the supplement roundtable - new hope network · 2019-03-13 · the supplement roundtable wednesday,...

The Supplement RoundtableWednesday, March 6, 2019Marriott, Orange County Ballroom 1

Welcome

RICK PolitoNew Hope Network

Our Supplement Industry Archetype

Fran SchoenwetterNew Hope Network

ArchetypeHEALERStrengthsInspiration. Empathy. Faith. Passion. Wholeness

ChallengesTemptation to use power for gain, control or fame.Representation as the “only answer.” Egotism.

THE HEALER is essentially a conduit toward wholeness. Acting as a catalyst in which nature is the ultimate healer, this archetype does not do the healing but creates the conditions, beliefs and structure for healing to happen. Sensitive and empathetic to people’s emotions, the Healer has an intuitive and learned capacity for transforming pain into restoration. The Healer possesses a powerful vision of ease and health, and it focuses on the positive, the complete and the well aspects of the world.

Keynote: Paul & Barbi Schulick

PAUL SchulickFor The Biome

BARBI SchulickFor The Biome

BILL GieblerNew Hope Network

Supplements by the Numbers

CLAIRE MortonNew Hope Network

BRIAN WommackCRN

8© 2019 Informa LLC. All Rights Reserved

Supplements: By the Numbers

Expo West 2019

Claire MortonSenior Industry Analyst

Nutrition Business [email protected]

Brian WommackSenior Vice President, Communications

Council for Responsible [email protected]


CRN Consumer Survey• CRN’s survey has been conducted annually

since 2000• Survey is funded by CRN and conducted

online by Ipsos Public Affairs, in English (Aug 24-28)

• 2018 survey included a national sample of 2,004 adults aged 18 and older living in the United States

• Of those surveyed, 1,504 were considered supplement users

• Poll has a credibility interval of plus or minus 2.5 percentage points for all respondents, and plus or minus 2.9 percentage points for supplement users

Methodology NBJ Market Sizing• NBJ has been tracking sales and product

trends in the nutrition industry since 1999• A holistic methodology that allows us to

triangulate market size and growth trends• Published estimates are obtained through

POS data (from SPINS and IRI), industry surveys, interviews with key players, public financials, and insights from industry experts

• Our place in the center of the industry allows access to executives and experts across retail, manufacturing and raw material supply, and sources will provide data knowing it is rolled into an overall model and not directly attributed to them


Bright Spot: Herbs & Botanicals

Bright Spot: Protein

Vitality: Sleep, Energy and Focus

Healthy Habits

The Changing Retail Landscape

Alternative Delivery Formats

Agenda: Key Themes


• 75% of Americans take dietary supplements

Supplement Market Overview• 87% of U.S. adults have overall

confidence in the safety, quality, and effectiveness of dietary supplements

• 78% of Americans perceive the dietary supplement industry as being trustworthy

• 57% of Americans trust their medical doctor/physician for reliable information on dietary supplements


Supplement Market OverviewDietary supplement sales grow 6.1% to $46B in 2018

0%

1%

2%

3%

4%

5%

6%

7%

0

10,000

20,000

30,000

40,000

50,000

60,000

2015 2016 2017 2018e 2019e 2020e 2021eGr

owth

Reve

nue

($m

il)

Vitamins30%

Herbs & Botanicals

19%

Sports Nutrition

Supplements14%

Minerals7%

Meal Supplements

12%

Specialty/Other18%


• 41% of supplement users take herbals/botanicals versus just 28% in 2013

• 19% of U.S. adults aged 55+

take turmeric

Supplement Bright Spot: Herbs & Botanicals

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

9,000

10,000

2013 2014 2015 2016 2017 2018e

Gro

wth

Reve

nue

($m

il)

