Issue: 71 Page: 64-66
Total Sales of Herbal Supplements in United States Show Steady Growth
by Mark Blumenthal, Courtney Cavaliere, Grant K.L. Ferrier
HerbalGram. 2006; 71:64-66 American Botanical Council
Total Sales of Herbal Supplements in United States Show Steady Growth
Sales in Mass Market Channel
Show Continued Decline
Total sales for herbal dietary supplements (HDS) have shown continued growth
for most channels of trade, indicating a steady increase in both 2005
and 2004, compared to 2003. Unpublished sales statistics gathered from various
primary and secondary sources by Nutrition Business Journal (NBJ) demonstrate
a 3.4% increase from 2003 to 2004 and an additional 2.1% increase in 2005
compared to 2004 for all HDS aggregated for all sales channels (see Table
1).
Table 1. Total Estimated Herb Sales in All Channels
1994—2005 |
Year |
$ Total Sales (millions) |
% Increase
(-decrease) |
1994 |
2,020 |
|
1995 |
2,470 |
22.3 |
1996 |
2,990 |
21.1 |
1997 |
3,557 |
19.0 |
1998 |
4,002 |
12.5 |
1999 |
4,110 |
2.7 |
2000 |
4,260 |
3.7 |
2001 |
4,397 |
3.2 |
2002 |
4,276 |
-2.8 |
2003 |
4,178 |
-2.3 |
2004 |
4,320 |
3.4 |
2005 |
4,410 |
2.1 |
Source: Ferrier et al. Nutrition Business Journal
2006 (in press).1 (www.nutritionbusiness.com)
NBJ (Nutrition Business Journal) primary research includes
NBJ surveys of supplement manufacturers, distributors, MLM firms, mail
order, Internet and raw material & ingredient supply companies,
as well as numerous interviews with major retailers (Wal-Mart, Costco,
etc.), manufacturers, suppliers and industry experts. Secondary sources
include Information Resources Inc., SPINS, ACNielsen, Natural Foods
Merchandiser, Whole Foods Magazine, Insight, The Hartman
Group, company data and other published material. |
Despite the generally upward trend for all aggregated sales, HDS continued
their generally downward trend in the mainstream market (i.e., food, drug,
and mass market retailers, referred to as FDM) in 2005, with total herb sales
in that channel being about 3.67% lower than sales for the same category in
2004, according to information provided by Information Resources Inc. (IRI)
of Chicago (see Table 2). The IRI data, considered by most knowledgeable observers
as probably the most reliable econometric sales data available on herbal supplements
for this particular channel does not include sales reports from Wal-Mart,
Sam's Club, and other large warehouse buying clubs, or sales from convenience
stores. If such additional sales data were available in the IRI reports, the
total level of sales for HDS in 2005 reported by IRI ($249,425,500) would
possibly be at least twice the reported figure, since Wal-Mart alone has been
termed the largest retail seller of dietary supplements in the United States.
Table 2. Sales of Top-Selling Herbal Dietary Supplements
in the Food, Drug, and Mass Market Channel in the United States in 2005 |
Common Name |
Latin Name |
$ 2005 Sales (USD) |
% change 2004 |
1. Garlic |
Allium sativum |
26,244,200 |
-3.28 |
2. Echinacea |
Echinacea spp. |
21,114,160 |
-11.21 |
3. Saw palmetto |
Serenoa repens |
19,252,980 |
-5.42 |
4. Ginkgo |
Ginkgo biloba |
16,553,030 |
-14.54 |
5. Cranberry |
Vaccinium macrocarpon |
15,839,160 |
16.97 |
6. Soy |
Glycine max |
14,497,100 |
-17.12 |
7. Ginseng* |
Panax ginseng |
11,444,550 |
-6.19 |
8. Black cohosh |
Actaea racemosa† |
9,736,738 |
-19.05 |
9. St. John's wort |
Hypericum perforatum |
9,035,399 |
-1.34 |
10. Milk thistle |
Silybum marianum |
8,312,867 |
6.77 |
11. Green tea |
Camellia sinensis |
5,648,459 |
93.89 |
12. Evening primrose |
Oenothera biennis |
5,303,904 |
-13.00 |
13. Valerian |
Valeriana officinalis |
3,435,420 |
-0.42 |
14. Horny goat weed |
Epimedium spp. |
2,184,910 |
-1.35 |
15. Grape seed extract |
Vitis vinifera |
2,162,104 |
-7.14 |
16. Bilberry |
Vaccinium myrtillus |
2,109,174 |
-10.04 |
17. Red clover |
Trifolium pratense |
1,718,605 |
-25.80 |
18. Yohimbe |
Pausynystalia johimbe |
1,542,513 |
-15.97 |
19. Horse chestnut seed extr. |
Aesculus hippocastanum |
1,220,254 |
-14.95 |
20. Ginger |
Zingiber officinalis |
862,719 |
5.75 |
Total All Herb Sales [including herbs not shown] |
$249,425,500 |
-3.67 |
Source: Information Resources Inc.2 (http://us.infores.com/)
* It is not clear from the IRI data whether this figure also includes
the sales of American ginseng root products (made from Panax quinquefolius),
the sales of which are not as high as sales from supplements made from
Asian ginseng (P. ginseng).
