NBJ
NBJ Direct-to-Consumer Selling in the Nutrition Industry Report

NBJ Direct-to-Consumer Selling in the Nutrition Industry Report

The U.S. nutrition market is dominated by sales through retailers, but $16 billion still moved through direct channels in 2010. NBJ tracks the direct-selling world through four primary channels: multi-level marketers (MLM), direct media (TV, radio, print), practitioners, and the internet.


 

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The U.S. nutrition market is dominated by sales through retailers, but $16 billion still moved through direct channels in 2010. NBJ tracks the direct-selling world through four primary channels: multi-level marketers (MLM), direct media (TV, radio, print), practitioners, and the internet.

Each of these categories carries with it a unique set of trends and challenges, as we explore in greater depth throughout this report. However, the drive toward multi-channel strategies continues to gather momentum for operators in this space, as evidence mounts that infomercials trigger sales spikes online and practitioners migrate toward virtual dispensaries of dietary supplements.

 

 

 

 

 

 

 

 

 

 

In this 370-page report, you will find:

  • A breakdown and analysis of historical, current and forecasted U.S. direct-to-consumer sales in the nutrition industry for the four major direct-sales channels—internet, MLM, practitioner, and direct media (TV, radio, catalog)
  • Detailed company profiles for 60 of the top players and up-and-comers in the direct market
  • A list of the Top 30 supplements sold via direct channels in 2010
  • A list of the Top 30 direct supplement sellers in the U.S. nutrition industry
  • U.S. direct product sales for dietary supplements, functional foods and beverages, natural foods and beverages, organic foods and beverages, and natural & organic personal care and household products
  • Trends and obstacles facing each of the four major sales channels
  • And much more…

New to the Report:

  • A short history of direct-selling in the nutrition industry
  • SWOT analyses (Strengths, Weaknesses, Opportunities, and Threats) for 36 of the company profile
  • 20 additional profiles of key players in the direct-to-consumer selling market
     

NBJ’s 2010 Direct-to-Consumer Selling in the Nutrition Industry Report aims to help companies understand the market trends and major players in direct-to-consumer markets, so these companies can allocate future investment dollars in the most effective and efficient ways possible.



Nutrition Business Journal is widely recognized as the journal of record for the U.S. nutrition industry direct-to-consumer sales markets. Since 1996, NBJ has published the most detailed analysis of the U.S. direct to consumer sales markets available to investors and executives in or interested in the nutrition industry. NBJ breaks down supplements, natural & organic foods, natural & organic personal care and functional food sales into four primary direct sales channels: multi-level marketing, mail-order catalog, Internet and practitioners.

 

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TABLE OF CONTENTS

 




 

