Opportunities for Growth in Analgesics

Recent Growth Drivers in Analgesics

In what is normally a slowgrowing category in the 0.5%-3.0% range for yearoveryear performance, the internal analgesics category witnessed much strongerthanaverage growth rates in 2020. Consumers stocked up on pain relievers and fever reducers to be prepared for coronavirus. The overall internal analgesics category witnessed sales growth of more than 6.0%, with the Tylenol brand up nearly 40% and Motrin IB (both by Johnson & Johnson) up nearly 100% compared to 2019 sales. Continue reading

Retail Landscape: OTC Drugs

Introducing a brand new tool that provides retail images of OTC categories and brands across multiple channels

Retail aisles and OTC shelves change all the time and vary by category, retail channel, and time of the year. Keeping abreast of what’s happening on shelves is an arduous task, and it’s even harder to track trends over time for OTC sales professionals and brand managers. Therefore, Kline is announcing a powerful new image database to help our clients stay informed of trends in major retailers for their brands and categories. Retail Landscape: OTC Drugs is a fully searchable, filterable image database of actual images taken in stores monthly. Images are uploaded to the database monthly and can be searched by category, brand, company, retail channel, store, location, and date.

“OTC sales professionals may be capturing such information from their individual store visits, but it is often done on an ad hoc basis and not shared across the organization,” says Laura Mahecha, Kline’s Healthcare Industry Manager. “With travel budgets reduced and actual time spent in retail stores limited, it is even harder for sales professionals to make informed decisions.”

This new image database will provide monthly images of category planograms, brand facings and placement, pricing, on-shelf and in-store promotions, signage, and private-label placement and pricing starting in Q1 2018. Both urban and suburban locations will be captured at various geographies in the United States. Images from approximately 100 retail stores will be added to the database each month, and it is accessible without any limits on the number of users, making it a more comprehensive and thorough tool to help inform OTC professionals’ decisions. The categories and retail channels tracked will evolve and change, based on subscriber needs and input, over the course of the year to result in a fully searchable database across all OTC categories and most major retail channels. Quarterly newsletters highlighting trends or changes at retail will also be provided to subscribers. Subscribers also have the option to make custom requests when necessary, for fast-turn around images that capture specific competitive brands, retailers, geographic locations, etc.

For a free demonstration and more information, CONTACT US.

Pfizer/Allergan Deal

Merger and Tax Inversion are Distractions from the Crux of the Pfizer/Allergan Deal

On Monday, November 23, 2015, while many were working a short work week due to the Thanksgiving holiday in the United States, Pfizer and Allergan management were busy announcing a merger that will create the world’s largest pharmaceutical company valued at $160 billion. On the surface, analysts and politicians focused on the tax inversion created by this deal because Allergan (the smaller of the two companies) is acquiring the larger Pfizer. The reason is that Allergan (formerly of Irvine, CA) is headquartered in Dublin, Ireland, where corporate tax rates are lower than they are in the United States, where Pfizer is based. Once approved, this will mean corporate taxes for the new company (to be called Pfizer) will drop from a rate of 25% to 17%-18%.

The deal with Allergan comes after Pfizer attempted a hostile takeover of rival pharmaceutical company, AstraZeneca, based in London, England, in 2014, which was refused by AstraZeneca and frowned upon by British regulators. Tax inversion is not a new phenomenon, and the re-domiciling of corporate headquarters to places like Bermuda and Ireland have happened in many industries, not just in pharmaceuticals.Continue reading

OTC Market Intelligence

50 Years Old and Still Bounding Over the Counter: Kline’s Healthcare Practice Continues to Deliver Unmatched OTC Market Intelligence

With over half a century of market insights on the U.S. consumer healthcare market, Kline & Company expects that new paradigm shifts in regulations, retail, and technology will create new opportunities for medications to move along the Rx-to-OTC continuum and more growth prospects for the U.S. OTC market. Additionally, with the OTC medication market in the United States nearing $23 billion in 2012 alone and with the FDA – through its recent NSURE (Nonprescription Safe Use Regulatory Expansion) initiative – showing encouraging indications that it is becoming more receptive to allowing more Rx-to-OTC switches, the U.S. OTC market is fast returning to pre-recession health.Continue reading

FDA Initiative Forms Basis for Healthy Rx-to-OTC Switch Opportunities

FDA Initiative Forms Basis for Healthy Rx-to-OTC Switch Opportunities

In the not so distant past, the U.S. FDA has taken a rather conservative stance concerning Rx-to-OTC switches. Many potential categories have been discounted as not safe and/or effective without a physician’s prescription. This has compelled drug manufacturers to judiciously consider which drugs, if any, they would seek to switch given the necessary multi-million dollar expenditure on prerequisite clinical trials including self-selection, actual-use, and label-comprehension studies with consumers before the application and approval process with the FDA can even begin.  With its recent NSURE (Nonprescription Safe Use Regulatory Expansion) initiative, there are encouraging indications that FDA is becoming more receptive to allowing greater Rx-to-OTC switches.Continue reading

The Merging of Channels of Distribution for OTC Drugs

Dropping by Your Local.com – The Merging of Channels of Distribution for OTC Drugs

With brick-and-mortar stores and online retailers already heavily competing for the consumer dollar in nearly all segments, OTC drug marketers should also be poised to take advantage of expanding sales and markets through both traditional channels and e-channels. The lines between these channels are blurring as online OTC drug retailers are offering brick-and-mortar store pickup, and mass merchandisers increase their presence online.

For example, Amazon.com now offers consumers the possibility to collect their online purchases at selected Staples and 7-Eleven stores, while mass brick-and-mortar merchandiser Walmart expects to earn $9 billion in 2013 in global sales through its website (Walmart.com), making it the fourth largest online retailer. Continue reading