General Merchandise
Personal Care
Where the Gains Are
C-store sales, 52 weeks ending Dec. 25, 2011
C-store sales of health and beauty care (HBC) items were a mixed
bag in 2011, with the biggest segment—contraceptives—seeing dollars up 9.5% and units up 5%, according to figures from
SymphonyIRI Group. Lip balm and cold-sore medication, meanwhile,
lost both dollars and units because of soft sales among three of the
top five brands.
Segments on the upswing: eye/contact lens care, deodorants and
suntan products. Among paper products, dollar and unit sales inched
up only slightly, with the largest segment—toilet tissue—seeing a
1.4% increase in dollars, with unit growth relatively static.
Personal Care
C-store sales
Segment
Up and Down
($ millions)
Contraceptives
Contraceptives
Lip balm/cold-sore medication
Eye/contact lens care
Sanitary napkins/liners
Deodorants
Suntan products
$126.0
PCYA*
+9.5%
Unit sales
(millions)
35.7
PCYA*
+5.0%
Lip balm/cold-sore medication $81.0
–2.4%
40.4
–4.3%
Eye/contact lens care product $59.6
+7.8%
15.1
+12.3%
Tampons
$36.3
+0.7%
9.8
–2.8%
Deodorants
$15.0
+5.4%
4.8
+5.9%
Sanitary napkins/liners
$14.7
–3.4%
3.7
–3.4%
Suntan products
$11.9
+7.0%
1.6
+5.7%
Toothpaste
$10.9
–3.6%
4.3
+1.1%
Mouthwash
Soap
$10.1
–14.8%
5.7
–18.9%
Hand and body lotion
Mouthwash
$9.1
+8.6%
3.2
+10.7%
Blades
$8.4
–0.8%
3.5
–3.3%
Hand and body lotion
$6.0
+0.9%
2.1
+12.8%
Toilet tissue
Paper towels
Paper Products
Distributor Data: HBC Shipments
Segment
Calendar year 2011
Average shipments per store per week of family-planning items rose
4.5% in 2011, according to data from distributor McLane, while
grooming aids slipped 3.3%.
APSW**
(in dollars)
APSW dollar
growth
PCYA*
Family planning
$11.16
+$0.48
+4.5%
Grooming aids
$10.43
–$0.36
–3.3%
Segment
External care
$9.74
–$0.33
–3.3%
Feminine hygiene
$5.69
+$0.06
+1.0%
Travel grooming aids
$1.40
+$0.53
+61.1%
Source: McLane Co.
* Percent change from a year ago
24
CSP
** Average shipments per store per week
C a t e g o ry M a n a g e m e n t H a n d b o o k 2012
C-store sales
Unit sales
($ millions)
PCYA*
Toilet tissue
$61.4
+1.4%
32.5
+0.3%
Paper towels
$23.8
+2.8%
12.9
+0.7%
Facial tissue
$11.5
–1.2%
8.0
–2.8%
Source: SymphonyIRI Group
(millions)
PCYA*
* Percent change from a year ago
General Merchandise
Personal Care
Condom Trends
SymphonyIRI and Nielsen figures both measured the male-contraceptive subcategory at $123 million to $125 million in 2011, with SymphonyIRI
showing strong unit growth. Both syndicated-data providers ranked Church & Dwight, manufacturer of Trojan, as the biggest manufacturer by share of
c-store dollar sales, although they differed on the size of share. Nielsen ranks Ansell (manufacturer of LifeStyles) as second in share, while SymphonyIRI
names Reckitt Benckiser (manufacturer of Durex) as No. 2. The results reflect the brand preference of the large c-store chains that participate in each
data provider’s sample.
Condom Manufacturer and Brand Share: Two Views
Manufacturer
C-store sales ($ millions)
PCYA*
Share of
category sales
Point increase
Unit sales (millions)
PCYA*
Church & Dwight Co. Inc.
