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C h a i n D r u g s t o r e D a i l y M o n d a y, A u g u s t 2 4 , 2 0 1 5 1 2 SAMPLEIT: MORE THAN A GAME-CHANGER; A WHOLE NEW GAME The SAMPLEit experience gives you the power to create instant brand chemistry with your customer. Technology and branding combine to uniquely qualify customers, and motivate them to make a full-size purchase in-store. SAMPLEit kiosks are effective at priming your cus- tomers for conversion, and the sales results speak for themselves. Sampling has long been known as a highly effective way to create customer desire and thus convert a sale. Coupons also remain quite capable in helping to close the sale, as they are powerful, money-saving motivators. What if you could harness the power of both sampling and coupons to create something even more compelling? A SAMPLEit program combines their effectiveness in a customer experience that can be incredibly successful for your brand, resulting in exponentially higher sales conversion than traditional meth- ods, goodwill with consumers and an effective tracking system for con- versions. The one dollar cost of the sample pre-qualifies your cus- tomer, the coupon encourages them to buy the full-size product and the kiosk's in-store location provides the ultimate conven- ience. By joining the forces of all these elements, results have shown that with a 26-week pro- gram, typical redemption rates increase to an average of seven percent. In short, redemption is conversion, and qualified customers boost ROI. SAMPLEit believes that brands, retailers and consumers can mutually benefit and maintain a connection through a combination of prod- ucts, trial and savings. This brings consumers back into the conversa- tion, and empowers them to actively advocate and participate in your brand universe. Including your customers in the process leads to the development of better, proven products for everyone to enjoy – more innovation, fewer gimmicks. Visit SAMPLEit at booth #3247. For more information, email Todd First, Vice President of Business Development at todd.first@ outerwall.com or call 630.470.3941. MENTHOLATUM OINTMENT STILL GOING STRONG AFTER 125 YEARS The Mentholatum ® Company has been providing cold relief to American fami- lies since the introduction of Mentholatum Ointment in 1889. However, it realized that even tried and true formulas can benefit from product innovation. That's why the company will be switching over to natural active ingre- dients for its line of Mentholatum Vaporizing Rubs in time for this year's cough/cold season. "We listened to consumers to better understand how they used chest rubs and what their needs and preferences are," said Angela Ho, Mentholatum U.S. Marketing Director for Heritage and Pain Relief products. "Not surprisingly, we found they use a chest rub because it is effective at relieving coughs. But we also found that con- sumers would use chest rub more often if they contained nat- ural ingredients and had more pleasant scents." Mentholatum Nighttime Vaporizing Rub with its sooth- ing lavender scent was introduced in late 2014. Unlike the strong menthol smell in traditional chest rubs, the lavender scent provides users a pleasant, calming expe- rience. Additionally, its maximum strength cough relieving formula lasts up to eight hours, a combination that is perfect for bedtime use. IRI indicates that Mentholatum has seen a 40 percent increase over the last 13 weeks versus only a 14 per- cent growth for the category. This year the company featured an on-pack scratch-and-sniff coupon that allowed consumers to expe- rience the new fragrance right at shelf. A scratch-and-sniff package panel is planned for 2015 with product advertis- ing scheduled to kick off this fall. ALENDRONATE SODIUM ORAL SOLUTION FROM TAGI PHARMA In 2013, TAGI Pharma, Inc., a specialty pharmaceutical company and subsidiary of Precision Dose, Inc., announced the launch of its Alendronate Sodium Oral Solution, 70mg/75mL product in the United States and its territories, posses- sions and protectorates. TAGI obtained this product under an exclusive market- ing rights agreement to market and sell the approved ANDA product as the sole source generic alternative to Merck & Co., Inc.'s FOSAMAX ® (alendronate sodium) oral solution. Thomas Anderson, Executive President and responsible for the imple- mentation of TAGI's strategic plan, as well as its business development activi- ties, said, "The Alendronate represents a key step forward in the implementa- tion of TAGI Pharma's business plan to bring differentiated products to the mar- ketplace, utilizing an aggressive busi- ness development initiative to license, acquire and co-develop products and incorporating innovative sales and mar- keting strategies to achieve market pen- etration." Kenny Harrington, Vice