COM JULY 2017 64 VITAMIN RETAILER 2017 Product Sales Training for Retailers Proprietary Nutritionals Inc. ounded in 2000 Proprietary Nutritionals Inc. (PNI) is a major global marketer and distributor of science-based specialty ingredients. A division of Pharmachem Laboratories Inc. PNI has achieved market distinction by procuring breakthrough products and developing strategic worldwide marketing partnerships. PNI canvasses the nutraceuticals industry for ingredients that are ripe for brand building. Once PNI formalizes a partnership with a client the company works to fully develop the identity of the product from the conception stage including logos and trademarks. PNI then focuses on developing distribution channels so it can reach consumers. Once distribution has been established a consumer awareness program is launched--attracting them to retailers who carry the brand market partner products containing PNI s signature ingredients. 265 Harrison Ave. Kearny NJ 07032 Phone (800) 526-0609 Fax (201) 246-8105 Email info Website Breakthrough Products F FAST ACTING JOINT AND MUSCLE SUPPORT walk longer distances.1 In an earlier placebo-controlled study 40 patients with knee osteoarthritis (OA) applied either a Celadrin cream or placebo cream twice daily for 30 days and were evaluated for functional performance of their knees--such as knee range of motion timed up-and-go from a chair stair climbing medial stepdown test and the unilateral anterior reach. The results showed improved range of motion of the knees in the Celadrin group with no improvement in the placebo group--for example significant improvement was reported in the Celadrin group for the medial step-down test unilateral anterior reach. The authors concluded that use of Celadrin as a cream is an effective tool for improving knee ROM ability to ascend descend stairs rise from sitting walk and sit down and unilateral balance. 2 The esterified fatty acids in Celadrin have pronounced healthy inflammatory response effects such as the inhibition of the endothelial cells and decreasing the pro-inflammatory effects of other fatty acids. The special fatty acids found in Celadrin have also been shown to reduce the production of the negative immune factor IL-6 and to control other immune factors responsible for inflammation. This alone could explain some effects of Celadrin such as reduction of pain in joints affected by degradation. And certainly these functions are very important in preventing further tissue and joint damage while promoting healing. It also works by inhibiting arachidonic acid one of the main promoters of the inflammatory cascade of immune factors by inhibiting 5lipoxygenase another mediator of inflammation. It may also alter cellular membranes protecting them from the action of inflammatory cytokines or by reducing the secretion of inflammatory cytokines and CRP. Additionally the molecules found in Celadrin may also play a role in lubrication of an affected joint. This action combined with anti-inflammatory effects explain some of the significant improvements in mobility and function. Celadrin Celadrin a proprietary blend of esterified fatty acids is one of the most effective natural ingredients that supports healthy inflammatory response to address the sensation of pain in knees especially in the main joints-- knees. In studies adults have shown remarkable benefits of reduced pain and swelling increased movement and reduction of inflammatory factors when using Celadrin. Customer Questions Interactions Customers interested in incorporating supplements featuring Celadrin may ask about diet--or you can open that conversation. PNI would encourage retailers to talk about omega 6 3 balance in the foods they eat daily. Ideally as retailers know consumers need to ensure they get as close to 1 1--omega-6 EFAS to omega-3 EFAs. This has a dramatic impact on creating and maintaining healthy inflammatory response. If they mention discomfort ask if they enjoy eating peppers (capsaicin)--if so the more the merrier. Also curry sauces (containing turmeric or curcumin) are favorable for addressing inflammatory response. Having this conversation may boost sales in the grocery foods departments. Research and Quality Assurance Results of a double-blind multi-center placebo-controlled trial (the most scientifically validated type) published in the prestigious Journal of Rheumatology found that Celadrin when taken orally improved parameters of aging joints such as mobility and pain. In this study 64 participants between the ages of 37 to 77 were given Celadrin capsules. They were evaluated at the beginning at 30 days and at the end of the 68-day study. Compared to those in the placebo group participants who consumed Celadrin had more flexibility less aches and pain and were able to JULY 2017 WWW.VITAMINRETAILER.COM References 1 Hesslink Jr et al Cetylated Fatty Acids Improve Knee Function in Patients with Osteoarthritis. J Rheumatol 2002 29 1708-12. 2 Kraemer WJ et al. Effect of a Cetylated Fatty Acid Topical Cream on Functional Mobility and Quality of Life of Patients with Osteoarthritis J Rheumatol 2004 31 767-74. VITAMIN RETAILER 65 2017 Product Sales Training for Retailers Scandinavian Formulas Inc. here are several reasons for snoring while sleeping. A common reason is that there is insufficient air coming through the nostrils. The air passage is most confined in the nostrils with a cross-sectional area of only one-fourth of the area deeper inside the nose. This implies that the resistance to inhaled air on its way to the lungs is normally greatest at the front of the nose. By dilating the nostrils with Nozovent more air flows via the nose the underpressure in the chest can diminish to 2 cm and it takes less energy to breathe. The speed of the air through the nose lessens and becomes gentler and the palate cannot