the state of the supplement industry - new hope network...produced by the state of the supplement...
TRANSCRIPT
![Page 1: The State of the Supplement Industry - New Hope Network...Produced by The State of the Supplement Industry Rick Polito New Hope Network Josh Long Natural Products Insider Claire Morton](https://reader033.vdocuments.mx/reader033/viewer/2022041920/5e6b6f39b547851bfe5a6d33/html5/thumbnails/1.jpg)
Produced by
The State of the Supplement Industry
Rick Polito
New Hope Network
Josh Long
Natural Products Insider
Claire Morton
New Hope Network
William Hood
William Hood & Company
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Produced by
Nutrition Business Journal Reports
Product: Dark Issue
Code: NBJDARK3
Discount: 20% offDate range: 3/3/18-
12/31/18
Product: Supplement Report
Code: EXPOWSUP
Discount: 20% offDate range: 3/3/18-
3/31/18
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State of the Supplements IndustryExpo West 2018
Claire MortonSenior Industry Analyst, Nutrition Business Journal
New Hope Network | Informa Global Health & Nutrition Network
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2017 supplement market overview – growth remains
steady at 6.1%, reaching $43.5B
Supplement Sales and Growth
0%
1%
2%
3%
4%
5%
6%
7%
8%
0
10,000
20,000
30,000
40,000
50,000
60,000
Supplement Market Share, 2017e
31%
19%18%
14%
11%
7% Vitamins
Herbs/ Botanicals
Specialty/Other
Sports Supplements
Meal Supplements
Minerals
Source: Nutrition Business Journal (2017 preliminary estimates; $mil, consumer sales)
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Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD
Pill fatigue
Changing retail landscape
2017 Industry trends
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Focus on Fuel
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Protein supplements gain momentum – both in and out
of the gym
Powders Beverages
Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD Pill fatigueChanging
retail landscape
0%
1%
2%
3%
4%
5%
6%
7%
8%
9%
10%
0
1,000
2,000
3,000
4,000
5,000
6,000
7,000
8,000
2014 2015 2016 2017e 2018e 2019e 2020e 2021e
0%
2%
4%
6%
8%
10%
12%
14%
16%
18%
20%
0
200
400
600
800
1,000
1,200
1,400
1,600
2014 2015 2016 2017e 2018e 2019e 2020e 2021e
Source: Nutrition Business Journal (2017 preliminary estimates; $mil, consumer sales)
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Gut Health – probiotics growth slows, but consumers
gain interest in prebiotics and digestive enzymes
Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD Pill fatigueChanging
retail landscape
0%
2%
4%
6%
8%
10%
12%
14%
16%
18%
20%
-
500
1,000
1,500
2,000
2,500
3,000
3,500
4,000
4,500
2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017e 2018e 2019e 2020e 2021e
Source: Nutrition Business Journal (2017 preliminary estimates; $mil, consumer sales)
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Consistent increase in growth rate for energy
supplements, reaching $1.8B in 2017
-2%
0%
2%
4%
6%
8%
10%
12%
14%
0
500
1,000
1,500
2,000
2,500
3,000
2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2017e 2018e 2019e 2020e 2021e
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Beauty-from-within
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Skincare
Hair Products
Bath/Toilet Soap
Aroma/Fragrances
Cosmetics
Oral Hygiene
Deodorants
Baby Care
Shaving
Bath Items
Feminine Hygiene
Nail Care
0%
1%
2%
3%
4%
5%
6%
7%
8%
9%
10%
0
2,000
4,000
6,000
8,000
10,000
12,000
14,000
16,000
18,000
20,000
2014 2015 2016 2017e 2018e 2019e 2020e 2021e
Natural and organic personal care growth slows as
interest in beauty-from-within grows
Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD Pill fatigueChanging
retail landscape
Source: Nutrition Business Journal (2017 preliminary estimates; $mil, consumer sales)
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Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD Pill fatigueChanging
retail landscape
Sales grew 7.2% to $1.1B
Hair, Skin and Nails Supplements – collagen is the
category’s hot ingredient
Source: Nutrition Business Journal (2017 preliminary estimates; $mil, consumer sales)
0%
1%
2%
3%
4%
5%
6%
7%
8%
0
200
400
600
800
1,000
1,200
1,400
2014 2015 2016 2017e 2018e 2019e
B Vitamins
Collagen
Vitamin C
Fish/Animal Oils
Homeopathics
Vitamin D
Combination Herbs
Plant Oils
CoQ10
Others
By Ingredient, 2017
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Collagen continues double-digit growth
Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD Pill fatigueChanging
retail landscape
0%
5%
10%
15%
20%
25%
30%
35%
0
50
100
150
200
250
300
2016 2017e 2018e 2019e 2020e 2021e
U.S. Collagen Supplements sales grew 30% to $98M in 2017
Source: Nutrition Business Journal (2017 preliminary estimates; $mil, consumer sales)
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Head Games
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Cognitive health growth spikes to 6.2% in 2017 –