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1. EXECUTIVE SUMMARY 13

2. ACKNOWLEDGEMENTS & DEFINITIONS 15
2.1. ACKNOWLEDGEMENTS 15
2.2. RESEARCH METHODOLOGY 15
2.2.1. Disclaimer 16
2.2.2. Copyright 16
2.3. DEFINITIONS 16
2.3.1. Product Categories 16
2.3.2. Sales Channels 17
3. MARKET DATA & OVERVIEW 23
3.1. NUTRITION INDUSTRY OVERVIEW 21
3.2. U.S. NUTRITION INDUSTRY RETAIL VS. DIRECT 23
3.3. NUTRITION INDUSTRY DIRECT-TO-CONSUMER SALES 26
3.3.1. Nutrition: Direct Channel Overview 27
3.3.2. Nutrition: Product Category Sales 29
3.3.3. Nutrition: Growth & Forecast 31
3.4. DIRECT-TO-CONSUMER SUPPLEMENT SALES 33
3.4.1. Supplements: Direct Channel Overview 35
3.4.2. Supplements: Product Category Sales 38
3.4.3. Supplements: Growth & Forecast 41
3.5. SUPPLEMENTS: TOP DIRECT-SELLING COMPANIES 43
3.6. TOP DIRECT-SELLING SUPPLEMENTS 44
3.7. NBJ DIRECT-SELLING MANUFACTURER SURVEY 45
3.8. BRIEF HISTORY OF SUPPLEMENTS AND DIRECT SELLING 49
3.9. DIRECT-SELLING TRENDS 57
3.9.1. Continuity Programs Trigger an Onslaught of Complaints from Supplement Companies 57
3.9.2. FTC Regulations Change the Marketing Landscape for Nutrition Direct Sellers 62
3.9.3. Direct Marketing Goes Increasingly Mobile 65
3.9.4. Amazon.com Opens Door to E-commerce Success for U.S. Nutrition Companies 66
3.9.5. Direct Marketing Accelerating as Retailers See Branding Benefits .67
3.9.6. U.S. Animal Nutrition in the Direct Channels 68
4. INTERNET CHANNEL 69 4.1. NUTRITION INDUSTRY INTERNET SALES 70
4.1.1. Nutrition: Channel Comparison 71
4.1.2. Nutrition: Product Sales 74
4.2. SUPPLEMENT INTERNET SALES 75
4.2.1. Supplements: Channel Comparison 76
4.2.2. Supplements: Product Sales 78
4.2.3. Supplements: Growth and Forecast 80
4.2.4. Top Internet Supplement Companies 82
4.3. INTERNET/E-COMMERCE TRENDS 82
4.3.1. Is Turbulence in Online Sales of Supplements Truly Bad for Business? 82
4.3.2. Has Online Grocery Reached Its Tipping Point? 85
4.3.3. Wellness Websites Work for 80% of Consumers 89
4.3.4. FTC Takes Action against Internet Marketers of Acai Weight-Loss Supplements 91
4.3.5. Amazon.com Sells Banned Steroids Posing as Supplements, Researchers Find 92
4.3.6. Jeremy Johnson and I Works Give Internet Marketing a Bad Name 94
4.3.7. The Dark Side of Direct Selling 95
4.3.8. Internet Proves Useful Tool for Aiding Supplement Sales via Healthcare Practitioners 96
4.3.9. MyProtein.co.uk Poised to Tackle Germany’s Online Sports Supplement Market 98
4.3.10. Element Bars CEO Brings Customized Nutrition to the TV Masses 100
4.3.11. NBJ Summit Extension Illuminates Best Internet Marketing and Sales Practices 101
4.3.12. Direct-Selling Supplement Marketer Vows to Stop Using Deceptive Claims and Practices 102
4.3.13. Natural & Organic Personal Care Products Continue to Emerge Online 103
4.3.14. Using the Internet to Outpace Retail Competition 105
4.3.15. Is Your Search Engine Marketing DSHEA Compliant? 109
4.3.16. One-Third of Online Americans Use Social Media for Health 110
5. MAIL ORDER, DIRECT-RESPONSE TV/RADIO CHANNEL 113
5.1. NUTRITION INDUSTRY MAIL ORDER/DRTV, RADIO SALES 115
5.1.1. Nutrition: Channel Comparison 115
5.1.2. Nutrition: Product Sales 119
5.2. SUPPLEMENT MAIL ORDER/DRTV, RADIO SALES 121
5.2.1. Supplements: Channel Comparison 122
5.2.2. Supplements: Product Sales 124
5.2.3. Supplements: Growth and Forecast 126
5.2.4. Top DRTV/Radio Supplement Companies 128
5.2.5. Top Mail Order Supplement Companies 128
5.3. MAIL ORDER/DRTV & RADIO TRENDS 129
5.3.1. Keep Your Eyes on ShopNBC 129
5.3.2. Infomercials and Internet Advertising Still Ripe for Egregious Claims 129
5.3.3. Deciding Between Television and Radio Advertising 132