vibrate as easily. Nozovent increases the cross-sectional area in the front part of the nose from approximately 1.4 cm to 2 cm. 140 E. Church St. Sellersville PA 18960 Phone (215) 453-2507 Fax (215) 453-2508 Email info Website Why Nozovent Helps Snorers T Does Nozovent Suit Everyone Nozovent is designed to suit most noses. To prevent it from dropping out the slightly cup-shaped sides gently press to the skin on the inside of the nostrils. The surfaces are specially designed to improve friction to the skin. The lower part is molded to the shape of the nose so that the front nasal chamber holds it up. There is no risk of nose bleeding. Once Nozovent has been inserted for a few minutes it leaves no sensation so you no longer think about it. In a Japanese study by Professor Shinkawe from Tokai University with a test group of 15 heavy snorers the snoring diminished significantly from an average of considerable disturbance to light snoring when sleeping with Nozovent. Which Materials are Used in Nozovent Nozovent is manufactured from nontoxic medicinal plastic (UPC Class VI Plastic) approved for introduction by the FDA (U.S Food and Drug Administration). This material is environmentally safe and transforms to water and oxygen upon combustion. How Widespread is the Problem of Snoring It was previously thought that 10 percent of the population snored. It is now thought to be considerably more 20 to 30 percent have problems with snoring. In special cases snoring can lead to a temporary suspension of respiration apnea with severe consequences such as strokes heart attacks and high blood pressure. Dr. Ulf H ijer from Gothenburg has currently presented a medical report in which he proves that Nozovent has a positive effect on apnea patients. Better Sleep Fresh Mouth Test Results A total of 80 percent of a group of 50 people using Nozovent during the night thought that their sleep had improved. Sixty percent wanted to use it every night. Many of the participants in the test often slept with their mouths open previously and often woke up in the morning with dry throats. Approximately 30 percent of these complaints diminished completely and a further 50 percent had less discomfort after using Nozovent. In a study with 10 heavy snorers snoring diminished significantly. Of 50 nights 14 were completely free of any snoring whatsoever. On the average the level of snoring fell from powerful to slight--that is from an almost unendurable noise to a slight murmur. In another investigation concerning 17 snorers the pattern was the same. Most people snored less with Nozovent. Nights without Nozovent were strongly disturbed by snoring in 20 percent of cases in comparison with 1 percent when Nozovent was used. Is Nozovent Useful for Other Purposes Joggers cyclists skiers and other sports enthusiasts use Nozovent regularly. In cold weather breathing through the mouth can result in the severe chilling of the windpipe which reduces performance. Colder drier and occasionally dusty air enters the windpipe and may cause coughing. Nozovent increases the passage of air through the nose by up to 50 percent. This enables more physical exercise to be carried out with the mouth closed. Another advantage for runners for example is that the mouth stays moist when breathing through the nose. This does away with dryness of the throat which often comes from jogging. When they cycled without Nozovent and began to breathe through the mouth the systolic pressure increased by an average of 85 mm Hg. At the same load when cycling with Nozovent this pressure only increased by 70 mm. WWW.VITAMINRETAILER.COM JULY 2017 Are There Other Advantages With Nozovent When the nostrils are dilated with Nozovent it is not necessary to breathe through the mouth and one can continue to breathe through the nose. The air one breathes in can then be warmed up by the nose as it should be. It is always a little more difficult to breathe through the nose when lying down. With Nozovent it is easier to breathe and it takes less effort to get the air down into the lungs. 66 VITAMIN RETAILER 2017 Product Sales Training for Retailers Superior Source 4510 S. Boyle Ave. Los Angeles CA 90058 Phone (800) 421-6175 Fax (323) 589-6667 Email information Website Featuring Under the Tongue Technology uperior Source MicroLingual tablets are recognized as the only true soft-molded instant release dietary supplements on the market today. The company s proprietary methods utilize Low Pressure Hydromolecular (LPH) technology to create tablets that dissolve immediately under the tongue resulting in quick and direct absorption. Superior Source provides a diverse line of vitamins minerals and herbal formulas to support your customer s health in every way. Founder Ron Beckenfeld began distributing natural dietary products in 1969. Today the company continues to grow with more than 120 products now available. S Dissolves in seconds under the tongue No pills to swallow Ongoing Sample Program tongue nutrients are absorbed directly into the body resulting in an immediate B-12-vitamin boost. This concept is vital for vitamin B-12 supplementation. Superior Source s MicroLingual delivery system is ideal for a wide range of health goals including heart health energy and stress support antioxidant support healthy blood glucose healthy sleep cycles women s and men s health and infant and children s health. Superior Source Ensures the Quality of its Products Superior Source products are produced in a GMP (good manufacturing practice) certified (through NSF) 100 000-squarefoot manufacturing facility the company s high standards have earned the trust of the natural products community. Superior Source s proprietary methods involve using Low Pressure Hydromolecular (LPH) technology to create our unique instant dissolving tablets. MicroLingual Tablets are Perfect for