IHR - October 2010 Issue

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F O R

T H E

B U S I N E S S

O F

N AT U R A L

PR O D U C T S

Subterranean Supplemets | $6

PUBLICATIONS MAIL 40678000 | 60 BLOOR STREET WEST SUITE 1106 | TORONTO ONTARIO, M4W 3B8

Retail Real Estate 101

Out of the Ground
Organic Produce: Can supply meet demand

e ins and outs of Real Estate and your store

Upping The Ante
Finding the right employees for your store

Subterranean Supplements
Steve Yi from Ginkgo Health Shop, Toronto

Addressing Autism

Meeting the needs of client families coping with Autism

corrects the real reason why we gain weight.
PGX® addresses one of the core reasons behind weight gain and unhealthy appetite — blood sugar imbalance. Many overweight people suffer from blood sugar levels that rise and fall rapidly throughout the day. Falling blood sugar levels signal the brain that we need to eat. Unlike many diet products that try to suppress appetite, PGX corrects appetite by normalizing blood sugar levels. While many people are looking to lose weight, they do not want to risk their health. PGX is comprised of naturally occurring fibres and has been scientifically shown to be completely safe and stimulant free.
Figure 1: Uncontrolled and erratic blood sugar levels of an overweight woman over 24 hours with a poor diet and no physical activity.
22.2

Tested before PGX

Glucose – mmol/L

16.7

11.1
10.0

5.6
3.9

0.0

Time of Day

03:00

06:00

09:00

12:00

15:00

18:00

21:00

Figure 2: Controlled and balanced blood sugar levels of the same woman after consuming PGX for 6 weeks with an improved diet and experiencing a healthy weight loss of 2 pounds per week.
22.2

One month later using PGX

16.7

Glucose – mmol/L

11.1
10.0

5.6
3.9

0.0

Time of Day

03:00

06:00

09:00

12:00

15:00

18:00

21:00

the real solution
, PGX Daily™, PolyGlycopleX , and the unique two-toned PGX Daily UltraMatrix Softgel™ capsule are trademarks of InovoBiologic Inc.
®

patent pending.

“I recommend to my patients that they use the safest and most natural treatments first. That’s why I’m so excited about PGX. It supports healthy blood sugar, controls weight, and lowers cholesterol naturally.”
Hyla Cass M.D.

pgx.com
The PGX support centre is available to answer your questions at or by email at [email protected]

I-800-895-I470

AVAILABLE NOW!

New Formats

For details, write #101 on Free Info Page, page 73.

Tri-Packs!
ON-THE-GO: Portable 3-softgel packets are ideal for purse or pocket. Easy to take when you’re eating on the go.

Granules!
SINGLES: Convenient “sticks” of single-serving PGX granules to mix in a beverage or sprinkle on food.

DON’T JUST

MASK IT,

FIGHT IT.

HOLISTA OREGANO OIL: ANTIFUNGAL, ANTIBACTERIAL, ANTIMICROBIAL, AND ANTIOXIDANT PROTECTION

NE W

#1 selling Organic Oregano Oil in Canada! Original Strength
36% Carvacrol

NEW High Potency Organic Oregano Oil! Extra Strength
80% Carvacrol

Organic Oregano Oils from Holista
Organic Oregano Oil contains 36% Carvacrol, a potent natural compound that gives oregano oil its antiseptic, antibacterial, antifungal and antimicrobial power. This certified organic oregano oil, blended with organic olive oil, helps prevent and treat coughs, colds and infections by boosting immunity.

®

Extra Strength Oregano Oil is certified organic and distilled from wild-crafted Mediterranean oregano. Boost immunity, eliminate colds and infections. This is the most potent oregano oil available with 80% Carvacrol, oregano’s key active ingredient. Strengthen your immunity all year round.

Prevent, protect and heal with Certified Organic Oregano Oil from Holista!

Cough & Cold Display with FREE BOOK! Order today! 1.800.204.4372

For details, write #102 on Free Info Page, page 73.

guest editor letter
ISSN 1197 - 1495 |

Volume 10 Issue 6

Publisher & Editor-in-Chief
olivier Felicio Scott Jordan Stacy Karjala • Elena Viltovskaia

Art Director

Production/Design

Production Coordinator
Karen Robertson

Consulting Editor
timothy Avery

Scan this code with your cell phone to be linked directly to this issue’s Guest Editor’s letter online. Look for more of these codes in future issues. To scan the code: Step 1: Using your cellular phone, download the free “BeeTagg Reader Pro” application Step 2: Using the BeeTagg application, hover over the secret code with your cellular phone camera Step 3: The message will be automatically decoded for you.

Pauline Anderson Keith Atkinson Lyndsie Bourgon Jennifer Grange Sophie Kohn Daniel Marquez Duncan McAllister Dean Sanderon

Contributors

Accounting & Administration
Barry Hales

Administration Coordinator
Daniel Hare

Sales Assistant
Erin Poredos

Subscription Rates Canada $50 (gst included) for nine issues (one year) USA $60 Change of Address email: [email protected] telephone: 1-877-547-2246 fax: (905) 509-0735 or send your cover label and new address to ihr c/o Publication Partners, 345 Kingston Road, Suite 101, Pickering, ON Canada L1V 1A1 Advertising Information olivier Felicio telephone: (416) 203-7900 x 6107 email: [email protected] Hugh Rushford telephone: (416) 203-7900 x 6108 email: [email protected] Jeff Yamaguchi telephone: (416) 203-7900 x 6122 email: [email protected] Published by Rive Gauche Media Inc.

livierFe licio O
olivier Felicio

Founder & Publisher

Canada Post Canadian Publications Mail 4067800 The publisher does not assume any responsibility for the contents of any advertisement and any and all representations or warranties made in such advertising are those of the advertiser and not of the publisher. The publisher is not liable to any advertiser for any misprints in advertising not the fault of the publisher and in such an event the limit of the publisher’s liability shall not exceed the amount of the publisher’s charge for such advertising. No portion of this publication may be reproduced, in all or part, without the express written permission of the publisher. ihr magazine is pleased to review unsolicited submissions for editorial consideration under the following conditions: all material submitted for editorial consideration (photographs, illustrations, written text in electronic or hard copy format) may be used by ihr Media Inc. and their affiliates for editorial purposes in any media (whether printed, electronic, internet, disc, etc.) without the consent of, or the payment of compensation to, the party providing such material. Please direct submissions to the Editor, ihr magazine.

6

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october 2010

Subterranean Supplements

For details, write #103 on Free Info Page, page 73.

editorial committee
We believe that you, the retailer, dictate the tone and direction of the magazine, which in turn, allows us to provide you with the most accurate information that is relevant to your business. ihr works with a knowledgeable group of industry leaders whose mandate is to ensure the relevance of the publication. Our editorial committee is comprised of thought-provokers who have shaped the industry and whose experience is vital in providing you with tools to succeed. The ihr editorial committee is led by the following individuals:

Andrew Betts Category Manager, Natural Foods Thrifty Foods

Olivier Felicio President Rive Gauche Media

Gilles Houde President and COO GNC Canada

Sanjiv Jagota President Nature’s Source

Aaron Skelton, BSc (NNS) Sr. Category Manager Health Food Natural Value, Soins Naturels, Loblaw Companies Ltd.

8

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october 2010

Subterranean Supplements

Need to Focus?

We can help!
WE OFFER A BROAD RANGE OF SERVICES DEPENDING ON YOUR SPECIFIC NEEDS, INCLUDING:
• Brokerage & Key Account Management • Advertising Agency Services & Promotion Planning • Product Development & Innovation • Regulatory Services • Distribution • Brand Management

For details, write #104 on Free Info Page, page 73.

At Genesis Project we are fond of saying, “Your Success is Our Success”! Genesis Project will collaborate with you as a team and concentrate on developing innovative yet practical solutions in high-return areas of opportunity. Our focus is on immediate and tangible results that you can bank on. We know what it takes to win in this industry, and we are committed to your long-term success. We understand the importance of constantly managing change. Managing shifting trends and costs can impact strategy, the customer experience and, ultimately, the bottom line. Until the cash register rings, our job isn’t done.

GenesisProject

T. 289-997-3199 | genesisproject.ca | [email protected]

46 . UPPING THE ANTE

64 . OUT OF THE GROUND

contents
Volume 10 . Issue 6 UP FRONT GUEST EDITOR’S LETTER ...................................................................6 EDITORIAL BOARD ..............................................................................8 GET THE GOODS ...............................................................................12 SKU REVIEW ........................................................................................14 TOP SELLER .........................................................................................20 NEWS INDUSTRY NEWS ...............................................................................22 BUSINESS NEWS ................................................................................28 FEATURES COVER STORY . Subterranean Supplements .......................................36 Dealing with Stress ..........................................................................................42 Upping the Ante .................................................................................46 Addressing Autism .............................................................................52 Retail Real Estate 1.0 ..........................................................................58 Out of the Ground ..............................................................................64 END NOTES RESEARCH NEWS ..............................................................................68 UPCOMING EVENTS .........................................................................70 MARKETPLACE ...................................................................................71 FAX BACK ............................................................................................73

36 . SUBTERRANEAN SUPPLEMENTS

42 . DEALING WITH STRESS

For details, write #105 on Free Info Page, page 73.

GET THESE GOODS

The first 100 retailers to FAX us at 1-888-849-0155 will get these goods for FREE

FREE!
HERBALGEM NOCTIGEM
Helps improve the ability to fall asleep, as well as enhancing the quality of your sleep due to the combination of two buds: that of the Linden tree (Tilia tomentosa), which possesses the calming properties of the flower, as well as the cleansing function of the underside of the bark (sapwood); together with that of the Fig (Ficus carica) which has profound effect on the nervous system as a whole.

U-BE PROTEINBERRY SUPER FOOD CHEW
The U-be ProteinBerry Chewz combine 100% New Zealand Whey Isolate with a Super Fruit blend of pomegranates, blueberries and more. With ZERO artificial ingredients, sweeteners, or preservatives, each chew is 100% natural, gluten free and has just 20 calories. Each 7g chew provides 2g protein, and 2g carbs. And yes, The Taste is Out of This World!

HOLISTA HEAD LICE KIT
Contrary to the beliefs of many, head lice infestations do not reflect poor hygiene or lack of cleanliness, but rather social and play habits. Unfortunately, it spreads rapidly from head to head and requires persistence to eradicate. The Tea Tree Oil and Tea Tree Oil Shampoo included in Holista’s Head Lice Kit provide an effective, natural alternative to chemical treatments that prevent and kill head lice infestations.

Get me these goods! Fill out the form below clearly and completely.
Name: Store: Address: City: Province: Phone: Fax: Email: Postal Code:



12|

OCTOBER 2010

Subterranean Supplements

SUPPORTING OUR KIDS, SUPPORTING OUR FUTURE!

OrganikaÆ Health Products Inc.   Health Products Inc.
is a proud gold sponsor of
For more information: (tel) 604-277-3302 (website) http://www.organika.com
For details, write #106 on Free Info Page, page 73.

Keep your kids healthy with Organika® natural supplements.

sku review
MARKET WATCH
Some of the categories/nutritional supplements on this page have experienced sales increases/ decreases since last year. In the latest 52 weeks ending January 17, 2009, AC Neilson reported the following volume of sales: • Natural Joint Therapy Supplements: $69,120,712; units per volume 4% from previous year. • Health and Diet Aids: $899,640,563; units per volume 2% from previous year. • Anti-Oxidant Vitamins: $25,323,682; units per volume 14% from previous year.

multisure® easy swallow Capsules for men 50+
MultiSure ® for Men 50+ from Webber Naturals is a iron-free formula with natural source vitamin E, selenium, and zinc. Contains Saw Palmetto extract to improve prostate function, nutrient rich alfalfa juice concentrate, plant enzymes to aid digestion and lutein to help preserve and enhance eye function. For more information, write 120 on the Free Info Card on page 73.

Holista organiC oregano oil
Holista’s Organic Oregano Oil contains 60% carvacrol, a potent natural compound that gives oregano oil its antiseptic, antibacterial, antifungal and antimicrobial power. This certified organic Oregano Oil, blended with organic olive oil, helps prevent and treat coughs, colds and other infections by boosting immunity. For more information, write 121 on the Free Info Card on page 73.

Holista omega-3 triple strengtH
Triple Strength Omega-3 delivers over 647mg of EPA and 253mg of DHA. This dosage is ideal for people with high triglyceride levels, high blood pressure, and risk of coronary artery disease as well as for people struggling with cognitive decline. It’s a one-aday formula that’s also enteric coated, thereby eliminating heartburn or reflux. For more information, write 122 on the Free Info Card on page 73.

Coenzyme Q10 Holista tea tree oil sHampoo & Conditioner
Get ready for back-to-school with these antibacterial, antifungal and antiseptic treatments containing potent Tea Tree Oil to help eliminate head lice, nits and dandruff and to improve overall scalp health. The conditioner provides additional antibacterial protection and smooth, shiny hair. Both are hypo-allergenic and fragrance-free. For more information, write 123 on the Free Info Card on page 73. Coenzyme Q10 is a high potency antioxidant and a key nutrient for preventing free radical action and slowing aging processes. Our bodies produce CoQ10 but our levels of CoQ10 begin to decline between the ages of 20 and 40. Many medical experts suggest that age-related health problems are caused or worsened by declining CoQ10 levels. The CoQ10 product line from Webber Naturals® offers high quality supplements for cellular health and cardio support. The full line, from 60mg capsules to Ultra Strength 400mg softgels is now available in 100% MORE bonus sizes. For more information, write 124 on the Free Info Card on page 73.

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october 2010

Subterranean Supplements

sku review
Green beaver natural facial care
Green Beaver utilizes a certified organic 200x aloe concentrate in their facial care products. The daily facial moisturizer contains antioxidant green tea extract, jojoba and grapeseed emollients to soothe and replenish the skin. The facial cleanser contains grapefruit enzymes that dissolve impurities without drying. The facial exfoliant contains extra bamboo micro-fibers that are gentle on sensitive skin. The non-greasy eye make-up remover’s natural emollients dissolve make-up. The blemish mousse, free of alcohol, benzoyl peroxide and salicylate, contains citrus limonoids and bioflavonoids that have been proven to kill acne-causing bacteria. For more information, write 125 on the Free Info Card on page 73.

MARKET WATCH
Some of the categories/nutritional supplements on this page have experienced sales increases/ decreases since last year. In the latest 52 weeks ending January 17, 2009, AC Neilson reported the following volume of sales: • Skin Care (all purposes): $114,971,848; units per volume 2% from previous year. • Mineral Supplements: $25,558,444; units per volume 6% from previous year. • Adult Multivitamins: $121,208,913; units per volume 5% from previous year.

