The U.S. Market for First Aid and Sports Medicine Products
Sep 1, 2001
322 Pages - Pub ID: LA376080
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  1. Executive Summary
    Scope and Methodology
    • Market Parameters
    • First Aid Products
    • Sports Medicine Products
    • Report Methodology

    The Overall Market
    • Market Overview: Combined First Aid and Sports Medicine Sales Forecast to Reach $2.5 Billion in 2005
    • Table 1-1: U.S. Retail Sales of First Aid and Sports Medicine Products, 1996-2000 (dollars): First Aid, Sports Medicine, Total
    • Marketer Overview: Consolidation, Fragmentation, and Cross-Over

    The First Aid Products Market
    • Historical Overview
    • Diverse Demographics
    • First Aid Product Sales at $1.5 Billion in 2000
    • First Aid Treatments Form Larger Sales Category
    • Ointments/Antiseptics Lead Mass-Market Treatment Sales
    • Tape/Bandage/Gauze/Cotton Accounts for Most Mass-Market Accessory Sales
    • Drugstores Control 37% of Overall First Aid Product Sales
    • Factors to Market Growth
    • Innovation Drives Tape/Bandage/Gauze/Cotton Sales
    • The Boomer Effect
    • Self-Care Grows
    • Mass Marketers Dominate
    • Figure 1-1: Marketer Shares of U.S. Mass-Market First Aid Product Sales, 2000 (percent): 5 Marketers, Private Label, All Others
    • Private Label Is Strong
    • Marketing and New Product Trends
    • Kids Drive Adhesive Bandage Sales
    • High Tech Meets First Aid
    • The New Wipes
    • Consumer Advertising Expenditures
    • Drugstores Slip in Mass-Market Share
    • The Internet as Catalyst
    • First Aid Products Draw 56% of Consumers

    The Sports Medicine Products Market
    • Historical Overview
    • Sports Medicine Sales at $594 Million in 2000
    • Sales Growth Stronger in Sports Medicine Accessories
    • Drugstores at 52% of Overall Sales
    • Factors to Market Growth
    • Market Not Fully Mature
    • Boomers Drive Purchasing Trends
    • Kids' Active Lifestyles Demand Sports Medicine Care
    • Consumers Seek Self-Care
    • Efforts to Rejuvenate Treatments Category Pay Off
    • Mass Marketers Dominate
    • Figure 1-2: Marketer Shares of U.S. Mass-Market Sports Medicine Product Sales, 2000 (percent): 5 Marketers, Private Label, All Others
    • Marketing and New Product Trends
    • Kids Rule
    • Pain Patches Extend Treatments Category
    • Magnets Attract Consumer Interest
    • Glucosamine and MSM: Effective or Not, People are Buying
    • Chattem and Pfizer Are Top Advertisers
    • Mass Merchandisers Meet Consumer Demand for Convenience
    • 6.5% of U.S. Adults Suffer from Muscle Strains and Sprains
    • 46% Participate Regularly in Physical Fitness Programs
  2. The Overall MArket
    Product and Regulatory Overview
    • First Aid Products
    • Sports Medicine Products
    • FDA Jurisdiction
    • Figure 2-1: U.S. Retail Sales of First Aid and Sports Medicine Products, 1996-2000 (dollars)
    • Figure 2-2: Projected U.S. Retail Sales of First Aid and Sports Medicine Products, 2000-2005 (dollars)

    Market Overview
    • Combined First Aid and Sports Medicine Sales Approach $2.1 Billion
    • Table 2-1: U.S. Retail Sales of First Aid and Sports Medicine Products, 1996-2000 (dollars)
    • First Aid Sales Approximately $1.5 Billion in 2000
    • First Aid Treatments at $879 Million
    • Sports Medicine Sales at $594 Million
    • Sports Medicine Accessories at $344 Million
    • First Aid Sales Through Major Mass Channels at $1.3 Billion
    • Sports Medicine Sales at $517 Million in Mass Market
    • Drugstores at 37% of First Aid Product Sales
    • Drugstores at 52% of Sports Medicine Sales
    • Seasonal Variation in First Aid Product Sales
    • Seasonality of Sports Injuries
    • Factors to First Aid Market Growth
    • Factors to Sports Medicine Market Growth
    • First Aid and Sports Medicine Sales to Reach $2.5 Billion in 2005
    • Table 2-2: Projected U.S. Retail Sales of First Aid and Sports Medicine Products, 2000-2005 (dollars)
    • First Aid Market to Reach $1,768 Million by 2005
    • Sports Medicine Market to Reach $768 Million by 2005