Sales and Growth, 2013-2018


• Wasn’t a separate category until 2013

• Growth has more than doubled since 2014

• Growth for 18-34 year old category

• Growth for female supplement users

Supplement Bright Spot: Protein


Supplement Bright Spot: Protein

$437M

$3.6B $3.9B $3.3B

$11.2B

$928M

$5.5B $5.4B $4.4B

$16.2B

RTD ProteinBeverages

Nutrition Bars Sports Powders Weight Mgmt MealSupplements

Total

2013 2018

↑16%CAGR

2013-2018 ↑9% ↑7% ↑6% ↑8%


• Use of melatonin has increased by 50% or more in each age group since 2013

Vitality: Sleep

Melatonin60%

Combination Herbs12%

Homeopathics11%

Valerian7%

Magnesium3%

5-HTP3%

Others4%

Sleep Supplement Ingredients, 2018

18–34 35–54 55+

2013 2018


Vitality: Cognitive/Focus

0%

2%

4%

6%

8%

10%

12%

0

100

200

300

400

500

600

700

800

900

1,000

2013 2014 2015 2016 2017 2018eGr

owth

Reve

nue

($m

il)



• Since 2013, the use of energy drinks and/or gels among supplement users aged 18-34 has doubled

• Energy is one of the top 3 reasons supplement users take dietary supplements

Vitality: Energy

0%

2%

4%

6%

8%

10%

12%

14%

0

500

1,000

1,500

2,000

2,500

2013 2014 2015 2016 2017 2018e

Gro

wth

Reve

nue

($m

il)


46% 29% 28%

For Overall Health

Fill Nutrient Gaps

Energy


Vitality: Healthy Habits

2013 2014 2015 2016 2017 2018

70%

55%

EXERCISE REGULARLY

65%

57%

Supplement users

Non-users


Vitality: Healthy HabitsTRY TO EAT A BALANCE DIET

87% 87%Supplement users

Non-users

2013 2014 2015 2016 2017 2018

78% 76%


Vitality: Healthy HabitsVISIT A DOCTOR REGULARLY

75%

80%Supplement users

Non-users66% 68%

2013 2014 2015 2016 2017 2018


Vitality: Healthy Habits

GET A GOOD NIGHT’S SLEEP

71% 74%Supplement users

Non-users72% 67%

2013 2014 2015 2016 2017 2018


The Changing Retail Landscape42%

38%

23% 23%

17% 16%

41%37%

23% 22%

17%14%

41%39%

21% 20%22%

16%

Mass Merchandiser DrugStore/Pharmacy

Warehouse Club Supermarket Online Specialty VitaminRetailer/Chain

Health Food Store% of Supplement Users - 2016 % of Supplement Users - 2017


The Changing Retail Landscape

Mass Market Natural and Specialty MLM/Network Internet Practitioner Mail Order, DRTV, Radio

36%

26%16%

9%

8%5%

Market Share by Channel, 2018

0%2%4%6%8%

10%12%14%16%18%20%

2013 2014 2015 2016 2017 2018e

Grow

th

Sales Growth by Channel


• Survey data from 2013-2016 show that preference for a gummy dietary supplement steadily grew

• In 2017, CRN looked at delivery forms consumers were switching to

Alternative and novel delivery formats

41%

42%

43%

44%

45%

46%

47%

48%

49%

50%

2017 2018

Supplement Users Switching to Gummy

Total percent of Supplement Users who switched delivery forms to a gummy

18-34 year olds who switched delivery method to gummy


Alternative and novel delivery formats

Pill63%Gummy

6%

Other Non-Pill

31%

2013

Pill51%

Gummy12%

Other Non-Pill

37%

2018eNon-pill+12%


LOOKING AHEAD

60%of supplement users say they anticipate their

supplement use will increase in the next five years

71%of users 18–34

67%of users 35–54

45%of users

55+


We will now take 5 minutes of Q&A

The Business of Supplements

TOM AartsNutrition Business Advisors

Supplement RoundtableThe Business of Supplements:Trends, Transactions, & Deal Summary

Thomas AartsCo-Founder, NCN & NBJCo-Chair, NBJ [email protected]

22nd Annual NBJ Summit, 2019July 15th – 18th, Rancho Palos Verdes, CA

31

Theme: “Collaboration & Community – Learning from our Collective Successes and Failures

to Co-Create a Thriving Nutrition Industry”Featured Topics: NBJ Summit Innovation FIX:• Entrepreneurs and business visionaries will present their innovations and challenges to our audience of

nutrition industry leaders and to a world leader in Behavioral Design as part of this interactive program.

