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F O R T H E B U S I N E S S O F N A T U R A L P R O D U C T S

Tips to help generate business from Antioxidants

Bulk up your sports nutrition sales

Keep your customers healthy all year long

Power Up!Post H1N1:Cold & Flu Season

Bulk up your sports Play Hard

Great items to watch in the Organic Drinks category

Beverages: Boom or Bust

Fare GameKathleen Johnson from Nature’s Fare, Langley

001.IHR Cover.indd 2 4/29/10 11:52:00 AM

with the NEWEST Innovation for Joint Care from webber naturals® — Canada’s #1 Joint Care Brand!

Osteoarthritis sufferers commonly use over-the-counter pain relievers, and nonsteroidal anti-infl ammatory drugs (NSAIDs) to reduce pain and swelling and to cope with joint stiffness. While these drugs may be helpful they can cause side effects, and they do nothing to support long term joint health.

Osteo Joint Ease represents the next generation of natural joint care. This innovative formula contains patented Infl amEase, a syner gistic combination of ant iox idant , ant i - in f lammator y, pa in- re l iev ing botan ica ls that relieve pain and infl ammation fast and without side effects. Osteo Joint Ease is a 100% natural formula that addresses pain associ ated with osteo arthritis, and protects against deterioriation of cartilage.

Osteo Joint Ease also contains the joint care superstars Glucosamine, Chondroitin, and MSM. They not only help with pain and inflammation, but support long term joint health, helping to rebuild cartilage and lubricate joints. Only two caplets a day provide the key nutrients to ease joint pain and support healthy cartilage, without drugs or unwanted side effects.

Infl amEase TM– Why it works ...Osteo Joint Ease contains Infl amEase™ BioStandard™ process super extract for-mula. Simply said, we’ve put our best scientifi c minds together to make Osteo Joint Ease … the best product for chronic joint pain available in Canada!

Infl amEase™ contains 100% natural anti-infl ammatory ingredients:

76% Polyphenols. These promising plant compounds may help control oxida-tive stress and consequently infl ammatory response, related to chronic and acute infl ammation.

Boswellia works by blocking enzymes, 5-LOX and HLE. 5-LOX leads to the forma-tion of harmful infl ammatory substances called leukotrienes—thought to directly in-fl uence disease processes in a number of different disorders, including rheumatoid arthritis, cancer, and asthma.2,3 HLE is a pro-infl ammatory enzyme that along with leukotrienes is increased in a number of infl ammatory conditions.

Turmeric has powerful anti-inflammatory properties due to its high curcumin content. “Curcumin is as effective as cortisone or phenylbutazone against acute infl ammation.” 4

This unique botanical formula combines the power of Boswellia, Turmeric and Polyphenols (extracts from 7 of nature’s most powerful antioxidants) into a POWERHOUSE antioxidant, anti-infl ammatory, and analgesic complex.1,2

* Use for a minimum of 4 weeks to see most beneficial effects.

1. Kimmatkar N, Thawani V, Hingorani L, Khiyani R. Effi cacy and tolerability of Boswellia serrata extract in treatment of osteoarthritis of knee--a randomized double blind placebo controlled trial. Phytomedicine. 2003 Jan;10(1):3-7.

2. Ammon, HP., Safayhi, H., Maeck, T., Sabieraj, J. Mechanism of anti-inflammatory actions or curcumine and boswellic acids. J Ethnopharmacol. 1993 Mar;38(2-3).

3. Ammon, HP Boswellic acids (components of frankincense) as the active principle in treatment of chronic inflammatory diseases. Wien Med Wochenschr. 2002;152(15-16).

4. Murray, Michael T. The Healing Power of Herbs: The Enlightened Person’s Guide to the Wonders of Medicinal Plants, revised and expanded 2nd ed. Prima Publishing, 1995.

100% natural anti-infl ammatory ingredients

Results within one week*

Only 2 per day

The most natural and effective way

to build joint cartilage and reduce

infl ammation

1 800 430-7898 | webbernaturals.com/ease

Osteo Joint Ease represents the next generation of natural joint care. This represents the next generation of natural joint care. This

ULTRA STRENGTH, FAST RELIEF for CHRONIC PAIN

Osteo Joint Ease also contains the joint care superstars GlucosamineGlucosamine

PROTECTS AGAINST DETERIORATION OF CARTILAGE

EASEEASEYOUR PAIN

Infl amEase TMwithPatent Pending

TM

ORDER YOUR DISPLAYS NOW!Osteo Joint EaseTM will appear in the

next issue of VIVA magazine.

ihrApr10_Webber_PGX_dpsAd.indd 2 4/27/10 1:53:24 PM

with the NEWEST Innovation for Joint Care from webber naturals® — Canada’s #1 Joint Care Brand!

Osteoarthritis sufferers commonly use over-the-counter pain relievers, and nonsteroidal anti-infl ammatory drugs (NSAIDs) to reduce pain and swelling and to cope with joint stiffness. While these drugs may be helpful they can cause side effects, and they do nothing to support long term joint health.

Osteo Joint Ease represents the next generation of natural joint care. This innovative formula contains patented Infl amEase, a syner gistic combination of ant iox idant , ant i - in f lammator y, pa in- re l iev ing botan ica ls that relieve pain and infl ammation fast and without side effects. Osteo Joint Ease is a 100% natural formula that addresses pain associ ated with osteo arthritis, and protects against deterioriation of cartilage.

Osteo Joint Ease also contains the joint care superstars Glucosamine, Chondroitin, and MSM. They not only help with pain and inflammation, but support long term joint health, helping to rebuild cartilage and lubricate joints. Only two caplets a day provide the key nutrients to ease joint pain and support healthy cartilage, without drugs or unwanted side effects.

Infl amEase TM– Why it works ...Osteo Joint Ease contains Infl amEase™ BioStandard™ process super extract for-mula. Simply said, we’ve put our best scientifi c minds together to make Osteo Joint Ease … the best product for chronic joint pain available in Canada!

Infl amEase™ contains 100% natural anti-infl ammatory ingredients:

76% Polyphenols. These promising plant compounds may help control oxida-tive stress and consequently infl ammatory response, related to chronic and acute infl ammation.

Boswellia works by blocking enzymes, 5-LOX and HLE. 5-LOX leads to the forma-tion of harmful infl ammatory substances called leukotrienes—thought to directly in-fl uence disease processes in a number of different disorders, including rheumatoid arthritis, cancer, and asthma.2,3 HLE is a pro-infl ammatory enzyme that along with leukotrienes is increased in a number of infl ammatory conditions.

Turmeric has powerful anti-inflammatory properties due to its high curcumin content. “Curcumin is as effective as cortisone or phenylbutazone against acute infl ammation.” 4

This unique botanical formula combines the power of Boswellia, Turmeric and Polyphenols (extracts from 7 of nature’s most powerful antioxidants) into a POWERHOUSE antioxidant, anti-infl ammatory, and analgesic complex.1,2

* Use for a minimum of 4 weeks to see most beneficial effects.

1. Kimmatkar N, Thawani V, Hingorani L, Khiyani R. Effi cacy and tolerability of Boswellia serrata extract in treatment of osteoarthritis of knee--a randomized double blind placebo controlled trial. Phytomedicine. 2003 Jan;10(1):3-7.

2. Ammon, HP., Safayhi, H., Maeck, T., Sabieraj, J. Mechanism of anti-inflammatory actions or curcumine and boswellic acids. J Ethnopharmacol. 1993 Mar;38(2-3).

3. Ammon, HP Boswellic acids (components of frankincense) as the active principle in treatment of chronic inflammatory diseases. Wien Med Wochenschr. 2002;152(15-16).

4. Murray, Michael T. The Healing Power of Herbs: The Enlightened Person’s Guide to the Wonders of Medicinal Plants, revised and expanded 2nd ed. Prima Publishing, 1995.

100% natural anti-infl ammatory ingredients

Results within one week*

Only 2 per day

The most natural and effective way

to build joint cartilage and reduce

infl ammation

1 800 430-7898 | webbernaturals.com/ease

Osteo Joint Ease represents the next generation of natural joint care. This represents the next generation of natural joint care. This

ULTRA STRENGTH, FAST RELIEF for CHRONIC PAIN

Osteo Joint Ease also contains the joint care superstars GlucosamineGlucosamine

PROTECTS AGAINST DETERIORATION OF CARTILAGE

EASEEASEYOUR PAIN

Infl amEase TMwithPatent Pending

TM

ORDER YOUR DISPLAYS NOW!Osteo Joint EaseTM will appear in the

next issue of VIVA magazine.

For Details, write #101 on Free Info Page, page 73


The Consumer Choicefor Natural Health!

Feature: Holista Brand and ProductsApril 2010; IHR Magazine; DPS; 16 in x 10.875 in; full bleed

Contact us today to order your displays.

1.800.204.4372

Take it for Life!™

For decades Canadians have chosen Holista products to enhance their health. That’s because our products are created by health experts.

They’re made following Good Manufacturing Practices, tested at every stage, and are guaranteed to meet the highest industry and regulatory standards.

Our Top Sellers:Organic Oregano OilGreen Tea ExtractTriple Strength Omega-3Easy Dissolve MelatoninMilk ThistleCeladrin CreamVitamin E CreamDetox KitWeight Loss Kit

Quality supplements and topical products from Holista are guaranteed pure, safe and effective.

AM000308_IHR-Apr2010-Holista_E.indd 1-2 3/4/10 10:25 AM

ihrApr10_Webber_JointEase_Ad.indd 2 4/27/10 2:04:11 PM

The Consumer Choicefor Natural Health!

Feature: Holista Brand and ProductsApril 2010; IHR Magazine; DPS; 16 in x 10.875 in; full bleed

Contact us today to order your displays.

1.800.204.4372

Take it for Life!™

For decades Canadians have chosen Holista products to enhance their health. That’s because our products are created by health experts.

They’re made following Good Manufacturing Practices, tested at every stage, and are guaranteed to meet the highest industry and regulatory standards.

Our Top Sellers:Organic Oregano OilGreen Tea ExtractTriple Strength Omega-3Easy Dissolve MelatoninMilk ThistleCeladrin CreamVitamin E CreamDetox KitWeight Loss Kit

Quality supplements and topical products from Holista are guaranteed pure, safe and effective.

AM000308_IHR-Apr2010-Holista_E.indd 1-2 3/4/10 10:25 AM


ihrApr10_Webber_JointEase_Ad.indd 3 4/27/10 2:04:12 PM

guest editor letter

Fare Game6 |

ISSN 1197 - 1495 | Volume 10 Issue 3

Publisher & Editor-in-ChiefOlivier Felicio

Art Director Scott Jordan

Production/DesignStacy Karjala • Leslie Ross

Production ManagerJordan Martinez

EditorRobert McMaster

Editorial AssistantDanielle Ng-See-Quan

Editorial InternSeptembre Anderson

Contributors Barb AndersonDenise DeveauDaniel Marquez

Sean MoffittRonda Payne

Vicky RizothanassisDavid Wright

Accounting & AdministrationMelanie Seth

Administration CoordinatorDaniel Hare

Web ProgrammerMatthew Sponagle

Subscription RatesCanada $50 (gst included) for nine issues

(one year) USA $60

Change of Addressemail: [email protected]

telephone: 1-877-547-2246fax: (905) 509-0735

or send your cover label and new address to ihr c/o Publication Partners, 345 Kingston Road,

Suite 101, Pickering, ON Canada L1V 1A1

Advertising InformationOlivier Felicio

telephone: (416) 203-7900 x 6107email: [email protected]

Hugh Rushfordtelephone: (416) 203-7900 x 6108

email: [email protected]

Jeff Yamaguchitelephone: (416) 203-7900 x 6122

email: [email protected]

Published by Rive Gauche Media Inc.

Canada Post Canadian Publications Mail 4067800 The publisher does not assume any responsibility for the contents of any advertisement and any and all representations or warranties made in such advertising are those of the advertiser and not of the publisher. The publisher is not liable to any advertiser for any misprints in advertising not the fault of the publisher and in such an event the limit of the publisher’s liability shall not exceed the amount of the publisher’s charge for such advertising. No portion of this publication may be reproduced, in all or part, without the express written permission of the publisher.

ihr magazine is pleased to review unsolicited submissions for editorial consideration under the following conditions: all material submitted for editorial consideration (photographs, illustrations, written text in electronic or hard copy format) may be used by ihr Media Inc. and their affiliates for editorial purposes in any media (whether printed, electronic, internet, disc, etc.) without the consent of, or the payment of compensation to, the party providing such material. Please direct submissions to the Editor, ihr magazine.

It’s Time to UpgradeOne of the most common perceptions is that nutritional deficiency is associated with a poor diet and an unhealthy lifestyle. However, we should all be aware that nutritional deficiency also exists in healthy populations.

Significant imbalance of critical nutrients can have relative negative effects on health. Nutritional supplementation plays a major role in the general well-being of the individual, and often has synergetic effects with a vast number of prescription drugs. Examples that come to mind are the use of probiotics as a preventive method for the recurrence of Candidiasis or following an antibiotic treatment course; and the use of omega-3, 6 working additively with some arthritic drugs to alleviate pain and stiffness.

On the other hand, some nutrients are depleted by the use of prescription drugs. For example, oral contraceptives deplete vitamins B, vitamin C and selenium. Some medical conditions can be aggravated by a nutrients deficiency, like insufficient magnesium for neurotransmitter synthesis, which can increase the risk for anxiety and depression. Further, the lack of some micronutrients can possibly lead to long-latency deficiency diseases.

It’s about time that natural health industry professionals highlight the importance of nutrition, either in their retail outlets or in their clinical practices. Proper nutritional supplementation can play a major role in the delay of the onset and progression of degenerative diseases, and therefore improve the wellness and quality of life of the individual.

Mike HannalahMagued (Mike) Hannalah, RPh, BSc,

Pharm, FACA

Owner and Pharmacist, Smith’s Pharmacy

006.IHR_GuestEditor_re1.indd 6 4/29/10 11:52:55 AM


ihrApr10_BillBeauty_Ad.indd 1 4/27/10 2:06:11 PM

Fare Game8 |

editorial committee

We believe that you, the retailer, dictates the tone and direction of the magazine, which in turn, allows us to provide you with the most accurate information that is relevant to your business. ihr works with a knowledgeable group of industry leaders whose mandate is to ensure the relevancy of the publication. Our editorial committee is comprised of thought provokers who have shaped the industry and whose experience is vital in providing you with tools to succeed. The ihr editorial committee is led by the following individuals:

Aaron Skelton, BSc (NNS)Sr. Category Manager Health Food Natural Value, Soins Naturels, Loblaw Companies Ltd.

Gilles HoudePresident and COO GNC Canada

Olivier FelicioPresident Rive Gauche Media

Sanjiv JagotaPresident Nature’s Source

Andrew BettsCategory Manager, Natural Foods Thrifty Foods

008.IHR_EditorBoard.indd 8 4/28/10 12:09:33 PM

Your consumer should know their immune system can help control seasonal allergies.

• Supreme and Nature’s Defence both contain quercetin, a powerful antioxidant to control the inflammatory response

• Quercetin inhibits the release of inflammatory compounds like histamine without the side effects of pharmaceutical anti-histamines

• Nature’s Defence contains quercetin and grape seed both of which are naturally non-drowsy, non-stimulating and do not lose effectiveness over time

• The effects of quercetin and grape seed are cumulative – taking the product before allergy season can support and strengthen the immune system against allergic response

• NPN approved

sisu.com • 1.800.663.4163

and Ester-C are reg. TMs; and Can. Pats. 2,420,548, 2,275,420; U.S. Pat. 6,197,813 are owned by The Ester C Company.

SINCE 1980 Celebrating 30 Years30

iHR March 12 April issue full page

For allergies the best defence is a natural defence


ihrApr10_Sisu_Ad.indd 1 4/27/10 2:08:54 PM

contents UP FRONT

GUEST EDITOR’S LETTER ...............................................................6

EDITORIAL BOARD .........................................................................8

GET THE GOODS ..........................................................................12

SKU REVIEW ..................................................................................14

TOP SELLER ...................................................................................20

NEWS

INDUSTRY NEWS ..........................................................................22

BUSINESS NEWS ...........................................................................26

COMPANY PROFILE ......................................................................30

FEATURES

COVER STORY Fare Game ...........................................................................................32

FEATUREThe Beverage Business: Boom or Bust? ............................................38

FEATUREPower Up! ............................................................................................44

FEATUREPlay Hard ..............................................................................................48

FEATUREPost H1N1: Cold and Flu Season ...................................................52

FEATUREPackaging Consumer Satisfaction ..................................................58

FEATURETax Tips for Small Business Owners ...............................................60

FEATUREThe Digital Face of Health and Wellness Part 1 ..................................62

FEATUREEco Epicure .........................................................................................64

END NOTES

RESEARCH NEWS .........................................................................66

UPCOMING EVENTS .....................................................................70

MARKETPLACE .............................................................................71

FAX BACK .....................................................................................73

Volume 10 . Issue 3

32 . Fare Game

60 . TAX TIPS FOR SMALL BUSINESS OWNERS

58 . PACKAGING CONSUMER SATISFACTION

38 . THE BEVERAGE BUSINESS: BOOM OR BUST?

010.IHR_Contents.indd 10 4/29/10 11:54:23 AM


ihrApr10_GenesisToday_Ad.indd 1 4/27/10 2:11:29 PM

Fare Game12|

FREE! GETTHESE

GOODS

The fi rst 100 retailers to FAX us at 1-888-849-0155 will get these goods for FREE

✃

Name: Phone:

Store: Fax:

Address: Email:

City: Province: Postal Code:

Get me these goods! Fill out the form below clearly and completely.

GREEN BEAVER ORGANIC LIP SHIMMERSCanada’s Green Beaver introduces the fi rst certifi ed organic lip shimmer line

manufactured according to organic and ecological standards verifi ed by an

internationally recognized independent organization (Ecocert). Made with

natural minerals, Canadian-grown organic carrot and cranberry seed oils, these

shimmers (available in six shades) will leave your lips soft, sumptuous and

beautiful. A unique blend of vitamin E and carotenoids provides long-lasting

moisture. These shimmers are also vegan and free of gluten and mint.

ELATIONS LIQUID JOINT SUPPLEMENTElations, a great tasting once-a-day liquid supplement, contains

tested levels of glucosamine and chondroitin to help relieve joint

pain associated with osteoarthritis. Elations contains 1,500mg of

glucosamine, 1,200mg of chondroitin and 300mg of calcium and is

shellfi sh free! Try Elations and feel the difference in your joints!

ENER-GAIN ENERGY FORMULAEner-Gain Energy Formula from Webber Naturals provides fast energy

— without side effects — reducing mental fatigue and tiredness and

increasing alertness. L-tyrosine, Rhodiola rosea extract, guarana, panax

ginseng and CoQ10 work together to support alertness when under

physical and psychological stress.

012.IHR_GTG.indd 12 4/28/10 6:35:20 PM

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ihrApr10_HigginsCohn_Larabar_Ad.indd 1 4/27/10 2:12:08 PM

sku review

Fare Game14|

MARKET WATCH

Some of the categories/nutritional supplements on this page have experienced sales increases/decreases since last year. In the latest 52 weeks ending January 17, 2009, AC Neilson reported the following volume of sales:

• Health & Diet Aids: $899,640,563; units per volume 2% from previous year.

• Anti-oxidant vitamins: $25,323,682; units per volume 14% from previous year.

• Sports Nutritionals: $33,900,273; units per volume 10% from previous year.

EnEr-Gain EnErGy FormulaEner-Gain Energy Formula from webber

naturals provides fast energy — without

side effects — reducing mental fatigue

and tiredness and increasing alertness.

L-tyrosine, Rhodiola rosea extract,

guarana, panax ginseng and CoQ10

work together to support alertness

when under physical and psychological

stress. For more information, write

134 on the Free Info Card on page 73.

oraC 12,000North Coast Naturals ORAC

12,000 combines concentrated

fruit and carrot extracts to deliver

the most powerful, concentrated

antioxidants from natural sources.