    Marketer Overview
    • Consolidation, Fragmentation, and Cross-Over
    • Johnson & Johnson #1 in First Aid
    • Table 2-3: Marketer Shares of U.S. Mass-Market First Aid Product Sales, 2000 (percent): 8 Marketers/16 Brands, Private Label, All Others
    • Becton, Dickinson & Co. #1 in Sports Medicine
    • Table 2-4: Marketer Shares of U.S. Mass-Market Sports Medicine Product Sales, 2000 (percent): 11 Marketers/23 Brands, Private Label, All Others
    • Beyond the Mass Market
    • Table 2-5: Selected U.S. Marketers of First Aid and Sports Medicine Products (129 Marketers)
  3. The First Aid Products Market
    Introduction
    • Scope of Market
    • The Need for First Aid Products
    • Common Ailments
    • Cuts and Scrapes
    • Burns
    • Insect Bites and Stings
    • Infections
    • Historical Overview of Products
    • Diverse Demographics

    Product Overview
    • Two Major Categories: Treatments and Accessories
    • Ointments/Antiseptics
    • Anti-Itch Products
    • Insect First Aid
    • Smelling Salts
    • Tape/Bandage/Gauze/Cotton
    • First Aid Kits
    • Product Packaging
    • FDA Jurisdiction
    • Figure 3-1: U.S. Retail Sales of First Aid Products, 1996-2000 (dollars)

    Market Size and Composition
    • First Aid Product Sales at $1.5 Billion in 2000
    • Table 3-1: U.S. Retail Sales of First Aid Products, 1996-2000 (dollars)
    • First Aid Treatments Form Larger Sales Category
    • Table 3-2: U.S. Retail Sales of First Aid Products by Category, 1999 vs. 2000 (dollars)
    • Mass-Market Sales Near $1.3 Billion in 2000
    • Table 3-3: U.S. Mass-Market Sales of First Aid Products by Category, 1996-2000 (dollars): Treatments, Accessories, Total
    • Treatments Account for Over Half of Mass-Market Sales
    • Figure 3-2: Share of U.S. Mass-Market Sales of First Aid Products by Category, 1996 vs. 2000 (percent): Treatments, Accessories
    • Ointments/Antiseptics Lead Mass-Market Treatment Sales
    • Table 3-4: U.S. Mass-Market Sales of First Aid Treatments by Segment, 1996 vs. 2000 (dollars): Ointments/Antiseptics, Anti-Itch, Insect First Aid, Smelling Salts
    • Ointments/Antiseptics Account for 53% of Treatment Sales
    • Figure 3-3: Share of U.S. Mass-Market Sales of First Aid Treatments by Segment, 1996 vs. 2000 (percent): Ointments/Antiseptics, Anti-Itch, Insect First Aid, Smelling Salts
    • Tape/Bandage/Gauze/Cotton Accounts for Most Mass-Market Accessory Sales
    • Table 3-5: U.S. Mass-Market Sales of First Aid Accessories by Segment, 1996 vs. 2000 (dollars): Tape/Bandage/Gauze/Cotton, First Aid Kits
    • Tape/Bandage/Gauze/Cotton Dominates Mass-Market Accessories Sales
    • Figure 3-4: Share of U.S. Mass-Market Sales of First Aid Accessories by Segment, 1996 vs. 2000 (percent): Tape/Bandage/Gauze/Cotton, First Aid Kits
    • Drugstores Control 37% of Overall First Aid Product Sales
    • Figure 3-5: Share of U.S. First Aid Products Market by Retail Channel, 2000 (percent): Drugstores, Supermarkets, Mass Merchandisers, Other
    • Drugstores at 44% of Mass-Market Sales
    • Figure 3-6: The U.S. First Aid Products Market: Share of Sales Among Major Mass-Market Channels, 1996 vs. 2000 (percent): Drugstores, Supermarkets, Mass Merchandisers
    • Seasonality of First Aid Product Sales
    • South the Prime Region
    • Table 3-6: Consumer Usage Indices by Region: Selected First Aid Product/Antibiotic Remedy Types, 2000 (index): 6 Product Types