Blockchain Technologies Shaping our Future:• Blockchain promises to be among the most critical tools of supply chain traceability and transparency.

Experts will share the technology’s strategies, opportunities and pitfalls.

Evolving Challenges & Opportunities in Hemp & CBD:• All eyes are on the hemp and CBD market and we will provide an update on the regulatory landscape and the

latest innovation and case-studies in this explosive but controversial category.

32

NCN’s Place in the Informa H&N ‘Ecosystem’

Behold the Power of New Hope

Nutrition Capital Network Overview

33

The NCN ‘Ecosystem’

Communicative Applicants

Cornerstone Investor Members

Presenting Companies

of Companies have Raised Money or

Completed a Transaction

different Investor Groups

Mentors & Industry Experts (NCN

Screening Committee)

Meetings

41 3,300

58

720

57%

330+

54

Top Macro Supplement Trends 2016-2018

34

1. Protein goes mainstream with plant proteins and collagen sourced protein trending

2. New convenient delivery forms are of interest to consumers

3. Whole foods supplements holding their own

4. Gut health is still hot and science is becoming stronger – next is the “microbiome”

5. Pet supplements are becoming a legitimate category

6. Non-GMO interest and consumer awareness is impacting supplements

7. Brain health interest is still growing

8. Internet (Amazon) is a big factor

9. Sleep remains a huge opportunity that is an unmet need in the mass market

10. Inflammation supplements are very high on consumer radar

11. More transparency and science will be required to succeed

12. CBD (Cannabis) is real and coming on strong

13. Personalization and Semi- Personalization are coming to a theater near youSource: Nutrition Business Advisors and NBJ preliminary research

Size & Growth of Nutritional Categories by RetailersActive Nutrition

35

Source: William Hood, 2017

NBJ Editorial 2013:Supplement Can Win in a World of Personalized Medicine

36

1. We’re headed from the age of the average to the age of the individual.

2. The companies that can provide simple and user friendly diagnostics to measure an individual’s biomarkers, and then deliver a nutraceutical product that can positively impact these metrics, will have the advantage in the age of personalized lifestyle medicine.

3. The $100 million supplement company of tomorrow may not even be a supplement company, but rather a diagnostics company that creates or effectively partners with a product line.

4. The diagnostics arm of personalized medicine also provides an important opportunity for our industry to prove to doctors and consumers, as well as our critics that our products really do work.

Source: Thomas Aarts Editorial; Nutrition Business Journal

Landscape for Personalized Nutrition 2018

37

Minimal Personalization•Lowest Cost•Off-the- shelf solutions

Maximum Personalization•Highest Cost•Individualized solutions

Condition Specific Supplements (1990’s)

Survey Based (2000)

Tracking Devices (~2007)

Biomarker Tests (2012)

Genetic (~2002) & Microbiome Testing (~2010)

The Future of Healthcare Driven by Paradigm Shifts in Diagnostics & Technology

38

Public Health Initiatives

(e.g. ObamaCare)

Private Health Initiatives

(Insurers, Corp. Wellness)

PersonalizedLifestyle Medicine

(Nutrition)

Accessible Diagnostics(Genetics & Biomarkers)

Nutrition, Rx, Lifestyle

TherapiesHealthcare Crisis

Mobile Technology

Social Networks

Computing Power

Big Data

Innovative*Diagnostics

Innovative*Self Care

(Quantified Self)P4 Medicine

(Personalized, Preventative,

Predictive, Participatory)