†The commonly used synonym and previously
accepted binomial is Cimicifuga racemosa. |
To understand the relative significance of the IRI data, as
well as the aggregate sales data compiled by NBJ, it is essential to recognize
that HDS are sold in the United States through a variety of market channels.
These include the following: health and natural food stores; FDM as well other
outlets in the mainstream market (e.g., warehouse buying clubs); convenience
stores; mail order, radio and television direct sales, and Internet sales;
companies that sell directly to the consumer (often called network marketing or
multi-level marketing [MLM] companies); health professionals in their offices
(e.g., acupuncturists, chiropractors, naturopaths, some conventional
physicians, et al.), and other smaller channels.
Due to this wide variety of sales channels and the lack of
accurate econometric tracking services for these channels (as is available from IRI in the FDM channel), it is
difficult to accurately measure the precise level of sales of HDS in the United
States. During the past 10-15 years, some of the most precise sales data have
come from the FDM channel due to the fact that the sales of herbs are reported
by cash register and computer scanning data to companies like IRI
(http://us.infores.com/) and AC Nielsen (http://www2.acnielsen.com). According
to IRI data, as has been reported in HerbalGram for the past 10 years, the 20 herbs that have enjoyed
the top levels of sales in the United States in 2005 are shown in Table 2 (the
top 20 herbs sometimes varying from one year to the next). It bears emphasis
that the total sales of herbal dietary supplements in the FDM channels
constitutes an estimated one-sixteenth of the total market for herbs in the United States, according to
aggregates of the total sales of HDS in the US market as compiled by NBJ.
Readers are thus cautioned not to utilize the IRI sales statistics in Table 2
without giving them proper context.
As shown in Table 2, of the top-selling 12 herbal dietary supplements, 9 indicate
lower sales in the FDM channel in 2005 compared to the previous year. This
is consistent with the total of all herbs sold in 2005 in FDM, calculated
at $249,425,500, or a 3.67% drop compared to 2004. During the past 7 or 8
years, sales in the FDM channel have suffered a continual decline, punctuated
by spikes in sales for several herbs that have experienced surges due to increased
demand stemming from positive publicity from clinical trials, market promotions,
and/or other social trends (see Table 3).
Table 3. Total Estimated Herbal Dietary Supplement
Sales in US Food, Drug, and Mass Market (FDM) Channel—1998-2005 |
Year |
$ Total Sales* |
decrease from previous year |
1998 |
731,651,520 |
|
1999 |
710,794,944 |
-3.0 |
2000 |
590,953,088 |
-15.1 |
2001 |
337,431,200† |
-21.0 |
2002 |
293,397,664 |
-13.9 |
2003 |
278,212,100 |
-5.0 |
2004 |
257,514,900 |
-7.4 |
2005 |
249,425,500 |
-3.7 |
* Data from Information Resources Inc. (IRI) and published
in various Market Report articles in previous issues of HerbalGram
(i.e., issue numbers 49, 51, 55, 58, and 66).
†IRI stopped reporting data from Wal-Mart stores,
a significant share of the sales in the FDM channel. |
For example, Table 2 indicates that sales for 3 herbs
increased in 2005 (cranberry, milk thistle, green tea). The most dramatic
increase (94%) occurred with green tea, the public perceptions of which are
influenced by growing publicity about the herb's strong antioxidant activity.
(These statistics do not reflect the increase in green tea sales as "teas,"
i.e., as beverages; this relates to HDS only. Green and white tea beverage
sales rose 18% in 2005, from $136,041,305 in 2004 to $160,258,650 in US natural
supermarkets and conventional food/drug/mass market stores [excluding
Wal-Mart], according to SPINS, a market research and consulting firm for the
Natural Products Industry).3
With respect to the total market estimated sales, the NBJ statistics indicate
that there has been an increase in herbal combinations in 2004 and
2005. Table 4 shows a 5.0% increase in combination formulations in 2004 and
another almost equal (4.8%) rate of growth in 2005, after what appears to
have been a precipitous decline of 18.6% from 2002 to 2003. The reduction
is possibly due to the falloff in sales of Metabolife¨ 356 and a number of
other ephedra-containing combinations during the period where significant
adverse publicity was generated about ephedra (Ephedra sinica Stapf.,
Ephedraceae) in general (and its banning in HDS by the Food and Drug Administration),
and the Metabolife product in particular.