While you should still eat your

fruit and veggies every day, ORAC

12,000 is your insurance policy for

daily antioxidants, just like your

multivitamin is your insurance

for your vitamins. For more

information, write 130 on the

Free Info Card on page 73.

mrm’s all natural WhEyWith one gram per serving, All

Natural Whey is low in fat with

a great taste! Fortified with

L-glutamine and no artificial

sweeteners or flavours, it supports

healthy muscle growth and

strengthens the immune system.

All Natural Whey benefits the

healthy athlete, as well those trying

to support lean muscle mass. For

more information, write 133 on

the Free Info Card on page 73.

MRM produces a variety of industry leading supplements in a number of sports nutrition and health supplement categories. Its scienti� c expertise, superior ingredients, and ability to stay at the forefront of market trends and consumer needs have given it a distinct competitive advantage over other manufacturers.

Founded in 1997, American Nutrition Inc. is an authorized Canadian distributor of quality health food products and nutritional supplements to retailers throughout Canada. It is dedicated to distributing major brand name and private label products that are in demand in today’s growing marketplace of health and � tness enthusiasts.

American Nutrition has built its success on integrity, customer service, product knowledge, reliability, order accuracy, and competitive pricing. It stands by its products and guarantees customer satisfaction. American Nutrition’s mandate is to provide you with great products at the lowest prices accompanied by the best customer service in the industry.

American Nutrition is headquartered in Hamilton, Ontario, at the hub of the Golden Horseshoe, ideally located to ensure timely and cost-conscious delivery throughout Canada.

Customer service representatives are available 9:00 a.m. to 5:00 p.m. EST, Monday to Friday. Call to redeem this coupon today!

Tel: 905-522-6290 Toll-Free: 1-800-361-0287 Fax: 905-522-1602 Toll-Free Fax: 1-800-610-9093 www.ani.ca [email protected]

#3 BEST SELLER Fight Osteoporosis by Building Bone Density • Promotes Maximum Bone Health • MCHC Provides Vital Bone Proteins &

Minerals • Contains Vitamin K, MSM, Glucosamine,

& Vitamin D • Provides a highly absorbable form of

calcium plus MSM & glucosamine*

#1 BEST SELLERPromote Optimal Digestion• Enjoy your favorite foods• Supports Healthy & Complete

Digestion • Alleviates Gas & Bloating • Supports Optimal Nutrient Absorption

#2 BEST SELLERSupport healthy Muscle growth and Strengthen Your Immune System• Advanced cross fl ow micro-fi ltration and on

exchange process • Very low in fat (1 gram per serving) • Fortifi ed with 1 gram of L-Glutamine

per serving • Mixes instantly • Great tasting • No artifi cial sweeteners or fl avors

Top 20 BEST SELLERAll Natural Alternative for Children• Natural alternative for children with

behavior & learning problems* • Easy to swallow softgel capsules that

provide unique delivery system for essential nutrients

• Contains Vital Nutrients to Support Learning

Top 20 BEST SELLERRelieve Joint Pain & Enhance Mobility • Immediate relief on the outside...Rebuild

from the inside! • Comprehensive joint care & repair formula• Exclusive herbal complex providing superior

relief to joints• Exotic Noto-Gin™ for natural relief to

muscles and joints

# TOP 10 BEST SELLERImprove Liver Health Today • Important nutrients for liver support • NAC (N-Acetyl-Cysteine) shown to increase

glutathione levels • Essential nutrients for proper liver

detoxifi cation• Lipoic acid is a unique fat and water-

soluble antioxidant • Protects against free radicals inside and

outside the cell• Regenerates vitamin C, E and glutathione

#5 BEST SELLEREnhance Calcium, Magnesium, Zinc Absorption • Calcium is an essential mineral crucial for maintaining strong

bones and teeth and fortifying cartilage.• Magnesium promotes bone and cartilage health, in part by

helping the body convert vitamin D into a usable form. • Trace minerals particularly manganese and zinc encourage

the absorption of other minerals and help promote overall bone health.

• Liquid Cal-Mag-Zinc offers these three essential minerals in perfect ratios. Unlike other dosage forms that may be diffi cult to assimilate, our liquid delivery system offers optimal absorption and maximum benefi ts.

Save $50 on your

1st order over $350!

Why buy into the MRM line of products?

Because they sell. AND THEY RESELL.

And if you order today, we’ll give you $50!

Call 1-800-361-0287 or visit www.ani.ca/MRM To request an MRM pricelist, a complete American Nutrition pricelist, or to make an order....

GEnEsis today’s 4rEsvEratrolHow do the French stay so heart

healthy, in spite of a diet high in

saturated fats? Science attributes this

in part to resveratrol, a polyphenol

found in some plants and red wine.

Genesis Today’s new 4Resveratrol

is the world’s first liquid resveratrol

supplement featuring a blend of

seven natural, high potency sources

of resveratrol including Japanese

knotweed. A single 30ml serving

provides 175mg of resveratrol – the

equivalent of more than 150 glasses

of red wine. For more information,

write 131 on the Free Info Card on

page 73.

holista Wild WEst Coast salmon oilThe fatty acids in Wild Pacific

Salmon Oil from Holista greatly

benefit and improve brain

function, heart health, circulatory

function and joint mobility. It is

100% wild, a potent source of

antioxidant carotenoids, and

has a naturally occurring 1:1

ratio of EPA to DHA. For more



014-018.IHR_SKU.indd 14 4/28/10 6:42:56 PM

sku review

15Fare Game |

MARKET WATCH


• Facial cosmetics: $211,872,383; units per volume 2% from previous year.

• Natural Joint Therapy Supplements: $69,120,712; units per volume 2% from previous year.

• Children’s multivitamins: $32,028,403; units per volume 8% from previous year.

Green Beaver OrGanic Lip ShimmerSCanada’s Green Beaver introduces the first certified organic lip

shimmer line manufactured according to organic and ecological

standards verified by an internationally recognized independent

organization (Ecocert). Made with natural minerals, Canadian-

grown organic carrot and cranberry seed oils, these shimmers

(available in six shades) will leave your lips soft, sumptuous and

beautiful. A unique blend of vitamin E and carotenoids provides

long-lasting moisture. These shimmers are also vegan and free of

gluten and mint. For more information, write 138 on the Free

Info Card on page 73.

Kid-e-Kare aLL-OmeGaKid-e-kare All-Omega is a blend of wild

sockeye salmon oil, cranberry seed oil, black

raspberry seed oil and organic sacha inchi oil.

Rich in essential fatty acids, phospholipids,

vitamins A and D, and astaxanthin, it

supports and protects the cell membranes

throughout the body. Give your child this

well-balanced, highly absorbable nutritional

powerhouse. For more information, write


authenta’S SKin renewaL creamAuthenta’s Skin Renewal Face Cream

is loaded with certified-organic

ingredients to nourish your skin. Using

over 35 locally sourced ingredients, it

results in a formula that helps restore a

youthful glow to maturing skin. Each

ingredient is fully disclosed, so you

never have to worry about what is in

the products! For more information,

write 135 on the Free Info Card on

page 73.

hOLiSta’SGLucOSamine chOndrOitin mSm Combining glucosamine sulfate,

chondroitin sulfate and MSM

provides three natural joint care

supplements in one pill. Glucosamine

sulfate helps to stimulate cartilage

synthesis, helping to ease pain and

improve joint mobility. Chondroitin

sulfate is involved in cartilage’s

shock-absorbing qualities, making

it helpful to relieve symptoms of

bone and joint pain. MSM is an anti-

inflammatory, which can help to relieve joint pain associated

with osteoarthritis. For more information, write 137 on the


eLatiOnS Liquid JOint SuppLementElations, a great

tasting once-a-day

liquid supplement,

contains tested levels

of glucosamine and

chondroitin to help

relieve joint pain

associated with osteoarthritis. Elations contains 1,500mg of

glucosamine, 1,200mg of chondroitin and 300mg of calcium

and is shellfish free! Try Elations and feel the difference in

your joints! For more information, write 139 on the Free


014-018.IHR_SKU.indd 15 4/28/10 6:43:22 PM

sku review

Fare Game16|

MARKET WATCH


• Vitamin D: $26,218,453; units per volume increase 28% from previous year.

• Mineral Supplements: $25,558,444; units per volume 6% from previous year.

• CoQ10: $14,747,520; units per volume 18% from previous year.

Organika PycnOgenOlPycnogenol, a French maritime pine

bark extract, is a natural antioxidant

and anti-inflammatory that offers a

variety of heart, skin and joint health

benefits. With 40 years of research

and over 220 scientific publications,

Pycnogenol is a safe and viable natural

alternative. Recent research shows

Pycnogenol reduces aching joints and

promotes joint mobility and flexibility.

Look for Organika Pycnogenol dietary

supplements in a variety of dosages.

For more information, write 140 on


SuPreme antiOxidant6Diseases such as cancer, cardiovascular

disease and immune system decline are

worsened by oxidation. Sisu’s Supreme

Antioxidant6 is a unique vitamin, mineral

and nutrient proven to protect cells

against free radical damage. It provides

vitamins A, C and E, selenium, CoQ10

and ALA. For more information, write


WObenzyme SyStemic enzyme SuPPOrtWobenzym N is a world renown,

clinically supported systemic enzyme

preparation designed to promote

healthy joints and muscles, support

healthy circulation, strengthen the

immune system, improve cell to

cell communication and support

healthy aging. With decades of

clinical research and nearly 50 years

of use by over 100 million people,

Wobenzym N is the leader in natural

systemic enzyme therapy. For more

information, write 141 on the Free


HOliSta melatOnin eaSy diSSOlveHolista Melatonin is a natural

hormone that regulates the sleep-

wake cycle in the body and helps

to relieve insomnia, jet lag and

other sleep disturbances. Our easy

dissolve, sublingual tablets allow

for the best possible absorption,

and are synthetically derived,

which is the preferred form of

melatonin. For more information,

write 142 on the Free Info Card

on page 73.

Webber naturalS vitamin d3 liquidLiquid Vitamin D3 delivers fast

absorption and dose flexibility!

Vitamin D helps the body

incorporate calcium into the

bones, boosting bone mineral

density. Research suggests

higher doses of vitamin D may

also provide protection against

certain cancers. For more



014-018.IHR_SKU.indd 16 4/28/10 6:43:54 PM


ihrApr10_FlashBEaute_Ad.indd 1 4/27/10 2:13:35 PM

sku review

Fare Game18|

MARKET WATCH


• Skin Care (all purposes): $114,971,848; units per volume 8% from previous year.

• Health & Diet Aids: $899,640,563; units per volume 2% from previous year.

• Cholesterol supplements: $1,214,286; units per volume 6% from previous year.

Holista MEDEssEntialsMEDEssentials Stomach

Acid is a formulation that

helps replenish drug-

induced deficiencies of

key nutrients associated

when taking stomach acid

reducing medications.

MEDEssentials Cholesterol

is a formulation that helps

replenish drug-induced

deficiencies of key nutrients

associated when taking cholesterol (statin) medications. For

more information, write 148 on the Free Info Card on

page 73.

DErMasilk anti-WrinklEAnti-wrinkle supplement

fights wrinkle formation at

the important intracellular

level. New DermaSilk

Anti-wrinkle works to

counteract the damage

from oxidation, sunlight,

UV light and smoking.

Clinically proven to increase facial skin’s firmness, hydration,

elasticity, and density; promote collagen production; and

reduce age spots. Check out the entire DermaSilk line

of products to promote beautiful, health skin! For more

information, write 147 on the Free Info Card on page 73.

Eco-naturE carE’s rE-conDitionErOur natural daily re-conditioner is

made for all hair types, adding body

and shine while preventing tangles

and static. We purposely call it a re-conditioner because it re-

conditions your hair gently while bringing back both the natural

shine and luster of your hair. Clean, Crisp and Fresh call out the

names of our exclusive natural aromas. For more information,

write 145 on the Free Info Card on page 73.

grEEn bEavEr jr.Children can absorb

the harsh chemical

ingredients found

in personal care

products through their

skin. Green Beaver

introduces Canada’s

first certified organic

personal care products for children, manufactured and verified

by internationally recognized independent organic certifier

Ecocert. Green Beaver Jr. is specially formulated for children’s

delicate skin and made with selected natural ingredients

including Canadian berries and carrot oil to help nourish, hydrate

and protect skin and hair. For more information, write 146 on


Holista Milk tHistlE HEaltHy sizEAn antioxidant herb that promotes

the production of bile in the liver,

Holista Milk Thistle supports

detoxification and overall health.

Each capsule is standardized

to contain 80% Silymarin, and

is often recommended for liver

diseases associated with alcohol

abuse, hepatitis and cirrhosis. For

more information, write 149 on


014-018.IHR_SKU.indd 18 4/28/10 6:44:47 PM

In better natural product retailers throughout Canada.For more information, call Purity Life at 1-800-265-2615 or

Tall Grass Distribution at 1-800-616-5900, or New Age Marketing at 1-888-868-0127.www.Aubrey-Organics.com

Our mission is to provide all-natural, safe and effective personal care and lifestyle products to our customers. We offer a true and authentic alternative to many of the mass-produced synthetic products on the market today. We craft only the highest quality all-natural products without compromise as to ingredients, packaging or cost.

We believe in education and transparency. A customer is best able to make an educated and correct purchasing decision only when armed with true and valued information — not marketing fluff and puffery. Part of our core purpose is to provide that information as best as we can.

A unique blend of all-natural ingredientsand advanced skincare science that helpsto minimize signs of aging, for a younger,

rejuvenated look.

Protect the Earth… Promote the well-being of people…Nourish the Spirit

LumessenceLuxury Skin Care

First in an 8-part series 2HR0


ihrMar10_Aubrey_Ad.indd 1 4/27/10 2:14:11 PM

top seller

Fare Game20|

TOP THREE PRODUCTS

HERBS

TOP THREE PRODUCTS

FOOD

TOP THREE PRODUCTS

PERSONALCARE

TOP THREE PRODUCTS

ACTIVELIFESTYLE

TOP THREE PRODUCTS

VITAMINS/SUPPLEMENTS

TOP THREE PRODUCTS

NEWPRODUCTS

STORE INFO

Want your store to be included in the Review? Fill in & Fax the FoRm on page 72

HEalTH bOUTiqUES GROCERY

The Source Toronto, ON

Store Size:1,000sq.ft.

Demographics: 40-65

income:N/a

Fresh bee Pollenbulk

Chia SeedsNow Foods1lb

Unpasteurized HoneyVarious brandsVarious sizes

Senna leavesNature’s Way100 caps

Mulberry leaves TeaVarious brands20-pack

N/a

ShampooNana Essence240ml

Face MaskNana Essence6oz

ConditionerNana Esence240ml

Whey PowderNow FoodsVarious sizes

N/a

N/a

ChromiumNow Foods90 caps

Vitamin CNow Foods90 caps

Calcium/MagnesiumNow Foods90 caps

N/a

N/a

N/a

Journey of HealthCalgary, ab

Store Size:1,000-3,000sq.ft.

Demographics: 25-40

income: over $60,000

Hemp SeedsManitoba Harvest5lbs

Chia SeedsVarious brands450g

almondsVarious brands600g

Camu CamuOrganic Traditions227g

Maca X-6Organic Traditions227g

N/a

amaze GelViva2oz

amaze anti-aging CreamViva2oz

N/a

Vega Smoothie infusionSequel Naturals16oz

Vega Energy barSequel Naturals63g

Vega SportSequel Naturals540g

Olive leaf ExtractNow Foods90 caps

MSMFlora80 caps

Vitamin DaOR60 caps

Kelp NoodlesSea Tangle16oz

Raw Nori SheetsGold Mine10-pack

black OlivesVarious brands16oz

Morning Sun Health FoodsCalgary, ab

Store Size: 1,000-3,000sq.ft.

Demographics: 40-65

income: $40,000-$60,000

Elevate Me! barsProSnack66g

Flax Seed OilGold Top Organics500ml

apple Cider VinegarOmega NutritionVarious Sizes

Cayennealbi180 caps

FenugreekNature’s Way180 caps

astralagusNature’s Way180 vegicaps

Shea butterFairTradeVarious sizes

Witch HazelThayers355ml

ShampooMillcreekVarious sizes

Vega SportSequel Naturals

Vega Whole Food Health OptimizerSequel Naturals

iSOWheyinteractive Nutrition340g

Perfect SkinGenuine Health120 softgels

PGXNatural Factors120 softgels

N/a

Healthy Skin ChewsGenuine Health45 pieces

N/a

N/a

Evergreen Natural FoodsToronto, ON


Demographics:N/a

income: N/a

almondsVarious brandsVarious sizes

N/a

N/a

Deep imnuneSt. Francis Herb Farm100ml

N/a

N/a

island Naturals Shampooaubrey Organics11oz

N/a

N/a

Protein PowderProgressiveVarious sizes

Harmonized Vegan Protein (berry)Progressive12.5oz

N/a

Vitamin CProgressive120 caps

Vitamin CaOR1,000mg

Multi basics 3aOR180 caps

N/a

N/a

N/a

blush lane Organic MarketCalgary, ab

Store Size:over 5,000sq.ft.