Lifestyle Healthcare/

Medicine

Sources: PLMI, Eric Topol, presented at the NBJ Summit, 2013*Innovative = Simpler, Faster, Better, Real Time Products & Services

Market Dynamics for Personalized Nutrition

39

Where we are nowThe accessibility of detailed, personalized nutrition information is still in early phases of value & adoption

Where we are goingImproved technology, decreases in cost, and greater understanding of the benefits will bring personalized nutrition into the mainstream (2022)

Personalized Nutrition$XX Billion (2018)

7-10%Compounded Annual Growth Rate

In 2022$XX Billion

Source: DNA Sequencing Market will exceed 20 billion says Illumina CEO Jay Flately – ForbesSpectacular Laboratories Revenue – Competition – Market Share – Growth – IncFactMicrobiome Sequencing Services Market will Reach USD 1,570.4 Million by 2022

NCN 2018 Deal Flow Counts

Nutrition Capital Network Database

41

NCN Transaction Database(942 in 2018; 4,680 since 2009)

NCN Deal Flow Database(3,720 since 2007)

NCN Presenter Tracking(720 since 2007)

Source: Nutrition Capital Network Transaction Database.

Nutrition and Health & Wellness Industry: Transactions Number Level in 2018

42

Source: Nutrition Capital Network Transaction Database. Counts are from actual listed transactions.* Using annualized rate based on first half data

2015 2016 2017 2018

M&A Transactions 247 259 355 338

Financing Transactions

382 456 553 604

Total Transactions 629 715 908 942

M&A Growth* 41% 5% 37% -5%

Financing Growth* 82% 19% 21% 9%

Transaction Growth* 63% 14% 27% 3%

Nutrition and Health & Wellness Industry Transactions:Key Segments in 2018

43

2014 2015 2016 2017 2018 2017 2018

M&A: Natural & Organic, Functional Food 53 100 103 138 136 34% -1%

Financing: Natural & Organic, FunctionalFood

35 105 105 140 133 33% -5%

M&A: Retail & Distribution 11 10 26 34 22 31% -35%

M&A: Ingredients 22 22 29 43 28 48% -35%

M&A: Supplements 22 10 17 21 10 24% -52%

Financing: Supplements/Ingredients/PTC/PC 26 20 15 46 33 207% -28%

Financing: Technology & FoodTech 110 173 183 159 192 -13% 21%

Financing: Nutrition Biotech & Agtech 12 39 120 126 142 5% 12%

Source: Nutrition Capital Network Transaction Database.

Summary of NCN Deal Flow by Segment:June 2017 to July 2018

44

Source: Nutrition Capital Network Deal Flow Database derived mainly from incoming applications to present at NCN Investor Meetings, qualified referrals and NCN events at trade shows

Through July 2018 Through July 2018 Just 2018 Just 2018

Branded F&B 1862 54% 239 67%

Ingredients 452 13% 33 9%

Supplements 394 11% 41 11%

Natural PC & Household 299 9% 24 7%

Technology 211 6% 5 1%

Retail & Service 127 4% 11 3%Other(Apparel, Media, Education, Medical Foods,Packaging, Fitness, Green Products)

111 3% 5 1%

Total 3,456 460

Nutrition and Health & Wellness Industry Transactions:Financing Details

45

2018 2017 2016 2015 2014

Total M&A 340 356 259 247 175Financings

Biotech & Agtech 142 126 119 39 12Branded Food & Beverage 133 138 105 104 35Ingredients & Contract Manufacturers 5 17 6 7 6OTC & Personal Care 37 22 4 9 11Retail and Distribution 27 18 16 18 8Supplements 7 6 5 4 9Technology - Apps, Information, Media* 42 45 49 53 31Technology - Delivery Service* 78 67 70 85 28Technology - Devices: Analytical, Diagnostic &Monitoring

18 5 21 12 18

Technology – Robots/Automation 14 4Technology - E-Commerce* 32 13 19 15 20Technology - Software 22 15 22 8 13Urban Farming 8 15 2 3 4Other 59 77 28 25 16Total Financings 606 555 456 380 208Total Transactions 946 911 715 627 383

Source: Source: NCN Transaction Database. Counts based on transactions detailed in NCN’s Transaction Database;*These three segments may also be referred to as Foodtech.Source: Nutrition Capital Network Transactions Database. Counts are from actual listed transactions.