    Factors to Market Growth
    • Innovation Drives Tape/Bandage/Gauze/Cotton Sales
    • Kids Drive Adhesive Bandage Sales
    • The Boomer Effect
    • Self-Care Grows
    • The Convenience Factor
    • First Aid Education
    • Using the Internet to Educate Consumers
    • Figure 3-7: Projected U.S. Retail Sales of First Aid Products, 2000-2005 (dollars)

    Projected Market Growth
    • Market to Near $1.8 Billion by 2005
    • Table 3-7: Projected U.S. Retail Sales of First Aid Products by Category, 2000-2005 (dollars): Treatments, Accessories, Total

    Marketer Overview
    • Mass Marketers Dominate
    • Beyond the Mass Market
    • Table 3-8: The U.S. First Aid Products Market: Selected Marketers and Brands (39 Marketers)

    The Competitive Situation
    • Johnson & Johnson and Pfizer Lead Mass Market
    • 3M and Beiersdorf Form Second Tier
    • Four Companies Form Third Tier
    • Private Label Is Strong
    • Table 3-9: Marketer and Brand Shares of U.S. Mass-Market First Aid Product Sales, 1999 vs. 2000 (percent): 8 Marketers/45 Brands, Private Label, All Others
    • Pfizer Dominates First Aid Treatment Sales
    • Table 3-10: Marketer Shares of U.S. Mass-Market Sales of First Aid Treatments, 2000 (percent): 10 Marketers/20 Brands, Private Label, All Others
    • Pfizer Is #1 Marketer of Ointments/Antiseptics
    • Table 3-11: Marketer Shares of U.S. Mass-Market Sales of First Aid Ointments and Antiseptics, 2000 (percent): 6 Marketers/9 Brands, Private Label, All Others
    • Pfizer Also #1 Marketer of Anti-Itch Treatments
    • Table 3-12: Marketer Shares of U.S. Mass-Market Sales of Anti-Itch Treatment Products, 2000 (percent): 5 Marketers/10 Brands, Private Label, All Others
    • Bayer Responsible for Almost Half of Insect First Aid Sales
    • Table 3-13: Marketer Shares of U.S. Mass-Market Sales of Insect First Aid Products, 2000 (percent): 4 Marketers/Brands, Private Label, All Others
    • Almost One-Third of Smelling Salt Sales Goes to Private Label
    • Table 3-14: Marketer Shares of U.S. Mass-Market Sales of Smelling Salts, 2000 (percent): 4 Marketers/Brands, Private Label
    • Johnson & Johnson Dominates First Aid Accessories Market
    • Table 3-15: Marketer Shares of U.S. Mass-Market Sales of First Aid Accessories, 2000 (percent): 3 Marketers/5 Brands, Private Label, All Others
    • Johnson & Johnson Leads Tape/Bandage/Gauze/Cotton Market
    • Table 3-16: Marketer Shares of U.S. Mass-Market Sales of Tape/Bandage/Gauze/Cotton, 2000 (percent): 4 Marketers/7 Brands, Private Label, All Others
    • Johnson & Johnson #1 in First Aid Kit Sales
    • Table 3-17: Marketer Shares of U.S. Mass-Market Sales of First Aid Kits, 2000 (percent): 4 Marketers/Brands, Private Label, All Others