5.3.4. Supplement Infomercial Marketers Ordered to Pay Nearly $70 Million in Fines 133
6. NETWORK MARKETING CHANNEL
6.1. NUTRITION INDUSTRY NETWORK MARKETING SALES 136
6.1.1. Nutrition: Channel Comparison 136
6.1.2. Nutrition: Product Sales 140
6.2. SUPPLEMENT NETWORK MARKETING SALES 141
6.2.1. Supplements: Channel Comparison 142
6.2.2. Supplements: Product Sales 144
6.2.3. Supplements: Growth and Forecast 146
6.2.4. Top Network Marketing Supplement Companies 148
6.3. NETWORK MARKETING TRENDS 149
6.3.1. Nu Skin and Herbalife Chart Two Paths to Global Growth 149
6.3.2. Swedish MLM Oriflame Builds Beauty Empire in Developing World 152
6.3.3. Medifast Ups the MLM Ante 156
6.3.4. Medifast’s Multi-Channel Sales Approach Generates Double-Digit Revenue Growth 156
6.3.5. Juice Plus+ Squeezes Sales Success From Children’s Market 160
6.3.6. Herbalife Stresses Affordability 162
6.3.7. Isagenix Sets Record for Distributor Enrollment 163
6.3.8. XanGo Looks Beyond Mangosteen 164
6.3.9. MonaVie Going Global 165
6.3.10. Nu Skin’s Game Changer 165
6.3.11. Mixed Bag for Two MLMs in a 2010 First-Quarter Earnings Roundup 168
6.3.12. USANA Staying the Course 169
6.3.13. Despite a High Failure Rate, a New Generation of MLMs is Entering Nutrition Market 170
6.3.14. Yoli Explodes onto Nutrition Market with New Blast Cap Technology 173
6.3.15. Qivana Capitalizes on Management’s MLM Experience 173
6.3.16. Rain Nutrition Goes for Fresh, Youthful Image 174
6.3.17. Lifemax Brings ‘Miracle Seed’ to the MLM Masses 175
6.3.18. Alticor Buys Substantial Ownership in Metagenics 175
6.3.19. MLMs: Long-Term Success for MLMs Requires Science to Trump Marketing 176
6.3.20. Understanding the MLM Supply Chain 177
6.3.21. MLM Ingredient Trends 181
7. PRACTITIONER CHANNEL
7.1. NUTRITION INDUSTRY PRACTITIONER SALES 183
7.1.1. Nutrition: Channel Comparison 185
7.1.2. Nutrition: Product Sales 188
7.2. SUPPLEMENT PRACTITIONER SALES 189
7.2.1. Supplements: Channel Comparison 190
7.2.2. Supplements: Product Sales 192
7.2.3. Supplements: Growth and Forecast 194
7.2.4. Top Supplement Companies in the Practitioner Channel 196
7.3. PRACTITIONER SURVEY 197
7.4. PRACTITIONER TRENDS 204
7.4.1. Declines in Service Revenue and Supplement Sales Plague Chiropractic Channel 204
7.4.2. Industry Credibility Grows as Supplements Move into Conventional Practices 208
7.4.3. Thorne Research Changes Hands, Moves into Cancer Support 211
7.4.4. Standard Process Puts People First 214
7.4.5. U.S. Education Spurs Global Growth of Supplements through Practitioner Channel 214
7.4.6. Should Doctors Be Selling Supplements to Patients? 217
7.4.7. Nutrition Education Programs Offer Vocational Knowledge in Integrative Medicine 221
7.4.8. Emerson Ecologics Works to Break Down Barriers Separating Practitioners and Dietary Supplements 224
7.4.9. How to Achieve Practitioner Channel Success 227
7.4.10. Whither Goes the Wise Woman 228
7.4.11. Case Study: Using Practitioner Endorsement to Increase Online Sales 229
7.4.12. Schools Helping Physicians and Consumers Learn About Integrative Medicine 232
8. EXPERT INTERVIEWS
8.1. DISRUPTIVE THINKING TO SAVE OUR HEALTHCARE SYSTEM 237
8.2. WHAT DOES THE FUTURE HOLD FOR INTEGRATIVE MEDICINE? 239
8.3. FROM ASIA TO THE AMERICAS, ANTI-AGING IS THE GLOBAL TREND TO BANK ON 244
8.4. METAGENICS CEO: WE NEED ALTICOR’S BACKING TO MAKE A DENT IN CHRONIC ILLNESS EPIDEMIC 247
8.5. LEAPFROGGING 50 YEARS OF POOR CHOICES AND CONVENTIONAL WISDOM 249
8.6. SEARCH ENGINE MARKETING CAN BE CRUCIAL COMPONENT OF SUCCESSFUL ONLINE SALES 251
8.7. DIRECT MAIL STILL BEST FOR MANY NUTRITION PRODUCTS 253
8.8. UNDERSTANDING INFOMERCIALS: THE SCIENCE OF DIRECT-RESPONSE AD CAMPAIGNS IN THE NUTRITION INDUSTRY 256