B-12 Delivery Superior Source instant dissolve MicroLingual dissolve immediately under the tongue resulting in quick and direct absorption. Held under the Retailer Support Ongoing Sample Program Superior Source provides retailers with individual samples on an ongoing basis with every order. These product samples are very effective for demonstrating the MicroLingual delivery system instore. Customers get to immediately experience the product. The program quickly builds brand-loyalty. The company encourages sales staff and store owners to try the samples as well. Firsthand experience is the best sales tool. Superior Source also provides comprehensive training educating retail staff to explain the difference between its MicroLingual tablets and other product lines. The company explains the unique advantage of this delivery method. What Sets Superior Source Products Apart From the Competition Superior Source is the only source of soft molded instant release tablets offering a diverse line of vitamins minerals and herbal formulas. The company s trade secret MicroLingual delivery system with its soft molded tablets dissolve immediately resulting in quick and direct absorption. Requiring binders to hold them together compressed tablets also contain needless fillers and excipients that leave less room for the active ingredient. That ultimately means consumers have to take more of them (or swallow a larger pill) to get the same amount of actives found in a Superior Source MicroLingual tablet. The company s soft-molded MicroLingual tablets contain no excipients and rely on a small amount of acacia gum to hold them together. That results in a much more concentrated product about a tenth the size and weight of an equivalent standard swallowed tablet. JULY 2017 WWW.VITAMINRETAILER.COM What Does the Future Hold for Superior Source Superior Source sees a bright future for its versatile product line and the ease of use of its products. The MicroLingual system is ideal for everyone who hates to swallow pills and completely eliminates the need for messy liquids or sprays. MicroLingual products are extremely well-suited for children as well as the elderly. Superior Source s products do not need refrigeration and do not require water to swallow. The company sees these as major advantages going into a future where ease of supplementation is a critical factors for health and wellness. VITAMIN RETAILER 67 2017 Product Sales Training for Retailers Terry Naturally EuroPharma Inc. 955 Challenger Dr. Green Bay WI 54311 Phone (920) 406-6500 (866) 598-5487 Info EuroPharma s History Mission and the Future of Natural Health t EuroPharma Inc. the company is known for its Terry Naturally brand of supplements and the company is celebrating its 10-year anniversary as well as the 10-year anniversary of its breakthrough painrelieving supplement Curamin. EuroPharma s founder Terry Lemerond is a natural health expert with more than 45 years of experience in the field he has owned health food stores founded dietary supplement companies and has formulated more than 400 products. His impact has been incredible--Lemerond was the first to introduce glucosamine sulfate IP-6 standardized Ginkgo biloba the popularization of botanical standardization and of course EuroPharma s awardwinning safe and effective pain product Curamin to the United States health market. Lemerond s energy is truly inspirational to the EuroPharma team. He is a published author and appears on radio television and is a frequent guest speaker at health events around the nation. And this is simply part of Lemerond s mission--as it has been since the beginning of his career--to improve health with the very best that nature and science have to offer. A Pain-relieving Curamin and Breakthrough Formulas Curamin is EuroPharma s award-winning breakthrough supplement for pain relief. It features clinically studied curcumin enhanced with turmeric essential oil and ar-tumerones. And it provides what we call the power of 3 enhanced bioavailability boosted activity and uncompromised safety. With 31 published studies (and counting) this curcumin is requested by top researchers because it is powerful safe and effective and plays a prominent role in our other formulations as well. While EuroPharma s original Curamin is still a number one favorite with customers who send the company testimonials to its life-changing benefits every day over the years EuroPharma has expanded the lineup with Curamin Extra Strength and Curamin PM. More 68 VITAMIN RETAILER recently the company has launched additional targeted formulas that include Curamin Athletic Pain Curamin Headache Relief Curamin Low Back Pain Curamin Enhanced Whey Protein Curamin Headache Relief Caffeine and Curamin Extra Strength Caffeine. EuroPharma s other premier curcumin supplement is CuraMed. It supports a healthy inflammation response and cellular health throughout the body and is available in various strengths and forms. These include intensive levels maintenance dosages vegan capsules or CuraMed Effervescent a dissolving tablet that can be added to water for those who have difficulty swallowing capsules or soft gels. Like Curamin it has developed into expanded brand lineup with CuraMed Breast CuraMed Prostate CuraMed DIM Complex CuraMed OPC and CuraMed Brain. The company is always exploring new ingredients or formulas that have been clinically studied or show amazing potential as well. EuroPharma has added Sucontral D a clinically studied extract of hintonia for blood sugar support created a Clinical OPC line of supplements with the company s exclusive tannin-free high-absorption French Grape Seed Extract VX1 (an ingredient EuroPharma features in other formulas too) and have launched its BosMed line that address respiratory intestinal cellular health and joint comfort. It provides a uniquely