    Competitive Profile: 3M
    • Sales of $17 Billion
    • 3M Competes in First Aid Market with Nexcare Brand
    • 3M Relies Heavily on Line Extensions
    • 3M Cuts Workforce by 7% in 2001

    Competitive Profile: Bayer Corp.
    • Subsidiary of German Conglomerate Bayer AG
    • Competitor in Many First Aid Treatment Segments
    • Bactine Is #1 Insect First Aid Brand

    Competitive Profile: Beiersdorf AG
    • German Skincare Specialist
    • Third-Largest Marketer of First Aid Accessories
    • Curad Products Feature Distinctive Attributes

    Competitive Profile: Combe, Inc.
    • A Consumer Products Leader
    • Lanacane Is Popular Anti-Itch Treatment
    • Reformulations of Lanacane Products
    • Natural Harmony Competes in Natural Market

    Competitive Profile: Johnson & Johnson
    • Sales of $29 Billion in 2000
    • Mass-Market First Aid Product Sales of $293 Million
    • Band-Aid Is #1 Adhesive Bandage Brand
    • J&J Thrives on Innovation
    • Advanced Healing Line Debuts in 2000
    • 1999 Acquisition of S.C. Johnson's Skincare Business

    Competitive Profile: Pfizer, Inc.
    • Sales Nearly Double Through Warner-Lambert Acquisition
    • Acquisition Strengthens Pfizer's First Aid Products Portfolio
    • Neosporin Promoted Heavily
    • #1 Marketer of Anti-Itch Products
    • Pfizer to Concentrate on OTC Products

    Competitive Profile: Pharmacia Corp.
    • Sales of $18 Billion in 2000
    • Popular Cortaid Faces Competition
    • $5 Million in Advertising Support for Cortaid in 2000

    Competitive Profile: Schering-Plough Corp.
    • 2000 Sales of $9.8 Billion
    • Schering-Plough Competes in Ointment and Antiseptic Market

    Competitive Profile: Spenco Medical Corp.
    • Pioneer in "Moist Wound Care"
    • 2nd Skin Debuts in United States in 1999
    • Mass-Market Sales of $4 Million in 2000
    • Continual Promotion of 2nd Skin

    Marketing and New Product Trends
    • Dizzying Differentiation in Bandages
    • Kids Drive Adhesive Bandage Sales
    • High Tech Meets First Aid
    • The Allure of Aloe Vera
    • The New Wipes
    • Table 3-18: The U.S. First Aid Products Market: Selected New Product Introductions, 2000-Summer 2001

    Advertising and Promotion Trends
    • Methodology for Estimates of Consumer Advertising Expenditures
    • Johnson & Johnson and Pfizer Spend the Most
    • Three Marketers Spend $5-$7 Million Each
    • Five Marketers Spend Between $1 Million and $3 Million
    • Ads Sell Benefits
    • Celebrities Pitch Products
    • Coupons and In-Store Promotions
    • Trade Advertising
    • Examples of Advertising

    Retail Dynamics
    • Distribution Basics
    • Mass Market Accounts for 85% of Overall Sales
    • Drugstores Slip in Mass-Market Share
    • Figure 3-8: The U.S. First Aid Products Market: Share of Sales Among Major Mass-Market Channels, 1996 vs. 2000 (percent): Drugstores, Supermarkets, Mass Merchandisers
    • Drugstores Face Heated Competition
    • Combined Approach to Merchandising May Be Most Successful
    • Price Points from 50¢ to $40
    • Supermarket Margins Average 33%
    • Private-Label Sales
    • The Internet as Catalyst
    • Table 3-19: The U.S. First Aid Products Market: Representative Retail/Direct-Sales Price Points, 2000