Demographics: 25-40

income:$40,000-$60,000

almond Milkblue Diamond946ml

Kettle CornPopcorn indiana454g

Organic Non-Homogenized MilkVital Green2l

EchinaceaNatural Factors50ml

Oil of OreganoJoy of the Mountain18ml

Deep immuneSt. Francis Herb Farm15ml

ToothpasteGreen beaver50g

Sport Deodorantlafe’s200g

Castille Soap (lavender)Dr. bronner’s16oz

Vega Whole Food Health OptimizerSequel Naturals1,000g

Whey Powderabsolute500g

Glutamine Powderinteractive Nutrition454g

Vitamin DNatural Factors90 caps

Vitamin DNow Foods90 soft gels

Vitamin DSisu180 caps

Sunscreen SPF 30badger80ml

N/a

N/a

Old Fashion FoodsRegina, SK


Demographics: 40-65

income:$40,000-$60,000

Flaxseed OilFlora250ml

Goji berriesVivitas8oz

Hemp HeartsRocky Mountain454g

EchinaceaNatural Factors100ml

HoodiaFlora90 caps

N/a

Hand SoapJason Naturals500ml

lip balmburt’s bees425g

body WashJason Naturals800ml

CreatineNow Foods100 caps

N/a

N/a

Vitamin CNaturals Factors90 caps

Vitamin DNatural Factors90 caps

N/a

N/a

N/a

N/a

ambrosia Natural FoodsNewmarket, ON


Demographics:40-65

income:$40,000-$60,000

Eco Pac Heritage O’s CerealNature’s Path907g

Gluten-Free CrackersGlutino125g

almondsbulk

Psyllium HusksSwiss Herbal454g

Echinaforcea. Vogel100ml

Deep immuneSt. Francis Herb Farm50ml

HaircolourHerbatint130ml

Magic SoapDr. bronner’s944ml

Natural Panty linersNatracare30-pack

Vegan CompleteSequel Naturals1,029g

New Zealand Whey Ergogenics910g

Vega SportSequel Naturals540g

Supreme MultivitaminSisu120 caps

bone basicsaOR240 caps

NutraSeaascenta500ml

Ocean’s 3 better brainsGarden of life90 softgels

Greens+ Hip To be Healthy SquaresGenuine Health50g

N/a

020-021.IHR_TopSeller.indd 20 4/28/10 1:58:54 PM

top seller

21Fare Game |

PHArMACY

The Top selling producTs in the review are from randomly selected retailers. The review is meant to give readers some idea of what consumers are buying most of in these selected stores. participating stores are free of any third-party influence and provide all the information. The information cannot be seen as a statistical survey or taken to reflect top-selling products on a national, regional or local level. *demographics: store owners estimated primary demographic

This page has been sponsored by Viva Magazine

Organic GarageOakville, ON


Demographics:25-40

Income:$40,000-$60,000

Almond BreezeBlue Diamond946ml

Millet rice CerealNature’s Path750g

MilkHarmony4L

N/A

N/A

N/A

ToothpasteGreen Beaver75ml

Tea Tree Oil ShampooNature’s Gate500ml

Gel Facial CleanserGreen Beaver120ml

Smoothie Infusion’sSequel Naturals454g

N/A

N/A

Hi Potency B ComplexNatural Factors90 caps

Vitamin DNatural Factors90 tabs

N/A

BurritosGlutenfreeda’s113g

Granola BarsNoNuttin’30g

Kale ChipsTwo Girls Cooking60g

Yaletown Choices MarketVancouver, BC

Store Size:over 5,000sq.ft

Demographics: N/A

Income:$40,000-$60,000

N/A

N/A

N/A

rhodiolaNature’s Way90 caps

Milk ThistleNatural Factors90 caps

N/A

ShampooAvalon250ml

Lip BalmBurt’s Bees

Liquid Castile SoapDr. Bronner’s8oz

Vegan Sport500mg

L-GlutamineNatural Factors90 tabs

N/A

Every ManChapters90 tabs

Every WomanNew Chapters90 tabs

N/A

N/A

N/A

N/A

Mark’s PharmacyVancouver, BC


Demographics:40-65

Income: N/A

HempMum’s Original250g

N/A

N/A

Immune BoosterDr. rahim’s60ml

ColoplexBen’s Health500ml

N/A

Face CleanserFeels Like A Facelift250ml

N/A

N/A

Essential Fatty AcidsFlora500ml

N/A

N/A

Vitamin D3AOr60 caps

Vitamin C Complex 8New roots90 caps

Calcium/MagnesiumTrophic120 caps

N/A

N/A

N/A

IDAStouffville, ON


Demographics: 40-65

Income:over $60,000

N/A

N/A

N/A

Phytovision PlusSisu60 caps

AstralagusNature’s Way100 caps

DDS PlusInnovate100 caps

N/A

N/A

N/A

Elevate Me! BarsProSnack

N/A

N/A

Vitamin DWebber Naturals240 caps

Multivitamin for Adults 50+rexall100 caps

Areds FormulaVitalux50 tabs

N/A

N/A

N/A

Stonewall PharmacyStonewall, MB


Demographics:N/A

Income:N/A

N/A

N/A

N/A

BilberryJamieson60 tabs

Herbal DiureticJamieson60 caps

Evening Primrose OilJamieson90 caps

Shampoos and ConditionersLive Clean

Deodorant rockCrystalVarious sizes

N/A

N/A

N/A

N/A

CentrumWyeth100 tabs

One-A-DayBayer60 tabs

N/A

Flintstone’s GummiesBayer60 gummies

Boost for DiabeticsNestle Nutrition6-pack

Cold-FxAfexa45 caps

royal Drug MartMelville, SK


Demographics: 40-65

Income: $40,000-$60,000

N/A

N/A

N/A

Hemp Heartsrocky Mountain454g

Ground FlaxseedWebber Naturals425g

N/A

ToothpasteJason Naturals4.2oz

N/A

N/A

N/A

N/A

N/A

Vitamin DWebber Naturals240 tabs

Mega Calcium with DJamieson100 tabs

Vitamin DJamieson200 tabs

N/A

N/A

N/A

river Oaks PharmacyOakville, ON

Store Size: under 1,000sq.ft.

Demographics: 40-65

Income: over $60,000

N/A

N/A

N/A

Ginkgo BilobaWebber Naturals90 tabs

Milk ThistleWebber Naturals60 caps

St. John’s WortWebber Naturals180 caps

N/A

N/A

N/A

EnsureAbbott12-pack

N/A

N/A

GlucosamineWebber Naturals120 caps

CalciumJamieson250 caps

Vitamin DJamieson250 caps

Virus A-TakWebber Naturals60 softgels

Vitamin C ChewablesWebber Naturals90 tabs

N/A

Corn Cribs Natural FoodsMoncton, NB

Store Size: 1,000-3,000sq.ft

Demographics: 40-65

Income:$40,000-$60,000

Ground and Whole Chia SeedsSalba180g

Olive OilAlpha DME475 ml

N/A

Black CohoshNatural Factors90 caps

NettleNatural Factors30-pack

N/A

Body LotionAlba180ml

ToothpasteJason Naturals6oz

SoapSoapworks130g

Protein Powderruth’s454g

Vega Protein PowderSequel Naturals800g

Ultimate ProteinBrad King’s840g

Vitamin D3Natural Factors90 tabs

reloraNature’s Harmony60 caps

N/A

N/A

N/A

N/A

020-021.IHR_TopSeller.indd 21 4/28/10 1:59:02 PM

Fare Game22|

industry news

Walmart Canada’s Sustainability IndexWalmart Canada announced their plans

to launch an index that would help

their Canadian customers evaluate the

sustainability of the products they purchase.

The project is called the Sustainable

Product Index and was announced at

the Walmart Green Business Summit in

Vancouver in February. The product index

will be introduced to consumers in three

long-range phases – supplier assessment,

creation of database and development and

launch of customer tool – and will begin

in the summer of 2010. The initiative was

first announced this past summer in the

United States. Walmart Canada is the first

operation outside of the U.S. to initiate the

process for the product index.

GNC Partners with Bright FoodGNC Global Inc., leading global retailer

of nutritional products, has entered the

Chinese nutritional products market. The

Pennsylvania-based retailer announced that

it has entered into an understanding to

form a partnership with Bright Food (Group)

Company Ltd., a leading state-owned

conglomerate. The partnership, which

is expected to be completed mid-2010,

will be called GNC China. “Based on our

research on the nutrition industry in China,

GNC believes there are significant growth

opportunities in the PRC marketplace. We

look forward to working with Bright Food,

which has strong product, distribution

and retail capabilities in China,” said Joe

Fortunato, Chief Executive Officer of GNC.

Atrium Wins Prize at 2010 Fideides GalaAtrium Innovations Inc. has won the

“high-tech” prize at the 2010 Fidéides

Gala on Thursday, March 11. About

700 representatives from the business

community attended the 27th edition of the

gala, which was organized by the Quebec

Chamber of Commerce and held at the

Quebec Congress Centre. “This award

means a great deal to us, in addition to

the steady growth we have experienced

over the past few years, it rewards the

commitment of the whole Atrium team to

our values of excellence and quality,” said

Pierre Fitzgibbom, the Chief Executive

Officer of Atrium Innovations. Each year the

Quebec Chamber of Commerce, through

the annual contest, rewards the boldness,

creativity and success of entrepreneurs

from the Kamouraska and Chaudière-

Appalaches regions of Quebec.

Natrol’s 30th AnniversaryNutritional supplement company Natrol Inc.

has kicked of its 30th anniversary in January

by re-launching its website and launching

new online initiatives on Facebook, Twitter

and YouTube. The company will offer

promotions as well as events for charity,

consumers, employees, retailers and

the industry, media, celebrities and the

community. Natrol has also introduced

three new nutritional supplements with

superfruit antioxidant capacity to join the

Company’s line of acai superfruit offerings.

The new additions include diet and

cleanse-related nutritional supplements.

Changes and Additions to MTBI TeamMichael Theodor Brokerage announces that

Kerri Job has been hired as BC Mainland

Account Manager. Job brings 11 years of

professional experience in the sales, food

service, retail and natural food industries,

and a passion and extensive knowledge

of the natural product industry. Over the

last four years, Job has been a member of

the sales team for Horizon Distributors in

the lower mainland and BC interior. Job

has most recently worked as Horizon’s key

account manager for Overwaitea Food

Group and The Buy Low Food Group. Job

will assume responsibility over Overwaitea

Food Group, London Drugs, Buy Low Food

Group, Whole Foods Market and Choices

Grocery Department. Darlene Costello,

longtime MTB BC Mainland Account

Manager, will be returning to manage many

of the key natural health retailers in the

lower mainland and remain responsible for

Choices HABA Department. According to

MTBI, this addition and change in territory is

in direct response to the Company’s growth

and focus to grow and support its suppliers,

customers and distributor partners

consistent with the company mission.

Green Beaver Appoints National Sales DirectorGreen Beaver Company has appointed Philippe Gapp as National Sales Director, a newly created

position. Gapp will take on the responsibilities of national and international sales for Green

Beaver. As explained by Green Beaver founders Alain Menard and Karen Clark, “Green Beaver

is at a turning point and the addition of Philippe will be a tremendous asset for our positive

growth and will contribute generously to a sustainable future.” Coming from a seven-year

regional account manager sales position, and the past year in a National Key account

manager position with Purity Life, Gapp’s 13-year sales carrier in the health food

trade was instrumental in account management and contributed in positive growth

for the Quebec market. In an exclusive interview with ihr, Gapp explained, “I look

forward to undertaking this challenge; my primary focus will be to work closely

with retailers across the country. Green Beaver is amongst a select few Canadian

body care manufactures to have taken the steps to receive their EcoCert

certification. This is big. This news is proof of Green Beaver’s commitment to

the HF trade and offering the Canadian consumer truly organic product line.

EcoCert is the new Green Beaver message.”Philippe Gapp

022-024.IHR_IndNews_re.indd 22 4/28/10 6:25:13 PM

industry news

23Fare Game |

New Appointments at SisuKeith Michael Didion, Managing Director

of Sisu Inc. has been promoted to

President of the company. As well, Keith

Michael has been appointed Senior Vice

President of Solgar International. Sisu

and Solgar are sister companies of NBTY

Inc. Prior to joining Sisu, Didion spent 15

years with Solgar Vitamin and Herb where

he advanced to the executive position

of Vice President of Coordination and

Development, International. In his

new role Didion will be responsible for

developing Sisu’s international presence

starting immediately with Asia, and

expanding to the U.S., European, South

African, United Kingdom and New

Zealand markets in the fall of 2010.

Drawing on the immense success of

Solgar’s international expansion to 48

countries, Sisu will utilize the established

distribution channels of its sister-

company to create efficiencies, reduce

costs and stabilize product pricing in

global markets.

Jaime Williams has been promoted to

Managing Director of Sisu, from her

former position of Director of Marketing.

Since joining Sisu almost five years ago,

Williams has concentrated her efforts

on launching research-driven, unique

product formulations and creating a

consistent brand image that is supported

with retail education initiatives. In her

new role, Jamie will focus will focus

on expanding the Sisu brand across

Canada, while maintaining the company’s

standards and to consumers and its

commitment to retailers.

Harbinder Kainth Jassal has moved into

the new position of Manager, Human

Resources and Customer Care. In

her past seven years with Sisu, Jassal

has managed all aspects of Human

Resources including employee relations,

recruitment and office management. In

addition to managing Human Resources,

Jassal’s new role will include overseeing

all Customer Care functions.

Nafissa Gokalbhai also joins Sisu after

completing the Marketing Management

program at the British Columbia

Institute of Technology. In her role as

Marketing Coordinator, Gokalbhai will

provide support to Sisu’s busy sales

and marketing team. From coordinating

the development and distribution of

marketing materials, to planning special

events and store demonstrations,

Gokalbhai’s energy and passion for the

natural health product industry will shine

through.

Loblaw’s Green Pilot ProjectLoblaw Companies Ltd. has announced

that it will install solar technology on

the rooftops of four stores in Ontario

as part of a pilot project. Loblaw stores

in Ajax, Orleans, Toronto and Whitby

will have photovoltaic panels installed

to leverage solar energy and provide

green power to local communities and

to the province of Ontario. The Ontario

Power Authority approved more than

100 Loblaw applications for rooftop

solar installations. Loblaw will gauge

the success of the four pilot projects

and evaluate the next phase of rollouts.

“This initiative is part of Loblaw’s overall

effort, through the use of renewable

energy sources to reduce our carbon

footprint. We believe green energy

production using innovative technologies

such as these pilot projects, supports our

commitment to the environment,” said

Loblaw Companies Ltd. Vice President of

Corporate Affairs Bob Chant.

NSF International Approved by SCCNSF International has become the first U.S.

certification organization to be approved

by the Standards Council of Canada (SCC)

to offer dietary and sports supplement

screening for all nutritional products.

The recent lab accreditation expands the

reach of the NSF International’s existing

accreditation to assist companies in the

production of safer supplements. The

NSF International’s Athletic Banned

Substances Certification Program, which

is also known as NSF Certified for Sport,

helps ensure that there are no undeclared

ingredients or unacceptable levels of

contaminants in dietary and sports

supplements. NSF’s Certified for Sport

program is recognized by the NFL, MLB,

Canadian Centre for Ethics in Sport, the

LPGA and the PGA, among other major

sports organizations.

Keith Michael Didion Jaime Williams Harbinder Kainth Jassal Nafissa Gokalbhai


Kind Appoints MTBI as BrokerKind Healthy Snacks announces the

appointment of Michael Theodor

Brokerage Inc. as its broker for all

classes of trade for its product line in

Canada, effective immediately. Kind

snacks will be available at the following

distributors: SunOpta West, SunOpta

East, Aux Mille et Une Saisons and

Purity Life.

Atrium Acquires Trophic CanadaAtrium Innovations Inc. of Quebec City,

has purchased the assets of Trophic

Canada, a long established Canadian

natural products manufacturer.

Trophic’s two brands, Trophic and

Wild Rose, comprising 150 products,

are sold by over 900 Canadian health

retailers. Trophic was founded in 1967

and has gained a good reputation

within the health store channel in the

Canadian natural products industry.

The annualized revenues of Trophic

are approximately US$7.5 million.

“The acquisition of Trophic will

provide Atrium with a stronger and

complementary foothold and greater

visibility in the Canadian market,” said

Pierre Fitzgibbon, Atrium President

and CEO. We see considerable

potential to grow Trophic and leverage

its distribution strength by adding

complementary products and by

gaining direct access to the specialty

retailers in the Canadian market. With

this acquisition Atrium continues its

expansion into the various channels of

the natural health industry. In the last

year, Atrium has also acquired U.S.-based

nutritional supplement products brand

Garden of Life Inc. “We felt the health

food channel, the health food store,

was a channel [through which] science-

based and high-end products would

be distributed,” said Fitzgibbon, in a

previous interview with ihr about the

purchase of Garden of Life. Atrium has

also purchased Nutri-Health and Sedona

Labs brands last January. In financial

terms for the most recent transaction

involving Trophic, Atrium acquired

the assets of Trophic for a total cash

consideration of approximately US$11

million without any forward purchase

price adjustments. The transaction was

completed with an effective date of

March 17, 2010.

Fare Game24|

industry news

New Additions to the TallGrass TeamTallGrass is pleased to announce the

addition of three new members to the

Company’s team.

Jenn Slattery has recently joined TallGrass

as Account Manager in British Columbia.

Slattery is a Holistic Nutritionist based

in Vancouver, BC. She has over five

years experience in the natural health

industry and holds a Bachelor's degree

in Anthropology along with a diploma

in holistic nutrition from the Canadian

School of Natural Nutrition. She enjoys

cooking, travelling, camping and

biking. Her passion lies in inspiring and

educating friends and family to make the

absolute best choices for their eating,

supplementation and beauty/bodycare

regimes.

Amy Jefferies is joining TallGrass as

Ontario Account Manager. Jefferies

has been studying and working within

the health field for ten years. She has a

diploma in Homeopathic Medicine and

Health Sciences from the Ontario College

of Homeopathic Medicine, and is a Life

Coach, certified by the International

Coaching Federation. For two and a half

years she maintained a practice in Toronto

combining homeopathy and life coaching

in her work with her clients. During this

time she was also a health consultant at

the bustling Big Carrot Dispensary in

Toronto, where she has been Assistant

Manager since the fall of 2008, and has

appreciated the life experience and

knowledge she gained from that role.

TallGrass would also like to welcome

Muireann Peters to her new role as

Ontario Account Manager. Peters has

been in the Natural Health industry for

eight years, receiving a Master Herbalist

Diploma from the Australasian college of

Health Sciences. This Voyage began with

an interest in herbs, which is reflected in

the abundant herb garden that she now

grows. Always seeking Knowledge in

Health and Nutrition, classes and reading

are a part of the routine. She enjoys

painting, friends, the gym and playing

“dress up.” She is always grateful for the

support received and the friendships

made on this journey.

Jenn Slattery Amy Jefferies Muireann Peters


New Addition to Burt’s Bees Team Christine Jackson has joined the Burt’s

Bees Canada team as National Training

Manager. Jackson has extensive

experience in sales, marketing and

education including four years with

Moor Allure Naturals and two years

as National Account Manager for

Purity Life Health Products. “Acting

as the National Training Manager for

Burt’s Bees Canada provides me with

a wonderful opportunity to reach out

and talk to people about three topics

that I am very passionate about. The health benefi ts of using natural personal care

products, making choices that have minimal impact on our earth, and helping others

– which I do by sharing product information, beauty and wellness tips and making

learning fun,” says Jackson, speaking exclusively with ihr. “It is important to me to feel

good about what I do in my career. Being the Canadian training manager for Burt’s

Bees – a ‘truly’ natural personal care, earth-friendly, socially responsible company – is

a joy for me.”

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industry news

25 Fare Game |

Introducing Groupe 8Sean Crockett and Jason Spring announce

the forming of a new Canadian brokerage

company and their latest national broker

partnership. Sean Crockett has left his

position with Integra Marketing and

formed Groupe 8 – a sales and marketing

company committed to setting a new

standard for broker representation.

Crockett has a number of associates

who will be joining him as the company

grows and at this time Crockett will be

the primary sales contact for Eastern

Canada. Groupe 8 has formed a strategic

alliance with Global Health Brokerage and

Distribution Inc. In Eastern Canada Groupe

8 will manage sales operations for Global

Health while Global Health continues

with National Brand Management and

Marketing. Global Health will in turn

provide sales services in Western Canada

while Groupe 8 handles their Marketing

and Brand Management Nationally. Says

Crockett, “We’ve hardly reinvented the

wheel here as there are other Broker

Partnerships in place already. What we

intend to do differently is to out-service

our competition and each provide

Regional Sales Coverage for our brands

and National Brand Management. “

New Director of Sales at Upper 49thUpper 49th is pleased to announce that

Tara Brewin has accepted the role of

Director of Sales overseeing both mass

market and health and diet businesses.

Tara is currently beginning the search for

a National Sales Manager to replace her

in managing the health and diet business

in Canada. This is a key position for us to

fi ll and it may take some time to fi nd the

perfect individual. Tara will continue

to maintain key relationships within

the health and diet market through the

transition and beyond.

Ranaz Appoints Interim CFOThe Ranaz Corp. announces the departure

of Sylvain Picard as Chief Financial Offi cer

and Secretary of Ranaz. Picard leaves the

Company to pursue other opportunities.

Ranaz has appointed Paul Guay as

interim Chief Financial Offi cer until a full-

time CFO is hired. Guay is a chartered

accountant since 1974 and has many years

of experience in business management.

He has worked for companies like Groupe

BMR Inc. (as VP Finance and Management)

and Vogue Pool Products Inc.