Multisure® easy sWalloW capsules
MultiSure ® for Women from Webber Naturals ® provides antioxidant protection for the maintenance of good health. Also included: calcium, magnesium and vitamin D3 (in respected ratios). Iron and folic acid are at optimal levels since young and middle aged women may be prone to low levels at this time of life, possibly leading to deficiency. For more information, write 126 on the Free Info Card on page 73.

Holista Melatonin easy Dissolve
Holista Melatonin is a natural hormone that regulates the sleepwake cycle in the body and helps to relieve insomnia, jet lag and other sleep disturbances. Our easy dissolve, sublingual tablets allow for the best possible absorption, and are synthetically derived, which is the preferred form of melatonin. For more information, write 127 on the Free Info Card on page 73.

tHe ultiMate one oMeGa-3
The Ultimate One Omega-3 from Nu-Life provides a potent dosage of omega-3 fish oils (800mg with high DHA levels) to deliver more health benefits in a single softgel per day. With a pleasant lemon flavour and pure Norwegian wild fish sources, daily consumption is easy to enjoy. For more information, write 128 on the Free Info Card on page 73.

Webber naturals vitaMin D3 liquiD
Liquid Vitamin D3 delivers fast absorption and dose flexibility! Vitamin D helps the body incorporate calcium into the bones, boosting bone mineral density. Research suggests higher doses of vitamin D may also provide protection against certain cancers. For more information, write 129 on the Free Info Card on page 73.

Subterranean Supplements

october 2010

|15

sku review
MARKET WATCH
Some of the categories/nutritional supplements on this page have experienced sales increases/ decreases since last year. In the latest 52 weeks ending January 17, 2009, AC Neilson reported the following volume of sales: • Facial Cosmetics: $211,872,383; units per volume 2% from previous year. • Anti-Oxidant Vitamins: $25,323,682; units per volume 14% from previous year • Sports Nutritionals: $33,900,273; units per volume 10% from previous year.

aubrey OrganicS Pure alOe Vera
For sun-exposed skin, Aubrey Organic’s Pure Aloe is made with 98% certified organic ingredients, plus a touch of our natural preservative. Carry a bottle in your beach bag or backpack to soothe and hydrate stressed skin on contact. Keep one in your fridge for a cool pick-me-up. For more information, write 130 on the Free Info Card on page 73.

WeiDer Daily fitneSS barS
Daily Fitness Bars are delicious 100% natural protein and fibre bars; perfect for busy and active lifestyles, and as a natural and healthy support to weight management programs. Each 50g bar contains 16g of protein and 7g of fibre, providing a delicious, long-lasting and slow-burning snack. Daily Fitness Bars are gluten-free, vegetarian and suitable for diabetics. For more information, write 132 on the Free Info Card on page 73.

nu-life’S DefenSe
This powerful, Health Canadaapproved, protective antioxidant formula is ideal for those with suboptimal immune function and aids in recovery for regular exercisers. This unique formula features mushroom extracts and phytosterols to bolster immunity, and antioxidant vitamins and minerals to protect the body from free radical damage. For more information, write 131 on the Free Info Card on page 73.

PureSOurce
Introducing new Now Lip Balms that are completely kissable. These all-natural pomegranate lip balms moisturize and repair dry lips with no petroleum or phthalates, plus are gluten-free! For more information, write 133 on the Free Info Card on page 73.

DermaSilk anti-Wrinkle
Anti-wrinkle supplement fights wrinkle formation at the important intracellular level. New DermaSilk Anti-wrinkle works to counteract the damage from oxidation, sunlight, UV light and smoking. Clinically proven to increase facial skin’s firmness, hydration, elasticity, and density; promote collagen production; and reduce age spots. Check out the entire DermaSilk line of products to promote beautiful, health skin! For more information, write 134 on the Free Info Card on page 73.

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october 2010

Subterranean Supplements

your risk of

Reduce

Osteoporosis

Supreme Calcium
The ideal calcium supplement for those at risk of osteoporosis
• One in four women and one in eight men over the age of 50 develops osteoporosis, leading to fractures and even permanent disability • Supreme Calcium is a unique, high-potency formula that combines calcium, magnesium, zinc, copper, and vitamin D3 to reduce the risk of osteoporosis • Therapeutic benefit supported by published studies in humans • Tablet dissolves quickly in hot water – for those who prefer a liquid but don’t want the added cost and extra ingredients
For details, write #107 on Free Info Page, page 73.

NEW

• Formulated to complement SISU Supreme Multivitamin which provides additional trace minerals and vitamins (vitamin K, boron, manganese) Contact your Account Manager and make SISU Supreme Calcium part of your listing today

30

Celebrating 30 Years

SINCE 1980

sisu.com • 1.800.663.4163

sku review
MARKET WATCH
Some of the categories/nutritional supplements on this page have experienced sales increases/ decreases since last year. In the latest 52 weeks ending January 17, 2009, AC Neilson reported the following volume of sales: • Skin Care (all purposes): $114,971,848; units per volume 2% from previous year • Vitamin D: $26,218,453; units per volume 28% from previous year • Children’s Multivitamin: $32,028,403; units per volume 8% from previous year.

Green Beaver Sport natural DeoDorantS
New advanced formula specially developed for extra odour protection and for those with skin sensitivities. The unique anti-odour complex composed of natural citrus enzymes and lichen provides extra protection for active people. Soothing chamomile and aloe will help to soothe sensitive, damaged or burning skin resulting from shaving. Green Beaver natural deodorants go on clear, will not leave any white residue and are also not mushy or too hard. They do not contain aluminum, propylene glycol, artificial fragrances, dyes or chemical preservatives. Available in four organic scents; lavender, wild yam, citrus and tea tree. An unscented deodorant is also available. Made in Canada. For more information, write 135 on the Free Info Card on page 73.

Delapointe’S SHea Butter
Feel this wonderful, highquality pure shea butter from Delapointe. Delapointe is the first importer of Fair Trade certified and certified organic shea butter in Canada. Pure and 100% natural, shea butter can provide relief from dry skin to many minor dermatological diseases such as eczema and psoriasis. Use it on your lips and skin to battle the harsh winter climate! For more information, write 136 on the Free Info Card on page 73.

HoliSta vitamin D
Vitamin D helps the body incorporate calcium into the bones, boosting bone mineral density. The winter season inhibits the body’s ability to produce optimal levels of vitamin D, making vitamin D3 supplementation even more necessary to ensure your body receives an adequate supply. For more information, write 137 on the Free Info Card on page 73.

aScenta’S nutraSea+ D orGanika’S all natural GummieS
Introducing an innovative way of allowing your kids to take their daily supplements with ease. Organika’s Vita Bears, Omega Yummies and Calcium Bears have come to their rescue! Yes, they look like regular gummies but the similarity ends here. Organika’s gummy supplements are packed full of wholesome goodness, for the kids you love! For more information, visit our website at www.organika. com. For more information, write 138 on the Free Info Card on page 73. NutraSea+ D is an omega-3 supplement with added vitamin D3. With a balanced ratio of EPA and DHA combined with 1,000 IU of natural vitamin D3, it is suitable for children, adults and seniors, and is available in an apple-flavour. Ascenta’s green tea antioxidant gives NutraSea+ D a fresh twist. For more information, write 139 on the Free Info Card on page 73.

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october 2010

Subterranean Supplements

Increase profits with Aroma Crystal Therapy’s Gardeners Dream Cream. 16 National awards of excellence, Best Body and Skin Care, Best Aromatherapy, Top selling healing cream in Canada. Testimonials for 1000s of human conditions, skin issues, circulation, pain management, sports injury, weird rashes and pleasure. Proprietary Vibrational imprints, no Parabens, Excellent margins, increased sales. www.aromacrystal.com

AGEOFF NutriCosmetic Pill
AGEOFF® is a clinically proven breakthrough scientifically designed to make you look, feel, and function healthier and look more youthful from within by addressing the precise reasons we age including; DNA degradation, loss of lean body mass, and loss of skin surface health.
AGEOFF is clinically proven to:


- Safe & Natural - Clinically Proven - Patented - Doctor Recommended

Reverse Cellular Ageing from within at the DNA level • Improve Body-Firmness and Tighten Skin-Tone • Decrease Wrinkle and Fine-Line Appearance • Increase Bone Mineral Density • Improve Energy-Levels and overall Well-Being www.AGEOFF.com

Skin-Minus® Youth-Signalling Serum
• Reduce Wrinkle Appearance by 45% in 56 Days • Clinically Proven Based on Research Conducted in France - Paraben-Free - Includes 4 Specialized Peptides - Permanent Results. www.SkinMinus.com

Envisk Organics/Bio™
For details, write #108 on Free Info Page, page 73.

A new generation of Natural & Organic products, developed with five specific goals: • Effective anti-aging products Envisk includes natural and organic peptides. • Safe products Eliminating harmful ingredients. • Preserve the environment using eco-friendly packaging and ingredients from organic farming. • Certified Natural & Organic from an independent third party validating the entire process. • Affordability. We don’t believe that is necessary to over pay to have an effective and safe product.

STELLA MARE Candles
Beautiful fragrance. Uncompromised quality. Outstanding value. Comprised of 12 core fragrances balanced with vibrant fruits, florals, spices, and classic woods. Stella Mare products are hand-crafted in Portland, Oregon, using the highest quality ingredients. Lead-free wicks and free of phthalates, nitro-musks, and benzene. Customers appreciate the boutique style at everyday prices. www.stellamarehome.com

PURITY LIFE HEALTH PRODUCTS
A SunOpta Company

To order, call PURITY LIFE HEALTH PRODUCTS 1• 800 • 265 • 2615 and press 1 www.puritylife.com

FROM

Gardeners Dream Cream

INNOVATION Purity Life Health Products

6th Annual Top Seller Review
Your Last Chance To Validate Your Vote!

Sponsored By

Top Seller revieW
Take a moment to fill out this questionnaire and your store may be among those highlighted in the Top Seller review Section of the next issue of ihr. The number of units sold determines the top sellers. To be included in the review, products mentioned must be classified as natural health products not standard consumer brands.

>

Store Name__________________________________________________ city ______________________________________ province ___________ date ___________ Name ____________________ Title _________ Address __________________________________________________________ phone ___________________________ Fax _____________________________ email __________________________________________________ Store Size: under 1,000sq.ft. 3,000-5,000sq.ft. 1,000-3,000sq.ft. over 5,000sq.ft $20,000-$40,000 Approximate Age of Store customers: under 25 25-40 40-65 over 65

Approximate income of Store customers:

$40,000-$60,000

over $60,000

>Food Top SellerS product: Size: product: Size: product: Size: >HerBS Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour: Brand: Flavour: Brand: Flavour: Brand: Flavour:

>SporTS NuTriTioN Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour:

>viTAMiNS/SuppleMeNTS Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour:

>perSoNAl cAre Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour:

>NeW producTS Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour:

FAX: 1-888-849-0155 or (416)703-6392

MAil:

ihr Magazine 60 Bloor St. West, Suite 1106, Toronto, oN, M4W 3B8

industry news
Nature’s Source Opens a New Location in Maple
On Aug. 20, Nature’s Source celebrated the opening of its fifth store in Maple, Ont., at 2943 Major Mackenzie Drive, Unit 7 (Major Mackenzie and Jane). “Nature’s source mission is to inspire people to live healthier lives in the communities in which we service. We aim to be the knowledgeable and friendly go-to health resource for our customers. We’re extremely excited to be joining the vibrant communities of Maple,” says Sanjiv Jagota, founder of nature’s source. A member of the Canadian Health Food Association (CHFA) and recognized by Ontario Association of Naturopathic Doctors (OAND), nature’s source has consistently garnered Reader’s Choice Awards for Best Health Food Store in the communities in which it serves (e.g. Mississauga, Oakville and Etobicoke). They specialize in vitamins and supplements, sports nutrition, natural health and beauty and professional, prescription based supplements and homeopathics. in previous years. The market researcher put this down to the fact that even though more Slovenians were interested in health and wellness concepts such as nutritional supplementation, they had reduced spending in the recession which hit hardest in 2008 and 2009. specialist towards a strong H1. BioGaia and Nestle signed an agreement in August 2008 for the use of its proprietary Lactobacillus reuteri strain employed in infant nutrition products globally (excluding Japan and Korea). The first products hit the market last year, and Peter Rothschild, president of BioGaia, said: “We are pleased to note that Nestlé has now started the launch of infant formula with Reuteri in a number of countries. We have delivered significant volumes of Reuteri cultures to Nestlé in the first six months of 2010 and count on that this will continue throughout the rest of the year.”

Counterfeit to Blame for Danish Black Cohosh Warning?
A recently issued consumer warning against menopausal herb, black cohosh, by the Danish Veterinary and Food Administration (DVFA) may be based on false pretences according to a U.S.based herbals expert. The DVFA warning warned consumers off black cohosh due to unspecified liver toxicity concerns and cited black cohosh as Aristolochiaceae when it is in fact known as Actaea racemosa (formerly Cimicifuga racemosa). Steve Dentali, chief science officer at the American Herbal Products Association (AHPA), said it was possible black cohosh was being blamed for potential problems that were linked to Aristolochiaceae.

Court Orders Internet Marketers to Stop Deceptive Advertising and Unfair Billing
At the request of the Federal Trade Commission, a U.S. district court has ordered the marketers of acai berry supplements, “colon cleansers,” and other products to temporarily halt an Internet sales scheme that allegedly scammed consumers out of $30 million or more in 2009 alone through deceptive advertising and unfair billing practices. The FTC will seek a permanent prohibition. Since 2007, consumers have flooded law enforcement agencies and the Better Business Bureau with more than 2,800 complaints about the company.

PepsiCo to Benefit from Investment in Functional and Healthy Beverages
PepsiCo stands to benefit from “significant” investment in functional and healthy products, amid tightening restrictions on the marketing of ‘junk foods’ to children, the head of health policy at the company says. Derek Yach, senior vice-president of global health policy for PepsiCo, said the U.S. group had set itself nutrition targets to meet the increasing global focus on reducing childhood obesity.