standardized boswellia extract that has naturally higher levels of AKBA the herb s beneficial compound. to current good manufacturing practices (cGMPs) and produced with the highest quality ingredients. Everything from the raw materials to the completed formulations complies with the highest standards for manufacturing labeling storage and shipping. You can rest assured the company never cuts corners and what s on the label is what is in the product. Let s Work Together EuroPharma loves working one-on-one with its retailer partners to help them develop sales tools that fit their needs and the needs of their customers and community. The company provides banners posters and other signage detailed literature in-store lectures product webinars and personalized service from its science and education department sales staff and entire company. As for merchandising when EuroPharma is on the road the company finds that brand blocks make a big visual impact. Consider the effect of having coordinated packaging in a prominent endcap or section of the store. Combining that with special instore events that feature guest speakers healthy snacks and plenty of time for a question and answer session help ensure a large turnout--very likely from people who may be discovering your store for the first time. These statements have not been evaluated by the Food and Drug Administration. This product is not intended to diagnose treat cure or prevent any disease. Occasional muscle pain due to exercise or overuse. Occasional headaches due to stress or fatigue. Occasional back muscle pain due to exercise or overuse. Occasional inflammation due to exercise or overuse. Supports healthy blood sugar levels already within normal range. WWW.VITAMINRETAILER.COM JULY 2017 The Highest Standards for Health All Terry Naturally products are rigorously tested to ensure their strength identity purity and composition. Each one is formulated with strict adherence 2017 Product Sales Training for Retailers Xlear Inc. 723 S. Auto Mall Dr. P.O. Box 1421 American Fork UT 84003 Phone (801) 492-2100 (877) 599-5327 Fax (801) 492-8011 (801) 492-8007 Website The Benefits of Xylitol lear Inc. (pronounced clear ) began in 2000 after Alonzo L. Jones DO discovered the benefits of using xylitol in a nasal spray. Throughout his career he treated many patients who suffered from upper respiratory issues. With a desire to solve these problems he studied research relating to xylitol and how it interacts with bacteria. He decided to incorporate xylitol into a simple saline nasal spray. It worked wonders for his patient s upper respiratory health. The solution was patented and Xlear Inc. was created. With a variety of products for nasal and sinus care oral health and overall well-being Xlear Inc. is dedicated to simple healthy prevention. X sweetener. Lite&Sweet has a glycemic index of three and has 75 percent fewer calories than sugar. Both sweeteners can be replaced with sugar in a 1 1 ratio. Research & Quality Assurance There are many studies dating back to the 1960s that show the oral health benefits of xylitol. In 1996 research was published that looked at past xylitol studies. This study found that of all the children tested there was a 42 percent decrease in ear infections in the children that chewed gum containing xylitol. This study also was the first to identify xylitol s anti-adhesion property. Since then there have been many studies which link xylitol to improved upper respiratory health and tooth decay prevention. Xlear Products Xlear Sinus Care Xlear Sinus Care products incorporate xylitol into a simple saline solution. The addition of xylitol safely makes the solution hypertonic which pulls the extra moisture out of swollen nasal and sinus tissues helping to alleviate congestion. It effectively opens up the airway helping the user to breathe easier and better. The xylitol solution also moisturizes and soothes nasal and sinus tissues. It is natural and can be used by all ages as much as needed. Spry Dental Defense Xylitol is known for its oral health benefits in inhibiting tooth decay. The Spry Dental Defense System is built to help the consumer get the five exposures of xylitol a day that professionals suggest. Multiple exposures every day will slow bacteria s acid production and the formation of plaque. With a variety of toothpastes-- both with and without fluoride--two kinds of mints gum mouth rinse and even floss the Spry line of products is the most well-equipped system on the market to help the consumer have a clean healthy smile. Merchandising Tips Xlear Inc. products are non-GMO (genetically modified organism) and are safe to use by anyone. They have no link to allergies. Questions What is xylitol Xylitol is a natural sweetener. It is a sugar-alcohol taken from the woody parts of plants. Today xylitol is generally derived from corncobs or birch trees. Safe for pets Similar to other human foods like chocolate garlic and onions xylitol is not safe for dogs. GMOs Although some companies may get their xylitol from GMO corn the xylitol in Xlear Inc. products comes from non-GMO corn. Allergies to corn Because xylitol is derived from the corncob there are no problems with corn allergies. People who have corn allergies are generally allergic to the protein in the corn which is in the corn kernel. Corn vs. Birch Xylitol can be sourced from either plant. There is no difference in taste or quality between the two. Xlear Inc. sources its xylitol from corn because it is much more sustainable environmentally friendly and cheaper to produce. XyloSweet & Lite&Sweet XyloSweet and Lite&Sweet are natural sweeteners made for the health-conscious consumer. XyloSweet is 100 percent xylitol in its natural form. It has a glycemic index of seven (compared to sugar s 85) and has 40 percent fewer calories than sugar. Lite&Sweet