OTC Indies

Digital marketing and customer acquisition crucial to driving OTC brand growth

There is no doubt that e-commerce is a rapidly growing channel in the OTC market, but this channel still makes up a relatively small percentage of actual OTC sales—well below 10% of total sales for most OTC categories. However, digital marketing can have profound effects on brand performance even within traditional brick-and-mortar retail channels. Some estimate that digital presence and marketing for OTC brands will impact more than 75% of all sales. For many consumers, their path-to-purchase for OTC remedies often looks like many other categories where the need for the product is immediate. It may begin online with a search for price comparisons or product information but likely end with the actual purchase happening in-store.Continue reading

Independent OTC Companies

Spotlight on Fast-Growing Independent OTC Companies

Unlike most of the large, traditional OTC players, small, independent OTC companies have recently recorded double-digit sales growth.  These companies often outpace market growth by offering unique brands, uncommon and often natural ingredients, focused distribution, and a strong online presence, frequently combined with compelling digital marketing that resonates with today’s OTC consumers.  Identifying these market disruptors and learning the factors that make them resonate with consumers and retailers is crucial. Continue reading

Independent OTC Companies

Independent OTC Companies Poised for Rapid Growth

The U.S. OTC market is characterized lately by slow, steady growth of anywhere from 1% to 3% annually.  There are small, independent companies, however, that have recently recorded double-digit sales growth.  These companies often outpace market growth by offering unique brands, uncommon and often natural ingredients, focused distribution, and a strong online presence, frequently combined with compelling digital marketing that resonates with today’s OTC consumers.  Identifying these market disruptors and learning the factors that make them resonate with consumers and retailers is crucial.Continue reading