Ocean Spray: ‘We Need Antioxidant Biomarker Support’
A European Union health claim rejection hasn’t dampened the spirits of global cranberry leader, Ocean Spray, which has continued to invest in science for urinary tract infections and frontier areas. At the recent NutraIngredients Antioxidants 2010 conference in Brussels, research sciences manager, Dr. Christina Khoo, outlined areas Ocean Spray is moving into such as immunity and heart health. She called on the scientific community and industry to “come and support biomarkers” such as LDL cholesterol oxidation, which were cited as a reason Ocean Spray’s article 13.5 health claim submission was rejected by the European Food Safety Authority (EFSA).

FDA Indecision Muddies Drug/Supplement Borderline
The Food and Drug Administration’s failure to deliver a verdict on a citizen’s petition seeking to switch the status of a brain health ingredient from a drug to a dietary supplement is damaging the Canadian company behind it and fuelling ambiguity in the area., a company lawyer says The FDA is eight months late responding to the petition lodged in mid-2009 by Canadian firm, Ovos Natural Health, which seeks to alter the status of its amino acid (homotaurine) after it became apparent clinical trial results were not going to meet pharma regulations. Marc Ullman, from Ullman, Shapiro and Ullman, which represents Ovos, said the

Slovenian Supplements Market Up Seven Per Cent in 2009
Slovenia’s small but growing food supplements market saw sales of single letter vitamins grow seven per cent in 2009, with local manufacturers dominating, according to a Euromonitor International market report. The overall food supplements market, which Euromonitor acknowledges is, “yet to reach maturity”, expanded by four per cent to be worth €11 million for the full year, lower than

Nestle’s Reuteri Demand is Boon for BioGaia
Strong demand from Nestle for BioGaia’s Reuteri probiotic strains in the last six months has helped the Swedish probiotics

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delay was causing commercial damage to Bellus Health-owned Ovos, a fact that had it to consider legal action seeking damages for “irreparable damages”. Federation and Hackett Associates. U.S. ports handled 1.38 million Twenty-foot Equivalent Units in July, the latest month for which actual numbers are available. That was up five per cent from June and 25 per cent from July 2009.

EU Approval Sought for Antioxidant Wood Extract
A Russian firm has applied for novel food approval for a wood extract, which it says has antioxidant, anti-inflammatory and cardiovascular benefits. The ingredient – taxifolin – is extracted from a type of larch wood and has been marketed for almost two decades in Russia and the United States as a food supplement. The applicant, Ametis JSG, which filed for novel food approval via the UK’s Food Standard Agency (FSA), said it intends to market taxifolin as an ingredient for foods, supplements and in foods for particular nutritional uses.

U.S. Retail Space Availability to Drop in 2011: CB Richard
Space available for lease at U.S. local retail centres will decline next year for the first time since 2005 as consumer spending rises, according to commercial broker CB Richard Ellis Group Inc. The availability rate, which refers to space being actively marketed and ready for tenant construction in a year, will fall to 12.8 per cent for neighbourhood and community shopping centres at the end of 2011 from a peak of 13.2 per cent in the second half of this year, according to a forecast from CBRE Econometric Advisors, a unit of Los Angeles-based CB Richard Ellis.

EU Herbal Product Registrations “Pretty Poor”, Says UK Group
The chairman of the UK Herbal Forum has warned that the European Union may find its pharmacy store shelves filled with illegal herbal products if companies don’t register their products under the Traditional Herbal Products Medicinal Directive (THMPD). “There are some member states that are ahead of the rest but a great majority of member states have not registered a single product,” PennyViner says. “In general the uptake has been pretty poor.”

Spanish Supermarkets and Panamanian Dairy Back Prebiotics
The world’s biggest inulin and oligofructose supplier, Beneo Orafti has signed deals with two Spanish supermarkets and the biggest dairy in Panama to add its branded Beneo ingredients to their products. In Spain, the supermarket giants – El Corte Ingles and Hipercor – have launched a functional beverage called Bebida de Chufa that includes Beneo’s patented form of oligofructose enriched inulin, Orafti Synergy1. In Panama, the dairy Estrella Azul Industrias Lácteas has debuted two Beneo-containing products – a low and non-fat milk marketed as boosting calcium absorption and fibre levels as part of its Special Line range.

Directors elected at Burcon NutraScience annual general Meeting
Burcon NutraScience Corporation has announced eight incumbent directors were re-elected to its board at its annual meeting of shareholders. The directors re-elected are: Dr. Allan Yap, Mr. Johann F. Tergesen, Ms. Rosanna Chau, Mr. Paul Westdal, Mr. Richard O’C. Whittall, Dr. Lawrence Wang, Dr. David Lorne John Tyrrell and Mr. Alan Chan. Burcon is a leader in nutrition, health and wellness in the field of functional, renewable plant proteins. Since 1999, Burcon has developed a portfolio of composition, application, and process patents originating from our core protein extraction and purification technology.

MBTI names Melissa Myra Russo Toronto/GTA Account Manager
MTBI has announced Melissa Myra Russo has been hired as Toronto/GTA Account Manager. Vik Saini, longtime MTB Toronto/Southwestern Ontario Account Manager, will be concentrating on Southwestern Ontario with his new account list.

Botanical Groups to Challenge EU Herb Laws
The European Benefyt Foundation and the Alliance for Natural Health International plan to mount a legal challenge in the European Court of Justice against EU herb laws. The groups believe the 2004 Traditional Herbal Medicinal Products Directive is damaging the botanicals sector, particularly Chinese and Indian herbal products that do not possess the kind of scientific backing the legislation requires for authorization. The groups have received a legal opinion on challenging the Directive from UK legal firm, 11KBW, and plan to seek an ECJ judicial review via a yet-to-be-selected EU member state. They cite a lack of proportionality and transparency as the main grounds for a potential challenge.

Aker Records First Ever Profit
Norwegian krill supplier Aker BioMarine has turned in its first-ever quarterly profit as European, U.S. and Asian sales for the omega-3 source surged in the first half of 2010. On Q2 revenues of €10.03m the company recorded earnings before interest, tax, depreciation and amortization (EBITDA) of €126,000, compared to an EBITDA loss of €1.4m in Q1, meaning a H1 loss of €1.274m. Buoyant supply and demand for both its human nutrition (Superba) and animal feed (Qrill) operations fed the Q2 revenue figure jump of 52 per cent from €6.6m in Q1 2010.

Retail Container Traffic Up 16 Per Cent in September
Import cargo volume at major U.S. retail container ports is expected to be up 16 per cent in September over the same month last year but 2010 has already hit its peak and numbers will decline through the remainder of the year, according to the monthly Global Port Tracker report released today by the National Retail

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industry news
EFSA Set to Reject 100s of Herbal Health Claims
Hundreds of proposed botanical-health relationships, ranging from antioxidant activity to gut health will almost certainly be rejected if the European Food Safety Authority (EFSA) holds to its current methodologies, an EU herbal group says. Patrick Coppens, secretary general of the European Botanical Forum, said it is unlikely any herbs in line for assessment in the third batch of article 13.1 claims, will win positive opinions. “If EFSA continues to ignore the existing consensus on the traditional effects of these botanicals, we expect not a single one of these plants to survive the claims process,” Coppens said. CEO of Parmalat Canada, says: “It’s exciting to have the ability to harness active ingredients found naturally in vegetables and fruits and incorporate them into other foods so that consumers can benefit in ways that weren’t possible before.” operating profit increased 38.7 per cent to €66.3m. The biggest upward stride was made in US Cheese and Global Nutritionals which reported a 22 per cent rise in revenue to €490.6m. Higher cheese pricing contributed to the improvement but it was the performance of Global Nutritionals that really underpinned the recovery. “There is strong demand globally for sports nutrition and protein fortified products for key areas of weight management, healthy aging, infant formula and fortified bar and beverage markets,” said Glanbia in a statement.

Danone Jumps Further into Healthy Juice
Danone has paid an undisclosed sum for fellow French smoothie maker Immedia in a move that bolsters its presence in the European juice market. Immedia is the third biggest smoothie maker in France and offers Danone access to its home market. Earlier this year, Danone signed a deal with US.-based global fruit player Chiqita, which has a smoothie called ‘Just Fruit In a Bottle’ which is present in 12 European countries including Germany, the Netherlands, Belgium and the UK- but not France.

Steve Gibb Joins Karma Nutritionals Inc.
Karma Nutritionals Inc., exclusive worldwide distributors of PharmaFreak, PhD, Steve Nash’s Onebode and other premium brands, have announced Steve Gibb has accepted the position of senior vice-president of sales. Gibb is responsible for key account sales, management of the Canadian sales team and international sales development. Gibb joins the Karma Nutritionals leadership team as the company is poised for massive expansion. “Gibb is one of the most influential people in sports nutrition in Canada with worldwide industry connections. Landing an executive as experienced as Steve Gibb is an amazing victory for our company,” said Greg Cowan, President of Karma.

Food and Beverage Companies Launching Healthier Products
Food and beverage companies have developed and introduced to the marketplace more than 20,000 healthier product choices from 2002 to 2009, doubling in the last three years, according to the Grocery Manufacturers Association’s (GMA) 2010 Health and Wellness Survey. “This data is a reflection of what consumers already know,” said Pamela Bailey, GMA president and CEO. “Food and beverage companies are responding to consumer needs by providing thousands of healthier product choices that make it easier for shoppers to build a healthy diet for them and their families.”

FDA Issues No Objection Letter on Gras Status of Puratein ® and Supertein™
Burcon NutraScience Corporation (TSX - BU) (“Burcon”) the U.S. Food and Drug Administration has issued a no objection letter with respect to Puratein ® and Supertein™ canola protein isolates. This response indicates the FDA has no objection to the conclusion that Puratein® and Supertein™ are Generally Recognized as Safe (GRAS) among qualified experts for use alone or together as an ingredient in dairy products, grain products, fruit and vegetable juices and beverages, salad dressings, meal replacements, and nutritional bars.

People on the Move: Nutra Jobs
Cyvex Nutrition has appointed Ginger Jinjarak as its Technical Services Manager. Florida-based Reserveage Organics has appointed Rob Maru as VP of innovation and brand development. The Natural Products Association (NPA) has appointed Michael L. Keaton as new communications manager, supporting the NPA’s communications needs, with an emphasis on public relations duties. Karma Nutritionals has appointed Steve Gibb as Senior Vice President of Sales, with the company poised for massive expansion. Lauren Clardy has been retained by Draco Natural Products as Senior Director of Sales and Marketing.

Canada’s First SterolContaining Probiotic Yogurt Hits Shelves
Parmalat Canada has launched Canada’s first yogurt to contain both probiotics and plant sterols, mixing gut health benefits with cholesterol management. The product, marketed under the BioBest Plant Sterols probiotic yogurt brand, is said to provide 50 per cent of the daily recommended amount of sterols per 100 grams, said the company. Nash Lakha, president and

Glanbia Raises Outlook as Nutrition Drives Recovery
Glanbia has reported a significant recovery in turnover and profits for the first six months of 2010, driven largely by the strong performance of its nutrition and ingredient businesses. Group revenue advanced 9.7 per cent on the equivalent period last year taking it over the €1bn mark to €1,036.4m while

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Deyu Agriculture Corp. an emerging distributor of organic and other agricultural products, has made four new appointments. Timothy Stevens, Al Carmona, and Longjiang Yuan have been appointed as independent directors, while Dr. Wei Zhong Cai has been as Chief Scientist. yo-yo dieting that often occurs with traditional diets. Since 2004, Glanbia has released the results of numerous studies supporting the weight loss benefits of Prolibra. These demonstrate that the ingredient can help decrease fat mass while maintaining lean body mass in combination with a hypocaloric diet.

MTB Named as Broker for Derma E
The Derma E, company has announced the appointment of Michael Theodor Brokerage Inc. as their broker for their product line in all Canadian markets. Derma E is one of the fastest growing companies in natural skincare.

NPA Files Brief with Supreme Court Urging Proper Role for AERs
The Natural Products Association (NPA), Washington, has filed an amicus curiae brief in the U.S. Supreme Court defending the dietary supplement industry against an “overreaching and potentially damaging” decision by the Ninth Circuit Court of Appeals. The case, Matrixx Initiatives Inc. v. Siracusano, presents the critical question of whether mere nondisclosure of adverse event reports (AERs) can give rise to liability under federal securities laws – even when those reports are not statistically significant. In an unprecedented decision, the Ninth Circuit held that the answer is “yes,” and permitted a class action lawsuit to proceed.

Yakult Danone India Expands Probiotic Operations
The Indian joint venture between Yakult and Danone established in 2005 to bring Yakult probiotic drinks to the Indian market is expanding with Bangalore targeted as the point of entry for southern markets. The 50/50 JV put products on Delhi shelves in 2007 and 65ml Yakult little bottles that contain 6.5bn colony forming units of the strain Lactobacillus casei Shirota are now present in that city as well as Chandigarh, Punjab, Jaipur, Mumbai and Pune. The Indian market remains minute by European standards with Frost & Sullivan estimating its worth at a mere 20.6m rupees (€320,000), but it should push through the €1m mark around 2013-2014 and be worth €1.3m in 2015.

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Call for Industry to Check Sourcing to Prevent ‘Honey Laundering’
A coalition of honey producers and importers has called on industry to question its sourcing of honey in light of the recent crackdown on honey smuggled from China. Last week, U.S. officials indicted six companies and 11 individuals on charges of participating in an international honey smuggling operation. The 10 Germans and one Chinese national have been accused of conspiring to illegally import Chinese honey into the United States between 2002 and 2009 – including some allegedly contaminated with disallowed antibiotics. A group of US honey companies formed True Source Honey in 2008 in an effort to prevent illegally imported honey from entering the U.S. market, to raise awareness of the issue and to help safeguard the integrity of the domestic honey supply.

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Glanbia’s Prolibra Weight Loss Ingredient Backed by U.S. Patent
Irish firm Glanbia Nutritionals has received a U.S. patent for its wheyderived weight loss ingredient Prolibra. Prolibra is a partially hydrolyzed whey protein isolate, high in protein and low in fat and Glanbia’s suggested uses for the ingredient include beverages, powdered beverage mixes and snack bars. Glanbia says that by helping to retain lean muscle mass, Prolibra could ward off the negative effects of the

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industry news
CleanWell Names MTB as Broker
Rick Malmborg CEO of the CleanWell Company, has announced the appointment of Michael Theodor Brokerage Inc. as broker for the CleanWell product line in all Canadian markets. CleanWell Company sanitizers and soaps offer a safe and effective natural alternative to the toxic ingredients found in most antibacterial and sanitizing products.