    The Consumer
    • The Simmons Survey System
    • First Aid Products Draw 56% of Consumers
    • Strong Female Skew
    • Variations by Formulation Type
    • 30% Use Neosporin
    • Demographics by Brand
    • Table 3-20: Consumer Usage Rates: Selected First Aid Product/Antibiotic Remedy Classifications, 2000 (U.S. Adults)
    • Table 3-21: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies, 2000 (U.S. Adults)
    • Table 3-22a: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Type: Ointments, 2000 (U.S. Adults)
    • Table 3-22b: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Type: Creams, 2000 (U.S. Adults)
    • Table 3-22c: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Type: Lotions/Liquids, 2000 (U.S. Adults)
    • Table 3-22d: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Type: Sprays, 2000 (U.S. Adults)
    • Table 3-22e: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Type: Gels, 2000 (U.S. Adults)
    • Table 3-23: Consumer Usage Rates: Selected First Aid Product/Antibiotic Remedy Brands, 2000 (U.S. Adults)
    • Table 3-24a: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Brand: Neosporin, 2000 (U.S. Adults)
    • Table 3-24b: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Brand: Benadryl, 2000 (U.S. Adults)
    • Table 3-24c: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Brand: Cortizone, 2000 (U.S. Adults)
    • Table 3-24d: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Brand: Caladryl, 2000 (U.S. Adults)
    • Table 3-24e: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Brand: Polysporin, 2000 (U.S. Adults)
    • Table 3-24f: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Brand: Bactine, 2000 (U.S. Adults)
    • Table 3-24g: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Brand: Campho-phenique, 2000 (U.S. Adults)
    • Table 3-24h: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Brand: Cortaid, 2000 (U.S. Adults)
    • Table 3-24i: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Brand: Mycitracin (Band-Aid Plus), 2000 (U.S. Adults)
    • Table 3-24j: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Brand: Aveeno, 2000 (U.S. Adults)
    • Table 3-24k: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Brand: Lanacane, 2000 (U.S. Adults)
    • Table 3-24l: Demographic Characteristics Favoring Usage of First Aid Products/Antibiotic Remedies by Brand: Solarcaine, 2000 (U.S. Adults)
  4. The Sports Medicine products Market
    Introduction
    • Scope of Market
    • The Need for Sports Medicine Products
    • Common Sports Injuries
    • Ankle Sprain
    • Muscle Cramps
    • Lower Back Pain
    • Neck Sprain
    • Tennis Elbow
    • Golfer's Elbow
    • Historical Overview of Products

    Product Overview
    • Two Major Categories: Accessories and Treatments
    • Muscle and Body Support Devices Protect and Prevent
    • Heat and Ice Packs Simplify Injury Management
    • External Analgesics Mask Pain
    • Product Packaging
    • FDA Jurisdiction
    • Marketers Must Comply with Rigorous Manufacturing Standards
    • FTC Jurisdiction
    • Figure 4-1: U.S. Retail Sales of Sports Medicine Products, 1996-2000 (dollars)

    Market Size and Composition
    • Sports Medicine Sales at $594 Million in 2000
    • Table 4-1: U.S. Retail Sales of Sports Medicine Products, 1996-2000 (dollars)
    • Sales Growth Stronger in Sports Medicine Accessories
    • Table 4-2: U.S. Retail Sales of Sports Medicine Products by Category, 1999 vs. 2000 (dollars): Accessories, Treatments
    • Sales Through Major Mass Channels at $517 Million in 2000
    • Table 4-3: U.S. Mass-Market Sales of Sports Medicine Products by Category, 1996-2000 (dollars): Accessories, Treatments, Total
    • Poor Treatment Sales Slow Mass-Market Growth
    • Table 4-4: U.S. Mass-Market Sales of Sports Medicine Products by Segment, 1996 vs. 2000 (dollars): Muscle/Body Support Devices, Heat/Ice Packs, External Analgesics/Rubs
    • Accessory Sales Dominate Sports Medicine Market
    • Figure 4-2: Share of U.S. Mass-Market Sales of Sports Medicine Products by Category, 1996 vs. 2000 (percent): Accessories, Treatments
    • Muscle and Body Support Devices Gain Most Market Share
    • Figure 4-3: Share of U.S. Mass-Market Sales of Sports Medicine Products by Segment, 1996 vs. 2000 (percent): Body/Body Support Devices, Heat/Ice Packs, External Analgesics/Rubs
    • Drugstores at 52% of Overall Sales
    • Figure 4-4: The U.S. Sports Medicine Products Market: Share of Sales by Retail Outlet Type, 2000 (percent): Drugstores, Mass Merchandisers/Supercenters, Supermarkets, Other
    • Drugstores at 60% of Mass-Market Sales
    • Figure 4-5: The U.S. Sports Medicine Products Market: Share of Sales Among Major Mass-Market Channels, 2000 (percent): Drugstores, Mass Merchandisers/Supercenters, Supermarkets
    • Seasonality of Sports Injury

