The company said that Europe is making somewhat of a
comeback with sales in Germany, Austria and the Netherlands
rising a bit, while sales in Italy and Switzerland remained flat.
Elsewhere sales in Russia and India soared, but the gains
were off very low sales. Still, the company is confident that these
countries and Asia offer growth opportunities.
The company is particularly bullish about Jafra Pro, which it
calls the next generation of skin care. Launched nearly a year ago
in Mexico, the US, Germany, Austria and the Netherlands, Jafra
Pro is expanding to the rest of the world in 2012. The product
contains seven botanical ingredients (sea mayweed, licorice, papaya, oat, arnica, vitamin B3 and licorice derivative) to deliver a
calming effect on the skin. In addition, these ingredients help hydrate skin, even the complexion, reduce the appearance of lines
and wrinkles and enhance facial contour lift and cushioning.
Whitehouse Station, NJ
Sales: $583 million for foot, skin and sun care products; corporate
sales: $48 billion. Net income: $6.2 billion.
SPF45+ has a new polymer system that addresses certain skin
issues such as feelings of dryness or tightness, according to Dr.
Patricia Agin, scientific affairs leader, Coppertone Solar Research
“The more convenient and more aesthetic you can make a
product, the more likely consumers are to use it and to reapply
it,” she said.
Agin told HAPPI that when formulated correctly, sunscreens
can provide even more benefits to skin.
“We want to add antioxidants to replenish the skin,” she ex-
plained.“There are lots of antioxidants to choose from, but we are
looking at those that are most compatible with sunscreen sys-
tems. Some antioxidants are better than others in terms of reduc-
ing free radicals in the skin.”
For the first quarter of 2012, corporate sales rose 1% to $11.7
billion. Consumer care sales were up 7% to $554 million, due to
strong sales of Coppertone and Dr. Scholl’s products.
Sales: $535 million.
Key Personnel: Kenneth C. Frazier, chairman, president and
chief executive officer; Cuong Viet Do, executive vice president
and chief strategy officer; Bridgette P. Heller, executive vice president and president, Merck Consumer Care.
Major Products: Sun care—Coppertone and Bain de Soleil sun
care products; Skin care—A+D Ointment; Foot care—Lotrimin,
Tinactin and Dr. Scholl’s.
New Products: Coppertone Continuous Spray Sport Pro,
Coppertone Sport Pro Series with DuraFlex, Coppertone Wet ‘n
Comments: While corporate sales advanced 4% in 2011, consumer product sales, which includes sun care, foot care and baby
care products, rose just 1% last year. Merck blamed the lackluster
results, in part, to a decline in Coppertone sales.
While Coppertone’s sales may have been down, it wasn’t for
lack of trying. During the year, the brand rolled out several new
products that boasted new technology. For example, Coppertone
Sport Pro Series now includes DuraFlex, a dual-polymer system
that is said to offer more flexibility and holds sunscreen on the
skin as it allows the skin to breathe, according to Coppertone
researchers. New polymer technology is also driving expansion of
Coppertone’s“wet skin” application products. Wet ‘n Clear Kids
Key Personnel: Orville Thompson, chief
executive officer; Heidi Thompson,
president; Kara Egan, director; Colette
Major Products: Home fragrances including scented wickless candles and
personal fragrance products sold under the Layers by Scentsy brand.
New Products: Shower cream, shower gel, body lotion, body butter, body
spray, hand cream, Washer Whiffs.
Comments: For some, The American
Dream can come fast and furious.
Back in 2003, after several failed
business ventures, Orville and Heidi
Thompson were $700,000 in debt.
But Orville, ever the salesman, begged
his way into a home show event,
promising to pay for the booth from the