Fulda Unitang Herbs Sleep Plus herbal sleep aid may pose health risks: Health Canada
Fulda Unitang Herbs Sleep Plus, promoted as an herbal sleep aid, has been found by Health Canada to contain high levels of the undeclared drug estazolam and may pose serious health risks to consumers. Estazolam is a prescription sedative that can impair mental alertness; it can also be habit-forming and should only be used under the supervision of a healthcare practitioner. Health Canada has not found evidence that this product is still being manufactured or sold. As there is no expiry date on the product analyzed, Health Canada is issuing a Public Advisory as it is possible that other Fulda Unitang Herbs Sleep Plus products with no expiry date on the label may still be on store shelves or in consumers' medicine cabinets.

Swedish firm launches functional beta-glucan ingredient
Swedish life science firm Biovelop AB has launched an oat-based soluble fibre ingredient that it claims is ideal for use in foods unrelated to oats, such as smoothies, condiments and ready meals. Managing director Prof. Mark Lawther says worldwide commercial interest in the ingredient has been “healthy and strong” and that the patented ingredient PromOat – which contains 35 per cent beta glucan (soluble fibre) – has already been successfully trialled in a range of products. The firm claims that PromOat beats competitors by providing or contributing to consumers’ recommended 3g daily intake of beta glucan without insoluble oat fibre or oat protein content, which both spoil the aesthetics and flavour of finished products. PeptoPro reaps benefits of niche focus

organization's Natural Home Care Standard and Certification program. The “natural” designation means that the NPA and an independent third-party auditor have reviewed the ingredient and determined that it meets the organization's rigorous guidelines. Under the Natural Standard program, certified ingredients must be 100 per cent natural – raw materials must be sourced from a renewable resource found in nature (flora, fauna, mineral), with absolutely no petroleum compounds, and processed within the association’s list of allowed processes.

Malaysia invests in seaweed nutrient mining
The Malaysian Fisheries Department is backing local universities to mine the nutritive and other potential of local seaweeds. The Seaweed Downstream Research Centre involves several universities and government agencies and has set itself the aim of producing 10 food and 10 non-food products. It is lead by the Universiti Kebangsaan Malaysia. The SDRC has identified 11 varieties of seaweed around Malaysia’s lengthy coastline with the exploration of antioxidant potential seen as one of the project’s major goals. They will also look at how seaweed extracts can be used in meat products, noodles and confectionery. Non-food uses will include bio-plastic, bio-sensors and bio-fertilisers.

Health Canada warning: E.O.D. Erection on Demand may pose serious health risks
Following a consumer complaint regarding the sale of the health product E.O.D. Erection on Demand being promoted as a herbal supplement to enhance male sexual performance, the product was tested by Health Canada and found to contain tadalafil. Tadalafil is a prescription medication that may pose serious and potentially life-threatening health risks, particularly to people with heart problems or those at risk of stroke. The product label did not disclose that it contained tadalafil. Health Canada has not received any reports of adverse reactions in Canada associated with the use of E.O.D. Erection on Demand.

Health Canada says Arth-Forth herbal product may pose serious health risks
Arth-Forth, an unauthorized product promoted as an herbal supplement and distributed by Ka Wing Hong Ltd., was tested by Health Canada and found to contain a steroid prescription drug, dexamethasone, that was not declared on the product's labelling. Health Canada has requested the company immediately stop sale and initiate a recall of the product. As well, Health Canada is working with the Canada Border Services Agency to stop shipments of Arth-Forth from entering Canada.

Global probiotics market approaching $30 billion by 2015: Report
Global Industry Analysts predict the global probiotics market will be worth $28.8 billion by 2015, even though the market is still considered to be in infancy. Increasing health consciousness and a desire to engage in preventative healthcare to avoid rising healthcare costs were factors driving probiotic growth. GIA noted probiotics were expanding beyond the European and Asian markets where they have traditionally been the strongest, with a particularly rapid uptake occurring in the United States. In Europe, Germany and the UK are the

NPA certifies first natural home care ingredient
The Natural Products Association granted its first certification for an ingredient in the home care category to DuPont Tate & Lyle BioProducts for its Zemea® propanediol, a natural solvent, making it the first home care ingredient to be certified as natural under the

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biggest markets – accounting for about 45 per cent of the total market. Japan – the birthplace of probiotics – was reaching maturity, GIA said, and would demonstrate only moderate growth in coming years. estimated 18 million babies each year. Iron-deficiency anaemia, the most widespread nutritional deficiency, can have life-long effects on a child's cognitive development and learning abilities and puts women at greater risk of death during childbirth.

American River Nutrition’s vitamin E tocotrienol to get scientific award
The 2010 SupplySide West Scientific Excellence Award has been awarded to American River Nutrition for the patented DeltaGold product line, the company has announced. The announcement follows hot on the heels ARN’s selfaffirmed Generally Recognized as Safe (GRAS) status achieved in July 2010. The DeltaGold ingredient, introduced in 2003, is derived from the annatto plant, and is composed of 90 per cent deltatocotrienol and 10 per cent gammatocotrienol.

Europe still leads the way for digestive health
European supermarket shelves are still far ahead of their U.S. equivalents with the range of products for digestive health but the United States is catching up fast says a new report. According to a new report from MarketsandMarkets, digestive health ingredients are the fastest growing segment for U.S. food ingredients but U.S. consumers continue to favour dietary supplements to functional foods for their probiotics

NPA Offers New Discounts to Help Meet Growing Demand for Natural Products
The Natural Products Association has announced another significant step toward demonstrating the integrity of the natural products industry. The NPA Natural Seal has granted certification to almost 500 products and ingredients in just two years. With a wealth of natural raw materials now available, the NPA is offering an opportunity for manufacturers to bring their “Certified Natural” personal care and home care products to the marketplace with a discount for using NPA-certified ingredients. NPA is making the program more accessible by streamlining the application process and offering discount pricing on certification for both personal care and home care products that are formulated with NPA-certified ingredients – ingredients that have already been evaluated and certified natural by NPA.

UK OK’s valerian sleep aids
Relaxation botanical, valerian, has won UK registrations under the European Union 2004 Traditional Herbal Medicinal Products Directive. UK firm Rutland Biodynamics Ltd. has had four of its valerian liquid oil products approved by the UK Medicines and Healthcare products Regulatory Agency, based on traditional use. The THMPD – which has a March 31, 2011 deadline for EUwide registration – is recognized as a valid means of product and claim substantiation. The four products are identical in constitution and become the 69th the MHRA has approved. Rutland’s approval means the products – English Herbal Medicines Valerian Relaxisleep, Herbs hands Healing ValRelax, Brook Green Valerian Elixir and Swiss Herbal Remedies Valerian Elixir – can continue to be sold without prescription in chemists and other retail outlets.

Lesaffre launches IBS probiotic yeast
The human nutrition division of French yeast specialist Lesaffre has launched what it says is only the second known probiotic yeast, and the first to directly target Irritable Bowel Syndrome. The patent pending, proprietary strain is being marketed as Lynside Pro GI+ and joins its Lynside range of yeast products that includes the other non-proprietary, probiotic yeast strain – Boulardii.

Micronutrient Initiative president named Tech Awards Laureate for creation of double fortified salt
Venkatesh Mannar, president of the Ottawa-based Micronutrient Initiative, was named today as a Laureate of The Tech Awards 2010. Mannar's work in creating Double Fortified Salt, which delivers both iodine and iron, is being recognized as an innovation that could spark global change by reducing intellectual disabilities and anemia. In populations consuming sufficient iodine, IQ levels are shown to be 13 points higher than populations deficient in iodine. Currently, iodine deficiency is the world's leading cause of preventable mental impairment, affecting an

Greenpeace salutes Metro's move to stop selling overfished species
Greenpeace has applauded the announcement by Metro that it will remove seven overfished species from sale in its supermarkets. Metro's move comes three months after the company committed to a sustainable seafood policy after placing fifth in Greenpeace's 2010 ranking of the eight major supermarket chains in Canada. Metro removed from salebluefin tuna, sharks, orange roughy, and skates and rays. Metro has also stopped selling New Zealand hoki, and perhaps most notably, Canadian cod. "It's encouraging to see Metro implementing its policy and taking the issue of overfishing seriously," said Sarah King, Greenpeace oceans campaigner.

Supplement Usage Remains Steady
A consistent percentage of U.S. adults label themselves as supplement users, with 66 percent classifying themselves as such, says a new survey by Ipsos-Public Affairs for the Council for Responsible Nutrition. In 2009, 65 per cent identified themselves as supplement users, compared with 64 per cent in 2008; 68 per cent in 2007 and 66 per cent in 2006. <

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business news
company Name Market Last Quarter Stock exchange Price Price % 52-Week 52-Week revenue P/e cap ratio ($Millions) Symbol 05/13/10 08/24/10 change High Low ($Millions)

Trygg Pharma Acquires EPAX
Trygg Pharma AS, a company jointly owned by Norwegian biotechnology company Aker BioMarine ASA and New Yorkbased investment fund Lindsay Goldberg, has acquired omega 3 supplier EPAX AS from Austevoll Seafood ASA. As part of the agreement between Trygg Pharma AS and Austevoll Seafood, EPAX has entered into a long-term supply agreement with Austral S.A., a subsidiary of Austevoll Seafood. The agreement will ensure continued co-operation between EPAX and Austral and secure supply of crude fish oil from sustainable and traceable sources. Under its new ownership, EPAX will immediately invest significantly in expanding the capacity of the factory in Aalesund, Norway.

Dietary & HealtH
Abbott Laboratories AEterna Zentaris Inc. Alere Inc. Atrium Innovations Inc. Burcon NutraScience Ceapro Inc. Cyanotech Corp. Danone SA Dean Foods Gaiam Inc. Cl A Hain Celestial Group Inc. (The) Hansen Natural Corp. Herbalife Ltd. Immunotec Inc. Jones Soda Co. Lifeway Foods Inc. Mannatech Inc. Martek Biosciences Corp. Matrixx Initiatives Inc. Natural Alternatives Intl. Natural Health Trends Corp. Naturally Iowa Inc. Nature’s Sunshine Products Inc. NBTY Inc. Nu Skin Enterprises Inc. Nutraceutical Intl. Corp. ProPhase Labs Inc. Reed’s Inc. Reliv’ Intl. Inc. Schiff Nutrition Intl. Senetek PLC Tofutti Brands Inc. USANA Health Sciences Inc. XELR8 Holdings Inc. ABT AEZ ALR ATB BU CZO CYAN DF GAIA HAIN HANS HLF IMM JSDA LWAY MTEX MATK MTXX NAII NHTC NLIA NATR NTY NUS NUTR PRPH REED RELV WNI TOF USNA XELR NYSE TSX NYSE TSX TSX TSX Venture NASDAQ NASDAQ NASDAQ NASDAQ NASDAQ NYSE TSX Venture NASDAQ NASDAQ NASDAQ NASDAQ NASDAQ NASDAQ OTC OTC NASDAQ NYSE TSX Venture NYSE NASDAQ NASDAQ NASDAQ NASDAQ NYSE AMEX NASDAQ OTC 48.610 1.960 37.340 14.990 7.970 0.070 2.180 10.790 9.710 8.830 21.180 39.270 48.270 0.370 0.939 10.990 3.210 21.130 4.870 7.600 0.290 0.035 12.400 33.720 1.930 29.930 15.930 1.850 2.380 2.830 7.660 1.199 1.740 38.410 0.130 49.480 1.030 28.120 14.800 8.530 0.075 2.830 10.610 10.030 5.460 20.240 45.370 54.640 0.365 1.030 9.940 2.430 21.060 5.100 7.300 0.220 0.048 8.530 53.990 1.340 26.580 12.400 1.350 1.820 2.060 8.270 0.650 2.600 39.960 0.270 1.79% -47.45% -24.69% -1.27% 7.03% 7.14% 29.82% -1.67% 3.30% -38.17% -4.44% 15.53% 13.20% -1.35% 9.75% -9.55% -24.30% -0.33% 4.72% -3.95% -24.14% 35.71% -31.21% 60.11% -30.57% -11.19% -22.16% -27.03% -23.53% -27.21% 7.96% -45.79% 49.43% 4.04% 107.69% 56.790 2.230 44.870 17.980 10.500 0.120 5.760 13.050 19.760 9.490 23.560 46.650 57.590 0.480 2.320 14.110 4.850 25.430 6.790 8.580 0.830 0.200 14.740 54.500 2.580 33.990 16.430 2.900 3.077 4.120 11.000 1.510 4.330 45.000 0.450 44.590 0.800 25.360 12.570 6.310 0.050 1.400 6.630 9.380 5.300 14.450 24.010 29.190 0.250 0.400 8.070 1.840 17.090 3.610 5.850 0.130 0.005 4.900 31.800 1.020 16.700 10.260 0.490 1.094 2.000 4.720 0.570 1.210 24.340 0.050 8,826.00 5.16 522.96 85.18 0.00 N/A 3.86 N/A 2,954.65 56.43 222.10 365.70 688.81 N/A N/A 15.55 57.61 123.97 3.21 16.98 N/A N/A 87.36 695.86 N/A 388.36 44.51 1.98 4.91 18.82 49.25 0.50 4.50 126.01 0.58 12.62 76,375.35 N/A 10.38 8.65 8.89 N/A 11.68 8.81 34.50 18.87 20.36 13.57 N/A N/A 37.07 N/A 16.57 10.20 10.28 N/A N/A 11.58 13.75 N/A 14.22 7.93 N/A N/A 12.06 13.01 N/A 28.56 16.19 N/A 85.63 2,364.05 483.47 247.85 3.53 14.86 1,820.65 126.56 826.40 4,027.49 3,275.67 25.55 27.22 166.20 64.37 701.51 47.94 51.68 2.39 11.85 130.16 3,423.51 50.50 1,658.59 128.71 19.55 18.62 25.50 230.24 4.97 13.47 612.19 4.24