 

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COMPANY PROFILES



 

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9.1. 24-HOUR FITNESS (APEX FITNESS) 261
9.2. ADVOCARE INTERNATIONAL 263
9.3. AGEL ENTERPRISES 265
9.4. ALLERGY RESEARCH GROUP (KI NUTRICARE) 266
9.5. ALTICOR (AMWAY, NUTRILITE) 267
9.6. ATRIUM INNOVATIONS (DOUGLAS LABS, PURE ENCAPSULATIONS, SEDONA LABS PRO) 269
9.7. BASIC RESEARCH/ ZOLLER LABS (ZANTREX, RELACORE) 273
9.8. BODYBUILDING.COM (LIBERTY MEDIA) 275
9.9. CARLYLE GROUP – NBTY (PURITAN’S PRIDE) 277
9.10. DESIGNS FOR HEALTH 279
9.11. DRUGSTORE.COM 281
9.12. ECONET (UNIVERA, INC.) 283
9.13. EMERSON ECOLOGICS 285
9.14. FOREVER LIVING PRODUCTS 287
9.15. FREELIFE INTERNATIONAL 289
9.16. HEALTHY DIRECTIONS LLC (DOCTOR'S PREFERRED ) 291
9.17. HERBALIFE INTERNATIONAL 293
9.18. ISAGENIX INTERNATIONAL 295
9.19. JUVENON.COM 297
9.20. LIFE EXTENSION FOUNDATION 298
9.21. MANNATECH 300
9.22. MARKET AMERICA SCIENCE (ISOTONIX) 302
9.23. MEDIFAST 304
9.24. MELALEUCA 306
9.25. METAGENICS 307
9.26. MONARCH HEALTH PRODUCTS (MONAVIE) 309
9.27. NATURAL PARTNERS 311
9.28. NATURE'S SUNSHINE PRODUCTS 313
9.29. NEWAYS INTERNATIONAL 315
9.30. NORDIC NATURALS 316
9.31. NSA (JUICE PLUS+) 318
9.32. NU SKIN ENTERPRISES (PHARMANEX) 320
9.33. NUTRISYSTEM, INC. 322
9.34. 9.33. ORTHO MOLECULAR PRODUCTS 324
9.35. PERRICONE MD 326
9.36. PROCAPS LABORATORIES (ANDREW LESSMAN) 329
9.37. PROGRESSIVE LABS 331
9.38. PURITY PRODUCTS (ULTIMATE HA) 333
9.39. QIVANA 335
9.40. RBC LIFE SCIENCES 336
9.41. RELIV INTERNATIONAL 337
9.42. SCHWABE NORTH AMERICA (INTEGRATIVE THERAPEUTICS) 339
9.43. SEROYAL INTERNATIONAL 341
9.44. SHAKLEE CORPORATION 343
9.45. STANDARD PROCESS 345
9.46. SUNRIDER INTERNATIONAL 347
9.47. SWANSON HEALTH PRODUCTS 349
9.48. TAHITIAN NONI INTERNATIONAL (MORINDA HOLDINGS INC.) 351
9.49. THORNE RESEARCH 352
9.50. UNICITY INTERNATIONAL 354
9.51. USANA HEALTH SCIENCES 355
9.52. VEMMA NUTRITION COMPANY 357
9.53. VITACOST.COM (NUTRACEUTICAL SCIENCES INSTITUTE) 358
9.54. VITAL NUTRIENTS (RHG) 360
9.55. VITAMIN RESEARCH PRODUCTS/HEALTH RESOURCES (CASTANEA PARTNERS) 361
9.56. VITAMIN SHOPPE, INC. 363
9.57. WISE WOMAN HERBALS 365
9.58. XANGO 367
9.59. XYMOGEN 369
9.60. ZRII 371

 

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INDEX OF FIGURES



 