is a blend of xylitol and erythritol another natural Dos and Don ts Products containing xylitol are not considered drugs Xlear Inc. cannot claim it prevents or cures anything. JULY 2017 WWW.VITAMINRETAILER.COM VITAMIN RETAILER 69 2017 Product Sales Training for Retailers Daily Manufacturing Inc. im and Mary Jo Daily started manufacturing one mineral supplement for Dr. Carey Reams nutritional program in 1979. Since that time Daily Manufacturing has expanded and supplies high quality nutritional supple4820 Pless Rd. Rockwell NC 28138 Phone (800) 868-0700 Website Promoting Wellness and Optimal Health J ments to health care professionals and to natural food retailers. Daily Manufacturing remains a family-owned business that maintains the uncompromising quality standards that won the endorsement of Reams and many other Go to dailymanufacturing for info about this advertiser 70 VITAMIN RETAILER customers throughout the years. In 1996 Dr. Jim Daily III (PhD Nutritional Biochemistry University of Tennessee) joined the company and is now the president. Daily Manufacturing is committed to producing high-quality nutritional products which have a solid scientific basis for efficacy and safety. Every product with the Daily name must promote wellness and optimal health without risk of harm. Daily Manufacturing makes every effort to identify and obtain only the highest quality raw ingredients. Rather than shop for the lowest cost ingredients Daily Manufacturing typically uses the same ingredients from the same supplier each time the product is manufactured. If the company finds something that works well it wants to stay with it. Of course all ingredients must meet rigorous testing standards. However the company does not believe that testing alone can determine the quality of an ingredient and that a proven track record of effectiveness is important. Daily products contain a wide range of vitamins minerals herbal as well as other nutritional products. Formulations by expert scientists are made to meet special nutritional challenges. The company s digestive products are some of the most comprehensive in the industry and cover challenges such as gluten and milk intolerance as well as more general nutritionally related issues. Other unique products offered by Daily Manufacturing include Relax daytime and evening formulas Herbal Bright a natural mood elevator and Easy Flex 2 for healthy joints. Other combinations such as Vitality for Women and Vitality for Men are rapidly becoming some of our most popular combinations. Daily products include a wide variety of supplements which can contribute substantial benefits for everyone. WWW.VITAMINRETAILER.COM JULY 2017 2017 Product Sales Training for Retailers Redd Remedies 211 S. Quincy Ave. Bradley IL 60915 Phone (888) 453-5058 Fax (815) 614-2084 Website Redd Ed edd Remedies mission is simple To put in order. Redd Remedies takes the time to select the purest high quality natural ingredients from around the globe-- ingredients that are proven to provide fast-acting support and wholebody balance. The company then applies cutting edge technology and rigorous testing from the raw material vendor through the entire manufacturing process to the very last stage of finished goods testing. Redd Remedies products deliver lifechanging solutions that nourish the body support the body systems and ultimately create balance. A body in balance functions at peak performance But how do you know what herbs or nutrients to choose to properly R address the many different health issues customers face How do you know which body systems are essential to support in order to remedy the issue And how do you create balance in the body especially in the toxic world we live in that is constantly pushing the body out of balance Introducing Redd Ed Global Knowledge Program which showcases video trainings and webinars for health food store employees to learn the answers to these questions and more. Redd Ed contains video trainings by Dan Chapman Redd Remedies founder and CEO on many of the company s products with more videos added regularly. Answer a few questions following the videos and earn rewards and discounts on products for personal use. Redd Ed also has in-depth webinars by Stacey Littlefield formulator that explain in detail topics like muscle function the chemistry of essential oils how stress effects allergies curcumin and more. Registration for Redd Ed and webinar trainings is easy. Simply go to to sign up today Go to reddremedies for info about this advertiser JULY 2017 WWW.VITAMINRETAILER.COM VITAMIN RETAILER 71 NEWPRODUCTS VR s New Products section is a FREE service to industry members. Send new product press releases and photos to Janet Poveromo Vitamin Retailer 431 Cranbury Road Ste. C East Brunswick NJ 08816 or email to JanetP Whey Protein Powders TEMPE AZ--ReNourish by 21st Century Healthcare is a new line of protein powders featuring high quality whey protein with great tasting natural flavor profiles. Now in select retail stores nationwide ReNourish premium protein powders offered in both Wellness and Sport formulas are gluten free with no aspartame or added soy. Both the 1-lb. ReNourish Wellness and 2-lb. ReNourish Sport protein powders come in chocolate and vanilla flavors each characterized by a deliciously light and smooth taste. ReNourish Wellness 100% Whey Protein features 18 g of premium instantized protein added B-vitamins and minerals and a low-calorie formula to support overall health. ReNourish Sport 100% Whey Protein features 20 g of premium instantized protein and an amino acid performance blend that includes 3 g of creatine taurine and L-glutamine for support during intense training and faster recovery after workouts. The MSRP for products ranges from 11.99 to 24.99. For more information call (480) 966-8201 or visit Designer Whey