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Companies Seek Real Cash Selling Virtual Products Online
Some large companies are testing whether they can raise awareness of their brands – and sell more actual goods – by creating and offering virtual merchandise online. Volvo Cars of North America, clothing retailer H&M and MTV Networks are among the diverse brands entering the market for virtual goods – the make-believe items offered on social-networking games, smartphone apps or fantasy Internet sites. So far, the virtual goods market largely consists of micro-purchases. Consumers typically pay $1 to $3 while playing games like FarmVille or Mafia Wars, both created by the social-gaming company Zynga, to get a jump on game rivals. Users also can give a gift, like flowers, or build a collection of items – just as collectors do in

pHarmaceutical & biotecHnology
Amgen Inc. AstraZeneca PLC (ADR) Bayer AG Baxter Intl. Inc. Biogen Idec Inc. Biovail Corp. (USA) Bristol Myers Squibb Co. Cephalon Inc. Elan Corp. PLC (ADR) Eli Lilly & Co. Gilead Sciences Inc. GlaxoSmithKline PLC (ADR) Genzyme Corp. Johnson and Johnson King Pharmaceuticals Inc. Life Technologies Corp. Merck and Co. Inc. Mylan Inc. Novartis AG (ADR) Perrigo Co. Pfizer Inc. Roche Holding Ltd. Sanofi-Aventis SA (ADR) Shire Plc. (ADR) Sigma-Aldrich Corp. Techne Corp. Watson Pharmaceuticals Inc. AMGN AZN BAX BIIB BVF BMY CEPH ELN LLY GILD GSK GENZ JNJ KG LIFE MRK MYL NVS PRGO PFE SNY SIAL TECH WPI NASDAQ NYSE NYSE NASDAQ NYSE NYSE NASDAQ NYSE NYSE NYSE NASDAQ NYSE NASDAQ NYSE NYSE NASDAQ NYSE NASDAQ NYSE NASDAQ NYSE NYSE NASDAQ NASDAQ NASDAQ NYSE 55.880 43.150 60.650 44.160 51.400 16.400 24.000 62.690 27.880 6.350 34.500 39.470 35.090 51.790 64.670 9.260 52.770 33.310 21.140 48.190 62.450 16.560 37.080 32.390 63.610 56.150 63.000 57.820 43.730 51.060 49.770 58.510 44.000 53.840 22.310 26.020 58.000 28.350 4.470 33.970 32.090 37.180 67.390 58.010 8.940 44.010 34.440 17.350 50.220 57.500 15.820 33.460 28.300 65.290 52.400 58.400 49.970 42.230 -8.63% 15.34% -3.53% -0.36% 4.75% 36.04% 8.42% -7.48% 1.69% -29.61% -1.54% -18.70% 5.96% 30.12% -10.30% -3.46% -16.60% 3.39% -17.93% 4.21% -7.93% -4.47% -9.76% -12.63% 2.64% -6.68% -7.30% -13.58% -3.43% 62.515 53.530 81.600 61.880 60.280 23.400 27.070 72.870 33.140 8.240 38.000 49.501 43.470 70.970 66.200 13.200 56.190 41.560 23.630 56.420 64.660 20.360 45.190 41.590 71.415 61.000 69.950 64.950 44.970 50.320 40.300 53.630 40.250 41.750 12.140 21.540 53.050 15.440 4.420 32.020 31.730 45.390 7.180 41.100 14.010 28.810 31.690 48.470 46.500 55.630 46.990 33.880 3,804.00 8,178.00 9,179.00 3,194.00 1,212.70 231.24 4,768.00 726.91 365.00 268.90 5,748.70 1,927.22 1,079.44 370.90 903.73 1,368.54 619.40 N/A 849.40 554.00 66.71 3,800.00 875.30 9.93 48,912.42 9.90 72,214.28 23.97 49,240.00 11.39 26,374.48 13.85 14,375.28 24.70 11.79 19.29 N/A 3,748.92 4,361.02 4,784.35 2,610.03 13.08 44,745.81 BAYRY OTC

Dr. Reddy’s Laboratories Ltd. (ADR) RDY

7.55 39,172.17 9.88 28,557.21 10.56 105,314.58 20.61 17,984.37 12.28 159,995.64 10.71 13.34 71.88 20.01 2,231.42 8,036.67 5,358.55 5,254.35

32.150 10,527.00 56.860 15,330.00

29.940 11,346.30 43.478 11,716.00 14.000 17,327.00 28.010 10,648.05

10.14 107,392.53 11.81 114,898.34 14.57 127,606.18 12.09 114,550.00 8.45 74,458.72 14.84 12,233.39 17.12 19.82 12.90 6,360.84 2,177.74 5,260.59

RHHBY OTC SHPGY NASDAQ

Teva Pharmaceutical Industries Ltd. (ADR) TEVA

13.12 46,522.07

*This selection of securities is not to be interpreted as a solicitation and companies are not endorsed by Rive Gauche Media

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real life. Social game creators like Zynga, which said it made some $100 million last year, mostly from purchases of its virtual goods and game currency, are cashing in on a phenomenon that has flourished in Asia and is growing in South America and the Middle East. said Advitech president and CEO Michael Stangel. “We are pleased that SEPPIC will be representing us and anticipate that together, we will significantly grow European sales in line with our objectives.” the most widely recognized yogurt brands in the United States; and Van’s Foods, a leading developer, manufacturer and marketer of branded, all-natural frozen waffles. Catterton’s food and beverage realized investments include Odwalla, the leading health beverage brand in the U.S. and Kettle Foods, maker of the bestselling all-natural potato chips, among others.

Costco Goes to the Mall for Growth
Costco is making a push to put its stores in shopping centre spaces that typically house department store anchors. Jeff Brotman, co-founder and chairman of Costco, recently told Dow Jones Newswires, the warehouse club operation is looking “to accelerate” mall store openings. Recently, Costco signed an agreement with The Westfield Group to open clubs at malls in Los Angeles, Sarasota, Fla., and Wheaton, Md. Costco’s move into malls has been made easier because space has opened and lease terms have become more attractive in recent years as other big box retailers have closed stores.

Pharmachem Completes Acquisition of Forbes Medi-Tech
Forbes Medi-Tech Inc. has completed the previously announced sale of substantially all of its assets to Pharmachem Laboratories Inc. for $4 million. In connection with the completion of the sale, the company has changed its name to FMI Holdings Ltd. Shareholders also approved the liquidation of the company and the appointment of Abakhan & Associates Inc. as liquidator. In connection with the wind-up of the company, one distribution will be made to shareholders, which will include the cash proceeds realized under the asset sale less any payments made in respect of the company’s remaining ongoing costs and liabilities. The company expects the net proceeds of the liquidation to be in the range of CDN $0.50 to CDN $0.58 per share.

Yogen Früz Celebrates Signing of Master Franchisee and Grand Opening of First Location in Southern New York
Yogen Früz, the world’s leading frozen yogurt conglomerate, has announced the signing of the Master Franchisee and the negotiation of its first Southern New York State location. This location is scheduled to open in time for Thanksgiving. To celebrate, Yogen Früz will treat customers to special promotions including an afternoon of free yogurt and Yogen Früz giveaways. Yogen Früz USA Inc., is a subsidiary of Yogen Früz Canada Inc., a world leader in the frozen dessert category, with over 1,200 locations operating in over 25 countries around the world.

Bioniche and University of Ottawa Sign Agreement for Natural Health Technology
Bioniche Life Sciences Inc. (TSX: BNC), a research-based, technology-driven Canadian biopharmaceutical company, and the University of Ottawa have announced the signing of an exclusive global licence agreement. The agreement provides commercial access for Bioniche to University of Ottawa’s technology for botanical therapeutics (natural health) and pharmaceutical compounds for treating anxiety and related conditions in animal health, human health and aquaculture.

Catterton Partners Acquires Alasko Foods
Catterton Partners, the leading consumer-focused private equity firm in North America, has acquired a controlling interest in Alasko Foods Inc., the largest Canadian marketer of frozen fruits and vegetables to both institutional and consumer markets. Terms of the transaction were not disclosed. Alasko specializes in importing, distributing and marketing high quality frozen fruits and vegetables from around the world. The company is a leading distributor in the Canadian market and has the broadest product offering. Catterton’s food and beverage representative investments include Naya Waters, a leading bottled water company in Canada, specializing in the production of natural spring water and spring-water based drinks with a focus on environmental sustainability; Breyers Yogurt Company, the largest independent yogurt company and one of

Arche Using Yourcegid Retail Software
Arche, the designer footwear brand that manufactures and sells handmade shoes across Europe, North America and Asia, has streamlined its international operations with the help of Yourcegid Retail. The company has managed to cut distribution costs by as much as 15 per cent, raise quality control levels to above 99 per cent and increase productivity by around five per cent in the last year. What’s more, the number of companyowned stores has doubled in the last five years, with rapid expansion particularly in the United States and China, as well as a thriving wholesale business in over 1,000 outlets including major department stores around the world. Half a million pairs of shoes are designed and manufactured each year at production site in the Loire valley of France, before being shipped to every part of the globe. All shoes are

Advitech Signs European Distributor for Hydresia® Ingredients
Advitech Inc. has announced it has entered into an agreement with SEPPIC S.A. for the distribution of subsidiary Botaneco’s Hydresia® product line in the European personal care market. “Global expansion is a key component of our value proposition and growth strategy,”

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made using natural materials, mainly sourced through Europe. Manufacturing Arche shoes requires about 100 manual operations. With around 150 styles each season, more than 50 colours and multiple sizes, Arche uses an integrated range of Yourcegid Retail solutions to make sure it always has the right products in stock for every market. only meet various nutrient thresholds via fortification. The judge also found Vitaminwater’s claim on the “focus” flavour that it “may reduce the risk of age-related eye disease” runs afoul of FDA regulations. The judge also noted FDA frowns upon names of products that mention some ingredients to the exclusion of more prominent ingredients such as, in the case of Vitaminwater, added sugar. The names of the drinks, along with other statements on the label, “have the potential to reinforce a consumer’s mistaken belief that the product is comprised of only vitamins and water,” Judge Gleeson wrote. He also rejected Coke’s argument that disclosing sugar content on Nutrition Facts labels eliminates the possibility consumers may be misled into thinking the product has only water and vitamins and little or no sugar evaluation of a 2009 ruling, in which it upheld a decision of the Tel Aviv District Court to reject General Mills’ allegations of ‘passing off’ and ‘unjust enrichment’ claims against two Israeli makers of cone-shaped snacks, reports World Trademark Review. General Mills makes a cornucopia shaped corn snack under the Bugles brand, which it markets globally. However, in Israel, the company supplies the half-baked product to local processor Osem, which further bakes, packages and markets it under the Apropo brand. General Mills brought the action against two Israeli snack producers, citing the fact that the defendants were producing identically shaped snacks to the Apropo brand, and though the packaging was different, an image of the cone shape featured prominently on the front of the competitors’ offering. But the Supreme Court in October last year agreed with the lower court that while it had been shown to the court that the Israeli public associated the shape of the product with the Apropo snack, there was no likelihood of confusion in relation to the competing brands due to the distinctive packaging of the defendants’ products.

Will U.S. Supreme Court Side with Supplement Industry on AER Case?
A case currently before the U.S. Supreme Court involving the maker of the popular over-the-counter cold remedy Zicam could have potentially significant ramifications for the dietary supplement industry. That’s why industry trade associations have been busy filing amicus briefs related to the case, Matrixx Initiatives v. Siracusano, which could lead to mandatory reporting of all adverse event reports—serious or not. Should this happen, the U.S.Food and Drug Administration could be buried in “an avalanche of trivial information” that would seriously hinder its ability to protect consumers, according to the Council for Responsible Nutrition.

CPG Companies Expected to Emerge Stronger in 2010
Consumer packaged goods companies will need to employ different tactics than those used during the recession— divesting non-core brands, conserving cash and cutting costs—to preserve shareholder value as the economy recovers, according to a new report from the Grocery Manufacturers Association and PricewaterhouseCoopers LLP, titled “Forging Ahead in the New Economy.” To grow revenues in this new climate, companies will have to focus on innovation to encourage household spending, especially for products in mature segments and to offset reduced spending by Baby Boomers who are nearing retirement.

Lawsuit Over Vitaminwater Claims to Proceed
A U.S. federal judge has denied CocaCola’s motion to dismiss a lawsuit over what the Center for Science in the Public Interest says are deceptive and unsubstantiated claims on the company’s “Vitaminwater” line of soft drinks. The company claims that Vitaminwater variously reduces the risk of chronic disease, reduces the risk of eye disease, promotes healthy joints and supports optimal immune function, and uses health buzz words such as “defense,” “rescue,” “energy” and “endurance” on labels. Judge John Gleeson of the U.S. District Court for the Eastern District of New York found that the company’s use of the word “healthy” violates FDA regulations on vitamin-fortified foods. The FDA rule prohibits companies from making health claims on junk foods that

Herbalife Family Foundation Expands Successful Nutrition Programs for Children in UK and Mexico
The Herbalife Family Foundation has established two new Casa Herbalife programs to support nutrition and wellness programs at Scotland’s Action for Children (North Lanarkshire Young Carers Project), and in Queretaro, Mexico at La Alegria de los Niños, IAP (Children’s Happiness). The Casa Herbalife program was created in 2005 to help bring good nutrition to children in need. HFF works with organizations to improve the ability to provide the children in their care with more nutritious foods. HFF is a non-profit corporation dedicated to improving children’s lives by helping organizations provide healthy nutrition to children at risk. Additionally, HFF often supports relief efforts in response to natural disasters.

General Mills Call for Shape Trademark Hearing Rejected
A request from U.S. snack manufacturer General Mills for a further hearing over a product shape trademark ruling has been denied by the Israeli Supreme Court. In the case, General Mills Inc. v Meshubach Food Industries Ltd., the Court turned down a call for a re-

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For details, write #110 on Free Info Page, page 73.

business news
Helix BioPharma approved for NYSE Amex listing
Helix BioPharma Corp. has been authorized to list its shares of common stock on the NYSE Amex stock exchange. Shares of its common stock will be trading on the NYSE Amex under the trading symbol "HBP." The company will delist from the OTCQX once trading begins on the NYSE Amex. The Company's listings on the Toronto and Frankfurt Stock Exchanges are unaffected. Helix BioPharma Corp. is a biopharmaceutical company focused on cancer therapy. The Company is actively developing innovative products for the prevention and treatment of cancer based on its proprietary technologies. Helix's product development initiatives include its Topical Interferon Alpha-2b and its novel L-DOS47. order to bring cost savings to the business. A company spokesperson explained that the company has been renegotiating its long-term sole source supply agreements with infant formula manufacturers for DHA and ARA. The sale to Alltech includes most of the land, buildings and equipment, including production-scale fermentation and recovery equipment but does not include any rights to Martek strains, patents or other IP. Moreover, Alltech will not be able to produce any omega-3 or omega-6 polyunsaturated fatty acids at the site for the next decade. represent a combination of sales of Neogen food safety products produced in the United Staates for the European market, and diagnostics manufactured in Scotland for worldwide distribution. The firm’s food safety division posted a 27 per cent increases in Q1 revenues to $22 million. The division’s organic sales increased 21 per cent. The company’s diagnostics for mycotoxins in grains, food allergens, foodborne pathogens, spoilage organisms and sanitation concerns all increased sharply in the quarter. Sales its histamine also “increased substantially” in the period, noted Neogen.