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Figure 1-1 U.S. Nutrition Industry Direct-to-Consumer Sales in 2010 13
Figure 3-1 U.S. Nutrition Industry Total Sales by Product Category in 2010 21
Figure 3-2 U.S. Nutrition Industry Sales & Growth, 1997-2010 22
Figure 3-3 U.S. Nutrition Industry Sales by Channel in 2010 23
Figure 3-4 U.S. Nutrition Industry Sales Growth by Channel in 2010 24
Figure 3-5 U.S. Nutrition Industry Retail vs. Direct Sales and Growth, 2000-2010 24
Figure 3-6 U.S. Nutrition Industry Retail vs. Direct Sales and Growth, 2011e-2017e 25
Figure 3-7 U.S. Nutrition Industry Retail vs. Direct Sales Growth, 1998-2010 25
Figure 3-8 U.S. Nutrition Industry Direct Sales & Growth, 1997-2010 26
Figure 3-9 U.S. Nutrition Industry Direct Sales by Channel in 2010 27
Figure 3-10 U.S. Nutrition Industry Direct Sales by Channel, 1997-2010 28
Figure 3-11 U.S. Nutrition Direct Sales by Channel, 2000-2010 28
Figure 3-12 U.S. Nutrition Direct Sales Growth by Channel, 2000-2010 28
Figure 3-13 U.S. Nutrition Direct Sales by Channel as % of Total, 2000-2010 29
Figure 3-14 U.S. Nutrition Industry Direct Sales by Product Category in 2010 29
Figure 3-15 U.S. Nutrition Industry Direct Sales by Product, 1999-2010 30
Figure 3-16 U.S. Nutrition Industry Direct Sales & Growth, 2000-2017e 31
Figure 3-17 U.S. Nutrition Direct Sales by Channel, 2011e-2017e 31
Figure 3-18 U.S. Nutrition Direct Sales Growth by Channel, 2011e-2017e 32
Figure 3-19 U.S. Nutrition Direct Sales by Channel as % of Total, 2011e-2017e 32
Figure 3-20 U.S. Supplement Direct Sales & Growth, 1999-2010 33
Figure 3-21 U.S. Supplement Retail vs. Direct Sales, 1999-2010 33
Figure 3-22 U.S. Supplement Retail vs. Direct Sales and Growth, 2000-2010 34
Figure 3-23 U.S. Supplement Retail vs. Direct Sales and Growth, 2011e-2017e 34
Figure 3-24 U.S. Supplement Direct Sales by Channel in 2010 35
Figure 3-25 U.S. Supplement Direct Sales by Channel, 1999-2010 36
Figure 3-26 U.S. Supplement Direct Sales by Channel, 2000-2010 36
Figure 3-27 U.S. Supplement Direct Sales Growth by Channel, 2000-2010 37
Figure 3-28 U.S. Supplement Direct Sales by Channel as % of Total, 2000-2010 37
Figure 3-29 U.S. Direct Supplement Sales by Product Category in 2010 38
Figure 3-30 U.S. Supplement Direct Sales by Product, 2000-2010 39
Figure 3-31 U.S. Supplement Direct Sales by Product, 2000-2010 39
Figure 3-32 U.S. Supplement Direct Sales Growth by Product, 2000-2010 40
Figure 3-33 U.S. Supplement Direct Sales by Product as % of Total, 2000-2010 40
Figure 3-34 U.S. Supplement Direct Sales & Growth, 2000-2017e 41
Figure 3-35 U.S. Supplement Direct Sales by Channel, 2011e-2017e 41
Figure 3-36 U.S. Supplement Direct Sales Growth by Channel, 2011e-2017e 42
Figure 3-37 U.S. Supplement Direct Sales by Channel as % of Total, 2011e-2017e 42
Figure 3-38 Top 30 Companies for U.S. Direct Sales of Supplements in 2010 43
Figure 3-39 Top 30 U.S. Direct-Selling Supplements, 2009-2010 44
Figure 3-40 NBJ Survey: Market Drivers in 2010 Direct Selling Market 45
Figure 3-41 NBJ Survey: Planned Product Development in 2011 vs. 2010 46
Figure 3-42 NBJ Survey: Marketing Budget in 2011 vs. 2010 46
Figure 3-43 NBJ Survey: Changes in FTC Claims Enforcement Role - 2011 47
Figure 3-44 NBJ Survey: Claims Alternations Due to FTC Enforcement - 2011 47
Figure 3-45 NBJ Survey: Percentage of Senior Customers (Over 65) 48
Figure 3-46 NBJ Survey: Success When Using Different Social Media Platforms 48
Figure 3-47 NBJ Survey: Impact of Auto-Ship Programs on 2009 Sales 58
Figure 3-48 NBJ Survey: Auto-Ship Programs’ Effects on Repeat Purchases 59
Figure 3-49 NBJ Survey: Changes in FTC Claims Enforcement Role - 2010 62
Figure 3-50 NBJ Survey: Claims Alternations Due to FTC Enforcement - 2010 63
Figure 4-1 U.S. Nutrition Industry Internet S.W.O.T. Analysis 69
Figure 4-2 U.S. Nutrition Industry Internet Sales & Growth, 1997-2010 70
Figure 4-3 U.S. Nutrition Industry Internet Sales as a % of Total Nutrition Industry Sales in 2010 71