President of Sales and Marketing of TAGI Pharma, said, "The Alendronate Sodium Oral Solution Product addresses unmet needs in the market for a liquid Alendronate product, and compliments the TAGI strategy to provide unique products to underserved cus- tomers." "TAGI Pharma, Inc. was established to target the generic retail market," said Thomas Anderson, "and our product selection for TAGI Pharma is focused on higher barriers to entry and limited com- petition, where there are market expan- sion opportunities in the retail market, as well as the non-retail sector currently being serviced by Precision Dose, our parent company. Keys to our success have been a thorough understanding of the markets we compete in and identifi- cation of profitable product opportunities that provide a value-add to our customers, with a foundation always grounded in product quality and high service level per- formance." Alendronate Sodium Oral Solution, NDC#51224-301-10, is the only oral solution on the market/only generic alter- native to tablets. It is covered by Medicare and Medicaid, and stocked and available at your preferred wholesaler. Visit TAGI Pharma at booth #1204. Go online to www.tagipharma.com to view complete product listings and full pre- scribing information which includes indi- cations for use and additional important safety information. INVENTORY SOLUTIONS FOR RETAILERS SUFFERING FROM WEST COAST PORT DISPUTE, COLD WINTER By Kevin Farkas, Executive Vice President, Sales and Business Development, Active International Due to lingering supply chain and inven- tory disruptions caused by the West Coast port disputes and a long, harsh winter, retailers are scrambling to return their inventory levels to normal while minimizing financial losses. While some are turning to more in-store discounts to move excess product, that strategy can lower store revenue potential by reducing available shelf space for regularly-priced products. Too many in-store sales events can also have negative implications for the brand over time. Luckily, other options, such as liqui- dation and corporate trade, are available and don't pose these same risks to your business. These two alternatives each provide their own unique benefits. Choosing the one that is right for your company will depend on your current sit- uation and longer-term priorities. Retailers frequently use liquidation because they can sell off excess inventory quickly and generate cash. It is a widely accepted method of handling excess inventory, so it has been incorporated into most companies' supply chain strategy. Liquidation, however, has some sig- nificant drawbacks. Since inventory is sold for a lesser value than what the com- pany originally paid, retailers take a financial loss and risk concerning investors. Furthermore, until the excess inventory is sold, the company must store the assets, using warehouse space that could otherwise be used to house non- discounted merchandise. With corporate trade, excess inventory is purchased with cash, a trade credit or a combination of both. Payment is typically equal to the wholesale/acqui- sition cost of the inventory. In return, the retailer commits to making expenditures through the corporate trade company, using the trade credit as partial payment. Expenditures often purchased through a corporate trade company include adver- tising, travel and events, freight and logistics, and retail marketing. Corporate trade can deliver more value for excess inventory to retailers than what they would receive as a result of in-store discounts and liquidation. Additionally, corporate trade companies can sell inventory through the same dis- tribution channels that the retailer has in place, minimizing supply chain disrup- tions. Since corporate trade companies typically work with companies across multiple retail categories, they can also provide access to alternative distribution channels. Retailers must be comfortable commit- ting to future business transactions through their corporate trade company, using their trade credits to pur- chase goods or services. It is as this point, when trade credits are used, that corporate trade's added value is fully recognized. Thus, retailers should understand the cal- iber of their corporate trading partner's trading capacity and available services. While large-scale supply chain dis- ruptions will never go away, there are multiple options for managing the rev- enue and inventory impact those events may have. Ultimately, companies will need to strategically choose the best option for recapturing as much value as possible from their excess inventory. Visit Active International at booth #3131 to learn more and pick up a power bank to stay fully charged (while supplies last). For more information, go to www.activeinternational.com/NACDS20 15 or call 845.735.1700.