addressing memory, focus
Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD Pill fatigueChanging
retail landscape
0%
1%
2%
3%
4%
5%
6%
7%
8%
-
100
200
300
400
500
600
700
800
900
1,000
2014 2015 2016 2017e 2018e 2019e 2020e 2021e
Source: Nutrition Business Journal (2017 preliminary estimates; $mil, consumer sales)
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Supplements targeting mood, stress, and anxiety
increase growth to 5.9% - adaptogenic herbs boom
0%
2%
4%
6%
8%
10%
12%
-
100
200
300
400
500
600
700
800
900
1,000
2014 2015 2016 2017e 2018e 2019e 2020e 2021e
Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD Pill fatigueChanging
retail landscape
Source: Nutrition Business Journal (2017 preliminary estimates; $mil, consumer sales)
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Growth projections in vision supplements spike above
6% as blue light becomes a focus
Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD Pill fatigueChanging
retail landscape
Source: Nutrition Business Journal (2017 preliminary estimates; $mil, consumer sales)
0%
1%
2%
3%
4%
5%
6%
7%
-
100
200
300
400
500
600
700
2014 2015 2016 2017e 2018e 2019e 2020e 2021e
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CBD
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Expo West CBD Summit
takeaways
U.S. Hemp-Based CBD Product
Sales
• Everybody’s getting in on it
• Everybody still has questions
• Full-spectrum industrial hemp-derived
CBD, NOT isolates
• Disease claims and other supplement
rules are still a problem
• Legislation can make or break the
category
Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD Pill fatigueChanging
retail landscape
Source: Hemp Business Journal ($mil, consumer sales)
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Pill Fatigue
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Pill fatigue drives growth of non-pill formats, such as
gummies, powders, and liquids
Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD Pill fatigueChanging
retail landscape
Pill, 66%
Non-pill, 33%
2011
Source: Nutrition Business Journal (2017 preliminary estimates; $mil, consumer sales)
Pill, 53%
Non-pill, 47%
2017
Non-pill
+14%
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Pill fatigue drives innovation in novel delivery formats
Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD Pill fatigueChanging
retail landscape
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Changing retail landscape
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Fuel (Gut, Protein, Energy)
Beauty-from-within
Head games
CBD Pill fatigueChanging
retail landscape
0%
2%
4%
6%
8%
10%
12%
14%
2014 2015 2016 2017e 2018e 2019e 2020e 2021e
Natural and specialty leads supplements market share
Source: Nutrition Business Journal (2017 preliminary estimates; $mil, consumer sales)
Mass Market Natural and Specialty MLM/Network Internet Practitioner Mail Order, DRTV, Radio
Growth by channel Market share by channel, 2017e
37%
26%
16%
9%
7%
5%
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E-Commerce – Third Party
E-Commerce – Company Website
Natural
Dietary Supplement
Specialty
Top five channels by 2017 growth
Survey of Branded Supplement Manufacturers
1
2
3
4
5
1
2
3
4
Source: New Hope Network survey conducted Q1 2018 (N=136)
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Source: New Hope Network survey conducted Q1 2018 (N=155), All Manufacturer ResultsQuestion: How would you rate the importance of each channel over the next five years?
35% of surveyed branded supplement manufacturers think
brick and mortar will not be at all important in 5 years
Not at all important Not very important Neutral Somewhat important Very important
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
E-Commerce
Brick and Mortar
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Get 20% OFFNBJ’s 2017
Supplement Business
Report
Promo code: EXPOWSUP
Valid 3/3/18-3/31/18
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Brought to you by:
March 10, 2018
FDA Regulation of Dietary
Supplements
Josh Long
Legal/Regulatory Editor
Natural Products INSIDER
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‘Tainted Dietary Supplements Frequently Hit
The Market’
"The dietary supplement
market is a dangerous
Wild West of inadequate
regulation" that deprives
consumers "of basic health
and safety information"
and results "in serious
injuries and deaths." -- Sen. Richard Blumenthal in
Hartford Courant, Sept. 21, 2015
http://www.courant.com/health/hc-tainted-
dietary-supplements-20150921-story.html
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‘Orrin Hatch is leaving the Senate, but his
deadliest law will live on’
“Hatch introduced DSHEA in collaboration with then-Sen. Tom
Harkin (D-Iowa), but there was no doubt that it was chiefly his baby.
The act all but eliminated government regulation
of the dietary and herbal supplements industry.”