Bioniche reports Fiscal 2010 year-end results
Bioniche Life Sciences Inc. a researchbased, technology-driven Canadian biopharmaceutical company, today announced financial results for its 2010 fiscal year ended June 30. “Fiscal 2010 represents a banner year for our company, in which we executed a licence, development and supply agreement for our proprietary product, Urocidin(TM), for the treatment of nonmuscle-invasive bladder cancer,” stated Graeme McRae, chairman, president & CEO of Bioniche Life Sciences Inc. “The up-front payment of US$20 million, combined with three milestone payments received to date totalling US$14 million, and revenues from animal health product sales, have resulted in total revenues of $45.9 million.” Bioniche has the potential to receive up to US$110 million in payments associated with the achievement of certain clinical, regulatory and commercial milestones under the licence agreement with Endo Pharmaceuticals Inc.

DSM buys US biotech firm with carotenoid ambitions
DSM has acquired biotech firm Microbia in an undisclosed deal as the company expands its carotenoid operations. DSM Nutritional Products said the company was interested in Microbia’s proprietary platform that produced natural carotenoids like beta-carotene and canthaxanthin and had demonstrated broader capabilities. Microbia is a Massachusetts-based company and was formerly owned by Ironwood Pharmaceuticals

DSM rejects chemicals past for biotech future
Dutch ingredients giant Royal DSM met growth targets in four of the past five years and its transition from chemicals to life sciences multinational is on track, says board member Stephen Tanda. DSM and Tanda outlined its next fiveyear plan with increased globalization a priority as the company beefs up its Asian presence and, in nutrition, seeks to broaden its portfolio in natural and innovative ingredients for food supplements, functional foods – and animal feed. Its goals for the nutrition cluster were sales increases of two per cent above GDP and EBITDA (earnings before interest, tax, depreciation and amortisation) of between 20 and 23 per cent.

Sun-Rype Annouces Acquisition of Yakama Juice
Sun-Rype Products Ltd. has announced that it has entered into an agreement to acquire the business and assets of Yakama Juice, LLC, of Selah, Wash. Yakama has been a key supplier of SunRype’s beverage products for several years and is owned by the Confederated Tribes and Bands of the Yakama Nation. It is a significant fruit processor and manufacturer of beverages in both plastic and glass containers, supplying leading beverage companies and retailers in both the United States and Canada. The facility is USDA compliant, HACCP approved, and certified organic by the Washington State Department of Agriculture. Yakama’s annual sales are approximately $17 million. Sun-Rype

Martek agrees sale of most of Winchester plant
Martek Biosciences is to sell off the majority of its manufacturing plant in Winchester to animal health company Alltech as part of a restructuring plan but will retain some R&D and limited production capacity at the site. Martek announced plans to for restructuring earlier in the year in

Neogen posts strong Q1 results
Neogen yesterday posted first quarter net income of just under US$6 million – a year-on-year jump of 33 per cent. The multinational food safety company hailed the record-breaking results as “outstanding” as it said Q1 revenues had also climbed by a third. The sales

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Products Ltd., based in Kelowna, B.C., is a manufacturer and marketer of fruitbased juices and snacks. Sun-Rype is a publicly traded Canadian company with its common shares listed on the Toronto Stock Exchange. terms of the acquisition agreement, the total purchase price for 100 per cent of Baja is $28 million in a combination of cash and stock (of which $8 million has been paid to date), together with various working capital advances to be made to Baja by the company through the application of proceeds of inventory sales during the balance of the year. A company spokesman said following the acquisition of Baja, Umami will account for over 20 per cent of the global market for farmed bluefin tuna, which will have a meaningful impact on efforts to normalize the global supply of bluefin which has historically suffered from overfishing store shelves in Canada was entirely produced at our plant in the United States as we conducted studies aimed at gauging Canadians’ interest toward this new generation of probiotic drinks developed by Danone Research. After completing our analysis, we’re proud that DanActive will be produced in Canada by local workers using local products,” said Louis Frenette, president and CEO of Danone Canada. The company said the investment, responsible for the creation of 31 direct jobs and more than 500 indirect jobs, confirms Danone’s role as a champion of social causes and an agent of major economic development in Canada and around the world. The Boucherville plant now occupies a total area of 223,000 square feet, or 25,500 square feet more than before work began, and that it now operates 24 hours a day, 7 days a week.

Empire Company posts Q1 results
Empire Company Limited has announced financial results for its first quarter ended July 31, 2010. For the first quarter, the company recorded earnings before capital gains and other items of $81.6 million ($1.19 per share) compared with $72.2 million ($1.05 per share) in the first quarter last year, a 13.0 per cent increase and a record quarterly level for the company. Net earnings for the first quarter were $81.6 million ($1.19 per share) compared to $89.7 million ($1.31 per share) recorded in the first quarter last year. The Board of Directors declared a quarterly dividend of 20.0 cents per share on both the Non-Voting Class A shares and the Class B common shares that will be payable on Oct. 29, 2010 to shareholders of record on Oct. 15. The board also declared regular dividends on the company’s outstanding preferred shares. The dividends are eligible dividends as defined for the purposes of the Income Tax Act (Canada) and applicable provincial legislation and, therefore, qualify for the favourable tax treatment applicable to such dividends.

Corn Products International completes National Starch acquisition
Corn Products International has completed its acquisition of National Starch, the specialty starches business of AkzoNobel. In June, Corn Products International agreed to buy National Starch, a wholly owned subsidiary of Dutch specialty chemicals and coatings company AkzoNobel, for $1.3 billion. Commenting on the completion of the deal, chairman, president and CEO of Corn Products International Ilene Gordon said in a statement: “This is an important step forward for both Corn Products and National Starch…Today, we go to market with a broader portfolio of products, enhanced geographic reach and the ability to partner with our customers on customized and innovative solutions. This makes Corn Products International a stronger, more diversified player in the ingredient arena.”

Dorset Cereals owner Wellness Foods sees losses narrow
Dorset Cereals and Rowse honey owner Wellness Foods saw its losses drop in 2009 on the back of a 15-per-cent increase in sales. The company, owned by J.P. McManus and John Magnier, booked a loss of 20.6 million pounds last year - against 25.6 million in 2008. Wellness Foods said sales rose “due to securing additional volume in the majority of its businesses and the fullyear effect of price increases secured to offset raw material price inflation”. The business made an operating profit of 1.6 million pounds, compared with an operating loss of 10.1 million a year earlier. Looking ahead, Wellness Foods added: “Given the current economic climate, we foresee that the food market will remain challenging. However, we consider our brand strengths and customer relationships to be such that an improved performance can be delivered.” <

Umami Sustainable Seafood Inc. Announces Intent to Move Forward on Acquisition of Baja Aquafarms
Umami Sustainable Seafood, Inc. has announced that its board of directors has decided to move forward and complete the acquisition of Baja Aquafarms, a leading producer of bluefin tuna based in Mexico. In July 2010 the company acquired a 33-percent interest in Baja. The board of directors has now decided to exercise its option to acquire the balance of the shares in Baja, with closing scheduled to take place by Nov. 30. Under the

Danone invests $50 million in Quebec
Thanks to an investment of $50 million, Danone’s Boucherville, Que., plant will produce the DanActive probiotic drink for the entire Canadian market following its acquisition of equipment at the cutting edge of technology. “Up until now, the DanActive found on

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Supplements
Ginkgo Health Shop in Toronto showing their passion for nutrition.
By Ron Grant Photography By Dean Sanderson

he Ginkgo Health Shop, in the upscale Holt Renfrew Centre at the heart of downtown Toronto, specializes in nutritional supplements exclusively. The shop was started in March 1996 by owner Steve Yi’s sister Theresa, who had a passion for nutrition. For the last seven years, it has been owned and operated by Steve, with Natalie Sampson as his right-hand person. With a background in science, Steve learned his trade hands-on. Sampson adds: “A lot of health food store owners don’t necessarily come from a background of nutrition or wellness. I’ve been working in this industry for 14-plus years and it was the same for me. It was a learn-as-you-go. Nowadays, there are courses you can take although in general, it’s pretty much an apprenticeship. All of the distributors, at one time or another, offer training programs or seminars. The industry is constantly changing, so you have to be aware of what’s happening in the media.” Both Steve and Natalie find the customers contribute to the learning process, coming in to ask for products they’ve heard about from programs such as Dr. Oz and Dr. Weil — as well as the plethora of online resources available today, although as Natalie

T

indicates, one must be careful about gleaning information from the internet, since anybody can claim anything they want. Ginkgo’s product selection policy is driven by several factors, the foremost being its relatively small space, so moving product off the shelves quickly is mandatory. They also consult with area naturopaths and specialize in an extensive professional line of products, which are a little higher priced. Popular remedies are the fastest movers, which include multi-vitamins, omega-3 fish oil lines, vitamin C and protein powder, along with a growing demand for weight managers, stress fighters and sleeping aids. Some of their most popular brands include Greens Plus, Flora, Trophic Wild Rose and Natural Factors. Originally occupying approximately 450 square feet, the shop was expanded to 580 sq. ft. in 2008 to gain visibility to the pedestrian traffic of the HR Centre, and to introduce the professional line of products, which is the main focus at Ginkgo. Being an upscale area, with rents and space demands what they are, it only makes sense to carry high-end products. One advantage Ginkgo has with its property management, Morguard Investments, is that it has been there for 14 years and enjoys the goodwill and trust that comes with it.

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“Whoever competes with us is like our partner. We help each other; we have a friendly competition. When we need something, we call them; when they need something, they call us.”

The Ginkgo operation is much different than stores in other locations — their market is very localized to the Bloor/Yonge St. area, and it is largely foot traffic. It’s more a neighbourhood store than anything, for people who live or work in the immediate area. It’s like a general store in a small town, a meeting place. So there’s no need for a website, unless the business model was to change. And since it is a high-rent location, they consider themselves partners with their landlord, as well as their suppliers; without them, they couldn’t survive. As Yi points out: “We treat our customers like family. Our mission is to serve. Whoever comes in, we do our best to find a solution to their health issues. We have an amazing staff, very knowledgeable, very people-oriented, with a passion for health care.” A big-box store they are not: “We can’t always compete with discount stores price-wise” Natalie states, “although Ginkgo has done really well with being able to create a safe environment for our clients, a comfortable home — we’re not always there to sell products, people come in to have a conversation, to hang out. If people feel comfortable, they tend to be more loyal.” In addition to Yi and Sampson, Ginkgo’s staff includes Suzan Mah, Yi’s daughter Frances, as well as Yi’s sister Theresa, with his wife Rose handling the accounting. As Steve jokingly says: “She’s the big boss!” One of the most important parts of the success of their business is the supplier, especially the sales reps. “I’d like to say to all the manufacturers and distributors, the sales rep is the company,” Steve states. “The success of the supplier depends on how well

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the company invests time, money and effort in the sales rep.” Natalie agrees: “If we have a good relationship with the rep — like some of our reps come in and will get a big hug, have some tea — you’re getting support in both directions. They make sure that whatever we have is moving well, they do demonstrations for us, and they do some advertising for us. It also makes us as a business feel more comfortable…we’re selling products all day, and you choose what you’re going to carry, yet part of it is the comfort level with the company. Although there are companies that have come around for many, many years, we don’t necessarily feel comfortable carrying their products…and it isn’t always about quality, it’s also about the relationship we have with the company. If a product’s not moving, are they going to be willing to take it back and switch it up with something else? It’s the feeling of, are you going to be stuck with something?” As a localized business, advertising isn’t their biggest concern, although they enjoy the co-op program with their suppliers: “It’s based on how much we buy,” Natalie explains. “It’s like reward points, a promotion allowance. So we get window displays and they’ll pay for whatever materials are required. Or they’ll say: ‘Look, we’re having an advertising campaign in the Metro (a Toronto commuter publication), so we’re going to use your co-op dollars and include you in that.’ I find that advertising in Metro is really good, because they have a lot of people that ride the subway. They also will do flyer drops in the area.”

In terms of inventory, “This is what Natalie does superbly well,” Steve posits. “Because it’s only one store, making a P.O.P. computer system is impractical. We thought about many options, and if we had a second or third store, inventory control would make a lot of sense. This store is enough for my needs; if we had a second or third store, we could not serve the customers the way we want. It’s not the caring or healing environment.” Sampson also states, “It’s very difficult to find staff that are passionate. Most people want a job. It’s not the same thing if people are passionate about other people’s health and their wellness, that makes a difference. Hiring staff is so important because they are the face of your company. You’re constantly reading and learning, you can’t just pull things off the shelf and put it in people’s pockets. The bigger you get, the less personal attention you can give, and something is going to be lost in the balance.” Steve also considers the personal reward of helping family, friends, and everyone else — including himself — become healthier is the biggest benefit of all. For Steve and Natalie, money isn’t the biggest objective. “Success does not necessarily come with money,” Steve believes. “It’s respect, and mutual admiration, and affection from my coworkers and customers.” For nutritional stores, “There’s no patent, no monopoly,” Steve says. “It’s like air, it’s essential, yet no one can patent it. Our profit is people’s health and happiness.”