Table 4. Herb Sales by Category in All Channels:
Singles (Monopreparations) vs. Combinations |
2003 |
2004 |
2005 |
$ Sales
(millions) |
% Growth |
$ Sales (millions) |
% Growth |
$ Sales (millions) |
% Growth |
Total Single Herbs |
2,810 |
6.0 |
2,900 |
3.2 |
2,880 |
-0.7 |
Total Combination Herbs |
1,400 |
-18.6 |
1,470 |
5.0 |
1,540 |
4.8 |
Total Herbs |
4,210 |
-3.4 |
4,380 |
4.0 |
4,420 |
0.9 |
Source: Ferrier et al. Nutrition Business Journal 2006
(in press).1 (www.nutritionbusiness.com) |
Single herb HDS have not fared as well as combinations,
according to the NBJ data. Singles (aka monopreparations) enjoyed a 3.2% growth
rate in 2004 and a slight decrease of
0.7% in 2005.
Other channels of trade have experienced a more stable growth pattern with
sales in the health food/natural food store channel generally being the most
consistent over the past decade (see Table 5). Direct, or non-retail, sales
have also performed better than the mainstream market but have not been as
consistent, although they did outperform natural channel sales in 2005, mainly
due to growth by MLMs. The better sales performance in natural and in direct
sales channels is principally due to the fact that the so-called "core shopper,"
the consumer who has a relatively strong commitment to the philosophy underlying
the natural products and natural health lifestyle—i.e., "natural is better"—are
more willing to continue purchasing and using herbal supplements despite negative
media stories about lack of effective regulation, safety concerns, or results
of negative clinical trials. On the other hand, much of the consumer demand
in the FDM channel comes from what marketing consultants refer to as "peripheral
shoppers," consumers who are more mainstream and less committed to the natural
health philosophy; these consumers are more easily influenced by negative
media reports and are thus presumably less willing to continue to purchase
an herbal supplement in the face of growing negative publicity. In addition,
the mass market had a significantly stronger dependence on the former availability
of ephedra-based weight-loss products, which have now been banned by the US
Food and Drug Administration, than the natural or direct sales channels.
Table 5. Herb Sales by Channel for 2005 |
Channel |
$ Sales
(millions) |
% Increase
(-decrease) |
Mass Market* |
713 |
-3.5 |
Natural & Health Food† |
1,429 |
2.0 |
Direct Sales‡ |
2,268 |
4.0 |
Total |
4,410 |
2.1 |
Source: Ferrier et al. Nutrition Business Journal
2006 (in press).1 (www.nutritionbusiness.com)
* Mass market includes food/grocery, drug, mass merchandise, club
and convenience stores, including Wal-Mart, Costco, etc.
† Natural & health food include supplement and
specialty retail outlets, including Whole Foods, GNC, sports nutrition
stores, etc.
‡ Direct Sales include Mail Order (including catalogs), direct
mail and direct response TV and radio; practitioners representing conventional
and alternative practitioners selling to their patients, including ethnic
herbals and herb shops; Multilevel (MLM) or network marketing representing
firms like Advocare, Herbalife, Nature's Sunshine, NuSkin (Pharmanex),
Nutrilite (Amway/Quixtar), Shaklee, etc. |
Nevertheless, despite
the appearance of a downward trend in the FDM channel, again chosen here due to
the availability of better statistical data, the aggregated sales for all
market channels as compiled by
NBJ strongly suggests that the market for herbs and plant-based dietary
supplements in the United States appears to have stabilized in traditional
single-category herbs, while offering significant recent growth in
condition-specific blends (still mostly weight-loss) and certain new categories
like liquid botanicals including noni (Morinda citrifolia L., Rubiaceae), mangosteen (Garcinia
mangostana L., Clusiaceae), and
goji/wolfberry (Lyceum spp.,
Solanaceae) juices. Many creative and innovative companies are producing and
marketing new ingredients and products that contain patented ingredients and/or
those with clinical substantiation of safety and efficacy. Despite downward
price pressures resulting from the importation of low-cost botanical
ingredients and extracts from Asia, particularly China, the development of
proprietary patented and clinically-tested ingredients and products promises to
help provide the American consumer with an array of high-quality, safe, and
clinically effective herbal products.
References
1. Ferrier
GKL, Thwaites LA, et al. US Consumer Herbal & Herbal Botanical Supplement
Sales. Nutrition Business Journal. 2006.
In Press.
2. FDM
Market Sales Data for Herbal Supplements, 52 weeks ending January 1, 2006.
Chicago, IL: Information Resources Inc.
3. SPINSscan Natural and SPINSscan Conventional, 52 Weeks Ending 12/31/05
vs. 52 Weeks Ending 1/1/06.
|