Organic Meal CARLSBAD CA--Designer Whey Organic Meal by Designer Protein is a great solution for those looking for a quick easy and satisfying meal replacement. Organic Meal is protein-rich and packed with high-fiber natural ingredients to help you feel full reduce blood sugar spikes and keep hunger away. Organic Meal has 18 g of premium grass fed 100 percent whey protein made with hormone and antibiotic-free milk from the Midwest and USDA organic ground oats equivalent to half a serving of raw oats. Each serving is packed with 23 vitamins and minerals for vitality and probiotics and digestive enzymes for healthy digestion. Available in Vanilla Bean and Milk Chocolate Organic Meal is made with real vanilla beans and cocoa beans for an authentic flavor. With only 1 g of naturally occurring sugar Organic Meal does not contain artificial sweeteners colors or preservatives. For best results add two scoops to 8 oz. of the liquid of your choice shake and enjoy as a meal replacement. A 1.19-lb. tub of powder has a retail value of 31.99. For more information call (800) 337-4463 or visit Curamin Extra Strength Caffeine Elite DHA Gems ARLINGTON HEIGHTS IL--The omega3 DHA is primarily found in fatty fish such as salmon mackerel and sardines. But most of us don t receive enough DHA through diet alone which is why a supplement can be a great option. DHA promotes brain vision and cognitive health. It s also an important prenatal supplement and breast milk component that supports healthy brain and vision development in growing children. To ensure maximum freshness the company closely manages Carlson Elite DHA Gems from sea to store. It sources the highest quality deep cold-water fish using traditional sustainable methods and transports its fish to a highly regulated facility for processing and purification. It s then delivered to the company and tested by an FDA-registered laboratory for freshness potency and purity. Elite DHA Gems is a professional-strength product providing 1 000 mg of DHA in a single soft gel. Each capsule of Carlson Pharma GABA provides 200 mg of all-natural GABA per vegetarian capsule. The MSRP for 30 60 and 120 soft gels range from 21.50 to 74.50. For more information call (888) 234-5656 or visit GREEN BAY WI--Curamin Extra Strength Caffeine by EuroPharma combines a powerful award-winning formula with caffeine to help you feel your best. Caffeine supports a beneficial response in blood vessels and receptors in the body to help you feel relief faster. Caffeine may be a key factor to help relieve occasional pain. It affects the central nervous system and targets receptors in the brain that play an important role in pain sensation. Clinically studied curcumin is combined with turmeric essential oil for enhanced absorption and provides a primary response to occasional pain due to exercise and overuse. It contains uniquely formulated boswellia for up to 10 times higher levels of key compounds than plain boswellia to provide better pain relief. DLPA (DL-phenylalanine) helps support the effects of endorphins and enkephalins -- the feel good chemicals in your body. Nattokinase helps promote blood flow aiding the other ingredients in Curamin Extra Strength Caffeine to reach all areas of the body. Sixty tablets have a retail value of 47.95. For more information call (920) 406-6500 or visit These statements have not been evaluated by the Food and Drug Administration. This product is not intended to diagnose treat cure or prevent any disease. Dave s Killer Bread MILWAUKIE OR--Dave s Killer Bread (DKB) knows that great days start with a killer breakfast. After already changing the toast game forever the company upped the ante on breakfast with bagels. Delivering a punch of protein and serious whole grains DKB s three new bagels varieties are also certified USDA organic and Non-GMO Project Verified--powerful nutrition that helps consumers slay the day. Flavors include Plain Awesome (13 g of whole grains per serving 12 g of protein) Cinnamon Raisin Remix (10 g of whole grains and 11 g of protein) and Epic Everything (27 g of whole grains 12 g of protein 560 mg of omega-3s). A five-pack has a retail value of 4.99. For more information call (503) 335-8077 x364 or visit 72 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 Bitters Line WASHINGTON NJ--Herbalist & Alchemist (H&A) has added new products to the company s Digestive Health category formulated by company Founder David Winston RH(AHG). Digestive health is a category undergoing substantial growth. Most healing modalities approach digestion as a basic foundation of good health and bitters have long been used to support healthy digestion. Building upon the success of H&A s Original Bitters are three new bitters formulas all of which are available in traditional packaging with droppers as well as a convenient new spray. New products include Spiced Bitters Old World Bitters and Bitter Roots. The MSRP for the products range from 13 to 89 depending upon the specific product and size. For more information call (800) 611-8235 or visit Organic Plant Protein LOS ANGELES CA--Jarrow Formulas Inc. s Organic Plant Protein combines organic plant proteins in a convenient fiber rich gluten free zero sugar powder suitable for vegans vegetarians and those seeking to substitute some of their animal protein intake with plant proteins. Organic pea protein often considered the most readily digestible among major plant protein sources is combined with additional protein sources (quinoa sacha inchi sunflower hemp and coix seed) with differing amino acid profiles that vary in their rate of protein digestion and assimilation. Combining different protein sources can help to sustain serum amino acid levels over a longer period of time. It is a great product for those seeking a fiber rich protein source who are vegans vegetarians or desire