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At Ginkgo, “We’re serving the community,” Natalie adds. “You’d be surprised how much counselling we do…so many lonely people, separated from their family, especially in this community because of the lifestyle.” And what about stress? “Without stress,” Steve suggests, “our daily sales would go down by half!” Natalie agrees: “This is a very high-energy neighbourhood, people are putting out a lot, and not getting a lot back, so they drain their batteries and come to see us.” “Stress is a kind of side effect of high efficiency, productivity and creativity,” Steve opines, “which we need in this city, and handling the stress right is our business.” Canada has a large ethnic population and the best solution for one person might not be for another. “This is a multicultural city, and we have a multicultural setting here,” Yi continues. “I’m Korean, Natalie is South African, and Suzan is Chinese and the only one of us born in Toronto, along with my daughter Frances. It brings us a lot of richness of different cultures and different thinking, which is reflected in the different remedies. Maybe a hot shower or foot-bath, that’s how my grandmother did it; when you are tired, just a little massage, that’s how I earned my allowance when I was about 10 years old.” As Natalie states, “You don’t need a pill for everything.” Steve concurs: “Eat your three

square meals. Sorry for all my friends in the fast-food business… people should bring their lunch from home! Workout, exercise.” Regulatory policies also play a large role, some good, some bad. As Natalie explains, “It’s difficult for us when we’re limited to what we can recommend because something’s been banned, or the product can’t come across the border because they don’t have the correct labelling.” Steve adds, “It’s not a health issue, it’s language and politics.” Natalie continues, “There are products that were legal to sell in Canada five years ago, that are illegal now only because of labelling. The company may have had a pharmaceutical grade manufacturing facility, yet they’ve pulled out of Canada because they simply couldn’t see their way through the red tape. We lost fantastic companies because of that. It needs to be there…I’m not saying it should be the Wild West, there are lots of companies that are not manufacturing in the way that they should be, the quality control is not there — what you see on the label is not necessarily what you’re getting in the bottle. So I’m all for clear labelling, I’m all for making sure that what we’re selling our clients is safe, that they’re getting what they think they’re getting consistently every time; what I’m not for is making that

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whole process so inaccessible to small innovative companies that they cannot compete, they simply can’t afford to go through the process that Health Canada requires of them. Some of those small companies have been here for decades, and have had to either sell their product line to somebody else, or fall by the wayside because they cannot comply. And it’s not about the manufacturing, it’s the labelling compliance, you have to show the research on every single ingredient in your product. And Health Canada is so far over the edge…the waiting list is years.” And as Steve concludes, “Regulation is good; yet too much of a good thing doesn’t benefit everybody.” Yi embraces competition in business: “Whoever competes with us is like our partner. We help each other; we have a friendly competition. When we need something, we call them; when they need something, they call us. We share, we overlap with our customers. ey make us stay honest, so we don’t overprice. Unfortunately, our prices can’t be better than the discount stores because number one, my rent is horrendous and secondly, we don’t serve the entire GTA, only the village at Yonge and Bloor streets. We’re not buying hundreds of thousands of bottles of vitamin C, so yes, we’re fair, yet we’re not the lowest in the city. Also, 75 per cent of our clients are women, working moms, the super-mom. ey have lots of friends and they share the information — wordof-mouth is our model.” And as Natalie points out, “You think of women as the nurturers of the family, even the hardcore driven women in this neighbourhood, the VP or CEO, is still taking care of the family. ey’re coming in here taking care of the husband’s prostate, the children’s cold and flu season, etc.” And as Steve concludes, “In this business, we get feedback right away, within a month. If people are healthier and happier, or not, a lot of them come back and share their healing experience. And when they get healed and come back and say, ‘ ank you very much,’ that is what attracts me to this business. We’ll do anything for the customer.”

AT A GLANCE
LOCATION 50 Bloor St. West (Holt Renfrew Centre) Toronto ON M4W 3L8 TELEPHONE 416.961.1710 STAFF 6 EMAIL [email protected] TOP SELLING PRODUCTS • Multivitamins: Platinum Activ-X, Super Easy Multi • Vitamin C: Sisu • Omega 3 Oil: Nutra Sea • Nutrition: Dr. Whitaker • Sports Nutrition: Nutraline Organic Protein Isolate • Vegetarian: Vega • Joint Pain: MSM Joint Formula (Natural Factors) • Digestion: Renew Life • Detox: Wild Rose Herbal Detox • Beauty:AOR

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Dealing with Stress
Profiting from stress management and the LOHAS consumer
By Keith Atkinson
tress management is a multibillion-dollar industry. Like stress itself, it’s inextricably linked to lifestyle. In marketing and hence in the retail end, this means looking at the psychology of a extremely wide customer base that has come to include people from all walks of life. Once, those who shopped at health food stores could be categorized relatively easily; not so today. The closest profile of those who frequent health stores and regularly use supplements has been brought together under the term LOHAS, which is an acronym for Lifestyles of Health and Sustainability coined by sociologists Paul H. Ray and Ruth Anderson in their book “The Cultural Creative: How 50 million People are Changing the World”. According to the LOHAS Journal, published by Natural Business Communications, the LOHAS marketplace is “for goods and services that appeal to consumers who value health, the environment, social justice, personal development and sustainable living.” That may seem like a pretty broad audience to target but it’s a market that in the United States has grown from a mere four per cent of the population in the 1960s to about 23 per centt today (50 million). In Japan it represents 29 per cent (37 million). In dollars, that market is estimated at $546 billion worldwide, with $355 billion of it in the United States. The estimated Canadian share of $5 billion may sound paltry in comparison but when you consider the population difference between the United States and Canada is 10 to 1, that means the market share here is even bigger. According to the National Marketing Institute of Harleysville, Pa., consumers fall into one of four categories: The True LOHAS Consumer They are very concerned about their personal health as well as the health of the planet. It’s the only group that describes itself as ecofriendly. The Naturalites They’re more concerned with their personal health than with the “greening” of the planet. They see politicians as corrupt and feel virtually powerless to create change. They’ll pay a little more for eco-friendly products and tend toward holistic health.

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The Drifters They have a good attitude about the environment but are often not sincere. They’re often driven by trends. The Conventionals They’re practical, they’re very conscious of cost. They view organic as a marketing scheme. They’re patriotic. These four segments account for about 80 per cent of all consumers. The market for anti-stress supplements is certainly not limited to those who fall into the LOHAS category but those in that category are much more likely to try alternative health care, particularly anti-stress products if they realize that the company’s corporate philosophy matches their own ( i.e. “Sustainably Grown”, “Fair Traded”, etc.). Add to this the research that shows most are willing to pay up to 20 per cent more for these items, and it makes sense to place them in a separate but prominent section of the store. The size and growth potential of this market can be seen by the fact that large traditional manufacturers – totally unrelated to the health food industry – are now getting in on the act. A report released last year by the International Consulting group Mintel Research, entitled “Functional Beverages – US”, found that there’s a strong demand for drinks that work as mood enhancers and stress relievers. Kristen Walker of Mintel says that “drinks positioned around relaxation and calming have more than doubled in sales from 2006 to 2009, and are on track to continue this trajectory through 2010.”

Some of the main ingredients in these, she says, are herbs such as kava root, valerian root, and St. John’s Wort, the same ingredients that form the basis of so many anti-stress supplements. As an example of this flourishing market she points to one company which has introduced two U.S. products created to reduce stress during air travel, which include GABA, chamomile and ginkgo biloba and melatonin to induce both relaxation and sleep. In Germany, there are products containing B vitamins, said to reduce stress and improve concentration. The market for anti-stress supplements is mushrooming not simply because life has become more stressful, but because we are now paying more attention to the various types of stress and their biological consequences. When endocrinologist Hans Selve first used the term “stress” in a biological sense in the 1930s, it had none of the connotations it does today. It was his theory of stress response that attracted interest in medical academia, first with physiologists, but then also with psychologists and advocates of holistic medicine. By the 1960s psychologists were talking about significant life events that, if not handled properly, could in fact lead to various diseases. By the 1970s it was the area of greatest medical concern to the general public, and research began into the molecular and immunological aspects of stress. By the 1990s stress had been divided into various categories, all of which were targeted by various types of management theories.

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“more than 75 per cent of all visits to doctors’ office are stress related.”

According to Drs. Lyle H. Miller and Alma Dell Smith, founders of the Biobehavioral Institute and Biobehavioral Treatment Center in Boston, 44 per cent of all adults suffer adverse effects from stress and more than 75 per cent of all visits to doctors’ offices are stress related. The result, they say, is that the annual cost to U.S. industry is an estimated $300 billion, or $7,500 per year per worker. While some stress disorders obviously require psychiatric attention, it may be possible to relieve lesser forms with nutritional supplements that help alleviate the symptoms without some of the unwanted side effects of prescription drugs. Ginseng Between 2002 and 2007, ginseng sales almost doubled, from $10.7 million to $20 million. While much of this boost comes from its purported stress relief qualities, it is also thought to improve cognitive functions related to mental arithmetic, response time, accuracy and general memory improvement. It is also considered a good supplement to help reduce hyperactivity in children with ADHD. St. John’s Wort Most widely used anti-stress preparation on the market. The phytochemicals hyperforin and hypericin are thought to be responsible for maintaining the balance of neurotransmitters in the brain, including serotonin. Valerian Root Has a sedative effect on the central nervous system and is often used as a calming agent for headaches, feeling of nervousness, etc. This is largely ascribed to the ingredients valepotriate and sesquiterpene. 5-HTP Used to relieve symptoms of depression, the first clinical trials were conducted in 1972 during which patients suffering from unipolar and bipolar depression were given dosages ranging from 50mg to 300 mg. Improvements were noted in 69% of the cases, with no significant side effects.

Rhodiola Rosea Long noted for its adaptogenic properties in Russia, Eastern Europe and Scandinavia, Rhodiolia increases the body’s resistance to emotional and physical stress by supporting the function of the neurotransmitter, serotonin. It’s also used to support cognitive functions such as memory and attention. SAM-e It helps increase the availability of serotonin to the central nervous system, and thus plays a role in the stabilization of mood. It has been found to work in as little as seven days. Bacopa It acts as a calming agent to reduce feelings of nervousness and anxiety, and may also help with insomnia and mental fatigue. B-Vitamins B- vitamins play a key role in neurotransmitter synthesis and are essential in maintaining a balanced level of serotonin. A deficiency can cause feeling of stress, anxiety, etc. The decline in overall sales of the B-Complex group of vitamins is probably due to the increase in sales of ginseng, which are thought to target stress and fatigue, while B-vitamins play a more general role in body maintenance. Zinc Zinc is found in almost every cell of the body, and low blood-zinc levels have been directly related to depression. It is also thought to be beneficial to children with attention deficit disorder. Magnesium Low serum levels of magnesium are assumed to be partially responsible for symptoms such as anxiety, headaches, fatigue, dizziness, etc. Kava Kava Along with St. John’s Wort, Kava Kava acts as a natural sedative. There are claims that it is as effective as the popular prescription drug Buspirone in relieving anxiety disorder.

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Upping the Ante
Finding the right employee for your store in a working world turned upside down.
By Lyndsie Bourgon

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f you’ve been paying any attention at all to the modern work world, and really who hasn’t, you know that we’re in the midst of a shift – Boomers are hiring their kids and the culture clash is apparent. What used to be standard practice when it came to job demands has now been turned on its head. No wonder finding the right talent for your store is a challenge. “That’s probably our most challenging thing – finding the right employee and appropriate salary for that employee,” says Tonya Cole Lightfoot, owner of Journey to Health based in Calgary. She says that she has experienced firsthand the differences in demands that new employees come into the workplace asking for. Pay raises, added benefits and flex-time are all on the employee wish list these days, even in the retail world.

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“I feel like there is a ‘You owe me’ attitude, and I don’t come from that type of belief system,” says Lightfoort. “I believe you are as a valuable as you contribute. “I’ve had to let go of employees because their work ethic is not my work ethic. But then we have to put in more effort to find the right person.” Technology has also changed how the actual hiring practice happens. Now, instead of hiring from a small pool of candidates that have heard a particular retail outlet is hiring, stores have the option to place ads online through websites like Craigslist, Kijiji and even Monster, to try to attract talent. But even though that opportunity is there, it doesn’t mean employers are jumping to use it.

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Lightfoot says Journey to Health has a strong online presence,and they use their very popular email newsletter to put the word out about job opportunities. “Most of our stuff has come through word of mouth,” she says. “In the health industry, I would say that we’re separate from others, because most of our customers are very passionate about it. A lot of people like working in an environment like this.” She also adds that the general environment surrounding a health food store wouldn’t attract the right kind of employees through a large job aggregator website. “We’re not a corporate environment. People on those types of websites, they want all those things. They fit into that society,” she says. “Our customers are not into that type of society – most own businesses, they’re into health and nutrition, and our employees are usually something like a stay at home mom or a teenager. We’re not open on weekends. We’re not in the rat race, we’re not open all the time, but we’re still successful. We’re a niche market and we focus on an agenda.” Lightfoot insists that the hiring process would be easier if there was compromise between generations. “We need to teach good work ethic to younger generation. “We are a family-owned business and in order to sell anything at our store, you have to know a bit about what we do and have a passion. We do much better with someone who is passionate about what we do. It’s an industry and a lot of people are finding that out.

“As a small retail health food store, we don’t make money like larger stores. Every bit is very valuable, and it’s expensive to hire someone who has no knowledge. You lose money in training process, and also in turnover. So we find that the best employees are the ones that are shopping here.” The owners of another Calgary-based store, the Sunnyside Market, weren’t so quick to throw Craigslist and the web out the window. “We get lots of response,” says Patty Nowlin. “But what appears to happen is people send their resume off in blanket coverage, and they don’t look at what we’re looking for. So we don’t do it anymore. We’ve never hired anyone from there.” Instead, Nowlin agrees that in-store is the best way to find true talent: “With ads in store, often people will walk in, have that initial connection with person, learn a bit about them, personal touch for both sides.” Nowlin says that her concerns regarding work ethic centre on the fact that their store wants to hire well-rounded people. She says she finds most twenty-somethings are also looking for employment that will give them a work-life balance. “If someone came in and said they want to work 40 hours a week, there’s no balance, and they wouldn’t be a great employee,” she says. “For us, we have two managers for our store, they each work four days per week, and they could work anywhere from 8-10 hours per day. So they get hours in, but it gives them flexibility so when they come back to work they’re refreshed. We don’t even have anyone that works 5 days at the store.”