Christine Jackson


business news

26|

Dietary & HealtH

Company Name StockSymbol

Exchange Price03/10/10

Price03/30/10

% Change

52-WeekHigh

52-WeekLow

Last QuarterRevenue ($Millions)

P/ERatio

MarketCap

($Millions)

pHarmaceutical & biotecHnology

Abbott Laboratories ABT NYSE 55.030 52.510 -4.58% 56.790 41.270 8790.00 14.12 81,219.32

aEterna Zentaris Inc. AEZ TSX 0.850 0.820 -3.53% 3.490 0.800 8.56 N/A 47.98

Atrium Innovations Inc. ATB TSX 17.440 16.890 -3.15% 17.980 11.450 95.03 10.62 551.55

Burcon NutraScience BU TSX Venture 8.840 9.490 7.35% 10.500 4.500 N/A N/A 245.68

Ceapro Inc. CZO TSX Venture 0.085 0.080 -5.88% 0.180 0.050 N/A N/A 3.76

Cyanotech Corp. CYAN NASDAQ 3.900 3.240 -16.92% 5.760 1.610 3.98 9.57 17.01

Danone SA DANOY OTC 12.010 11.920 -0.75% 13.050 9.130 7520.00 17.94 36,560.00

Dean Foods DF NASDAQ 15.700 15.810 0.70% 22.090 14.270 3000.66 10.98 2,853.55

Forbes Medi-Tech Inc. FMTI OTC 0.140 0.160 14.29% 0.870 0.130 N/A N/A 0.80

Gaiam Inc. Cl A GAIA NASDAQ 8.400 8.670 3.21% 9.060 3.160 87.64 35.08 200.28

Hain Celestial Group Inc. (The) HAIN NASDAQ 16.910 17.760 5.03% 19.900 13.940 241.97 15.58 724.08

Hansen Natural Corp. HANS NASDAQ 40.880 43.320 5.97% 44.020 27.905 290.91 19.60 3,859.38

Herbalife Ltd. HLF NYSE 42.770 46.450 8.60% 46.700 14.710 630.87 14.38 2,828.80

Immunotec Inc. IMM TSX Venture 0.435 0.375 -13.79% 0.600 0.250 N/A 37.50 26.25

Inverness Medical Innovations Inc. IMA NYSE 40.240 39.510 -1.81% 44.870 25.800 546.17 329.25 3,287.63

Jones Soda Co. JSDA NASDAQ 0.540 0.630 16.67% 1.530 0.400 N/A 3.32 16.15

Lifeway Foods Inc. LWAY NASDAQ 11.820 11.960 1.18% 14.940 6.570 0.00 42.71 200.69

Mannatech Inc. MTEX NASDAQ 4.130 3.430 -16.95% 4.970 2.270 70.07 28.58 90.83

Martek Biosciences Corp. MATK NASDAQ 22.590 22.560 -0.13% 25.430 17.010 89.76 18.49 750.57

Matrixx Initiatives Inc. MTXX NASDAQ 4.760 5.010 5.25% 19.740 3.610 28.46 10.14 47.39

Medical Nutrition USA Inc. MDNU NASDAQ 2.085 2.200 5.52% 2.965 1.200 0.00 220.00 31.02

Natural Alternatives Intl. NAII NASDAQ 8.250 7.850 -4.85% 8.580 5.600 17.25 12.08 55.50

Natural Health Trends Corp. BHIP OTC 0.170 0.220 29.41% 1.062 0.130 N/A N/A 2.39

Naturally Iowa Inc. NLIA OTC 0.009 0.015 61.11% 0.025 0.005 N/A N/A 3.56

NBTY Inc. NTY NYSE 50.260 48.260 -3.98% 50.270 13.740 751.15 14.76 2,985.85

Neptune Technologies & Bioressources Inc. NTB TSX Venture 2.030 2.050 0.99% 2.930 0.920 N/A N/A 77.25

Nutraceutical Intl. Corp. NUTR NASDAQ 15.290 14.470 -5.36% 15.670 6.570 106.20 17.19 542.55

Nutrition 21 Inc. NXXI OTC 0.030 0.030 0.00% 0.370 0.020 N/A N/A 2.50

Reed’s Inc. REED NASDAQ 1.740 1.710 -1.73% 2.540 0.928 0.00 N/A 15.77

Reliv Intl. Inc. RELV NASDAQ 3.010 2.924 -2.86% 4.800 2.080 20.67 14.62 35.76

Schiff Nutrition Intl. WNI NYSE 8.900 8.310 -6.63% 11.000 3.980 53.32 14.58 231.18

Senetek PLC SNKTY OTC 1.060 0.860 -18.87% 1.510 0.900 0.00 N/A 6.58

Quigley Corp. (The) QGLY NASDAQ 2.000 1.990 -0.50% 6.700 1.450 9.10 N/A 25.93

Tofutti Brands Inc. TOF AMEX 1.410 1.464 3.83% 1.969 0.710 0.00 18.30 7.58

USANA Health Sciences Inc. USNA NASDAQ 31.160 31.710 1.77% 37.190 20.780 116.78 14.61 485.48

XELR8 Holdings Inc. XELR OTC 0.180 0.180 0.00% 0.450 0.050 0.00 N/A 2.83

Amgen Inc AMGN NASDAQ 57.780 60.090 4.00% 64.760 44.960 3809.00 13.32 60,819.49

AstraZeneca PLC (ADR) AZN NYSE 44.380 44.500 0.27% 50.700 32.220 8945.00 8.56 64,500.52

Bayer AG BAYRY OTC 71.500 67.460 -5.65% 81.600 46.470 7872.00 29.57 55,790.00

Baxter Intl. Inc. BAX NYSE 58.480 58.670 0.32% 61.880 45.460 3470.00 15.44 35,369.80

Biogen Idec Inc. BIIB NASDAQ 58.710 57.710 -1.70% 60.280 41.750 1127.06 17.23 16,689.73

Biovail Corp. (USA) BVF NYSE 15.480 16.820 8.66% 16.870 9.260 231.63 14.68 2,716.57

Bristol Myers Squibb Co. BMY NYSE 25.650 26.760 4.33% 27.070 18.830 5033.00 16.42 53,011.02

Cephalon Inc. CEPH NASDAQ 71.530 70.790 -1.03% 72.870 52.550 575.11 16.42 5,285.18

Dr. Reddy’s Laboratories Ltd. (ADR) RDY NYSE 26.010 28.180 8.34% 29.230 8.400 373.00 18.30 4,754.53

Elan Corp. PLC (ADR) ELN NYSE 7.250 7.250 0.00% 8.590 4.610 300.00 N/A 3,450.28

Eli Lilly and Co. LLY NYSE 35.340 35.900 1.58% 38.000 30.910 5934.20 8.10 41,249.82

Gilead Sciences Inc. GILD NASDAQ 47.280 45.610 -3.53% 50.000 41.310 2032.38 16.17 41,045.35

GlaxoSmithKline PLC (ADR) GSK NYSE 37.660 38.230 1.51% 43.470 28.670 13217.50 11.31 99,182.00

Genzyme Corp. GENZ NASDAQ 57.600 52.520 -8.82% 63.470 47.090 1080.63 34.10 13,937.76

Johnson and Johnson JNJ NYSE 64.290 64.900 0.95% 65.950 50.120 16551.00 14.02 179,065.59

King Pharmaceuticals Inc. KG NYSE 12.220 11.900 -2.62% 13.200 6.680 439.11 10.82 2,954.06

Life Technologies Corp. LIFE NASDAQ 52.280 52.760 0.92% 54.060 29.470 871.11 66.54 9,540.00

Merck and Co. Inc. MRK NYSE 36.670 37.660 2.70% 41.560 22.330 10093.10 12.15 79,419.67

Mylan Inc. MYL NASDAQ 21.820 22.650 3.80% 23.300 11.660 1351.82 75.50 6,921.39

Novartis AG (ADR) NVS NYSE 54.670 53.650 -1.87% 56.420 35.200 12926.00 14.54 121,849.88

Perrigo Co. PRGO NASDAQ 50.100 58.680 17.13% 58.670 23.120 583.17 24.86 5,359.24

Pfizer Inc. PFE NYSE 17.150 17.260 0.64% 20.360 12.750 16537.00 13.48 139,280.26

Roche Holding Ltd. RHHBY OTC 41.620 40.080 -3.70% 45.190 28.040 N/A 18.96 13,829.00

Sanofi-Aventis SA (ADR) SNY NYSE 38.270 37.240 -2.69% 41.590 25.570 10097.60 12.33 97,980.30

Shire PLC (ADR) SHPGY NASDAQ 65.820 65.780 -0.06% 68.240 33.330 893.30 16.62 12,302.18

Sigma-Aldrich Corp. SIAL NASDAQ 52.970 53.990 1.93% 56.290 36.910 572.50 19.21 6,570.04

Techne Corp. TECH NASDAQ 65.120 64.890 -0.35% 69.950 51.110 65.52 23.18 2,417.15

Teva Pharmaceutical Industries Ltd. (ADR) TEVA NASDAQ 60.940 63.570 4.32% 64.950 42.766 3802.00 18.86 58,420.83

Watson Pharmaceuticals Inc. WPI NYSE 40.580 42.150 3.87% 42.500 28.060 785.70 13.82 4,473.80

Aeterna Zentaris Announces Fourth Quarter and Fiscal 2009 ResultsAeterna Zentaris Inc. has

announced their financial

and operating results for the

fourth quarter and the full year

ended December 31, 2009. The

company, which specializes in

late-stage drug development

for oncology and endocrine

therapy, completed two

registered direct offerings of

common shares and warrants

with United States institutional

investors for combined gross

proceeds of $15.5 million. The

company returned to quarterly

profit with the assistance of

higher licensing fees but said a

dashed partnership agreement

would wipe out most of that

benefit for the rest of the year.

Planet Organic Concludes Sale of Trophic Vitamin DivisionPlanet Organic Health Corp.

has concluded the sale of its

Trophic Vitamin Division and

six of its Healthy’s locations in

a bid to reduce corporate debt.

The Trophic Vitamin Division

was sold to Atrium Innovations

for $10.6 million gross proceeds

while the six Healthy’s

locations were sold to Good

Health Mart in Ontario for an

undisclosed amount. The sale

of the two holdings are part of

a corporation restructuring that

Planet Organic Health Corp.

initiated six months ago.

Schiff Announces Third Quarter 2010 ResultsSchiff Nutrition International

Inc. has released their financial

results for the third quarter of

fiscal 2010. The company’s net

sales for the third quarter were *This selection of securities is not to be interpreted as a solicitation and companies are not endorsed by Rive Gauche Media

Fair Trade

026-028.IHR_BizNews_re2.indd 26 5/4/10 12:07:22 PM

$53.3 million, compared to $49.9 million

for the same period in 2009. Net income

increased to $5.7 million and increase of

$2.1 million over the comparable quarter

in 2009. In addition to third quarter

results the company also announced

a special cash dividend of $0.50 per

share payable to shareholders on April

14 at close of business on March 31,

2010. The special cash dividend comes

after the company’s board of directors

reviewed the financials and found

that the company has approximately

$58.8 million in cash and short term

investments.

Reed’s Inc. Announces Third Private Label CustomerReed’s Inc. has announced that

the Company has reached its third

private label agreement with a major

international food company. Reed’s

expects to begin shipping to the client’s

chain of 145 U.S.-based supermarkets

later this year. “We continue to see

significant upside to our private label

business, which has allowed us to tap

into new sales channels with some of

the largest and best known retailers in

the country,” said Chris Reed, Founder,

Chairman and CEO of Reed’s Inc., adding,

“Our third customer will also be picking

up a number of our branded products,

which reinforces the positive effect

our growing private label relationships

with mainstream supermarket chains

are having on increasing our branded

business line. Reed also addressed the

fact that North American shoppers

are increasingly buying private label

products. “We recognize the growing

trend in private label consumption, and

hope to have seven to 10 new private

label customers by the end of 2010. As

a result, we anticipate a record year as

our financials begin to reflect the hard

work we have put into this initiative.”

Gaiam Announces Record Fourth Quarter 2009 ResultsGaiam Inc. has announced record results

for the fourth quarter ended December

31, 2009. Fourth quarter 2009 net

revenue, operating income and EPS are

the best that they have recognized in

any quarter since their inception. Gaiam

attributes their strong performance to

the streamlining of the business during

the last few quarters and an internal

revenue growth of 18.7%. Net revenue

for the fourth quarter ended December

31, 2009 was $87.6 million from $74.5

million for the comparable quarter last

year. The gross profit for the fourth

quarter of 2009 was $45.9 million up

from $38.3 million for the same quarter

last year.

Reed’s and Jones Soda End Exclusivity Provisions of Potential MergerJones Soda Co. announced that the

Company has terminated the exclusivity

provisions of a potential merger

deal with Reed’s Inc. to explore an

unsolicited bid by a third party. Earlier

in March, Reed’s Inc. and Jones Soda

Inc. initiated an agreement in which

the two companies have entered into

a Letter of Intent for a merger that

would see Reed’s acquire Jones Soda

for a combination of cash and stock; a

deal which valued Jones at about $9.7

million. Reed’s and Jones Soda had until

April 5, 2010 to negotiate a definitive

agreement on an exclusive basis.

Under the terms of the Letter of Intent

at the time of the initial agreement,

Jones Soda would have received an

aggregate of 4.5 million shares of

Reed’s common stock and cash of $0.10

per share of Jones Soda common stock.

The companies said at the time that

the merger would give the companies

the opportunity to benefit from each

entities strengths – Reed’s portfolio in

direct selling and Jones Soda’s strong

national distributor structure. Since

ending the exclusivity provisions, Jones

has informed Reed’s that the Company

continues to be interested in discussing

a deal, but the Jones board, according

to a statement, wants to explore the

third party proposal and any other

strategic alternatives.

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business news

27|Fare Trade


business news

28|

Dean Foods End-of-Year SummaryDean Foods Co., the Dallas-based dairy

company, ended fiscal year 2009 with

positive overall results, despite a weak

fourth quarter, and saw its corporate

family rating and senior secured bank

facilities upgraded by Moody’s Investors

Service. Dean Foods secured bank

facilities rating was increased from B1

to Ba3 while the company’s unsecured

ratings were raised from B2 to B3. Their

Corporate Family Rating also jumped

from Ba3 to B1. Moody’s credited Dean

Foods improved ratings and stable

outlook on the company leading market

share in the United States dairy industry

and to falling prices in 2009.

SunOpta Announces Fourth Quarter and Fiscal 2009 ResultsSunOpta Inc. has announced their financial

results for the fourth quarter and year

ended December 31, 2009. The company

has reporter revenues of US$245.5 million

up from US$245.0 for the comparable

quarter in 2008. Adjusted earnings for the

fourth quarter of 2009 were $3.9 million

compared to an adjusted loss of US$1.1

million dollars for the fourth quarter of

2008. The company reported a loss of

US$2.2 million per diluted common share

for the fourth quarter of 2008 compared

to a loss of US$17.0 million per diluted

share for the comparable quarter in 2008.

Adjusted earnings for the fourth quarter of

2009 were US$3.6 million compared to an

adjusted loss of US$0.7 million per diluted

share in the fourth quarter of 2008.

Mannatech Announces Fourth Quarter and Fiscal 2009 ResultsMannatech Inc. has reported their fourth

quarter and year-end results for the

year and quarter ending December 31,

2009. The company has reported a net

income of $2.2 million compared to a

net income of $0.6 million for the fourth

quarter of 2008. Fourth quarter net sales

for 2009 were $70.1 million compared

to $76.5 million in the fourth quarter

of 2008. International sales increased

to $33.7 million up from $31.2 million

for the comparable quarter last year.

International sales in South Africa and

Australia showed significant gains in the

fourth quarter of 2008. The company also

named Dr. Robert Sinnott and Stephen

Fenstermacher as co-CEOs in the fourth

quarter.

Cyanotech Receives Temporary Non-Compliance NoticeCyanotech Corp., a world leader in

microalgae technology, has received a

temporary non-compliance notice from

Nasdaq Listing Qualifications Panel.

Nasdaq claims that Cyanotech is not in

compliance with its listing requirements.

Cyanotech has only three independent

directors of the six total directors on its

board and fewer than three independent

directors on its audit committee. The

notice indicated that as long as Cyanotech

provides an acceptable plan within 45

days to regain a majority of independent

directors on the board NASDAQ will

consider granting Cyanotech an exception

of up to 180 days from March 8, 2010.

Aeterna Zentaris Regains Compliance with NasdaqAeterna Zentaris Inc. announced that

the Company received a letter from the

Nasdaq Stock Market notifying Aeterna

Zentaris that the closing price per share

of the Company’s common stock was

above the US$1.00 minimum bid price for

10 consecutive trading days and that, as

a result, Aeterna Zentaris has regained

compliance with Marketplace Rule

5450(a)(1) the minimum bid price rule) as

of April 23, 2010.

Lifeway Foods Reports Record First Quarter 2010 RevenuesLifeway Foods has announced results

for the first quarter ended March 31,

2010. Total consolidated sales increased

16% to approximately $15,995,000 from

$13,736,000 during the same period

a year ago. CFO Edward Smolyansky

said, “We continue to grow our SKU’s

offerings at our existing customers while

at the same time adding new grocery

and retail accounts and opening up new

revenue channels such as convenience

stores. As is our historical norm, the

first two weeks of the year we shipped

approximately half of what we averaged

for the remaining 11 weeks of the quarter,

and for those remaining 11 weeks, we

averaged $1.350 million in revenue.

this increase in weekly shipments is

extremely encouraging as we look to

continue our growth in 2010.”

Hansen Authorizes Share Repurchase ProgramThe board of directors of Hansen Natural

Corp., a California-based beverage

company, has authorized a share

repurchase program for the repurchase

of up to $200 million of the company’s

88,160,693 outstanding stock (as of

February 12, 2010). Hansen Natural Corp.

was able to purchase approximately

$189.8 million of common stock until

the board of directors terminated the

common stock repurchase program in

April 2008.

Quigley Reports Fourth Quarter 2009 ResultsThe Quigley Corp. reported net sales

of $9.1 million for the three months

ended December 31, 2009, compared

to net sales of $6.8 million for the three

months ended December 31, 2008.

Net income at the end of the quarter

in 2009 was $1.8 million, compared

to a net loss of $2.0 million for the

same quarter in the previous year. The

fourth quarter 2009 results reflect an

increase in net sales of $2.3 million and

a corresponding increase of $2.4 million

in gross profit. The Company decreased

costs by $1.0 million in sales, marketing

and administration, and by $278,000 in

research and development. This decrease

was due to implementing more cost-

effective marketing programs, reduction

in personnel and administrative costs,

and a reduction in clinical study related

costs. For the year ended December

31, 2009, net sales were $19.8 million

compared to net sales of $20.5 million

the year previous. <

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company profile

30| Fair Trade

Not every highly successful, nationally distributed natural products company can boast that its start was inspired by a little boy’s bath bubbles. However, this was exactly

the starting point for the exponential growth of the Green Beaver Company. In 2002, Karen Clark and husband Alain Menard, based in Hawkesbury, ON, began formulating their own chemical-free personal care products because like most babies, their son, Joshua, often ingested the bubbles in his bath water. Both Clark and Menard were educated with science degrees – Clark with a BSc in Biochemistry and Menard with a BSc in Microbiology – and had years of working in the chemical and pharmaceutical industries,

and were therefore concerned about the chemicals in personal care products – including those in the bubbles in Joshua’s bath water.

What began as a personal quest has evolved into a North American natural products enterprise. Canadians in particular have responded positively to this home-grown business, which, according to Menard, has played a major role in the company’s continued growth. “More and more Canadians are becoming aware and concerned about the chemical ingredients found in conventional products and their potential associated health risks. The increasing demand for certified organic products has contributed to our growth,” he says. “Furthermore, we have noticed that Canadians really do care about the fact that our products are made in Canada and that we use Canadian-grown ingredients.”

In Menard’s opinion, what sets Green Beaver and Green Beaver products apart from other companies in the industry is that Green Beaver is one of few certified organic manufacturers in North America. The use of Canadian-grown ingredients in the products also supports organic farmers and helps to minimize the amount of pesticides being spread, says Menard. Another equally important stand-out is that ideas for products usually come from consumers and retailers. A natural personal care products company that stays true to its roots (literally!) and also listens and responds to consumer and retailer needs has proven to be a successful coupling of personal, grassroots approaches and lateral, large-scale thinking. “Being Canadian, people feel comfortable conacting us directly by phone or email,” says Menard. “We really appreciate the suggestions, of which many have made it to market, such as our certified organic Green Beaver Junior products.” In fact, he adds, parents, specifically mothers, tend to be the ones to contact Green Beaver the most – another indicator that Clark and Menard were right on the mark in tapping into the very market they were part of when they started the Company.