    Factors to Market Growth
    • Market Not Fully Mature
    • Boomers Drive Purchasing Trends
    • Kids' Active Lifestyles Demand Sports Medicine Care
    • Consumers Seek Self-Care
    • Efforts to Rejuvenate Treatments Category Pay Off…
    • … Though Impediments to Growth Remain
    • Capsaicin-Fueled Sales Growth Sputters
    • Carpal Tunnel Syndrome
    • Figure 4-6: Projected U.S. Retail Sales of Sports Medicine Products, 2000-2005 (dollars)

    Projected Market Growth
    • Market to Reach $768 Million by 2005
    • Table 4-5: Projected U.S. Retail Sales of Sports Medicine Products by Category, 2000-2005 (dollars): Accessories, Treatments, Total

    Marketer Overview
    • Mass Marketers Dominate
    • Beyond the Mass Market
    • Table 4-6: The U.S. Sports Medicine Products Market: Selected Marketers and Brands (40 Marketers)

    The Competitive Situation
    • Becton, Dickinson & Co. Leads Mass Market
    • Private Label Poses Little Threat
    • Table 4-7: Marketer and Brand Shares of U.S. Mass-Market Sports Medicine Product Sales, 1999 vs. 2000 (percent): 11 Marketers/23 Brands, Private Label, All Others
    • Two Companies Dominate Sports Medicine Accessories Market
    • Table 4-8: Marketer Shares of U.S. Mass-Market Sports Medicine Accessories Sales, 2000 (percent): 8 Marketers/12 Brands, Private Label, All Others
    • Becton, Dickinson & Co. Leads Muscle/Body Support Device Market
    • Table 4-9: Marketer Shares of U.S. Mass-Market Muscle/Body Support Device Sales, 2000 (percent): 5 Marketers/8 Brands, Private Label, All Others
    • Becton, Dickinson & Co. #1 in Heat/Ice Pack Sales
    • Table 4-10: Marketer Shares of U.S. Mass-Market Heat/Ice Pack Sales, 2000 (percent): 6 Marketers/8 Brands, Private Label, All Others
    • Chattem Controls Sports Medicine Treatments Market
    • Table 4-11: Marketer Shares of U.S. Mass-Market Sports Medicine Treatment Sales, 2000 (percent): 5 Marketers/10 Brands, Private Label, All Others

    Competitive Profile: Becton, Dickinson & Co.
    • Indispensable to Human Health
    • Mass-Market Muscle and Body Support Sales Decline
    • Sports Medicine Sales Reflect Company's Poor Performance
    • BD's Heat/Ice Packs Perform Well
    • Acquisition of Tru-Fit in 1998
    • Tru-Fit Enters Heat/Ice Pack Market

    Competitive Profile: Beiersdorf AG
    • German Skincare Specialist
    • Futuro Is Major Brand of Muscle/Body Support Devices
    • Updated Futuro Products Feature Polartec Material
    • Leader in Wrist Support Market
    • Knee Supports Debut in 2000

    Competitive Profile: Chattem, Inc.
    • Sales of $253 Million in 2000
    • #1 Marketer of External Analgesics and Rubs
    • Capzasin Sales Decline
    • New Product Introductions

    Competitive Profile: The Mentholatum Co., Inc.
    • Subsidiary of Rohto Pharmaceutical
    • Mass-Market Treatment Sales of $7 Million
    • Pain Patch Is Mentholatum's #1 Product
    • Migraine Ice Is Mentholatum's Heat/Ice Pack