to substitute some of their intake of animal proteins with plant sources according to the company. Organic Plant Protein is available in three flavors Vanilla Spice Chocolate Mocha and Salted Caramel. A 1-lb. tub of powder has an MSRP of 39.95. For more information call (800) 726-0886 or visit Permanent Hair Color Gel GHENT NY--Herbatint is a permanent hair color free of ammonia parabens alcohol and fragrance containing eight organic herbal extracts. Herbatint covers 100 percent of gray hair and is rich in highlights resulting in natural healthy and glorious hair. With Herbatint hair regains brightness and vitality and is healthier and naturally beautiful according to the company. Dermatologically tested for sensitive skin its skin compatibility is excellent the company stated. Such a distinction confirms the brand s distinctive quality and its unique finely balanced formula and Herbatint uses gluten-free and nickel-tested ingredients. It is suitable for vegans. One 4.56oz. box has a retail value of 17.99. For more information call (518) 828-9111 or visit http Qurr CEDAR KNOLLS NJ--Qurr products created by MYOS RENS Technology are designed for customer convenience and maximum results. Broken up into easily transported packets and available in four flavors Qurr products target three distinct demographics Qurr Well supports healthy aging by increasing lean muscle Qurr Toned promotes healthy muscle which can lead to a lean and toned body and Qurr Strong was created for athletes hoping to reach their most ambitious training goals. Qurr s one proprietary ingredient Fortetropin is made from fertilized eggs the only natural myostatin reducing agent currently on the market according to the company. All Qurr products are low in calories and carbohydrates and all contain 6.6 g of Fortetropin per serving. A one-month supply of Qurr powders are available for a suggested price of 129.99 while one-month supplies of shakes and pudding have suggested retail values of 139.99. For more information call (973) 509-0444 visit or Organic Rice BRINKLEY AR--Yoga Organics Rice (by Specialty Rice Inc.) an exclusivelyorganic rice brand has expanded its offerings to include three new rice varietals Organic Brown Basmati Organic White Basmati and Organic Jasmine. With these new products Yoga Organic offers all of the most popular organic rice varietals at an everyday price. Yoga Organics Jasmine and Basmati rice varieties (SRP 5.49) are USDA certified organic non-GMO verified and gluten free. All the flavor and quality of other organic rice brands at a fraction of the cost. For more information call (800) 467-1233 or visit Boswellia Plus CHATSWORTH CA--Boswellia Plus by Savesta LifeSciences Inc. is a high-potency supplement that supports the body s natural ability to recover in one easy to take tablet. A proprietary blend of organic ingredients including boswellia cissus turmeric and white willow work together to support bone and joint health. Sixty tablets have an MSRP of 24.95. For more information call (973) 509-0444 or visit JULY 2017 WWW.VITAMINRETAILER.COM VITAMIN RETAILER 73 OFFTHEPRESS Book Publishers--Submit new books to Janet Poveromo Vitamin Retailer 431 Cranbury Road Ste. C East Brunswick NJ 08816 JanetP The Reducetarian Solution How the Surprisingly Simple Act of Reducing the Amount of Meat in Your Diet Can Transform Your Health and the Planet Brian Kateman coined the term Reducetarian --a person who is deliberately reducing his or her consumption of meat--and a global movement was born. In this book Kateman the founder of the Reducetarian Foundation presents more than 70 original essays from influential thinkers on how the simple act of cutting 10 percent or more of the meat from one s diet can transform the life of the reader animals and the planet. This book features contributions from such luminaries as Seth Godin Joel Fuhrman Victoria Moran Jeffrey Sachs Bill McKibben Naomi Oreskes Peter Singer among others. With more than 40 vegan vegetarian and less meat recipes from bestselling cookbook author Pat Crocker as well as a number of practical tips for reducing the meat in your diet (for example skip eating meat with dinner if you ate it with lunch replace your favorite egg omelet with a tofu scramble choose a veggie burrito instead of a beef burrito declare a meatless day of the week) The Reducetarian Solution is a life-saving--not to mention planet-saving--book. Author Edited by Brian Kateman Foreword by Mark Bittman Pages 320 Price 16 (paperback) Publisher TarcherPerigee Contact Keely Platte (510) 910-1667 kplatte ADVERTISERINDEX ADVERTISER Albion Minerals Alchem USA Inc. Bluebonnet Nutrition Corp. Carlson Laboratories Inc. Continental Vitamin Company CW Hemp Daily Manufacturing Daiwa Health Development EuroPharma Terry Naturally Health Plus Inc. Mushroom Wisdom Natural Factors Natural Factors Natural Factors Natural Vitality WellNext LLC NAXA NeoCell Corporation Nordic Naturals North American Herb & Spice North American Herb & Spice Now Foods Pharmachem Labs (Celedrin) Redd Remedies Scandinavian Formulas Inc. Xlear Inc. PAGE 37 29 C4 9 11 21 70 1 31 17 23 13 19 25 39 27 33 7 C2 15 C3 35 71 5 3 PHONE (801) 773-4631 (281) 208-7518 (281) 240-3332 (847) 255-1600 (800) 421-6175 (719) 419-8169 (800) 868-0700 (877) 434-3633 (866) 598-5487 (800) 822-6225 (800) 747-7418 (800) 322-8704 (800) 322-8704 (800) 322-8704 (800) 446-7462 (713) 502-9141 (949) 699-1626 (800) 662-2544 (800) 243-5242 (800) 243-5242 (888) 669-3663 (519) 467-2071 (888) 453-5058 (800) 688-2276 (877) 599-5327 WEB albion alchem bluebonnet carlson cvc cwhemp dailymanufacturing daiwa europharma healthplus mushroomwisdom naturalfactors naturalfactors naturalfactors naturalvitality naxa neocell nordicnaturals nahs nahs nowfoods pharmachem reddremedies scandinavian xlear INDUSTRYEVENTS September 13-16 Natural