The Green Beaver Company gets personal with organic personal care products.

Home-Grown Goods

By Dani Ng-See-Quan

Lucian Ionescu and staff member.

030-031.IHR_Company_re.indd 30 4/28/10 6:24:03 PM

company profile

31Fare Trade |

Green Beaver provides an extensive list on the company website of ingredients they don’t use in their products, including 1, 4-dioxane; parabens; synthetic fragrances; talc; formaldehyde; benzoyl peroxide; mineral oil; and synthetic pigments and colours. In short, Green Beaver sticks true to an “organic” approach and the Company’s definition of the word – “free of unwanted chemical ingredients.”

Green Beaver is a licensed certified organic manufacturer, meaning their products have been manufactured according to strict organic and ecological standards, verified by internationally recognized independent organization Ecocert. The Company utilizes and prioritzes Canadian-sourced ingredients whenever possible, such as organically grown carrot, cranberry, mint, Labrador tea, willowherb and sweet fern. The Company also does its own water-based plant extractions from organic Canadian crops – which, says Menard, encourages more farmers to adopt organic growing practices. He explains the methodology in developing products, the first step being to match the best ingredients for the purpose

Company Name: The Green Beaver Company

Location: 760 Tupper Road, Hawkesbury, OntarioCanada K6A 3H2

Phone: 1-888-666-1206Website: www.greenbeaver.com

Number of Employees: 19

New Products:Lip Shimmers, Gardener’s Hand and Heel Balm, Gardener’s Body Lotion, Green Beaver Junior products (Foaming Body Wash, Conditioning Detangler, Bubble Bath, Foaming Hand Soap, Gentle Shampoo, Lip Balm)

Key Personnel: Alain Menard, Co-FounderKaren Clark, Co-FounderPhilippe Gapp, National Sales DirectorLucian Ionescu, Chief Formulator Chemist, Director R&D

At A GlAnce

Green Beaver staff.

of that particular product. Says Menard, “For example, we were seeking an ingredient that would be moisturizing and at the same time not be tacky for lip shimmers. We came up with cranberry seed oil from British Columbia.” He continues, “We have a new R&D laboratory where we formulate our products. It usually takes us at least 15 prototypes before coming up with a final formula. To validate the formula, we ask retailers, employees, friends and family members to test our products, which they all do very happily.” Menard says that ingredient sources aren’t easy to find – the decision to use B.C. cranberry seed oil in the lip shimmers, for example, was reached because it was the only certified organic source in Canada. Other than doing their own research, Green Beaver gets information for ingredient sources from places like the Organic Trade Association (OTA), trade shows and word of mouth.

The Company has been testing the waters south of the border with some products in a small health food chain in southern California. “We were pleasantly surprised to discover that Americans also appreciate the fact that the products are Canadian and made with Canadian-grown ingredients,” says Menard. “[The store management] told me that their customers perceive Canada as pure, which translates into their perception of our products.” According to Menard, the Company is also planning to introduce Green Beaver products to the rest of the United States and South Korea.

Green Beaver’s line includes children’s, facial care, hair care, lip shimmers, toothpastes, deodorants and body lotions, and the first line of organic sunscreens in North America on the way via a research grant from the National Research Council of Canada. With over 50 personal care products available, and a team that has grown from five employees to 19 since 2008, Green Beaver has been steadily building upon firm roots. This makes sense for a company named after an animal that works as a keystone species in an ecosystem. Green Beaver’s long-term goal is in fact quite similar to that with which the Company started. Says Menard, “We will continue raising awareness amongst consumers about the chemicals found in conventional products and to inform them about the benefits of using certified organic products. That is the reason Green Beaver exists.” <

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W hen ihr first spoke with Nature’s Fare in March 2004, the Company had four stores in British Columbia. The brainchild of Rick Monahan, he opened the first store in 1981 in Victoria.

After a very successful reception from the pubic, Monahan sold the store in 1993, and opened new stores in Kelowna (1994), Vernon (1995), and Penticton and Kamloops (both in 1998). In just six short years since Nature’s Fare first graced ihr’s cover, the Company now has seven stores, the most recent of which opened in Langley. In short, the consumer demand was there, and Nature’s Fare answered it. According to Alexa Monahan, Director of Marketing, Nature’s Fare’s staying power and continued success comes from the fact that the Company has always remained true to its values – even in the face of the recent recession.

Steady GrowthSince 2004, Nature’s Fare opened a second location in Kelowna, along with new stores in West Kelowna (formerly West Bank), and the newest in Langley. In the last five years, the Company also opened an online store. Monahan says that these expansions were a combination of both consumer demand and trying to reach more people, the online store specifically being a way to expand outside of the Company’s market. Knowledge is power, and there’s certainly no lack of knowledge amongst the Nature’s Fare conglomerate. Natural and organic foods are now hot-button topics – whether in the news or pop culture – and the public is becoming increasingly aware and conscious of both making healthy decision and of the environmental impact of their decisions. That’s another reason that Nature’s Fare has fared (no pun intended) well – the Company and its stores have proven to be dependable and reliable stores for customers in the area of natural health from day one.

FareGame

By Dani Ng-See QuanPhotography by Katie Huisman

How Nature’s Fare continues to hit the mark – and beyond – after more than 30 years in the industry.

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The Nature’s Fare Philosophy 2.0The pillars of the Nature’s Fare philosophy have been, and continue to be, providing customer education, competitive pricing, and the highest quality product mix, all in a one-stop shop. Monahan says that while, indeed, the blocks upon which the Nature’s Fare philosophy is based haven’t changed, a change in consumer behaviour – that is, the greater interest in natural health – has lead to an even greater emphasis on consumer education to help guide the way. “Education for customers, for the public in general, the importance of living the organic lifestyle – I think we’re shifting more towards that a little bit,” says Monahan. “I think that organics really is a lot more trendy than it was back [in 2004].” She adds, “People don’t know why it’s more important. I see that it’s really important because there’s so much factory farming, GMOs becoming more pervasive in our society. I think that this is the way for the future – so education is really important.”

Customers have come to rely on the Company and its values, says Monahan, something she says has contributed to the Company’s continued success and growth. “We didn’t compromise when the recession set in,” she says. “We didn’t lay off a lot of people. We didn’t change our product focus. We’ve remained true to our product mix – only the highest quality products. If it’s organic,

we’ll carry it. If it’s not available in organic form, we’ll get the best possible. We didn’t bring in any mainstream conventional products into our stores [when it may have been cheaper to do so] – so I think that people have been able to rely on us for those higher quality products.” Monahan adds that the Company is very in-tune and aware of exactly what goes out to the public, including reading labels and analyzing every product that is sold. “We haven’t compromised on that, ever.”

The other fuel in the Nature’s Fare fire? The staff – probably the stars of the show, since they are at the frontlines of customer service and have built relationships of trust with Nature’s Fare’s customers. “[Our staff] are absolutely amazing,” says Monahan. “They’re passionate, educated, they’ve built really strong customer relationships.” The equation works in a growing industry – customers feel comfortable returning to a store where there are people they can trust to advise them – reference point, so to speak. “There’s more of a demand for our products in general,” Monahan adds. “I think that locally we’re somewhat of a trusted authority on natural health.” Monahan says employees who are hired at Nature’s Fare has some kind of passion for natural health – whether they are qualified homeopaths or nutritionists, or individuals who have taken the initiative to take their own courses.

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Continuing EducationThe opportunity to learn and expand the knowledge bank remains available – Monahan says that the Company offers the staff the opportunity to take courses in natural health. The Company may, for example, pay a certain amount if a staff member wants to become a qualified herbalist, or pay for a certification course. Staff training also happens once or twice a week – anyone from a supplier to a local practitioner comes in and can inform the staff on what’s new with regards to products, ingredients or other trends. Practitioners from the community who aren’t on staff also come in to the stores for a few hours per week and answer customer and staff questions, or do talks. For example, says Monahan, both the Kelowna market and the Vernon market have their own local naturopaths who visit the stores; other local natural health practitioners – from chiropractors to those who do energy-balancing work – also visit the stores to do demos.

LangleyThe Langley location opened officially on February 18, 2010. Just under 12,000sq.ft., the store employs a staff of 16, including general manager Kathleen Johnson. It made sense that Langley was the chosen location for a new Nature’s Fare store. With several vitamin and health food stores and big box grocery stores in the surrounding area, all with growing natural grocery sections,

Johnson says Nature’s Fare is set apart from the pack by being the only one-stop natural shop. Says Johnson, “With a population of 150,000 within a 15-minute drive surrounding the store and no natural grocer? Langley is a growing city and there’s nothing close to what we offer the community.”

The passionate, educated staff members Monahan mentioned as one of the contributing factors to Nature’s Fare’s success are a mainstay at Langley, too. “The Vitamin department is so knowledgeable,” says Johnson. “I have three employees that have run stores for the past several years. They have more experience than most. I also have a homeopath on staff; my grocery manager has been in the health food industry for over 10 years. There’s a lot of experience at this store for sure.” Johnson herself comes to Nature’s Fare with a hefty natural health industry background. It makes sense that she says working at Nature’s Fare was an easy fit – her parents bought Langley’s Valley Natural Health Foods in 1986, and says all of her aunts and uncles owned health stores. “At 13, my summers and after school were spent working at the lunch counter – similar to the bistro at Nature’s Fare,” she says. “As I got older, I transitioned onto the shop floor at our health store and after graduation, developed into full-time.” Johnson attended education seminars and took courses through Wild Rose College in Vancouver (which at the time was located in BC and is now located in Alberta).

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After ten years of managing and working at her mother’s health store in Coquitlam, Johnson left the store and worked for three years as an inside sales rep and warehouse manager for a sports nutrition company before moving on to become a sales rep for Prairie Naturals, a position she held for seven years. “I was really missing retail and found an opportunity to run Pure Pharmacy Health Centre in South Surrey and was happy for the two years,” she says. “However, when I heard Nature’s Fare was opening four minutse away from my house and knowing what an incredible reputation they have in our industry, I had to see what was available.” A few emails between Johnson and the HR department led to Johnson’s plane ride to Kelowna four days later for an interview, in which she secured her position as the Langley store manager. Johnson calls this the “best move I ever made.” The fit is clear, and can be seen in the passion with which Johnson speaks about Nature’s Fare and the knowledge and insight with which she speaks about customers and the challenges that arise in the natural products industry. Her opinion of what has contributed to Nature’s Fare’s success is simple, and succinct: “The selection of products, the prices are more than competitive, and we excel in customer service and knowledge.”

Marketing, Merchandising and the Product MixMonahan says the product mix is similar at all Nature’s Fare stores – 30% vitamin supplements; 30% grocery; 15% produce, fresh meats and dairy; 15% bistro (the Apple Bistro); and 10% health and beauty aids and household items. Johnson says at the Langley

location, customers often ask for gluten-free products. She adds that customers are mostly seeking gluten-free and dairy-free products in grocery, and arthritic products in the vitamin section. “There’s a growing demand for chemical-free makeup,” she says.

One tricky aspect of any business – but especially with the natural health industry when it was first finding its legs – is how to market and merchandise products. In 2004, Doug Muldoon, the merchandising manager for Nature’s Fare at the time, had said that natural health products were best merchandised separate from mainstream brands in an attempt to highlight their benefits versus conventional products. In the years since – as Nature’s Fare’s growth has been parallel with the growing awareness and expansion of the natural health and products industries – the challenges in the areas of marketing and merchandising are somewhat different. Consumers have more of a sense of what they’re looking for, and they’re educated on the basics, but not the specifics – that is, they think natural or organic is better, but they’re not quite sure why, or they don’t understand the levels of quality that are available. “I think the challenge now that we weren’t facing back in 2004 is that more mass stores and vonentional stores are picking up organic lines, and a lot of them are trying to market to the organic lifestyle, whether that’s in terms of natural product or organic food,” says Monahan. “And for us it’s all about the education part of it now – why is it better to buy a naturally-sourced vitamin instead of a synthetically-made vitamin? Why is it better to buy a third-party certified organic product? Explaining

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to people why it is a little more expensive to buy an organic steak instead of a conventional steak, and why it’s better for us, and why it’s better for the world – I think that’s the challenge.”

Johnson echoes the fact that educating customers and getting the word out has become paramount – and letting people know that Nature’s Fare can offer education about customers’ health concerns. “The public is getting tired of the medical system. the amount of customers coming through our doors [at Langley] with gluten allergies, for example, is frightening,” says Johnson. “There’s definitely more demand for natural health products. I feel we don’t give the public enough credit – we need to educate them and create the demand for organic produce, for example, A lot of customers that take these supplements don’t even buy organic because they don’t realize it’s not just these veggies that haven’t been sprayed, it’s what the sprays do in the body that we need to educate them on.” She says that the best way to reach consumers is through customer service and, of course, education. “Making their shopping experience just that – an experience, so it’s personal – and through word-of-mouth we’ll be able to reach a lot of the public.”

In-Store Greening and Giving BackNature’s Fare has the giving out part of the equation firmly in tact – that is, educating customers and staff, offering high quality products and providing a reliable service and presence for the public. However, the Company also gives back, with several green inititiaves in the stores, as well as community involvement programs. For example, only biodegradable shopping bags are

offered to customers, as well as biodegradable cutlery and take-out containers at the bistros. The stores participate in composting programs where all of the produce scraps and deli scraps are saved and sent to local farmers to use. The stores also offer vitamin recycling programs, where customers can bring their bottles back in to the store for recycling. The greening actually starts at the corporate level – Monahan says that the corporate offices use all LED lights and recycled paper. In many cases, green initiatives and giving back are interlinked. For example, with the “Save A Bag” program, every time a customer chooses to either bring their own bag or not use a bag, they are given the option to take five cents off of their bill and donate it to the local food bank or the Sierra Club. Monahan says the program has been in effect for approximately three years, ad the Company has donated over $15,000. The Brilliant Brains Bookclub is a bookclub for elementary school students, who set reading monthly reading goals. Students document their reading and in return, are given a coupon for a healthy treat. Students are also entered in a yearly grand prize draw. Perhaps the simplest and most effective marketing tactic – making health and wellness fun – will have an early impact on the new generation.

Future OutlookArmed with a team of young and passionate employees, continuing opportunities to expand upward and outward, Monahan says that for the future, Nature’s Fare will continue to focus on growing its position in the natural health industry and reaching out to an even greater market. If the last six years alone are any indication, Nature’s Fare may just be nature’s fairest of all.<

At A GlAnceCorporate Head Office

#101, 4201-25a Avenue

Vernon, British Columbia V1T 7G8

Telephone: 250-542-5910

Vernon

#104, 3400-30th Avenue

Vernon, British Columbia V1T 2E2

Telephone: 604-552-2799

Kamloops

#5, 1350 Summit Drive

Kamloops, British Columbia V2C 1T8

Telephone: 780-452-4921

Penticton

#104-2210 Main Street

Penticton, British Columbia V2A 5H8

Telephone: 250-492-7763

Westbank

#104-3480 Carrington Road

Westbank, British Columbia V4T 3C1

Telephone: 250-707-3935

Kelowna (Lakeshore)

4624 Lakeshore Road

Kelowna, British Columbia V1W 1X4

Telephone: 250-764-9010

Kelowna (Orchard Plaza)

#102-1876 Cooper Road

Kelowna, British Columbia V1Y 9N6

Telephone: 250-762-8636

Langley

#120-19880 Langley Bypass

200th St. Access

Langley, British Columbia V3A 4Y1

Telephone: 778-278-1300

website

www.naturesfare.com

key personnel - corporAte

Rick Monahan - Founder

Alexa Monahan - Director of Marketing

Roland Siegmund - Corporate Purchaser

Lisa Matheson - Corporate Grocery

Purchaser

Claire Monahan - Purchasing

Shaun Daniels - Corporate Operations

Manager

Ashley McGill - Creative Director

key personnel - lAnGley

Kathleen Johnson - Store Manager

Claire Monahan - Operations Manager

Tracy Guthrie - Office Manager

Jennifer Boyd - Vitamin Dept. Manager

Joe South - Grocery Dept. Manager

locAtions


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The Beverage Business: Boom or Bust?

Some hot items to watch in the slowly recovering organic beverage industry.

By Denise Deveau

Sales of natural and organic products have taken a bit of a hit in recent months. While die-hard natural/organic shoppers have been staying the course in their product selections,

mainstream customers that were willing to pay a bit extra for natural or organic offerings have been reverting to more frugal practices.

According to a recent study from Mintel International Group, entitled “Natural Products Marketplace Review: Beverages – US – December 2009,” the recession “reversed, or at least slowed down consumers” in terms of making healthy choices.

Of the three natural/organic categories (beverages, shelf-stable products, refrigerated/frozen), the beverage market was the hardest hit, showing a 2.4% decline in sales for 2009 in FDMx (food drug mass merchandising – Wal-Mart excluded) and natural supermarket outlets.

While the market is expected to recover, Mintel reports it will be a long time before retailers can expect to see the pre-recession growth numbers. The largest segment in the natural/organic beverage category is juices and functional drinks, accounting for 24% of total beverage sales. Sales for this group declined by 1.1% over the 2008/9 time frame. Natural/organic milk saw sales fall by 2.7% as consumers moved to lower priced private label/store brands.

The non-dairy beverages segment did fare better with shoppers with health concerns, and did not decline. However, the natural/organic other RTD (ready to drink) beverage segment saw a 4.5% decline in 2009, partly because consumers tend to view them as discretionary purchases.

Consumer WishlistConsumers are definitely back to checking out sweeteners when reading the labels, says Michal Kellner, grocery director for Planet Organic Market in Calgary. “Stevia is an all natural sweetener that is making a huge comeback these days.” In fact, Stevia has become such an attractive low calorie sweetener that well-known large scale beverage manufacturers have stevia-containing drinks in product development. According to Mintel, 24 beverage products containing stevia were launched in North America in 2009.

Mark Christianson, director of sales and marketing for SunOpta Grocery West in Vancouver says he has seen movement in low calorie and lightly sweetened beverages. “We’re seeing a lot more entries in 100 calorie and lower flavoured beverages.”

One hot item of note is coconut water for its potassium, magnesium and electrolytes. “Demand for coconut water is just massive,” Kellner says. “We carry three main brands and whenever these go on promo, we move quite the volumes.”

“Coconut water is a huge trend right now,” confirms Christianson. “It’s almost impossible keep it in the warehouse and on the shelves.”

Antioxidant fruit juices remain consistently strong, with acai, goji and pomegranate still topping the shopping lists, Browne adds. All natural/organic energy shots such as yerba mate offerings are triggering interest, as well as natural/organic sparkling beverages with the introduction of new eye-catching packaging.


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Antioxidant fruit juices remain consistently strong, with acai, goji and pomegranate still topping the shopping lists, Browne adds. All natural/organic energy shots such as yerba mate offerings are triggering interest, as well as natural/organic sparkling beverages with the introduction of new eye-catching packaging.

Aloe vera juices and waters are also gaining popularity, more so on the medicinal side for people in the 35 to 55 age range versus coconut water which is considered to be more of an every day beverage and appeals more to the 25 to 45 year group, Matt Lurie, president of Organic Garage in Oakville explains.

On the waterfront, Christianson reports that bottled water is in “a serious decline in a big, big way.” Lurie, however, does say there has seen an increased interest in higher alkaline content bottled waters. “That’s been relatively new, but older people on medications especially are well aware of what alkaline means to the body. Younger people want it because it has had a very high profile on the MTV show Real World.”

The Milk FactorAlthough organic milk sales remain relatively strong, cost remains a sticking point for the average shopper. Lurie maintains that keeping organic milk sales up demands a lot of education for consumers. At the same time, sheep and goat’s milk are gaining significant ground. “A couple of years ago sales were sparse. Now the 4-litre bags are a regular item for us.”

For consumers after alternative dairy and non-dairy beverages, Lurie has noticed a steep decline in the soy beverage category in his stores. (Christianson notes that there have been declines in the aseptic format, but others remain strong).