    Competitive Profile: Mueller Sports Medicine, Inc.
    • Sales of $12 Million
    • #3 in Sports Medicine Accessories Market
    • Company Also Fields Sports Medicine Treatments
    • Mueller Enters Magnetics Market

    Competitive Profile: Pfizer, Inc.
    • Sales Nearly Double Through Warner-Lambert Acquisition
    • BenGay #1 Sports Medicine Treatment
    • BenGay SPA Tries to Shed Arthritic Image

    Marketing and New Product Trends
    • Kids Rule
    • Pain Patches Extend Treatments Category
    • The Convenience Factor
    • Magnets Attract Consumer Interest
    • Glucosamine and MSM: Effective or Not, People are Buying
    • Table 4-12: The U.S. Sports Medicine Products Market: Selected New Product Introductions, 1999-Summer 2001

    Advertising and Promotion Trends
    • Methodology for Estimates of Consumer Advertising Expenditures
    • Chattem and Pfizer Are Top Advertisers
    • Six Marketers Spend $1-$5 Million Each
    • Advertising Splash for New Products
    • Coupons, Sweepstakes, and Clubs
    • The Internet as Promotional Vehicle
    • Celebrity Endorsement
    • Trade Advertising
    • Examples of Advertising

    Retail Dynamics
    • Distribution Basics
    • Mass Market Accounts for 87% of Overall Sales
    • Drugstore Mass-Market Share Slides
    • Figure 4-7: The U.S. Sports Medicine Products Market: Share of Sales Among Major Mass-Market Channels, 2000 (percent): Drugstores, Mass Merchandisers/Supercenters, Supermarkets
    • Mass Merchandisers Meet Consumer Demand for Convenience
    • Drugstores Fight Back
    • Retail Merchandising Strategies
    • Retail Point-of-Purchase
    • Price Points from $1 to $62.50 and More
    • Retail Margins Average 25% for External Analgesics
    • Private-Label Sales
    • The Internet Impact
    • Online Drugstores Struggle
    • Table 4-13: The U.S. Sports Medicine Products Market: Representative Retail/Direct-Sales Price Points, 2000

    The Consumer
    • The Simmons Survey System
    • 6.5% Suffer from Muscle Strains and Sprains
    • Demographic Profiles by Ailment Type
    • 46% Participate Regularly in Physical Fitness Programs
    • Younger, Upscale, and Minority Skew to Exercisers
    • Seniors, Retirees Weigh In Among Most Frequent Exercisers
    • Table 4-14: Ailments Suffered in Last 12 Months: By Type, 2000 (U.S. Adults)
    • Table 4-15a: Demographic Characteristics of Backache Sufferers, 2000 (U.S. Adults)
    • Table 4-15b: Demographic Characteristics of Muscle Ache/Pain Sufferers, 2000 (U.S. Adults)
    • Table 4-15c: Demographic Characteristics of Arthritis/Rheumatism Sufferers, 2000 (U.S. Adults)
    • Table 4-15d: Demographic Characteristics of Muscle Strain/Sprain Sufferers, 2000 (U.S. Adults)
    • Table 4-16: Overview of Consumer Participation in Physical Fitness Programs, 2000 (U.S. Adults)
    • Table 4-17: Demographic Characteristics of Regular Exercisers, 2000 (U.S. Adults)
    • Table 4-18a: Demographic Characteristics of Regular Exercisers by Frequency: Five or More Times per Week, 2000 (U.S. Adults)
    • Table 4-18b: Demographic Characteristics of Regular Exercisers by Frequency: Three-Four Times per Week, 2000 (U.S. Adults)
    • Table 4-18c: Demographic Characteristics of Regular Exercisers by Frequency: Two Times per Week, 2000 (U.S. Adults)
    • Table 4-18d: Demographic Characteristics of Regular Exercisers by Frequency: One Time per Week, 2000 (U.S. Adults)

    Appendix I: Examples Of Consumer And Trade Advertising And Promotions
    Appendix II: Addresses Of Selected Marketers
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