Figure 4-4 U.S. Internet Nutrition Sales as a % of Direct Nutrition Sales in 2010 72
Figure 4-5 U.S. Nutrition Industry Internet vs. Total Direct Sales and Growth, 2000-2010 72
Figure 4-6 U.S. Nutrition Industry Internet vs. Total Direct Sales and Growth, 2011e-2017e 73
Figure 4-7 U.S. Nutrition Industry Internet Sales & Growth, 2000-2017e 73
Figure 4-8 U.S. Nutrition Industry Internet Sales by Product, 2000 vs. 2010 74
Figure 4-9 U.S. Nutrition Internet Sales by Product, 1999-2010 75
Figure 4-10 U.S. Internet Supplement Sales & Growth, 1999-2010 75
Figure 4-11 U.S. Internet Supplement Sales as a % of Total Supplement Sales in 2010 76
Figure 4-12 U.S. Internet Supplement Sales as a % of Direct Supplement Sales in 2010 77
Figure 4-13 U.S. Supplement Internet vs. Total Direct Sales and Growth, 2000-2010 77
Figure 4-14 U.S. Supplement Internet vs. Total Direct Sales and Growth, 2011e-2017e 78
Figure 4-15 U.S. Internet Supplement Sales by Product, 2000 vs. 2010 78
Figure 4-16 U.S. Internet Supplement Sales by Product, 2000-2010 79
Figure 4-17 U.S. Internet Supplement Sales Growth by Product, 2000-2010 79
Figure 4-18 U.S. Internet Supplement Sales by Product as % of Total, 2000-2010 80
Figure 4-19 U.S. Internet Supplement Sales & Growth, 2000-2017e 80
Figure 4-20 U.S. Internet Supplement Sales by Product, 2011e-2017e 81
Figure 4-21 U.S. Internet Supplement Sales Growth by Product, 2011e-2017e 81
Figure 4-22 U.S. Internet Supplement Sales by Product as % of Total, 2011e-2017e 81
Figure 4-23 Top Companies – U.S. Supplement Sales in the Internet Channel in 2010 82
Figure 4-24 U.S. Natural & Organic Food Sales by Channel in 2010 86
Figure 4-25 NBJ Survey: Tools Used to Increase Product Sales 89
Figure 4-26 NBJ Survey: Technologies Practitioners Use to Increase Supplement Sales 97
Figure 5-1 U.S. Nutrition Industry Mail Order/Catalog S.W.O.T. Analysis 113
Figure 5-2 U.S. Nutrition Industry Direct-Response TV S.W.O.T. Analysis 114
Figure 5-3 U.S. Nutrition Industry Direct-Response Radio S.W.O.T. Analysis 114
Figure 5-4 U.S. Nutrition Industry Mail Order/DRTV, Radio Sales & Growth, 1997-2010 115
Figure 5-5 U.S. Mail Order/DRTV, Radio Nutrition Sales as a % of Total Nutrition Sales in 2010 116
Figure 5-6 U.S. Mail Order/DRTV, Radio Nutrition Sales as a % of Direct Nutrition Sales in 2010 116
Figure 5-7 U.S. Nutrition Industry Mail Order/DRTV, Radio vs. Total Direct Sales and Growth, 2000-2010 117
Figure 5-8 U.S. Nutrition Industry Mail Order/DRTV, Radio vs. Total Direct Sales and Growth, 2011e-2017e 117
Figure 5-9 U.S. Nutrition Industry Mail Order/DRTV, Radio Sales & Growth, 2000-2017e 118
Figure 5-10 U.S. Nutrition Industry Mail Order/DRTV, Radio Sales by Product, 2000 vs. 2010 119
Figure 5-11 U.S. Nutrition Mail Order/DRTV, Radio Sales by Product, 1999-2010 120
Figure 5-12 U.S. Mail Order/DRTV, Radio Supplement Sales & Growth, 1999-2010 121
Figure 5-13 U.S. Mail Order/DRTV, Radio Supplement Sales as a % of Total Supplement Sales in 2010 122
Figure 5-14 U.S. Mail Order/DRTV, Radio Supplement Sales as a % of Direct Supplement Sales in 2010 123
Figure 5-15 U.S. Supplement Mail Order/DRTV, Radio vs. Total Direct Sales and Growth, 2000-2010 123
Figure 5-16 U.S. Supplement Mail Order/DRTV, Radio vs. Total Direct Sales and Growth, 2011e-2017e 124
Figure 5-17 U.S Mail Order/DRTV, Radio Supplement Sales by Product, 2000 vs. 2010 124
Figure 5-18 U.S. Mail Order/DRTV, Radio Supplement Sales by Product, 2000-2010 125
Figure 5-19 U.S. Mail Order/DRTV, Radio Supplement Sales Growth by Product, 2000-2010 125
Figure 5-20 U.S. Mail Order/DRTV, Radio Supplement Sales by Product as % of Total, 2000-2010 125
Figure 5-21 U.S. Mail Order/DRTV, Radio Supplement Sales & Growth, 2000-2017e 126
Figure 5-22 U.S. Mail Order/DRTV, Radio Supplement Sales by Product, 2011e-2017e 126
Figure 5-23 U.S. Mail Order/DRTV, Radio Supplement Sales Growth by Product, 2011e-2017e 127