“When we opened we were buying products by the pallet. Now it’s a stretch to get through half as much as we order,” Lurie says. “Rice milk is down slightly as well.” He contends that the decline has been offset by the growing strength of pure juices (not including carbonated or aloe drinks), such as pomegranate, black cherry and cranberry.

Perhaps the biggest item of note has been organic almond beverages, which are rapidly becoming a favourite for the lactose intolerant and children. “The taste profile is more amenable than soy or rice and it’s a great alternative to cow’s milk. Kids have really latched onto it, so it’s not a hard sell. I can’t keep it on the shelf,” Lurie says.

“Fresh almond beverage is setting the world on fire and is growing at an incredible rate,” Christianson reports. “These products are pretty much sold before they even hit the stores.” He adds that a new product on the horizon is a sunflower milk substitute beverage.

Tis the Season Kellner adds that paying attention to seasonal trends can certainly help the sales cause. At Planet Organic, lemonade is the hands down category winner during the summer months, although cider and iced tea also show a spike as temperatures rise, as well as

Coconut Water


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41Fare Game |

organic ginger ale and root beer. “These are very big with younger generation shoppers dropping in to buy a drink.” Right now he’s particularly keen to bring in a new line of iced teas that include rooibos and pu-erh versions.

For the festive season, sparkling fruit and cider are popular items. “There’s a terrific new white jasmine sparkling tea that I would recommend to anyone to try,” Kellner says.

During the post-holiday season, Lurie says there is a definite upswing in sales for coconut water, energy shots and medicinal beverages such as aloe vera drinks. “That’s when everyone wants to change their lifestyle. The back to school season is also a good time for beverage sales.”

Try, Try Again Merchandising natural/organic beverages can mean taking a few practice runs before you get it right, Kellner advises. He does a velocity report over 15 months, simply because it takes time to get new products into the flow. “If it’s new you need to try a few marketing spins so you know what works or doesn’t,” he says.

He will often realign his merchandising to reflect the top SKUs and ensure the proper fill rates. Products on promotion are often presented in a pallet display near the store’s entry point. Often they set up demos next to the display for sampling and to provide customers with information about the beverage, its benefits and why it’s on special. He also maintains a fully stocked a grab-and-go cooler near the checkout to encourage impulse purchases.

While there is not shortage of new products coming to market, Kellner only takes on 20 to 25 in any given year. “We don’t wish to kill the top selling items by introducing too many new ones. It only confuses the customer.”

Lurie says he prefers to profile beverage products by brand. “While shoppers in conventional stores might go for the cheapest, the dedicated health food shopper is much more brand loyal and there’s not a lot of crossover in their choices. That means you won’t see a huge amount of SKUs for each product because you don’t need as much variety – one or two top brands will usually do.”

He will also do cross-merchandising, such as showcasing coconut water near the fresh coconut display, aloe vera juice with aloe vera leaves, or sparkling pear juice with the fresh Bartlett pears.

Packaging is also becoming a critical factor for consumers, Kellner says. “The world’s biggest producers of mineral waters went to plastic. Now it’s back to glass. A lot of customers are welcoming that. The environment is a key component in their decisions.”

“The miracle of merchandising is that we don’t always know why something sells where it is,” Lurie notes. “So we’re constantly reinventing.”<

Pomegranate Juice


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Antioxidants: A PrimerAntioxidants are health-protective compounds found in plant-based foods. Examples are vitamins like vitamin C and E, phytochemicals like f lavonoids or carotenoids (family of pigmented compounds found in plants), and minerals like selenium. Antioxidants can slow down and even stop damage to the body’s cells, which can occur through free-radical damage. Antioxidants can also protect against various types of disease and disease-related damange, such as that of diabetes. Vitamin E, for example, has been shown to have heart-protecting benefits. Most customers are aware that antioxidants naturally occur in vegetables, fruits, whole grains, beans, nuts, vegetable oils, red wine and green tea, so it makes sense to think outside the box when marketing the idea of antioxidant supplementation.

• Customers want the best of both worlds – both nutrition and fl avour – so highlight the delicious taste of antioxidant rich superfruits like açai, goji berry and mangosteen.

• Customers are attracted to “new” superfruits from distant locales. Highlight the exoticness of superfruits especially lesser known fruits like feijoa, yumberry, jostaberry, cherimoya, babaco, dragon fruit (and its cousin pitahaya or yellow dragon fruit), jackfruit, maqui berry and carambola.

• “Antioxidants” is currently a buzz word, with very few customers actually understanding what the benefits and functions of antioxidants. � is lack of knowledge may prove to be an obstacle for future of the category. Take some time to educate customers on the benefi ts and functions of antioxidants.- Customers don’t realize that not all antioxidants are created

equal – diff erent superfruits have diff erent benefi ts and functions.

- Connect specifi c antioxidants to specifi c health issues (antiaging/skin care, heart health, blood pressure).

• When advertising to customers, keep the message simple. Don’t confuse customers with technical, scientifi c jargon.

PO

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By Septembre Anderson and Dani Ng-See-Quan

“Antioxidant” is a buzz word and consumers want more. Here are some tips on translating the buzz into business.

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• Semantics matter! According to a recent U.S. study by Decision Analyst, foods labeled as “rich in antioxidants” are much more likely to be consumed “very frequently” or “somewhat frequently” (40%) by consumers compared to foods labeled as “antioxidants added” (25%). Says Diane Brewton, Senior Vice President of the Market Intelligence Group at Decision Analyst, “This is likely due to the perception that foods rich in an ingredient are more natural and less processed, compared to foods that have these ingredients added to them during the manufacturing process.” Keep this in mind for cross-merchandising (for example, your natural/organic grocery section with vitamins and supplements) and labeling your displays and signages.

• Make note of the convenience factor in obtaining essential antioxidants from supplementation.

• Think seasonal when planning your marketing, and cross-merchandise your supplements and vitamins with your organic grocery section, if applicable. For fall and winter:- Foods rich in antioxidants: artichoke hearts, kidney and

pinto beans, cranberries, pecans, prunes, spices like cloves, green tea, leafy vegetables like spinach and collard greens

- Vitamin and supplement needs: According to a study published in the Journal of Nutrition, maintaining adequate levels of vitamin D during the winter months requires a daily dose of four times the current recommended dose. Greens supplements can supply the same antioxidant boost as dietary intake of leafy vegetables.

• For spring and summer:- Foods rich in antioxidants: cherries, strawberries, guava,

papaya, watermelon, granny smith and red delicious apples, mango.

- Vitamin and supplement needs: Antioxidants that are prevalent in spring and summer foods are lycopene, phytochemicals, vitamin E, vitamin C.

• Develop reading materials, pamphlets or brochures with information about the antioxidant supplements available in your store and how they can benefit health or specific conditions.

• Tout the beauty benefits of antioxidant by highlighting certain ingredients in your personal care section. For example, antioxidants fight free-radical damage that can cause skin wrinkles, sun damage, loss of collagen and dehydration.- Grape seed extract promotes wound healing.- Soy isoflavones decrease skin roughness and improve

collagen levels.- Coenzyme Q (ubiquinone) reduces protein damage- Vitamin A and vitamin C (L-ascrobic acid) help in early-stage

collagen production.- Vitamin E protects cell membranes from destruction and

damage because it’s lipophilic (likes being around fats); can help prevent redness, DNA damage and sunburn if applied before sun exposure.

• Tailor your marketing to your demographic. Older buyers (reduce cognitive decline, arthritis, heart disease), middle-aged buyers (anti-aging, cancer prevention, decrease clogging of arteries), athletes (make a difference in endurance and muscle soreness during and after a workout).

• Make customers aware that effects of antioxidants will not be immediately felt.- Customers will be more likely to stick to a product if they

know that it is not a silver bullet with quick results.<

“Customers want the best of both worlds – both nutrition and flavour – so highlight the delicious taste of antioxidant rich superfruits…”

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PLAY HARDBulk up your sports nutrition category sales!By Vicky Rizothanassis, ND

Over the past few years, sports nutrition products have become more and more popular as consumer attitudes are changing towards attaining better health and well-being. � e sports nutrition and weight loss industries have become

synonymous with one another. Both dieters and athletes share a common goal – fat loss and muscle gain. Supplementation using products in these categories are useful for anyone who is looking to reduce weight, improve health and decrease the risks of chronic disease or to enhance athletic performance. � e rise of these products is no longer solely focused on muscle building, but is geared towards improving one’s health and stamina. Innovative energizing concepts are surfacing. Along with strong marketing back up, these products are on the rise in today’s health-crazed market. While supplementation cannot replace the importance of proper nutrition, these products are certainly safe and benefi cial additions to a healthy lifestyle.

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According to the Nutrition Business Journal, the sports nutrition and weight-loss category is one of the biggest and fastest growing categories. � e sector continues to increase in sales and product innovation, despite the FDA warnings, product recalls and negative press that the category has received over the past year. However, this was not accomplished without eff ort. Manufacturers, marketers, suppliers, and retailers are facing many challenges in promoting the products falling under this category. A survey conducted by the Nutrition Business Journal on sports nutrition and weight loss companies found some companies have seen moderate to mild decline in sales but they combated this with aggressive marketing.

� e down economy does not seem to have aff ected sales, in part because consumers are focusing more on disease prevention and are looking to avoid trips to the doctor’s offi ce and taking prescription medications. In fact, the Nutrition Business Journal’s 2007-2008 analysis of the sports nutrition and weight loss categories reveals that this sector yields $18.2 billion in the U.S. market alone. In 2009, the sales ran up to $21 billion, still up 5% from the previous years.

More and more companies are producing “natural” and/or “organic” sports nutrition products. Some companies, for example, market their product with taglines touting the product as a performance optimizer that is also “natural or plant-based.” It is composed of mostly organic ingredients and is free of common allergens such as gluten, dairy and soy. � ere are no synthetic ingredients, but only natural plants and herbs such as yerba mate, rhodiola, ginseng, devil’s claw and turmeric.

Combination formulas with low-dose caffeine to induce thermogenesis without the concerns related to excess caff eine intake are also quite popular for those wishing to lose some weight, and to help enhance athletic performance naturally. � ese types of natural ingredients and additive-free products are drawing customers to these products over regular or mass market products.

Mark Tallon, a nutritional consultant, has chosen glucomannan, a specialty dietary fi ber, as one of his top choices of ingredients for continued potential in the sports nutrition category. This fi ber delivers mannose and glucose, which has the ability to increase satiety, support body weight reduction and benefit cardiovascular health.

Creatine is another product that has many future opportunities. It is used as an energy source for increased strength and power during highly anaerobic workouts. Formulas containing creatine help increase muscle strength and endurance, assist in stronger muscle pumps, aid in a quicker recovery between workouts as well as increase muscle size, fullness and density.

Protein powders are big on the marketplace and they are not just for bodybuilders. Although those who want to build muscle rely upon these powders to insure they are getting high enough levels of amino acids necessary for building and repairing muscle, research is showing that these powders can boost the immune system, facilitate healing of wounds, and promote healthy skin. Protein shakes in the morning can help to stabilize blood sugar levels, helping one to control food cravings and body weight.

� ermogenics, also known as fat burners, stimulate the central nervous system, and can be used short-term to achieve weight loss. � ey increase one’s basal metabolic rate, increase energy, decrease appetite and promote less water retention. However, it is important to note that using these products long-term will lead to increased tolerance and will eventually lead to no benefi t in fat loss. Before using any thermogenic products, it is important to consult with a physician, especially if there are underlying or pre-existing medical conditions.

According to Aisha Manji, a naturopathic doctor working at Noah’s Natural Foods, in-store marketing and posters help draw consumers to this product category.


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Manji points out that many companies and retailers are promoting products for different times during the training period. For example, promotion of pre-season products may focus on building strength and size. Products during game-time offer explosive endurance and energy. Those products formulated for post-game recovery are geared towards immune enhancement and muscle repair.

Marketers are varying packaging and product sizes for shelf space allocation and consumer appeal. Many companies are paying more attention to design, creating a tasteful, sleek look. Some companies are also keeping sustainable or reusable packaging

in mind this environmentally-friendly outlook is becoming increasingly important to consumers. The reusable containers from some products can be used to hold such things as a toothbrush, jewelry or to store any other knick-knacks around the house. In this manner, marketing of the products lives on as well!

The main demographic in this category is men in their mid-20’s and 30’s. Mostly younger consumers are targeted with roughly three men to every two women using these products. Women generally seek products to boost weight loss with a combination of diet and supplements, whereas men are mainly looking for products that will help them build muscle. The sales of dietary supplements alone has reached $17 billion in the U.S market. According to Katie, a nutritionist working at Noah’s Natural Foods, most of the customers seeking sports nutrition products are sent to the store by their trainer’s, while a small subset are inquiring about products that they have researched online.

Sports nutrition and weight loss products include supplements in the form of pills, nutrition bars, sports and energy drinks, powders, and low-carb foods. The pie graph on this page from the Nutrition Business Journal shows estimates of consumer sales in each category for 2009.

In terms of how much space should be allocated to this category, it depends whether the retailer would like to put a more seasonal emphasis on marketing these products or to promote them year-round. Manji claims that there is generally much more interest

Sports & Energy Drinks 51%

Weight-Loss Pill-Form 8%

Nutrition Bars 11%

Low-Carb Foods 6%

Weight-Loss Meal Supplements 11%

Sports Nutrition Supplements 13%

Source: Nutrition Business Journal estimates (consumer sales).


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in January, due to New Year’s Resolutions, and in the spring and summer months as people are trying to shape up for bathing suit season. Combined with diet and exercise, many of these supplements can help consumers shape up and look their best. Some may think that merchandising and display are frivolous extra expenses for the small business owner, however they are an important part of the marketing plan. Retailers can do simple things that make a great impact on consumers. The store-front and windows should be made attractive and inviting. Promotional posters of products can be posted facing the street to draw customers in. Seasonal products can be placed in high profile locations. Using signage to identify categories will help customers pinpoint what they need and inspire them to make additional purchases. Setting up displays will also get customers interested in the products. For example, having an employee mix samples of your protein shakes will bring attention to the product and they will appreciate sampling it. Organize your store logically so that customers can find products easily and cross-merchandising of products will allow them to get what they need simply and quickly!

Referenceswww.naturalproductsinsider.com. Playing the Field – the Growing Market for Sports Nutrition.http://subscribers.nutritionbusinessjournal.com. Is the Economy Hurting Sports Nutrition and Weight Loss Sales? 09/01/09www.supplementscanada.com. Vega Sport. http://www.naturalproductsinsider.com. Nutritional Ingredients for Sports Success.http://nutritionbusinessjournal.com. 2009 Sports Nutrition and Weight Loss Report.www.naturalproductsmarketplace.com. Pre-Workout Formulas Increasingly Popular Among Athletes.

Top-Selling Points:• Supplementing with sports nutrition products is no longer only for bodybuilders, they are geared towards improving one’s health and stamina. Consumers are focusing more on disease prevention and are looking to avoid trips to the doctors office and taking prescription medications.

• Products or ingredients with many future opportunities are glucomannan, creatine, protein powders, and thermogenics.

• Many companies are paying more attention to design, creating a tasteful and sleek look for their packaging this will help to create an eyecatching display.

• The main demographic in this category is men in their mid-20’s and 30’s, so tailor your marketing materials accordingly.

• Sports nutrition and weight loss products include everything from supplements in the form of pills, nutrition bars, sports and energy drinks, powders, and low-carb foods. There are several opportunities to cross-merchandise due to category versatility.

• Promotional posters in store-front windows, place seasonal products in high profile locations, clear signage, setting up displays and sample tables.


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Natural health retailers, drug stores, grocery stores and even convenience stores, know that when someone has a cold or flu, he or she wants relief. Like it or not, cold

and flu season descends every year and if the past year is any indication, with concerns over the H1N1 virus, both old and new viruses will continue to send consumers running for prevention and reprieve. It is this constant return of cold and flu season that ensures the longevity and staple-like nature of the category.

In 2008, Canadians spent more than $300 million on over the counter cold remedies. While this number gives us a basis to understand the size of the market, numerous products are purchased for prevention and treatment of colds and flu that are not specifically marketed as such. Therefore, it should be considered that the market for over-the-counter cold and flu treatments is considerably more than $300 million a year. More than 700 Health Canada authorized, non-prescription cough and cold products are currently available in Canada .

Post H1N1: Cold and Flu Season

By Ronda Payne

The cold and flu category is now a year round retail anchor!

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The debate between natural health products and conventional products for treating colds and flu rages on. In 2006, the leading natural Canadian cold and flu product outsold the traditional market leaders. Natural health product retailers are in the unique position to talk to customers and share benefits of using natural products for their ailments while providing pros and cons of conventional treatments.

Conventional and alternative products in the cold and flu category are an “anchor” product line for many retailers. Although there is a need to keep shelves stocked with relief and prevention products year round, the traditionally heavier cold and flue season from October to April requires an increased offering.

Sheryl Jeffrey, Corporate Natural Living Director with Planet Organic Market notes, “We stay stocked up year-round due to things in the news like H1N1, but we typically prepare and order in September for the standard heavy season. We find it is heaviest October to February.” Jeffrey also comments that it is important to stay on top of related news issues, like H1N1, in order to meet the demand that comes.

Whole Foods, Metro Whole Body Buyer/Merchandiser, David Moore agrees, “We certainly put an increased emphasis on cold and flu products through the traditional season of October to April. We generally begin to give some increased exposure to these product areas in September, just after kids have gone back to school.”

With the need to keep a year-round availability of cold and flu products, both Whole Foods and Planet Organic Market ensure standard merchandising for the category. Whole Foods allocates a minimum four foot section to the products in their immune boosting area while Planet Organic Market merchandises their cold and flu line by manufacturer noting that this is two per cent or more of the average manufacturer line.

Both retailers utilize end-of-aisle, shelf caps or other displays to increase the seasonal presence of the category. Other tactics well-employed include: signage directing customers to the sections, inclusion at impulse sections (like the cashier station), in-store specials, shelf talkers, flyers, newsletters and social media. Together, these tactics ensure that customers are aware of new product offerings, the importance of boosting the immune system and keeping families healthy.

Echinacea, garlic, ginger, vitamin C, zinc, goldenseal and astragalus are perhaps the most commonly known and sought-out ingredients in cold and flu remedies. Recent years, however, have seen the increase in the use of ginkgo biloba, probiotics and antioxidants (among others) in prevention and treatment.

“ Natural health product retailers are in the unique position to talk to customers and share benefits of using natural products for their ailments while providing pros and cons of conventional treatments.”


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Moore notes that with the recent guidelines provided by Health Canada for the use of over the counter products for children under the age of six, homeopathic products have seen strong growth. Consumers are looking for effective products with no side effects and Health Canada recognizes that homeopathics are safe for use by children.

Vitamin D remains a ‘best-seller’ for consumers who want to avoid colds and flu. A steady flow of new medical research and mainstream media articles continues to drive popular demand for this versatile nutrient.

Vitamin D is one of the products Jeffrey has noticed an increase in demand in. She also points to the popularity of homeopathics and, “a new olive leaf complex has come out in a liquid form with 4,480 on the ORAC scale, per dose. It’s like a health tonic for the immune system,” she says. “You need to keep your immune system up, that’s why I’m happy with the proliferation of probiotics. Although they exist in food, it’s not going to be strong enough. It’s hard to match a great probiotic supplement. We’re particularly excited about a new probiotic gum. It’s a wonderful new delivery system that people are enjoying.”

There is no one single demographic for the cold and flu category since everyone gets sick from time to time, but both retailers commented on the increase of parents looking for products for their children. These are often first-time customers looking for safe alternatives to traditional remedies.

“If we encounter a person in the whole body department looking for assistance with a cold and flu product, our consultants often have a chance to chat with them about their general nutrition and health and can point them towards products to improve their general nutrition like multivitamins or greens supplements,” comments Moore.