-- LA Times, Michael Hiltzik, Jan. 5, 2018http://www.latimes.com/business/hiltzik/la-fi-hiltzik-hatch-20180105-story.html
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FDA cGMPs—A Decade Later
• FY17 inspections: 656
• Number of inspections issued a 483: 379 (58%)
• Average number of observations per 483: 5.14
• Number of OAI (official action indicated) inspections: 39
• OAI inspections of large firms: 0
Source: Natural Products INSIDER Freedom of Information Act (FOIA) request to FDA
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Top Three cGMP Citations
Failure to establish product specifications for identity, purity, strength and composition of finished dietary supplement
• 89 inspections (23.48% of inspections w/ 483)
Failure to establish/follow written procedures for quality control operations
• 70 inspections (18.47%)
Failure to establish/follow written procedures for requirements to review and investigate a product complaint
• 63 inspections (16.62%)
Source: INSIDER FOIA Request to FDA
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Source: INSIDER analysis of FY17 cGMP data based on FOIA request to FDA
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NDI Notifications (NDINs)
FY17 NDINs received: 102
Responses: 101
Acknowledgements w/out objection: 13%
Inadequate safety/identity: 20%
Incomplete notification: 40%
Not dietary ingredient/dietary supplement: 28%
Source: FDA
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Pre-NDIN Meeting With FDA
“In our experience, [NDI] submissions are more
likely to receive a positive outcome when
potential notifiers take advantage of the
opportunity to meet with us before they have
prepared a submission, and we will continue to
work with notifiers during and after the
submission to answer unresolved questions.”
Source: FDA spokesperson via email
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FDA’s Authority
Warning Letters
Regulatory Meetings
Seizure of products
Injunctions
Criminal Prosecutions
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Seizure of DMAA
2013: FDA detains millions of dollars in DMAA (1,3-dimethylamylamine) from Hi-Tech Pharmaceuticals Inc.
• Hi-Tech sues government under Administrative Procedure Act
• Government files suit for forfeiture
2017: Federal judge rules in favor of FDA/DOJ on summary judgment
• DMAA not dietary ingredient or GRAS (generally recognized as safe)
• Following ruling, government seized DMAA-containing products from Hi-Tech worth nearly $19 million
2018: Case briefed/pending before U.S. Court of Appeals for Eleventh Circuit
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Permanent Injunction
2017: U.S. District Court enters permanent injunction against Colorado companies and their owner to prevent distribution of adulterated and misbranded dietary supplements
– Marketing products as drugs
– cGMP violations/failed to establish specs for identity, purity, strength and composition of finished products
– Deficient labels/misbranded products
https://www.justice.gov/opa/pr/district-court-enters-permanent-injunction-against-colorado-companies-stop-distribution
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Indictment of USPlabs LLC
November 2017: DOJ announces unsealing of 11-count indictment against USPlabs LLC, S.K. Laboratories Inc. and executives
Allegations:
• USPlabs engaged in conspiracy to import ingredients from China using false certificates of analysis and false labeling
• USPlabs lied to retailers/wholesalers that it used natural plant extracts; used synthethic stimulant made in Chinese chemical factory for use in Jack3d/OxyElite Pro (OEP)
• Company broke promise to FDA to stop distribution of OEP following liver injuries outbreak
https://www.justice.gov/usao-ndtx/pr/usplabs-and-corporate-officers-indicted
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Indictment of Hi-Tech Pharmaceuticals Inc.
October 2017: News breaks of criminal indictment against Hi-Tech, its owner, Jared Wheat, and Hi-Tech executive, John Brandon Schopp
Superseding indictment:
• 18 criminal counts (conspiracy to commit wire fraud, wire fraud, conspiracy to manufacture and distribute controlled substances, manufacturing and distributing controlled substances, introducing misbranded drugs into interstate commerce)
• Indictment does not mention DMAA … but Wheat agreed to stop selling products containing it as condition of his pre-trial release from custody
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Closing Remarks
Burden is on FDA to show supplements are adulterated, leading to potential long delays in removing products from the market and holding individuals/companies responsible
But the dietary supplement industry IS subject to myriad regulatory requirements; and
There are REAL and SERIOUS consequences—both civil and criminal—for violating the Federal Food, Drug & Cosmetic Act (FDCA)
• Executives of companies can be held criminally liable for misdemeanor violations of FDCA without criminal intent (mens rea, i.e. “guilty mind”) so long as person is in position of authority to correct/prevent violation
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The ‘Wild West’
Is the dietary
supplement
market “a
dangerous Wild
West of
inadequate
regulation?”
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Thank you
Josh Long
Legal/Regulatory Editor
Natural Products INSIDER