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Avadim looks to meet gaps in consumer health needs

BY DSN STAFF

Ralph Lombardo, senior vice president of sales and marketing at Avadim Health, said retailers need to closely examine where new technologies can help them become more efficient merchants. Lombardo sat down and discussed the state of the industry with Drug Store News.

Drug Store News: What is the state of sales in the mass retail industry?
Ralph Lombardo: From our perspective, there has not been a better time to launch new technologies in chain drug and mass retail outlets. Retailers are tired of redundancy and are carving out opportunities for innovation. Having five brands with the same active ingredient leads to shared revenue, and reduces the opportunity for accretive or incremental facings. We believe this is a great time to differentiate and bring retail partners the opportunity to appeal to a broader patient base through targeted and unique therapeutic options.

DSN: What is driving the market right now in terms of trends?
RL: We are in a consumer-driven healthcare environment. The majority of Americans self-treat before seeking medical attention. Access to information and data is more readily available now than at any other time in our nation’s history, and this has led to a more educated consumer which seeks to make informed decisions when self-medicating. Retailers and brands have to appeal and communicate to the educated consumer. As primary care shifts toward retail, we have to consider the role of the retail pharmacist and health care providers in retail clinics as pivotal to the consumer’s buying decision.

DSN: How does your company fit in?
RL: Avadim Health brings an evidence-based approach to the market place. Our product development strategy is to employ our proprietary process to identify and research gaps in this consumer-driven healthcare market place, develop targeted treatments and build a high-quality clinical compendium through research. Our academic university partnerships yield high-quality evidence, and our goal is to bring clinically proven solutions for patients who otherwise would have no or limited options. We have a strong pipeline of innovations that will prove to be accretive to their respective categories. We launched the first topical clinically proven muscle relaxant, Theraworx Relief, in July 2017, and it is now the fastest-growing brand in external pain. On the horizon, we will be launching a solution for post-menopausal urinary tract infections — our nation’s most common infection — a diabetic neuropathy solution, and are on target for launching the first dual-modality innovation for patients with osteoarthritis in April 2019. Our No. 1 priority is to fill gaps in care and prove to be an incremental partner with our retailers.

DSN: What do retailers need to do to most benefit from these trends?
RL: To optimize shelf, retailers should take a 401(k) portfolio-style approach to their category — what is the return on every inch captured by the brand holding on to that precious real estate? Retailers should also consider what manufacturer investments are being made to increase the value of that real estate to make it as profitable in the portfolio as possible. What is the ROI per inch of shelf space?

DSN: What does the future hold for Avadim and the marketplace?
RL: We see a bright future. Avadim exhaustively researches therapeutic interventional gaps in the marketplace, formulates solutions for those gaps, and conducts high-quality evidence-based studies to demonstrate needed efficacy to fill those gaps. We believe this is a winning approach. We are only interested in bringing accretive value to our stakeholders, and our goal is to work tirelessly to be the best retail partner the industry has. If it’s an Avadim brand, the retailer will know it’s accretive, it’s proven, it works and it will be supported on shelf.”

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BJ’s Wholesale Club gets a jump on the holidays with Black Friday deals

BY DSN STAFF

BJ’s Wholesale Club is getting a jump on the holiday season sales by announcing its Black Friday deals and doorbusters.

Consumers looking to hit up the Westborough, Mass.-based retailer for their shopping will be able to find deals on such items as televisions, small appliances, toys, tech, tools, furniture and other items.

In addition, BJ’s Perks members will be able to enjoy free shipping on their online purchases from Nov. 4 to Jan. 5, 2019. Perks members also can earn up to 10% cash back on major appliances, mattresses, furniture, tires and televisions from Nov. 16 to 26. My BJ’s Perks Mastercard holders can obtain no interest for six months on purchases of $375 or more on mattresses, furniture, tires or televisions when using the credit card, the company said.

“BJ’s is offering members thousands of Black Friday steals, making this our largest Black Friday event ever, and even more offers to our best members,” Molly Cox, vice president of general merchandise at BJ’s Wholesale Club, said. “Members will have access to incredible deals on TVs, tech, furniture and more in-club and on BJs.com.”

The retailer also is offering free shipping to members on such items as technology, televisions and vacuums. Free shipping also is included on purchases of $50 or more on most toys, small kitchen appliances, select home improvement items and other products, the company said.

Black Friday savings will be available from Nov. 16 to 26, or while supplies last. Doorbusters will be available in-club from Nov. 23 to 26 and online on Thanksgiving Day.

The retailer also will offer more than 25 high-value coupons on such household items as paper towels, laundry detergent, health and beauty products and diapers.

To help consumers get a head start on their holiday shopping, BJ’s also announced expanded holiday hours. Shoppers will be able to visit their nearest location as early as 7 a.m. from Nov. 23 to 26.

For further information on club hours, the retailer recommends shoppers check with their local store to confirm.

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Kroger to sell former Toys ‘R’ Us exclusive brands

BY Marianne Wilson

Kroger is the latest retailer to jump into toys for the holiday season, but it’s doing so via a partnership with the hedge fund owners of brands that were exclusive to Toys “R” Us.

The nation’s largest supermarket retailer will sell Geoffrey’s Toy Box exclusive brands in nearly 600 stores across its portfolio for the 2018 holiday season. Geoffrey’s Toy Box is a division of Geoffrey, which owns and operates a portfolio of more than 20 exclusive brands that were previously exclusive to the now-defunct Toys “R” Us.

Starting this month, Geoffrey’s Toy Box branded toys and displays will appear in select stores operated by Kroger, with a curated selection of 35 items, ranging in price from $19.99 to $49.99. The holiday program will feature exclusive toys from such brands as Imaginarium, Edu Science, and Just Like Home. The product assortment will vary by location.

“Geoffrey’s Toy Box delivers a unique shopping destination within Kroger stores,” said Robert Clark, Kroger’s VP president of merchandising. “We’re excited to offer Geoffrey’s Toy Box this holiday season to provide our customers with the opportunity to purchase a selection of toys once exclusive to Toys “R” Us.”

With the shuttering of Toys “R” Us, an array of retailers, ranging from J.C. Penney Co. and Target to Party City and Five Below, have expanded their toy selection as the holidays approach.

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