Jeffrey notes that Planet Organic Market utilizes a similar strategy and points out, “even when someone gets a flu shot, it’s not a panacea so we really want to encourage people to boost their overall immune response.”

Growth in the category can be attributed to numerous consumer desires: alternatives to promote a stronger immune system, products to assist with or replace a flu shot, potential of reduced or no side effects, something safer than pharmaceuticals, desire to be in control of their own health and safer cold and flu products for children.

Jeffrey states that there was a boost in sales during the height of the H1N1 concerns and although that spike dropped, it has been responsible for a sustained increase in customers and sales.

“Many companies ran out of product last year,” confirms Jeffrey. “Last year was an anomaly with growth in sales (in the product category) of 40 to 60 per cent.”

Packaging for natural cold and flu products hasn’t changed significantly from the standard bottle or blister pack, but as Moore states, there have been increases in the claim or usage statements on packages with the compliance to the Natural Health Products Directorate. There has also been a resurgence of liquids due to their increased bioavailability of ingredients and tiny capsules or “pearls” have become popular. Shelf life for these products is comparable to conventional remedies with a minimum of two years to a maximum of five years, depending on the product.

It is advisable for retailers to carry a full range of products to meet the varying needs of consumers. A well-stocked cold and flu section will include single herbal extracts as well as blends in capsule and liquid form, vitamin and herbal blends, homeopathic formulas, throat lozenges, sprays, cough syrups and products specific to children.

Merchandising tactics focus primarily on prevention and building a strong immune system, but there are products that help to lessen symptoms of a developed cold or flu. In these cases, retailers are well advised to direct consumers to proven products. When only natural products exist in a retailer location, it is easy to differentiate from conventional products due to their absence. Diverse retailers will have greater challenges and would do best to create a separate cold and flu section apart from the conventional remedies that is well signed and prominently located. Cold and flu season is a year-round concern. Make sure your store is ready with strategies and products to meet the growing demand. <

Top-Selling Points:• If treating an existing condition, encourage customers to start using immune building products for future prevention.

• Multiple delivery methods make it easier for everyone to obtain active ingredients.

• Homeopathic products are considered safe for children under six years old by Health Canada and have proven results.

• Most natural cold and f lu products do not have any side effects but can be effective in prevention and treatment.

• While there is no ‘silver bullet’ cure-all, a healthy immune system is as close as a person can get.

• Products with claims and NHP numbers have proven effective ingredients.



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A packaging executive was recently quoted in Packaging Worldas saying: “At times it does feel like packaging is becoming ‘the villain,’ when in reality it is a small player in the overall

environmental footprint of the product. However, viewed through the lens of our consumers, packaging is the fi rst thing and also the last thing that they experience with our brands. � erefore, if it is important to our consumers, then it is important to us.”

We couldn’t agree more. Insights from our report, The Hartman Group’s Sustainability: � e Rise of Consumer Responsibility, show that while sustainably-oriented packaging (e.g. packaging that makes use of recycled materials, can be repurposed or shows a reduction of packaging) is quickly becoming a consumer expectation – it is not a primary purchase motivator. Ultimately, a product’s essential make-up (such as ingredients) most strongly infl uences perceptions of its sustainability and motivates purchase. Yet, especially in fast moving categories, such as beverages, high frequency packaging use and disposal has translated toward awareness of brands and companies embracing – or not embracing – what are now viewed as fi rst steps in sustainability practices.

Back-End Packaging Considerations Are Most UnderstoodSince awareness of packaging is so personally tied to the daily lives of consumers in terms of use and disposal, it follows that individuals understand sustainable packaging primarily in terms of its back-end environmental impacts (what happens to the packaging after they use the product at home). Front-end issues, such as energy used in production, are less understood. For example, a discussion about energy savings gained through use of aseptic packaging was unknown to most sustainability consumers. Interestingly,

Packaging CustomerSatisfaction

Sustainable packaging as a selling point.By David Wright

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consumers say that the most sustainable packaging is “no packaging at all.” However, in product categories where packaging is necessary for transportation, product protection of the product, or use, sustainable packaging ideally reflects six attributes:

• Recyclable: Packaging made from paper, glass, metals, and plastic that can be recycled by consumers through conventional (curb-side) recycling are preferred.

• Minimal packaging: Packaging that features less head space, fewer layers, and less content.

• Made from recycled materials: Products made from recycled materials go one step further than simply being recyclable.

• Re-useable: Items that can be repurposed connect to environmental sustainability pathways through notions of decreased waste.

• Biodegradable: While many consumers do not understand the technical aspects of biodegradation, they have vague notions that certain “things take a long time to break down.” Most consumers consider plastic materials the worst offender because they perceive them as never fully degrading.

• Compostable: As composting is an activity further along the adoption pathway in the World of Sustainability, most individuals are only vaguely aware of compostable packaging. Even for consumers most intensely involved in the World who view compostable packaging as the most sustainable option available, it is only “nice to have” – a value-added attribute, and not a purchase driver.

The importance of these packaging attributes may vary for different consumer segments depending on where they fall in the World of Sustainability. However, we find that among all consumers recycled/recyclable packaging content as well as reducing the amount of packaging is an important first step

for manufacturers. In addition to these attributes, consumers who are moderately or intensely involved in the World of Sustainability are apt to look at additional distinctions when evaluating packaging and look for items that can be repurposed and eventually “return to the earth.” As Figure 1 details, when asked about preferred packaging characteristics of the products they buy, back-end issues, such as recyclability and being biodegradable are of greater importance, followed by attributes such as reusability and compostability. Take AwayWhile it’s the intrinsic contents or use of a product that determines a purchase, consumers within the World of Sustainability (who make up 88% of our population) view sustainable packaging options as “simple” measures that all manufacturers can take; therefore, it is a minimum requirement for all products, even if the products themselves don’t resonate as sustainable. As consumers become increasingly engaged with sustainability behaviors and the social life of products, earth-friendly packaging is the first price of entry for manufacturers attempting to create a more environmentally responsible halo. Manufacturers are increasingly sensitive to this issue. For example, Jamieson Laboratories of Windsor Ontario has recently partnered with the Essex Region Conservation Authority to plant 72,000 trees in the Cedar Creek area near Kingsville to be named the Jamieson Forest. The company says this initiative will replace the amount of wood fiber used up over a 10 year period by its packaging materials. Packaging enhancements also present unique opportunities to surprise and delight consumers lulled into low expectations by commoditized sizes, shapes and designs. In the long run, when combined with other corporate citizenship strategies (e.g. community, economic, social), a thoughtful focus on earth-friendly packaging may indeed be a significant influence on the tail that wags the green dog.<

*Top 2 Box based on 5-point scale ranging from ‘Very Unimportant’ (=1) to ‘Very important’ (=5).Q38: “When purchasing product, how important is it that [their] packaging be…?” Base: Significant shoppers inside the World of Sustainability (N=1,591). Source: Sustainability Outlook: The Rise of Consumer Responsibility, The Hartman Group, Inc. 2009.

Figure 1. Importance of Packaging Types

Recyclable

Biodegradable

Made of recycled content

Refillable

Minimal

Reusable for other purposes

Compostable

75%

71%

67%

63%

62%

60%

51%

Top 2 Box

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Tax Tips for Small BuSineSS ownerS

This time of year doesn’t have to be”taxing” – here’s some insight for small business owners on common deductions

By Barb Anderson

T axes are a major point of confusion and concern for many small business owners. With flexible guidelines designed to help them maximize their deductions, it’s hard to know

what can and can’t be claimed. Erring on the side of caution can result in missed deductions, while claiming too broadly can lead to questions and potentially an audit.

Making the smartest tax decisions often comes down to the right software tools and in some cases, guidance from trusted advisors. Intuit Canada has prepared the following tips and insights on common – and commonly missed – deductions for small business owners looking to making the best use of their tax filings.

General RulesIn general, self-employed Canadians can claim deductions for a wide range of expenses that are reasonable and incurred in the process of earning income. These typically include items purchased for resale, office supplies, consulting fees, salaries and benefits, travel, insurance, equipment rental, bank charges and repairs and maintenance. Many small business owners miss opportunities

to claim expenses that are peripheral – but still essential – to earnings, like client entertainment costs, such as meals, drinks and gifts. Tax tools and programs are one way for small business owners to identify and claim these peripheral expenses. For example, Intuit QuickTax Business features the Easy-Step interview process that walks small business owners through a series of questions to help maximize allowable deductions.

Home Office ExpensesIf small business owners operate out their homes as their main place of employment, they may be able to claim a portion of expenses like rent, mortgage interest, property taxes, insurance, utilities, telephone and minor repairs and maintenance. The percentage of these occupancy costs vary based on the size of the area and amount of time it is used for business.

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Transportation CostsSelf-employed car owners who use their vehicles for business may be entitled to claim part of gas, license and registration fees, interest, insurance, lease, maintenance and repairs, capital cost allowance and parking costs. Only business use costs are deductable, so making clear distinctions between business and personal use when claiming vehicle deductions is essential. Keeping a detailed record of kilometers driven for business can be valuable in supporting these claims. Other business-related transportation costs, such as flights, taxis and public transit fees, may also be partially or fully deducted.

Family Members on SalaryFamily members – including spouses, common-law partners, and dependents – employed by the business may also warrant a deduction for a reasonable salary. These claims may prove valuable in overall tax saving strategies for income splitting and minimizing the family’s tax burden as a whole. Those salaries may also enable employees to become eligible for CPP and RRSP contributions.

Employment Insurance (EI) BenefitsBeginning in January 2010, Canadian small business owners are allowed to establish an agreement with the Canada Employment Insurance Commission through Service Canada and may qualify for access to EI special benefits as of January 2011. To be eligible, owners must be self-employed and a Canadian citizen or permanent resident of Canada.

Those who enter into agreements with the Canada Employment Insurance Commission after April 1, 2020 will be required to wait 12 months before being eligible for EI special benefits.

Private Health Services PlanSmall Business owners can deduct private health service plan (PHSP) expenses if they are made on behalf of employees and their dependents. Employees will not be required to pay tax, CPP or EI premiums on these payments. Employees who pay a portion of the PHSP costs can receive medical expense tax credit for these payments.

HST TransitionWhile many small business owners see the transition to HST – currently taking place in Ontario and British Columbia – as a challenge, it can also provide a valuable opportunity for businesses to objectively assess their current approach to accounting and make changes to their overall financial management. The move to HST may be the ideal occasion for small business owners to consult an expert such as an accountant and move away from pencils and spreadsheets to financial management software tools - like QuickBooks. Not only will this help save valuable time and money but it can protect against costly mistakes while preparing small business owners for future changes in the business and tax landscape.<

“Erring on the side of caution can result in missed deductions, while claiming too broadly can lead to questions and potenially an audit.”

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Putting your best face forward is a smart principle practiced by the world’s most inspirational personalities. The same adage holds just as true for business and retail. And in

2010, like never before, having a professional and well-networked, digital face to your business is an almost essential ingredient.

I understand. There are only 168 hours in the week, how will you ever have enough time to learn enough about the digital world to be an effective player while still doing these other 82 things? Blogs, Twitter, SEO, YouTube, Photosharing, Social Bookmarking, RSS… yikes, what is a business-minded retailer to do? I have two answers for you: 1) It doesn’t have to be that difficult and 2) It is so fundamentally important to the health of any upstart, independent or established business that you can’t ignore it.

On the simplicity side, three simple suggestions – 1) Before you build anything, spend a month casually becoming an active web participant by joining communities, reading blogs, participating on forums and engaging on social networks; 2) Invite a seasoned web friend to become your coach, spend a couple of scheduled hours each week so they can tell you the best practices, shortcuts

and watchouts; and 3) Identify the websites and features from the top 10 websites you like, a mix of sites that talk about health and wellness and those that don’t. Fail to plan and plan to fail, this spadework will come in handy down the road.

Stil l not convinced this effort is important enough? As a health and wellness expert, some of the following stats may stagger you:• 75% of Canadians search for health information online, women are considerably more inclined.• Health and wellness is one of the only industries that has little age bias for people searching for information and inspiration – a 75 year old is just as likely as a 25 year old to have an appetite for online health info.• Food, health and wellness, and recipes and cooking are the 3rd, 4th and 5th most engaging categories for women online.• The new, new thing – social networks – people don’t just want to graze on information anymore, they want to share and commune amongst their friends – over 13 million Canadians are now members of Facebook and half of them jump on everyday and the average member is connected directly to 130 friends.

In the first of two parts, Sean Moffitt, a strategic communications expert offers natural health retailers some insight into a new dimension of face-to-face business relations – online

social networking – and how to use it to expand your business’ reach.

By Sean Moffitt

The Digital Face of

Health and Wellness

Part 1

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The 4 F Words of Digital Not to get overly graphic, these aren’t curse words, just really just four simple things that you want your bright, shiny and social “digital face” to do – Get Found, Get Fame, Get Fans and Get Foresight.

Getting Found A glut of information is online. With about 50,000,000 new websites being added and 90 trillion emails being sent in 2009 alone, how the heck is your new website supposed to be found? Three suggestions:1) Search engine friendliness - When you develop your website, have relevant content that is tagged with the terms you want to stand for and incorporate frequent links to other websites, articles and other areas of your website that may help drive reciprocal traffic. If you build content smartly, the Googles, Microsofts and Yahoos of the world will index you more preferably for no money at all. Also consider as an additional option, search engine marketing for getting on the paid listings and directories.2) Start a blog - There is a term RSS, standing for really simple syndication. Without getting into all the techno-jargon, all blogs have RSS (usually when you see a blog, it has an orange symbol) and is a marker for the search engines to recognize that you are generating new updatable content. In matter of hours, by using third-party blogging services from Wordpress, Typepad or Blogger, you’ll be making the first step to tap into the social web and therefore, allow people to find your content better. 3) Uber-presence - Some business clients want to build one central website to house all their information but in a heavily social networked world this is a failed strategy. The real need is to “fish where the fish are” and be in as many places on the web as you possibly can, but no further. My suggestion for smaller-sized clients is to build your website and have an active business presence on five key social network prongs – a blog, a Facebook page or group, a YouTube channel, a Twitter page and a Flickr page.

Getting FameSo now that you’re online and in the right places and spaces, what’s so interesting about you?

Unlike your real world, where your success might be based on proximity, location or positive long-term relationship, on the web, there are plenty of alternatives and people are a lot more fickle. Research suggests that people take less than three seconds after they arrive at a website’s front page to determine their next click. So be brilliant. The basic rules of thumb: visuals over words, place the important content above the fold (the area that a user can seen on the screen), dynamic content that changes vs. static content, custom photos over stock off the shelf photos, emotional benefits over features and a smart, simple menu that gets people quickly to the right places. Here is Fame 201:

1) Reason of difference - The most abused item in building websites is imitating what the other guy/girl has already done. The first visual(s) and words on your site should be a heartfelt, credible and inspiring call to action that answers the question for the potential visitor/customer “why should I care about you?”. Popular author Seth Godin calls this the “Purple Cow”. We’ve determined that there are 36 motivations that cause people to act online, most of them because you have the courage to act, be and think different. Tap into a few of them. Tell a story, be first or the best at something, create an unexpected surprise, be likable, support a cause creatively. Find out who your top five competitors are and ensure you look and feel different.2) Video - Video is the “present” and “future” of the web. Cisco believes there will be 10 times as much video online as there is currently in only a few years. With the cost to create, edit and host video dropping through the floor, this is your time to capitalize. Post a 90-second fun, interesting documentary on YouTube or other video-sharing platforms about your business and post it on your website too. No need to be professionally polished, but do have something interesting to say. Away you go – grab a Flip video camera for yourself and get a film student or friend to polish it up.3) The personal touch - You’re proud of your business right? Then why do so many people hide who they are and what they stand for online. Some of the most successful small businesses provide a window into their world online by getting their owners, employees, partners and frequently their customers to tell their personal stories and dispense their advice online. Try it. Wear your heart on your sleeve (and your blog and Twitter, too); you just might enjoy it. <

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Now that you’ve established a reputation with your consumers as a place to find gourmet goodies, including the up-and-coming ingredients that are also popular

with local celebrity chefs (check out the last issue of ihr for mor eon this), it’s time to look ahead once more at other ways to market the gourmet cooking lifestyle.

With the summer on the horizon, it’s inevitable and makes sense that tapas or appetizer-style meals – topics we’ve touched upon previously – will continue to reign the at-home gourmet menus, as people linger over their plates longer while enjoying the weather, and are more likely to eat with friends or invite company over to share in the feast. We’ve

also touched upon gourmet wine and cheese, exotic, culture-based dishes and ingredients, and taking the gourmet mindset home. All of these have revolved around common elements – the gourmet ingredients and foodstuffs. Take your gourmet merchandising one step further by offering the tools to create these dishes in the same place where the consumers can find all of the ingredients. That is, consider adding gourmet cookware to your mix. Further, as a natural retailer, capitalize on the knowledge that the trends in food and health are now interlinking “green” and “natural” with “gourmet” and “premium” products. Eco or green products were at one time marginalized in a grassroots, less trendy category, but the eco-boom has created a huge interest amongst the elite epicures.

Eco Epicure

Adding environmentally-friendly cookware to your merchandising mix will appeal to a green-thinking gourmet.

By Dani Ng-See Quan

064-065.IHR_Gourmet.indd 64 4/28/10 6:05:03 PM

For details, write #115 on Free Info Page, page 73.

feature

65Fare Game |

If you’re already offering natural products and ingredients, it makes sense to complete the experience by allowing your green-thinking gourmet a natural meal from start to finish. The evidence is stronger than ever that consumers will pay the premium price for green and organic. For example, according to a Mintel report on green living, more than 35% of Americans say they would pay more for “environmentally friendly” products. “Given this increased interest in the environment over the past few years, nearly every segment of consumer products now offers a ‘green’ option for shoppers,” commented Chris Haack, Mintel senior analyst, about the report. “Food and beverage and personal care are the two most mature categories and account for the majority of green products in the marketplace.” He added, “We expect to see a growing trend toward upscale green.”

Several big name brands have started to stock “green” lines of cookware, which is sturdy and reliable. Local retailers may also offer cooking tools with ethical or sustainable beginnings (and ends), like refurbished wooden cutting boards and utensils, or reused copper or ceramic pots. Some local “celebrity” chefs in your area may also extend their reach to eco pots, pans and other tools that they also use in their kitchens – this is a great way to introduce a green gourmet to eco cookware while still providing a familiar reference point.

Consider the following eco cookware options:• Copperpots–theseareunalloyed,andmaycontaintin

(which lines the pot because it is non-reactive)• Organicclaypots–thinkartisanalcooking;thinkJamieOliver• Ceramicpotsandpans• Castironpotsandsoupdishes• Glassdishesforbakingandstoring• Stainlesssteelblades• Bamboocuttingboardsandhandles

Be creative when marketing these products – don’t just stockthem on a shelf and hope for the best. Create gift packages. For example, provide a recipe for a soup or stew, place some of the dry ingredients in an eco cooking dish or pot, and market this to the greengourmet.Or,whenmarketinggourmetingredientswithin-store displays or demos, utilize, for example, a bamboo cutting board or bamboo utensils while prepping, so customers can see these items in action.