Figure 5-24 U.S. Mail Order/DRTV, Radio Supplement Sales by Product as % of Total, 2011e-2017e 127
Figure 5-25 Top Companies – U.S. Supplement Sales in the DRTV/Radio Sales Channel in 2010 128
Figure 5-26 Top Companies – U.S. Supplement Sales in the Mail Order Channel in 2010 128
Figure 6-1 U.S. Nutrition Industry Network Marketing Channel S.W.O.T. Analysis 135
Figure 6-2 U.S. Nutrition Industry Network Marketing Sales & Growth, 1997-2010 136
Figure 6-3 U.S. Nutrition Industry Network Marketing Sales as a % of Total Nutrition Industry Sales in 2010 137
Figure 6-4 U.S. Network Marketing Nutrition Sales as a % of Direct Nutrition Sales in 2010 137
Figure 6-5 U.S. Nutrition Industry Network Marketing vs. Total Direct Sales and Growth, 2000-2010 138
Figure 6-6 U.S. Nutrition Industry Network Marketing vs. Total Direct Sales and Growth, 2011e-2017e 138
Figure 6-7 U.S. Nutrition Industry Network Marketing Sales & Growth, 2000-2017e 139
Figure 6-8 U.S. Nutrition Industry Network Marketing Sales by Product, 2000 vs. 2010 140
Figure 6-9 U.S. Nutrition Network Marketing Sales by Product, 1999-2010 141
Figure 6-10 U.S. Network Marketing Supplement Sales & Growth, 1999-2010 141
Figure 6-11 U.S. Network Marketing Supplement Sales as a % of Total Supplement Sales in 2010 142
Figure 6-12 U.S. Network Marketing Supplement Sales as a % of Direct Supplement Sales in 2010 143
Figure 6-13 U.S. Supplement Network Marketing vs. Total Direct Sales and Growth, 2000-2010 143
Figure 6-14 U.S. Supplement Network Marketing vs. Total Direct Sales and Growth, 2011e-2017e 144
Figure 6-15 U.S Network Marketing Supplement Sales by Product, 2000 vs. 2010 144
Figure 6-16 U.S. Network Marketing Supplement Sales by Product, 2000-2010 145
Figure 6-17 U.S. Network Marketing Supplement Sales Growth by Product, 2000-2010 145
Figure 6-18 U.S. Network Marketing Supplement Sales by Product as % of Total, 2000-2010 146
Figure 6-19 U.S. Network Marketing Supplement Sales & Growth, 2000-2017e 146
Figure 6-20 U.S. Network Marketing Supplement Sales by Product, 2011e-2017e 147
Figure 6-21 U.S. Network Marketing Supplement Sales Growth by Product, 2011e-2017e 147
Figure 6-22 U.S. Network Marketing Supplement Sales by Product as % of Total, 2011e-2017e 147
Figure 6-23 Top Companies – U.S. Supplement Sales in the Network Marketing Channel in 2010 148
Figure 6-24 2010 Nu Skin Global Sales by Region 149
Figure 6-25 2010 Herbalife Global Sales by Region 150
Figure 6-26 Oriflame Sales & Growth, 1990-2010 153
Figure 6-27 Performance & Highlights of Top Global MLMs 154
Figure 6-28 Oriflame Sales by Category in 2010 155
Figure 6-29 Medifast Revenue and Growth: 2000-2010 157
Figure 6-30 Herbalife Annual Sales: 2003-2010 163
Figure 6-31 Nu Skin Enterprises Inc. Annual Sales: 2003-2010 166
Figure 7-1 U.S. Nutrition Industry Practitioner Channel S.W.O.T. Analysis 183
Figure 7-2 U.S. Nutrition Industry Practitioner Sales & Growth, 1997-2010 184
Figure 7-3 U.S. Nutrition Industry Practitioner Sales as a % of Total Nutrition Industry Sales in 2010 185
Figure 7-4 U.S. Practitioner Nutrition Sales as a % of Direct Nutrition Sales in 2010 185
Figure 7-5 U.S. Nutrition Industry Practitioner vs. Total Direct Sales and Growth, 2000-2010 186
Figure 7-6 U.S. Nutrition Industry Practitioner vs. Total Direct Sales and Growth, 2011e-2017e 186
Figure 7-7 U.S. Nutrition Industry Practitioner Sales & Growth, 2000-2017e 187
Figure 7-8 U.S. Nutrition Industry Practitioner Sales by Product, 2000 vs. 2010 188
Figure 7-9 U.S. Nutrition Practitioner Sales by Product, 1999-2010 189
Figure 7-10 U.S. Practitioner Supplement Sales & Growth, 1999-2010 189
Figure 7-11 U.S. Practitioner Supplement Sales as a % of Total Supplement Sales in 2010 190
Figure 7-12 U.S. Practitioner Supplement Sales as a % of Direct Supplement Sales in 2010 190
Figure 7-13 U.S. Supplement Practitioner vs. Total Direct Sales and Growth, 2000-2010 191
Figure 7-14 U.S. Supplement Practitioner vs. Total Direct Sales and Growth, 2011e-2017e 191