Top M&A Transactions in Nutrition and Health & Wellness:2017 & 2018

46

Acquired Acquirer Value ($mil)

2018

Pinnacle Foods ConAgra Foods $10,900Blue Buffalo Pet Products General Mills $8,000Frutarom International Flavors & Fragrances Inc $7,100Merck KGaA (Consumer Health) Procter & Gamble $42,00Ainsworth Pet Nutrition The J.M. Smucker Company $1,900Nutranext Clorox $7002017

Whole Foods Amazon $13,700Whitewave Danone $12,500Snyders-Lance Campbell Soup Company $4,870Nature's Bounty KKR $3,000Atrium Innovations Nestle $2,300Amplify Snacks The Hershey Company $1,600Stonyfield Farm Lactalis $875Pacific Foods Campbell Soup Company $700RxBar Kellogg Company $600Nutraceutical International Corporation HGGC $446Daiyo Foods Otsuka Holdings Co $324

Source: Nutrition Capital Network Transactions Database

M&A in the VMS Industry is at an Historic High

47

$13 Billion in VMS in Last 18 Months


Overview of M&A Activity in the Nutrition Industry:VMS 2010-2018

48


Competition & Demand Drive Up Transaction Size & Valuations in VMS Space

49


From 2015 to 2018, a selected group of 15 transactions had average multiples of 22x sales and 13.5x EBITDA

Supplement M&A DatabaseMay 2017 – January 2019

50

Date Target Acquirer

Jan-19 Muscle Milk (CytoSport) PepsicoDec-18 PhD Nutrition Science in SportNov-18 Nutritional Medicinals LLC. (Functional

Formulaties)Swander Pace Capital

Jul-18 Mixfit DSMJul-18 Thorne Research Mitsui and KirinApr-18 Garden House Mega PharmaApr-18 Nature's Care Chinese state-backed consortium that includes China Jianyin

Investment Ltd. and Tamar Alliance

Apr-18 Merck KGaA (Conumser Health business) Procter & Gamble

Mar-18 Nutranext (R.Light, Neocell) CloroxMar-18 ViaViente Youngevity InternationalJan-18 Healthy Directions LLC Direct Digital LLCDec-17 Atrium Innovations NestleDec-17 Gridiron BioNutrients MyCloudzAug-17 Neocell NutranextJul-17 Nature's Bounty KKRMay-17 Top Secret Nutrition Hi-Tech PharmaceuticalsMay-17 Nutraceutical International Corporation HGGC

Source: NCN Transaction Database

Natural & Specialty Brands Acquired 1995 to 2018 – USA10 of Top 20 Brands have been acquired by Strategic Investors

51

Brand Acquired by Appr Sales ($M)* Type of Purchase

Year of Transaction

Year Brand Founded

NOW Foods $400+ N/A 1986Natures Way Schwabe N.A. $300 Strategic 1998 1968Garden Of Life Nestle $280 Strategic 2018 2000Rainbow Light (Nutranext) Clorox $275 Strategic 2018 1981Country Life Kikkoman $150 Strategic 2016 1971Natural Factors $139 N/A 1968Renew Life Clorox $121 Strategic 2016 1997New Chapter Proctor & Gamble $120 Strategic 2012 1982Vega White Wave (Danone) $120 Strategic 2015 2001Solgar NBTY/KKR $115 Strategic 2008 1947Jarrow Formulas $110 N/A 1977Nordic Naturals $86 N/A 1995Natures Plus $80 2008Source Naturals $80 1982Bluebonnet $75 1991Gaia Herbs $65 1987Boiron $55 1932Megafood Otsuka/Pharmavite $40 Strategic 2016 1973Flora Inc $40 1965Solaray Nutraceuticals Intl $35 Strategic 1973

*Approximate sales in 2018 sales or sales when transaction occurred

Source: NCN & NBA Research

What did Acquirers Value in a Transaction?