If gourmet ingredients are a treat in which consumers are regularly indulging, make cooking them a luxury. This will create an experience enjoyed by all, regular return visits from customers looking for the next “big” thing. <

064-065.IHR_Gourmet.indd 65 4/28/10 6:05:15 PM

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research news

Cranberry for Prevention of reCurrent utisalthough antibiotics are effective to treat urinary tract infections (utis), the side effects can be significant, including fungal infection and gastrointestinal infection. a study compared the effectiveness of cranberry

extract with low-dose trimethoprim in the prevention of recurrent utis in older women. one hundred thirty-seven women with two or more antibiotic-treated utis in the previous 12 months were randomized to receive either 500mg of cranberry extract or 100mg of trimethoprim for six months. authors concluded that trimethoprim had a very limited advantage over cranberry extract for the prevention of recurrent utis in older women, and had more adverse effects. these findings allow for consideration of a cheap, natural product like cranberry extract whose use does not carry the risk of side effects in treatment.

urinary health

Chamomile extraCt treatment of anxietya randomized, double-blind, placebo-controlled study of matricaria recutita (chamomile) extract therapy in patients with mild to moderate generalized anxiety disorder (GaD) was undertaken. fifty-seven

outpatients with mild to moderate GaD were randomized to either chamomile extract (n=28) or placebo therapy (n=29) for eight weeks. Primary endpoint was change in total hamilton anxiety rating (ham-a) scores. secondary outcomes included change in the beck anxiety inventory, Psychological Well being, and Clinical Global impression severity scores and the proportion of patients with 50% reduction or more in baseline ham-a score. Chamomile treatment achieved a significantly superior reduction in ham-a scores relative to placebo. Differences in secondary outcomes achieved a positive change in the same direction as the primary outcome measure. the proportion of patients experiencing 0, 1, 2, or 3 adverse events or more was not significantly different between groups.

anxiety

GinGer for menstrual Painin a double-blind comparative clinical trial, 150 students (18 years old and over) with primary dysmenorrhea were alternately divided into three equal groups. students in the ginger group took 250mg capsules of ginger rhizome powder four times a

day for three days from the start of their menstrual period. members of the other groups received 250mg mefenamic acid or 400mg ibuprofen capsules, respectively, on the same protocol. at the end of treatment, severity of dysmenorrhea decreased in all groups and no differences were found between the groups in severity of dysmenorrhea, pain relief or satisfaction with the treatment. Ginger was as effective as mefenamic acid and ibuprofen for pain relief. further studies regarding the effects of ginger on other symptoms of dysmenorrhea and efficacy and safety of various doses and treatment durations of ginger are warranted.

Women’s health

ProbiotiCs reDuCe infeCtious Disease Duration in elDerlyCommon infectious diseases (CiD) of the airways and the gastrointestinal tract are still a considerable cause of morbidity and mortality in elderly. a study examined the

beneficial effect of a dairy product containing the probiotic strain lactobacillus casei Dn-114 001 (fermented product) on the resistance of free-living elderly to CiD. the study was multicentric, double blind and controlled, involving 1,072 volunteers (median age = 76.0 years) randomised for consumption of either 200g/d of fermented or control dairy product for 3 months, followed by an additional 1 month’s follow-up. the results showed that, when considering all CiD, the fermented product significantly reduced the average duration per episode of CiD and the cumulative duration of CiD. reduction in both episode and cumulative durations was also significant for all upper respiratory tract infections (urti; P<0.001) and for rhinopharyngitis (P<0.001).

ProbiotiCs

066-069.IHR_Research_re.indd 66 4/28/10 6:41:44 PM

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research news

QUERCETIN CAN ENHANCE PERFORMANCEA study, published in the International Journal of Sport Nutrition and Exercise Metabolism, found that supplementation with quercetin – an antioxidant, plant-derived flavonoid – enhanced

performance of subjects during prolonged exercise. The randomized, placebo-controlled, double-blind crossover study involved 12 healthy but untrained (in physical exercise) subjects. One group of subjects received quercetin supplementation (500mg) twice daily for seven days. Researchers found that supplementation enhanced maximal aerobic capacity and delay fatigue during prolonged exercise. The quercetin group also showed increases in VO2 max and bicycle ride time to fatigue. The authors concluded that the results may have implications beyond that of performance enhancement to health promotion and disease prevention.”

EXERCISE ENDURANCE

VITAMIN D MAY BENEFIT CHRONIC FATIGUEResults of a retrospective study published in the International Journal of Vitamin and Nutrition Research indicated a high prevalence of low vitamin D status in chronic fatigue syndrome (CFS) patients.

The hypothesis was that serum 25-OH vitamin D levels are lower in CFS patients than in the general British population. Serum 25-OH vitamin D levels were measured in 221 CFS patients and was compared to a large British longitudinal survey of 45-year-old women.The levels in the CFS patients were found to be moderately to severely suboptimal, with a mean of 44.4nmol/L (optimal levels >75nmol/L). The authors concluded, “This data supports the recommendation made in recent NICE guidelines that all patients with moderate to severe CFS should be encouraged to obtain adequate sun exposure and eat foods high in vitamin D. Oral or intramuscular vitamin D supplementation should be considered for those whose levels remain suboptimal.”

VITAMIN D

COFFEE ASSOCIATED WITH IMPROVED CHOLESTEROLResearch performed by scientists from Germany, Finland and Denmark investigated the effects of daily coffee consumption on biomarkers of coffee intake, subclinical inflammation, oxidative stress,

glucose, and lipid metabolism. In the study, habitual coffee drinkers (N=47) refrained from drinking coffee for one month. In the second month they consumed four cups (150ml/cup) of filtered coffee per day, and in the third month, eight cups of filtered coffee per day. Blood samples were analyzed, and scientists found that coffee consumption lead to an increase in coffee-derived compounds. Further, serum concentrations of total cholesterol, HDL cholesterol and apolipoprotein A-1 increased significantly. Researchers concluded that coffee consumption appears to have beneficial effectd on subclinical inflammation and HDL cholesterol.

DIABETIC HEALTH

VITAMIN D AND BMI MAY BE INVERSELY RELATED In a multi-part study published in the European Journal of Nutrition, researchers found that vitamin D was strongly associated with body mass index (BMI). The full study involved a longitudinal, population-based,

multipurpose study with 2,656 subjects; a cross-sectional study with 10,229 subjects; and a one-year, randomized, placebo-controlled intervention trial with 93 subjects supplemented with 40,000 IU of vitamin D per week. Results of the cross-sectional study found a significant inverse relation between serum 25(OH)D and BMI. Results of the longitudinal study found that the change in BMI was a negative predictor of change in serum 25 (OH)D. Results of the intervention study found that after one year of vitamin D supplementation, increase in serum 25(OH)D was significant and inversely associated with the BMI levels from baseline. The authors confirmed that these results did indicate a strong association between serum 25(OH)D and BMI. This could indicate that it is highly unlikely that high levels of serum 25 (OH)D contribute to development of obesity.


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research news

VITAMIN B6 INTAKE INVERSELY ASSOCIATED WITH RISK OF COLORECTAL CANCERA meta-analysis of 13 prospective studies investigated the association of vitamin B6 intake with risk of colorectal cancer, specifically,

the hypothesis that B6 may reduce the risk of colorectal cancer. Nine studies on vitamin B6 intake and four studies on blood pyridoxal 5’-phosphate (PLP) were included in the meta-analysis. An inverse association between vitamin B6 intake and blood PLP levels and the risk of colorectal cancer was found. Pooled analysis showed that the highest categories of vitamin B6 intake and blood levels of PLP were independently associated with a 10% reduced risk of colorectal cancer, compared with the corresponding lowest categories. Every 100-pmol/ml increase in blood PLP levels was associated with a 49% reduced risk of colorectal cancer. The authors of this study concluded, “Vitamin B6 intake and blood PLP levels were inversely associated with the risk of colorectal cancer in this meta-analysis.”

FATTY ACIDS CAN IMPROVE ARTERIAL STIFFNESSA study published in the journal Clinical Nutrition investigated the effects of a long chain n-3 polyunsaturated fatty acid-rich meal on measures of arterial stiffness. Twenty-five subjects (12 men, 13 women) received

a control and an LC n-3 PUFA-rich meal on two occasions and in a random order. Arterial stiffness was measured at baseline and at 30, 60, 90, 120, 180 and 240 minutes after meal consumption to derive an augmentation index and a stiffness index. Researchers found that consumption of the LC n-3 PUFA-rich meal had an attenuating effect on augmentation and stiffness index compared with the control meal. The researchers concluded that “LC n-3 PUFA-rich meal consumption can improve postprandial arterial stiffness, which has important implications for the beneficial properties of LC n-3 PUFA and cardiovascular risk reduction.”

CANCER

HEART HEALTH

ANTIOXIDANTS MAY IMPROVE SPERM QUALITYA systematic review was published in Reproductive Biomed Online of 17 randomized studies involving the effect of oral antioxidants on sperm quality and pregnancy rate in infertile men. Relevant trials

were found in MEDLINE, EMBASE, Cochrane Library and CINAHL databases from database inception dates to May 2009. The studies involved a total of 1,665 male subjects. Antioxidants involved in supplementation were vitamin C, vitamin E, zinc, selenium, folate, carnitine and carotenoids. The review found that oral supplementation with antioxidants improved sperm quality and/or pregnancy rates in 14 out of 17 trials (82%). Ten trials examined pregnancy rate and six showed a significant improvement after antioxidant therapy. The authors of the review concluded that, “The use of oral antioxidants in infertile men could improve sperm quality and pregnancy rates. Adequately powered robust trials of individuals and combinations of antioxidants are needed to guide clinical practice.” <

MEN’S HEALTH

TEA CONSUMPTION EXHIBITS CARDIOVASCULAR BENEFITSA study investigating the effects of green, black and Rooibos teas on cardiovascular health found that tea consumption may exert positive effects through inhibition of angiotensin-

converting enzyme (ACE) activity. The randomized, three-phase, crossover study, published in the journal Public Health Nutrition, involved 17 healthy volunteers who received single doses of 400ml either green tea, black tea or Rooibos tea. The results showed that intake of a single dose of Rooibos tea significantly inhibited ACE activity after 30 and 60 minutes. Inhibition of ACE activity was seen for green tea for the ACE II genotype after 30 minutes, and the ACE ID genotype after 60 minutes. Significant inhibition of ACE activity was seen with Rooibos tea for the ACE II genotype after 60 minutes. Researchers concluded that green tea and Rooibos tea may have cardiovascular effects through inhibition of ACE activity.


events

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Event Submissions our eVeNT SeCTIoN IS e X PA N D I N G

And we would like you to contribute. We want to inform retailers about your upcoming events, seminars and symposiums. Please email a brief description (under 30 words, including contact information) to:

[email protected] “event listing” in the subject line.

Events will be chosen based on relevance to the retailer (space is limited).

MayExpo WEst

May 13-14

Vancouver Convention

and Exhibition Centre

Vancouver, British Columbia

www.chfa.ca

LEt’s taLk Exports

May 14

saskatchewan Chamber of Commerce

regina, saskatchewan

www.saskchamber.com

thE 7th annuaL nhprs rEsEarCh

ConfErEnCE: thE nExt WaVE

May 23-26

the Westin nova scotian

halifax, nova scotia

www.nhprs.ca

2010 food sCiEnCE sEriEs

May 27-28

Guelph food technology Centre

Guelph, ontario

www.gftc.ca

sustainaBLE LiVinG Expo

May 28-30

new Vancouver Convention Centre West


www.epicexpo.com

nationaL GroCEry ConfErEnCE

May 29-30

World trade and Convention Centre

halifax, nova scotia

www.ccgd.ca

2010 Cifst/aafC ConfErEnCE –

safE and hEaLthy food:

harVEstinG thE sCiEnCE

May 30-June 1

fairmont Winnipeg hotel

Winnipeg, Manitoba

secure.cifst.ca

JunepEopLE in Motion

June 4-5

Queen Elizabeth Building,

Exhibition place

toronto, ontario

www.people-in-motion.com

Go GrEEn Canada

June 5-6

Capital Exhibition Center

fredericton, new Brunswick

www.gogreencanadians.web.officelive.com

Canada GrEEn BuiLdinG CounCiL

nationaL ConfErEnCE

June 8-10


www.cagbc.org

nutriCosMEtiC suMMit

June 10

renaissance hotel

Las Vegas, nevada

www.nutricosmeticsummit.com

naturaL MarkEtpLaCE 2010

June 10-12

Las Vegas Convention Centre

Las Vegas, nevada

www.naturalmarketplaceshow.com

nrf Loss prEVEntion ConfErEnCE

and Expo

June 14-16

Georgia World Congress Center

atlanta, Georgia

events.nrf.com/lp10/public/Mainhall.

aspx?id=6583

hEaLth, LiVinG and sport Expo

June 20

triwood Community Center

Calgary, alberta

JulyCpa’s 28th annuaL ConfErEnCE

and tradE shoW

July 6-9

Westin harbour Castle and Conference

Centre

toronto, ontario

www.payroll.ca

orGaniC isLands fEstiVaL

and sustainaBiLity Expo

July 10-11

Glendale Gardens and Woodland

Victoria, British Columbia

www.organicislands.ca

MattECh 2010

July 14-15

Miami Beach Convention Centre

Miami, florida

www.mattech.us

ift10 – ift food Expo

July 17-20

McCormick place

Chicago, illinois

www.am-fe.ift.org/cms

070.IHR_Events_re.indd 70 4/28/10 3:10:52 PM

CANADIAN REGULATORY SERVICES• Preparation of compliant Canadian label text for food products,

supplements, skin care and drugs

• Preparation of Drug Identification Number (DIN) andNatural Health Product (NHP) Number submissions

• Preparation and management of GMP, SOP and Quality Controlprograms within the guidelines of the Natural Health Products

Directorate

• Formulating and contract packaging availablefor Canada and the U.S.A

• Warehousing services and order fulfil lment

SERVING THE NATURALPRODUCTS INDUSTRY SINCE 1981

MMP ENTERPRISES LTD.,130 Industry St., Units 31-34

Toronto, Ontaro, Canada M6M 5G3Phone (416) 604-7604 Fax (416) 604-7605

We are considering applications for the followingManagement position at various locations in

Ontario, Quebec and Atlantic stores

Natural Value/ Nature’s Treasure Department Manager

Interested candidates must be available to work varied shifts,including weekdays, weeknights and weekends on a regular basis.

The successful candidate will be responsible to oversee theoperations of the Natural Value department including:

• Ordering • Ensuring budgets are met• Merchandising • Inventory control and selection• Labour scheduling • Motivation and development of

the department teamThe ideal candidate will have:• Retail experience and/or education in Alternative Medicine,Herbology, Vitamins & Minerals, as well as an interest andknowledge of Food and Nutrition;• The ability to work in a fast paced environment and the abil-ity to multitask and prioritize;• Excellent communication skills and exemplary customerservice skills.

If you are interested in this opportunity, please submit adetailed resume and cover letter to:

Senior Category Merchandising Manager

Thank you for your interest, however only those selected foran interview will be contacted.

NEW FAX!(905) 861-2627

HIRING DEMO STAFFPuresource Naturals is currently hiring parttime demo staff for Ontario, specifically,SW, GTA, and Niagara Region. A fun andfantastic opportunity to subsidize yourincome! Must have education in nutrition,naturopathic, or similar alternativebackground. Please forward resumes to:[email protected] qualified candidates will be contacted.

ihr MARKETPLACE

If Youʼre Reading It,You Know It Works!

To Advertise inMarketplace

Call (416) 203-7900ext. 6108

Territories available across CanadaBoston Mills Allergy Group Inc. is looking for highlymotivated, commissioned sales representation. Weoffer allergy testing services to Naturopathic Doctors.If you are already calling on Naturopathic Doctorsand are looking for an additional product line pleasesend your resume to: Boston Mills Allergy Group Inc.15023 Chinguacousy Road, Caledon, ON L7C 3H7

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BUSINESS FOR SALE

Have you ever thought of owningyour own health store and

becoming part of the growingnatural health industry?

A reputable independent healthand nutrition retail store is forsale in Calgary in an excellent,

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071.IHR_MARKETPL.qxd:Layout 1 12/14/09 3:17 PM Page 81

FAX: 1-888-849-0155 or (416)703-6392 MAil: ihr Magazine 60 Bloor St. West, Suite 1106, Toronto, oN, M4W 3B8

Take a moment to fill out this questionnaire and your store may be among those highlighted in the Top Seller review Section of the next issue of ihr. The number of units sold determines the top sellers. To be included in the review, products mentioned must be classified as natural health products not standard consumer brands.

>

Top Seller revieW

*queSTioNNAire* The first 15 people to respond will receive a esurprise gift!

>SporTS NuTriTioN Top SellerS

product: Brand:

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>Food Top SellerS

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Store Name__________________________________________________ city ______________________________________ province ___________

date ___________ Name ____________________ Title _________ Address __________________________________________________________

phone ___________________________ Fax _____________________________ email __________________________________________________

Store Size: under 1,000 sq. ft. 1,000-3,000 sq. ft.

3,000-5,000 sq. ft. over 5,000 sq. ft

Approximate Age of Store customers:

under 25 25-40 40-65 over 65

Approximate income of Store customers: $20,000-$40,000 $40,000-$60,000 over $60,000

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* Yes! Please send me or continue to send me ihr magazine No don’t send

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write iN the NuMBerS here For each Product You waNt More detailed iNForMatioN oN

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Signature: ___________________________ date: ________________

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company Name: ___________________________________________

address: ____________________________________________________

city: _________________________________ Province: _____________

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Which category best describes your business classification? m health & diet foods-retail m pharmacies-retail m naturopathic physician m holistic practitioner m homeopathic practitioner m vitamin storem grocery-retail m chain-retailerm manufacturer/distributor m other

Approximate annual sales volumem under $500,000 m $500,000 - $1 millionm $1 million - $5 million m $5 million - $10 million m $10 million - $20 million m over $20 million

Number of Employees in your location: m 1-3 m 4-8 m 9-12 m 13+Number of locations: ________________

Webber Naturals: Joint Ease 2-3 101

Holista: Quality Supplements 4-5 102

Bill Beauty: liverFlX & liverBuild 7 103

Sisu: Ester-c Supreme & Nature’s defence 9 104

Genesis Today: Sea Buckthorn 100 & 4Resveatrol 11 105

larabar: cashew cookie 13 106

Flash Beaute: Body & Facial care products 17 107

Aubrey Organics: lumessence 19 108

Green Beaver: Organic lip Shimmer 25 109

Axel kraft: liquid calcium 29 110

Webber Naturals: pGX 42-43 111

Sunny delight: Elations 45 112

North American Herb & Spice: SinuOrega 47 113

True North: your direction in Health 56 114

True North: cold Buster 57 114

Mill creek: Natural Hair products 65 115

Fit Foods: Slim Body 67 116

Vivaprime: Holistic Healthcare 74 117

North American Herb & Spice: pom O power 75 118

Michael Theodor Brokerage Inc. 76 119

North coast Naturals 14 130

Genesis Today 14 131

Holista Wild West coast Salmon Oil 14 132

MRM All Natural Whey 14 133

Webber Naturals Ener-gain 14 134

Authenta Skin Renewal cream 15 135

kid-E kare All Omega 15 136

Holista Glucosamine chondroitin MSM 15 137

Green Beaver Organic lip Shimmers 15 138

Elations liquid Joint Supplement 15 139

Organika pycnogenol 16 140

Wobenzyme Systemic Enzyme Support 16 141

Holista Melatonin 16 142

SISu Supreme Antioxidant6 16 143

Webber Naturals Vitamin d3 liquid 16 144

Eco-Nature care’s Re-conditioner 18 145

Green Beaver Jr. 16 146

dermasilk Anti-Wrinkle 16 147

Holista Medessentials 16 148

Holista Milk Thistle 16 149

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ihrApr10_vivaPrie_Ad.indd 1 4/27/10 2:57:25 PM

For Details, w

rite #119 on Free Info Page, p

age 73

ihrApr10_NAHS_PomPower_Ad.indd 1 4/27/10 2:37:16 PM

Western Offi ce1135-13560 Maycrest WayRichmond, BCCanada V6V 2W9

Eastern Offi ce2165 Williams ParkwayBrampton, ONCanada L6S 6B8

Jimmy VaidVice-President

Canada’s Leading Natural Product Broker

www.mtbi .ca

Thank you for working with us

1.800.668.3008

Jimmy 1 12/14/09 1:48:14 PM


ihrApr10_MTBI_Ad.indd 1 4/27/10 3:00:05 PM

ihr - april 2010 issue

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