Figure 7-15 U.S Practitioner Supplement Sales by Product, 2000 vs. 2010 192
Figure 7-16 U.S. Practitioner Supplement Sales by Product, 2000-2010 192
Figure 7-17 U.S. Practitioner Supplement Sales Growth by Product, 2000-2010 193
Figure 7-18 U.S. Practitioner Supplement Sales by Product as % of Total, 2000-2010 193
Figure 7-19 U.S. Practitioner Supplement Sales & Growth, 2000-2017e 194
Figure 7-20 U.S. Practitioner Supplement Sales by Product, 2011e-2017e 194
Figure 7-21 U.S. Practitioner Supplement Sales Growth by Product, 2011e-2017e 195
Figure 7-22 U.S. Practitioner Supplement Sales by Product as % of Total, 2011e-2017e 195
Figure 7-23 Top Companies – U.S. Supplement Sales in the Practitioner Channel in 2010 196
Figure 7-24 NBJ Practitioner Survey: Primary Practitioner Type 197
Figure 7-25 NBJ Practitioner Survey: Patient Visits in 2010 vs. 2009 198
Figure 7-26 NBJ Practitioner Survey: Acceptance of Health Insurance 198
Figure 7-27 NBJ Practitioner Survey: How Knowledgeable Are You About Supplements? 199
Figure 7-28 NBJ Practitioner Survey: Do You Offer Supplements for Sale in Your Office? 200
Figure 7-29 Where Practitioners Not Selling Supplements Recommend Patients Go to Buy Supplements 201
Figure 7-30 NBJ Practitioner Survey: Percentage of Patients Buying Supplements in Practitioner Office 201
Figure 7-31 NBJ Practitioner Survey: Breakdown of Supplement Sales by Product Category 202
Figure 7-32 NBJ Practitioner Survey: Factors Affecting Which Supplement Brands are Stocked 202
Figure 7-33 NBJ Practitioner Survey: Dollar Amount of Average Supplement Sale 203
Figure 7-34 NBJ Practitioner Survey: Growth of Supplement Sales in 2010 vs. 2009 203
Figure 7-35 NBJ Practitioner Survey: Acceptance of Insurance by Chiropractors 204
Figure 7-36 NBJ Practitioner Survey: Change in Insurance Coverage for Chiropractors 205
Figure 7-37 NBJ Practitioner Survey: Change in Insurance Coverage for Chiropractors 206
Figure 9-1 24 Hour Fitness (Apex Fitness) S.W.O.T. Analysis 262
Figure 9-2 Alticor (Amway, Nutrilite) S.W.O.T. Analysis 267
Figure 9-3 Atrium Innovations S.W.O.T. Analysis 270
Figure 9-4 Basic Research/Zoller Labs S.W.O.T. Analysis 273
Figure 9-5 Bodybuilding.com S.W.O.T. Analysis 275
Figure 9-6 Carlyle Group/NBTY (Puritan’s Pride) S.W.O.T. Analysis 278
Figure 9-7 Designs for Health S.W.O.T. Analysis 279
Figure 9-8 Drugstore.com S.W.O.T. Analysis 281
Figure 9-9 Univera S.W.O.T. Analysis 283
Figure 9-10 Emerson Ecologics S.W.O.T. Analysis 286
Figure 9-11 Forever Living S.W.O.T. Analysis 287
Figure 9-12 Healthy Directions S.W.O.T. Analysis 292
Figure 9-13 Herbalife International S.W.O.T. Analysis 293
Figure 9-14 Life Extension Foundation S.W.O.T. Analysis 298
Figure 9-15 Mannatech S.W.O.T. Analysis 300
Figure 9-16 Metagenics S.W.O.T. Analysis 307
Figure 9-17 Monarch Health Products (MonaVie) S.W.O.T. Analysis 309
Figure 9-18 Nature’s Sunshine S.W.O.T. Analysis 313
Figure 9-19 Nordic Naturals S.W.O.T. Analysis 316
Figure 9-20 NSA (Juice Plus+) S.W.O.T. Analysis 318
Figure 9-21 Nu Skin Enterprises (Pharmanex) S.W.O.T. Analysis 320
Figure 9-22 Perricone S.W.O.T. Analysis 326
Figure 9-23 ProCaps Laboratories (Andrew Lessman) S.W.O.T. Analysis 329
Figure 9-24 Progressive Laboratories S.W.O.T. Analysis 331
Figure 9-25 Reliv International S.W.O.T. Analysis 337
Figure 9-26 Schwabe North America (Integrative Therapeutics) S.W.O.T. Analysis 339
Figure 9-27 Shaklee Corporation S.W.O.T. Analysis 343
Figure 9-28 Standard Process S.W.O.T. Analysis 345
Figure 9-29 Swanson Health Products S.W.O.T. Analysis 349
Figure 9-30 Thorne Research S.W.O.T. Analysis 352
Figure 9-31 USANA Health Sciences S.W.O.T. Analysis 355
Figure 9-32 Vitacost.com S.W.O.T. Analysis 358
Figure 9-33 Vitamin Research Products/Health Resources S.W.O.T. Analysis 361
Figure 9-34 Vitamin Shoppe S.W.O.T. Analysis 363
Figure 9-35 Xango S.W.O.T. Analysis 367
Figure 9-36 Xymogen S.W.O.T. Analysis 369

 

$2,995.00 

 

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