52

Target Approx. Size Valuation Brands

/ Scale Distribution Market Share Demographic Science Proprietary

Mfg. / FormChina

Presence

$2.3B PPP –

$350M PPP –

$150M PPP – –

$1.5M PPP – –

$650M PPP – –

~$300M PPP –

$1.2M PPP – –


2018: Zarbee’s Acquired by Johnson & Johnson

53

Acquires

NDAnnounced August 2018

“Through Zarbee’s Naturals™, we are excited to bring a more comprehensive set of products to consumers within our core need states. The Zarbee’s team has achieved tremendous success in the marketplace and we are excited to be a part of their future growth. Upon closing of the transaction, we look forward to working closely with the Zarbee’s team as they join the Johnson & Johnson Consumer family.”

Kathy Widmer | President, U.S. OTC

#1Pediatric Cough /

Cold Brand Nationally

2008Founded as a drug-free pediatric cough

syrup

#1Children’s Sleep

Product Nationally

EV ($M)

NA

Revenue ($M)*

$75EV/Rev.

0.5x

EV/EBITDA

NA


*Note: 2017E revenue

2018: Merck Consumer Health Acquired by Procter & Gamble

54

Acquires

$4.2BAnnounced April 2018

~$1,135MSales Revenue

+6% 4yr Rev CAGR

Mother’s & Family Health

Energy & Well-Being Mobility

EV ($M)

$4,200.00

Revenue ($M)*

$1,135.00

EV/Rev.

3.7x

EV/EBITDA

19.5x



Procter & Gamble Acquisitions of New ChapterCase Study: Was this a Failure or Success?

55

• It is rumored now that P&G may sell off their healthcare platform or this brand if it can't grow to a certain level.

• Today a lot of the industry dynamics are different, so a similar acquisition could be successful, but one of the key lessons learned is that you have to leave the brand culture and company alone for as long as possible.

• There are many other examples of companies that have been purchased by large companies and are more successful when they are left alone to run independently with the support from the parent, instead of too many requirements imposed from the parent. o For example, Danone purchased Stonyfield Farm Yogurt Company over a decade ago and the structure of

the deal was that the CEO and founder of the company stayed in and they kept it as a separate company for as long as possible.

o Reckitt Benckiser purchased Schiff and that's been successful because they've taken the brand internationally and have been able to leverage their products in various markets, but the product was already in the mass market.

o It is yet to be seen what Nestle will do with Garden of Life or Clorox will do with Renew Life, but it's worth looking at both as business case studies so that we can learn from both.

EV ($M)

$2,300.00

Revenue ($M)*

$700.00

EV/Rev.

3.3x

EV/EBITDA

NA


M&A Transformation Case Study: Nestle’s Latest Acquisition

56

Acquires

$2.3B

From

Announced December 2017

~$300MSales Revenue

+27% 5yr Rev CAGR

#1Brand HFS

~$120MSales Revenue

+18% 5yr Rev CAGR

#1HCP Reco

Brand


M&A Transformation Case Study: Clorox Most Recent Acquisition

57

Announced April 2017

Acquires

$700MEV ($M)

$700.00

Revenue ($M)*

~$200.00

EV/Rev.