$73.4
+18.1%
58.3%
+4.2
19.5
+14.1%
Reckitt Benckiser
$33.0
+2.7%
26.2%
–1.8
10.1
–0.9%
Ansell Americas
$18.4
–4.7%
14.6%
–2.2
5.3
–8.6%
Total
$125.8
+9.6%
100.0%
N/A
35.7
+5.0%
(including manufacturers not shown)
52 weeks ending Dec. 25, 2011
Brand (Manufacturer)
Source: SymphonyIRI Group
C-store sales ($ millions)
PCYA*
Share of
category sales
Point increase
Unit sales (millions)
PCYA*
Trojan (Church & Dwight)
$56.8
+12.4%
45.9%
+2.7
14.2
+8.1%
LifeStyles (Ansell)
$52.0
–0.7%
42.0%
–2.7
13.8
–4.4%
Durex (Reckitt Benckiser)
$15.0
+6.1%
12.1%
0.0
4.0
+3.3%
All other brands
$0.04
–39.2%
N/A
N/A
0.02
-45.0%
Total
$123.9
+5.7%
100.0%
N/A
32.0
+1.7%
(including brands not shown)
52 weeks ending Dec. 24, 2011
* Percent change from a year ago
10
SKU
Sources: The Nielsen Co., Ansell Healthcare
Distributor Data: Condoms
5
Calendar year 2011
SKU
BRAND
Consumer units (millions)
Trojan Magnum (3-count)
1.02
Trojan Ultra Thin Lubricated (3-count)
0.63
Toilet Tissues
C-store sales, 52 weeks ending Dec. 25, 2011
Private-label brands contributed nearly 29% of toilettissue dollar sales in c-stores for 2011, growing share
1.7 points.
Trojan Ribbed (3-count)
0.56
Trojan-ENZ Lubricated (3-count)
0.46
Brand
($ millions)
PCYA*
LifeStyles Ultra Sensitive (3-count)
0.44
Charmin Ultra Strong $20.7
+1.4%
8.1
+5.3%
Trojan Fire & Ice (3-count)
0.44
Private label
$17.7
+7.8%
9.7
+4.7%
Trojan Her Pleasure (3-count)
0.42
Scott
$11.5
+4.2%
7.6
–0.9%
Trojan Mangum Ultra Thin (3-count)
0.41
Marcal Small Steps
$3.0
+6.5%
1.7
–4.5%
LifeStyles with Spermicide (3-count)
0.37
Angel Soft
$1.7
–19.1%
0.7 –22.5%
Trojan-ENZ with Spermicide (3-count)
0.34
Total
$61.4
+1.4%
32.5 +0.3%
Source: McLane Co.
C-store sales
Unit sales
(millions)
PCYA*
(including brands not shown)
Source: SymphonyIRI Group * Percent change from a year ago
26
CSP
C a t e g o ry M a n a g e m e n t H a n d b o o k 2012
General Merchandise
Personal Care
Lip-Care Trends
Lip-balm and cold-sore medication sales totaled $81 million in 2011, off 2.4%, according to SymphonyIRI. The segment leader was ChapStick Classic
from Pfizer, with nearly 43% of dollar sales. No. 2 Carmex from Carma Labs and No. 4 ChapStick Lip Moisturizer posted dollar and unit increases.
5
BRAND
Lip-Balm/Cold-Sore-Medications
5
C-store sales, 52 weeks ending Dec. 25, 2011
C-store sales
SKU
($ millions)
PCYA
Unit sales
(millions)*
ChapStick Classic
$34.5
–3.9%
16.4
–5.4%
Carmex
$17.4
+4.2%
8.7
+1.6%
Blistex
$12.0
–3.2%
6.2
–3.8%
ChapStick Lip Moisturizer
$3.7
+13.6%
1.8
+10.8%
Chap-Et
$2.1
–9.9%
1.8
–10.4%
Total
$81.0
–2.4%
40.4
–4.3%
Brand
PCYA*
Distributor Data: Lip Care
Calendar year 2011
SKU
Consumer units (millions)
ChapStick Classic Original (0.15-oz.)
1.37
ChapStick Classic Cherry (0.15-oz.)
1.36
Lil’ Drugstore Carmex (tube, 6-count)
1.03
Blistex Lip Balm (0.15-oz.)
0.75
ChapStick Moisturizer (0.15-oz.)
0.66
Source: McLane Co.
(including brands not shown)
Source: SymphonyIRI Group
5
BRAND
* Percent change from a year ago
Feminine-Hygiene
Trends
With more than three-quarters of c-store
dollar sales, the Tampax brand from
Procter & Gamble dominated the tampon
segment in 2011. Overall dollar and unit
sales of sanitary napkins and tampons
were slightly negative in the past year,
according to SymphonyIRI figures.
Sanitary Napkins/Tampons
C-store sales, 52 weeks ending Dec. 25, 2011
Brand
C-store sales
($ millions)
PCYA*
Tampax tampons
$27.9
+0.3%
Always sanitary
napkins/liners
$10.5
+0.6%
Playtex Gentle Glide
tampons
$5.2
–10.8%
Stayfree sanitary
napkins/liners
$3.4
Tampax Pearl tampons $1.3
Total
$51.0
–4.1%
+213.3%
–0.5%
(including brands not shown)
Source: SymphonyIRI Group
* Percent change from a year ago
CSP
C ategory M anagement H andbook 2012
27