Products Expo East Baltimore Convention Center Baltimore MD (303) 998-9208 September 25-29 SupplySide West Mandalay Bay Las Vegas NV November 30-December 3 SOHO Expo Gaylord Palms Hotel and Convention Center Kissimmee FL (727) 846-0320 74 VITAMIN RETAILER WWW.VITAMINRETAILER.COM JULY 2017 Back Talk THIS MONTH Named CEO of Twinlab Consolidated Holdings in early 2016 Naomi Whittel is also the founder of Reserveage Nutrition a flagship natural supplements line she created. VRM interviewed Whittel for Back Talk in September 2016 to ask her about her new position. Here she gives an update on the progress made during her first year with the company. WITH JANET POVEROMO team reconnected to our roots and purpose and this led us to launch another Twinlab innovation this year our Blutein line of products under the OcuGuard umbrella for eye health. Our Blutein line was specifically designed to address the damage done by blue light from our digital devices a growing health concern given the fact that we spend on average 11 hours a day in front of digital devices. What do you consider your biggest accomplishment during your first year with Twinlab I am pleased with what our team has done over the past year. We went on a listening tour that led us to understand what the retailer and consumer desired from us and the levers we needed to pull to meet their expectations. We moved into pressure testing which brought us to driving our top 30 high-demand high-result products. This was a strategic plan to focus on solutions the consumer wanted from us and these insights allowed us to build a path to purchase and drive our on-shelf strategy. We established a scientific advisory board comprised of world-renowned experts in their respective fields who work with our in-house research and development teams to create new innovative products and to ensure that these products are effective safe and of the highest quality. What improvements have been made and what hurdles do you still face We ve transformed our fill rates fine-tuned our placement strategy by focusing on the key attributes of our brand and increased our in-store presence through education and sales training in an effort to strengthen and develop our retailer partnerships. We have made great strides and are seeing measurable results. However it isn t only about the numbers. We spent the year laser focused on our retailers and ultimately what our customers desired from us. It all boils down to quality ingredients and connects us back to our unique position in the marketplace--our vertical integration and what it means to the consumer. With being one of the few legacy brands Question Answer in the market we face a number of challenges. Being a fully integrated organization focused on quality and best practices requires more time and effort to make sure things are done the right way. Our focus on the retailer and supplier side is on trust as well. We are keenly aware of the burden Twinlab placed on suppliers and retailers as we moved through a difficult period and we are working hard to reinvigorate those relationships. My passion and the company s commitment to supporting retailers just like you remain at the forefront and we thank you for your partnership and support. I would like to extend an offer to receive a set of our Blutein line to the Vitamin Retailer readership. If you would like to receive a Blutein set please email blutein What steps will Twinlab take to regain their market share and resume a place on store shelves Question Naomi Whittel CEO Twinlab Phone (833) Blutein (258-8346) Website Answer Focusing on our core strengths We are focused on products that contribute to our core brand and what we stand for. Our Resveratrol Collagen line of products and our Blutein line were all developed utilizing this focus on our core strengths including relationships with farmers universities and global patent holders. Building a relationship with the consumer We are systematically working to build a support network for our retail partners to educate and engage at the consumer level again focusing on being a compelling brand and building that relationship with the consumer to drive them to the shelf. Managing our goals Achieving efficient fulfillment of demand driving outstanding customer value through innovation and investing in solutions enhancing our organizational responsiveness through realized synergies and building upon our resiliency will facilitate success for our brands our retailers and our supplier partnerships. Consistently measuring against our goals will keep us agile in this rapidly changing market drive positive results at shelf and provide long-term sustainable success for all. To read the interview in its entirety visit WWW.VITAMINRETAILER.COM JULY 2017 Question What s new at Twinlab Answer Nearly five decades ago David Blechman a busy young father with two sets of twins who worked as a pharmaceutical salesman noticed that people didn t seem to be getting all the protein they needed to lead healthy productive lives so he decided to develop a form of liquid protein (Liquid P) and sold it out of his garage to newly emerging specialty health food stores. This launched the Twinlab brand which has gone on to become an innovative market leader and over the decades revolutionized our industry with so many firsts from liquid protein to CoQ10 to single-dose single-ingredient vitamins minerals and amino acids all developed to address the needs of the market. This first year has been a year of discovering what made Twinlab great over the past almost 50 years and how we take what s good and reshape and reimagine the brand to something that s revolutionary with new and exciting innovations. Our 76 VITAMIN RETAILER Question Answer Go to nowsolutions for info about this advertiser Go to bluebonnet for info about this advertiser