3.5x

EV/EBITDA

14.0x


#2 Vitamin Brand in the Natural

Channel

#1 Anti-stress and Sleep Brand in the Natural Channel

#1 Collagen Brand in the US

DTC VMS Platform

Leader in Supplements

Cleansing Products Creator

Sports Nutrition Pioneer


EV ($M)

$3,000.00

Revenue ($M)

NA

EV/Rev.

NA

EV/EBITDA

NA


2017: The Nature’s Bounty Company Acquired by KKR

58

Acquires

$3.0B

From

Transaction value per public press reportsAnnounced July 2017

#2 VMS Brand in FDMC

#1 Premium VMS in Specialty

Natural VMSin FDM

#1 Joint Care #1 Protein Powderin FDM

#1 Protein Bar in FDM

Sports Nutrition Pioneer

Leader in Ethical Beauty

DTC VMS Platform

EV ($M)

$446.00

Revenue ($M)

$235.40

EV/Rev.

1.9x

EV/EBITDA

10.4x


2017: Nutraceutical Acquired by HGGC

59

Acquires

Transaction value per public press reportsAnnounced May 2017

$446M~10x

EBITDA Multiple

$0

$15

$30

$45

1998 2000 2002 2004 2006 2008 2010 2012 2014 2016

HGGC Announces Acquisition

Acquired 50companies since 1993

EV ($M)

$350

Revenue ($M)

$100

EV/Rev.

3.5x

EV/EBITDA

18.0x


Disruptive M&A in VMS: Pfizer Acquisitions of Emergen-C

60

Agrees to acquire

$350M

“We expect that our global network and deep expertise in dietary supplements combined with our desire to provide consumers with high-quality products will make Emergen-C more accessible than it has ever been before. Emergen-C products add to and greatly complement our market-leading dietary supplement portfolio by bringing a younger consumer into our brands.”

Announced: February 2012

The Perfect Recipe for a Strategic Multiple

61

“…a natural, organic, functional better for you brand authentically founded by a millennial mum for millennial mums with transparent labeling and connection-based marketing with

proven omni-channel success and data mining capabilities superior to that of Stanford University mathematics PHD… oh, and of course with a great culture which includes team

building games of ping pong between meetings in sustainably built offices…”

25XSource: William Hood, 2018

62

Thank You!

Thomas AartsNCN Principal & [email protected]

Appendices

Top M&A Transactions in Q1-Q2 2018: Former NCN Presenters

64

Source: Nutrition Capital Network Transactions Database

Company AcquirerTerrafertil Nestle

Tcho Ezaki Glico

Runa All Market Inc.

Temple Tumeric Dunn’s River Brands

Exo Aspire Food GroupMazza Innovation Sensient Technologies

High Quality Hemp Pioneers


JOEL StanleyCharlotte’s Web

Marketing to a Millennial Mindset

JEFF HiltonBrandHive

TED MillsTespo

MARKUS KarjalainenFour Sigmatic

ERICA BryersOra Organic

Supplement Roundtable Millennial Paradigm

Millennial Paradigm

68

• Millennials as “tip of the spear”

• Gen X & Boomers aspiring downward to adopt/adapt• Converged coalition at the forefront of change in H&W

• Clean label and brand transparency• Sustainable, vertically integrated sourcing

• Personalized nutrition solutions• OmniChannel surfing and shopping

73

Purchase Funnel

Awareness

Interest

Consideration

Purchase Actions

Loyalty

Broadcast, Print, Display, Video

Print, Display, Social Media, Retargeting

Retargeting, Search, Mobile, Social Media

Social Media, Website Analytics, Coupons/Discounts

CRM, Social Media, Incentives, Product Reviews

Impressions

Impressions & Engagement

Web Traffic/Clicks

Sales

Repeat Sales, Positive Social

Sharing

G E T T E S P O . C O M

TESPOShaping the future of personalized supplementation

MARCH 2019

Visit us atBrandHive.com

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the supplement roundtable - new hope network · 2019-03-13 · the supplement roundtable wednesday,...

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