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“‘We’ve also created a profit-sharing program, where employees there more than a year receive profit from the store. People who apply here find that attractive…’”

In terms of benefits, Sunnyside market has a unique plan that benefits employees that stick around: “We’ve also created a profit-sharing program, where employees there more than a year receive profit from the store. People who apply here find that attractive as well,” says Nowlin. “I don’t think that happens so much in retail – having a sense of ownership of the store.” When it comes to talking about Millenials (also known as Gen Y) and the work world, HR expert and National President of Canada’s International Personnel Management Association, Rick Brick says young people have different priorities at their age and stage in the workforce than their parents had. “They want to work for a company that does good work,” says Brick, which bodes well for health food retailers. “There is a much stronger use of technology, they tend to engage more through tech, virtually all have cell phones, twitter, Facebook etc. They see it as appropriate, which is great until their Boomer boss disagrees.” Brick says that, more than traditional job hunting tools, technology and the Internet can actually help in hiring when used in conjunction with social media like Facebook and Twitter. “It’s virtually instantaneous, so we are seeing an increase in that… but it’s not replacing other mechanisms.” He adds that technology and Internet-based hiring has its limitations: “Depending on what you’re trying to attract, it might not be most effective way. For fairly junior skill sets

and short term work, it works great. The importance from the human resources point of view is knowing its limitations.” Once the actual hiring process is over, Brick also notes that today’s youth do have different perspectives when it comes to what they want in terms of commitment and benefits from their employer. “If you look at Generation X, in addition to Milennials, both have different kinds of employment needs than what we see large corporations putting in place. For instance, we’ve found that talking about a pension plan is almost meaningless, they’re more interested in the ability to engage in personal development that’s not directly job related. “A lot of the things we see as core, like dental, they might not need at all. So we’re seeing more and more companies adopting cafeteria style systems for employees to pick and choose what they want.” So what is the generational cue that’s changing these perceptions? “If you’re 24 or 28 and don’t have a family, you don’t need prescription drug plans and life insurance,” explains Brick. “They tend to look at employment in a different way. Boomers look at jobs as something they stay with. For Milennials, the career they’re in is a temporary step. “They’ve watched their parents going through a workaholic phase, and being with the same employer and being treated poorly due to the recession. So they’re going to own their career, move as they see appropriate, and they’re looking for portable benefits.” <

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Each and every Aubrey Organics product is personally formulated by Aubrey himself – each product creatively designed to work in harmony with nature. This fine balance of performance and nature is truly an art… and a little science. Next comes the sourcing of ingredients. We accept only the purest, highest quality, most effective ingredients from around the world. We mix our products the old-fashioned way, by hand (as you might in your kitchen). Handcrafting small batches, of 50 gallons or less, ensures greater quality control. If it’s not found in nature… then it’s not in an Aubrey Organics product.

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autism
Meeting the needs of client families coping with Autism.
By Pauline Anderson

o meet a growing demand for gluten free products, independent retailers across Canada are carrying an everwidening array of such dietary items, including everything from fresh baked breads to frozen pizza crusts. Some of this demand is from consumers merely interested in pursuing a healthier lifestyle, but much of it comes from people with a sensitivity to gluten, a protein found in cereal grains such as wheat, rye, oats and barley. There’s growing evidence that children with autism may be among those sensitive to gluten. More and more parents of autistic children are opting to manage their youngsters’ disorder with a gluten free diet, sometimes in addition to various supplements. Health food retailers appear to be making the connection between autism and diet and some are considering ways to tap into the burgeoning market. Some retailers, while not specifically targeting families with autistic children, are well aware of the growing demand for gluten free products and are making every effort to meet it. Rebekah Schmidt is the spokeswoman for a company that distributes over 450 gluten free products, including English muffins, pizza crust, and corn flakes, to grocery stores across the United States and Canada, as well as smaller independent retailers. It recently branched out into food services, supplying institutions such as nursing homes.

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“We were sort of a pioneer in gluten free products, especially in Ontario,” says Schmidt. Why are gluten free products in such high demand? “More and more people are choosing to be more health conscious; that’s a sort of a movement in society at large,” says Schmidt. “Doctors are also more aware of celiac disease (an intolerance to gluten), and people are going to naturopaths who are recommending an elimination diet. Usually gluten is in the top three items eliminated from a person’s diet.” After being approached by several autistic groups, Schmidt prepared a publication about the company’s gluten free products. The publication can be used to raise awareness about managing autism through diet, says Schmidt. “If someone approaches me about doing some kind of demonstration in relation to autistic children, I will give them this handout. I do it on a one-off basis; it’s not a mass marketing idea.” The company also provides the food items for demonstrations of gluten free cooking. During such sessions, parents of autistic children learn about the different flours available and how to use them in recipes. One recent demonstration in Lanark County in Ontario focused on baking bread, buns, muffins and pancakes using prepared mixes or such ingredients as rice flour, tapioca starch, or potato starch.

“I’m willing to provide donations and that kind of thing to get people to get to know our products, because how do you know that it tastes good if you don’t try it,” says Schmidt It’s through these and similar initiatives that awareness about the connection between diet and autism has grown among consumers. Health food retailers appear to be making the connection, too, and some are considering taking the next step to actually target families affected by this disorder. “A number of customers come in locally and from out of town who are parents of autistic children and they swear by gluten free; they firmly believe that wheat has an adverse influence on children’s behaviour,” says Peter Cuddy, owner and manager of an organic bakery, in London Ont. Cuddy uses the example of a customer at one of the stores he supplies in Stratford, Ont. The family has an autistic child who only eats gluten free brown rice buns. “It’s something about the texture, or the taste, or whatever,” says Cuddy. “ The child has been able to be on a wheat free diet and the family really feels it has changed his behaviour.” He adds that all his breads are fresh, “which also helps because these kids want to eat something that’s fresh and has a lot of taste to it.” The London wholesaler distributes products that are not only gluten free but also lactose free and contain no animal fats or preservatives. The company supplies independent stores and some small chains.

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Cuddy has already forged a relationship with celiac associations and could be “moving in the direction” of making overtures to autistic groups, too. “It’s a great opportunity,” he says. However, he fi rst wants to learn more about the science behind autism. “With celiac, it’s something that’s defi nable and you can reach out and touch it, but with autism, I don’t know enough about it and don’t think the science is absolutely conclusive. You don’t want to make suggestions that are inaccurate.” Autism Spectrum Disorder (or ASD) is characterized by impaired social functioning and communications skills, and a lack of flexibility of thought and behaviour. ese impairments persist from childhood to adulthood and can severely impact learning and social integration. ASD was at one time considered rare, but its prevalence has increased significantly in the past 20 years, from an estimated five or six out of every 10,000 children to 65 per 10,000 children. ere is some debate about whether this increase is due to an actual rise in the number of cases or to more publicity and better diagnostic measures. It’s not exactly clear what causes autism but one theory is that an incomplete breakdown of foods containing gluten and casein, a protein found in dairy products, plays a role. Normally, these proteins are metabolized into peptides and then into amino acids that are absorbed by capillaries in the intestine. According to this theory, the intestines of children with autism are more permeable so peptides can more easily cross the intestinal membrane, enter the blood stream, and eventually affect brain functions. Research shows that people with autism have abnormal levels of peptides in their urine and cerebrospinal fluid. Parents, teachers and medical experts report improvement in autistic children when gluten is removed from the diet. ey say this dietary change improves digestion and sleep patterns, and reduces repetitive behaviours. Some parents report similar benefits after eliminating casein from their child’s diet or introducing certain supplements, for example vitamins B6, B12, A and C, magnesium, and folic acid. ere is, however, some debate, as to whether dietary approaches are scientifically valid. ere have been few, if any, large, doubleblind, controlled clinical trials using widely accepted diagnostic

“‘…don’t think the science is absolutely conclusive. You don’t want to make suggestions that are inaccurate.’”

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instruments and direct behavioural observation to test dietary effects. e small studies that have been done are inconclusive; some show lower autistic traits in children following a gluten free diet while others show no difference. Another theory is that autism is exacerbated by excessive levels of a type of yeast called ‘candida albicans’ in the intestinal tract. According to this theory, the yeast releases toxins into the blood and this affects brain functions and contributes to behavioural problems. Removing yeast from the diet and taking non-drug anti-fungals may help alleviate these problems. One of Cuddy’s customers is a large health food supermarket in Toronto. While that store doesn’t specifically target individuals with autism, it attracts customers who have a gluten sensitivity, which is an “umbrella” that includes people with autism, says Jane Greenley, the store’s dispensary manager. “Just by carrying gluten free products, we’re already tapping into that market,” she says. e store is one of the few to carry a gluten sensitivity test kit, which retails for about $49, says Greenley. Using a small drop of blood, the kit indicates within 30 seconds whether a person has a sensitivity to gluten. e store is also considering holding a gluten clinic, probably led by a naturopath, this fall, says Greeley. Another retailer that might tap into the consumer market keen on managing autism through diet is in Mississauga, Ont. at store recently increased its selection of products to appeal to the growing number of consumers sensitive to gluten or wanting to avoid it in their diet, as well as to women with chronic candida infections. “ at’s a huge market right off the bat,” says Marilyn Mitchell, a holistic therapist, who helps run the store. Mitchell, too, has customers with an autistic child who “special order” gluten free products. She may initiate some type of advertising campaign aimed at such families, but isn’t sure if that would include “bag stuffers” or something similar. “ is might be something we would consider especially at times like Christmas, Easter or anksgiving, to let people know that there are products available here specifically for their children.” Mitchell says she’s looking forward to investigating this idea more thoroughly. “I’d like to see if it’s not an area that we could sort advertise as ‘look at what we have and this is who it’s good for’.” 

“…growing number of consumers sensitive to gluten or wanting to avoid it in their diet, as well as to women with chronic candida infections.”

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The ins and outs of Real Estate and how it works for you store.

Retail Real Estate 1.0
he process of negotiating a retail lease may be a daunting task’ fraught with minute details and onerous caveats.

By Duncan McAllister

After finding the right space, the retailer may believe that once the term of the lease has been decided and the amount of rent agreed upon, then the signing of the lease document is a mere formality. Nothing could be further from the truth. All the experts agree: do not attempt this at home. Get professional help, regardless of the size of the deal. With typical lease terms of five to 10 years, a poorly negotiated deal adds risk to the business and inhibits flexibility at a cost to the retailer; conceivably in the hundreds of thousands of dollars over the term of the lease. It’s a well known fact in the industry that the lease tends to favour the landlord. At the same time, the landlord expects certain revisions to the lease document and reasonable change requests from the tenant. It is your ability to negotiate these changes that will determine the usability of the space and the successful operation of the business. As Ottawa real estate lawyer Luc Bourque points out in Lawyer’s Weekly, “Commercial real estate leases differ significantly from residential leases. Residential leases are highly regulated. In contrast, commercial leases are very loosely regulated: the rights and obligations of the landlord and tenant are mainly a matter of contract between the parties... Therefore, contacting a Canadian real estate lawyer at an early stage is important.” Outsourcing Your Lease Negotiations What can you expect a specialist leasing agent or lawyer to do for you? There are two stages to the leasing process, starting with an Offer to Lease, which lays out most of the essential terms of the

T

agreement. After all the amendments have been agreed upon, a full lease is then signed. It is the Offer that both sides need to negotiate in order to make the appropriate changes. This is where your leasing specialist comes in. A good leasing consultant will go through the document and identify any necessary changes for the tenant. They may run through a list of standard questions, effecting numerous changes and then negotiate these changes on behalf of the tenant. They would then assist with the preparation of the final lease document. Additionally, they may perform strategic consulting work involving risk analysis, valuations and due diligence as well as ongoing administration and auditing of the lease. Ian Collins is one of the foremost retail lease experts in Canada, with 20 years retail legal experience negotiating leases with every major shopping centre landlord in Canada. A lawyer and developer, Collins operates a successful practice out of offices in Toronto’s Manulife Centre. “There is a real effect on the operation and money impacts beyond basic business terms. There is money to be lost and gained within finalizing the lease document.” says Collins, “Serious operational and money issues are involved in that contract. All of them have to be addressed and will have substantial effect on the successful operation of the business” Any lease that crosses his desk gets a thorough going over. He has many formulations of Use Clauses that gives the tenant a lot of flexibility. Across the board, Collins will identify and successfully negotiate five to 20 changes, depending on the length of the document and the complexity of the deal. His methodology includes the removal of what he calls “landmines”: clauses or conditions that severely handicap the operation of the retail business.

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Types of Retail Space Lease agreements will vary with the type of space. In general there are three different categories of retail space: Enclosed Malls: Major franchisers, such as Sangster’s Health Centres with 42 stores across Canada, will reside mainly in the big malls. In Canada, the three big players in leasing are Ivanhoe, Cambridge and Cadillac Fairview. The malls tend to have complex leases with anywhere from 10 to 60 pages of documentation. This type of lease negotiation is not for the faint of heart and will most certainly require a professional leasing consultant on board. Big Box Centres: These tend to be located in suburban settings near major highways. The established players in this arena are Riocan and SmartCentres. As with the enclosed malls, these negotiations will be complex and the landlord always has the upper hand. Street Retail: Typically, a storefront street location. Most health food stores tend to fall into this category. With this arrangement, the landlord tends to be the building owner or owns the whole block. You would more than likely negotiate your lease directly with the owner as opposed to an agent or management company. A Top 10 List for Negotiating with Landlords 1. A Use Clause for Success How flexible are the terms of usage in a lease? Possibly one of the most important aspects of the lease agreement is the Use Clause. According to Collins, “The degree to which the lease favours the landlord will vary. The landlord and the tenant structurally have different interests. A lease document, artfully crafted, gives the tenant a lot of room to evolve and change.” Consider the following scenario: A health food retailer enters into a five-year lease on a retail space in an enclosed mall. They carry the regular stock and trade of a health food store. Suppose that halfway through the lease, they decide to open a coffee shop within the store, selling natural products and beverages. If this wasn’t spelled out in the Use Clause when the lease was signed, the landlord may forbid the coffee shop at that location. For example, it may interfere with the exclusivity of other vendors in the mall who may already operate a coffee shop.

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2. There’s Rent and then there’s Extra Rent In addition to base rent, the tenant will be expected to pay extra rent to cover the cost of fees such as Hydro, taxes, insurance and maintenance. This can be a bone of contention in the landlord and tenant relationship. The tenant wants to be guaranteed a predetermined monthly fee, whereas the landlord will want protection from tax hikes and unforeseen maintenance costs, therefore insisting on a variable monthly fee. In any case, it is vital that the prospective retailer read the lease and determine every charge that will apply once the tenancy begins. 3. Get it all Up Front - There’s No Going Back The name of the game is flexibility, and the retailer has to be able to foresee all the circumstances that may arise throughout the term of the lease and cannot rely on future negotiations on the goodwill of the landlord. Again, it all gets down to the Use Clause. 4. Be Aware of Dictatorial Restrictions An important part of your retail presentation is the storefront signage. Most malls have rules regulating the type and size of signs. They require conformance to the overall physical appearance of the mall. You may not be able to put a “Sale” sign in your store window, or place sale items outside your doors. The landlord has a lot of power to dictate what you can have in the store, or not. They can control your use of advertising and even what products you are allowed to sell. Some policies are downright dictatorial, so make sure you understand the lease and are prepared to live with the conditions. 5. Exclusively Yours: Ask yourself, “Do I have any Exclusive Use rights to protect me from competition?” Always check the lease agreement for any guaranteed protection against competition. The health retail industry is a niche market, unlike for example, a clothing retailer, where there may be several competing stores within the same mall. There really is only room for one health food store. The tenant should make every effort in the lease negotiation to obtain a well-defined Exclusive. 6. When the End is Nigh: When it’s time to close down the business for whatever reason, make sure that you have the terms up front.

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“Ian Collins recommends that ‘The retailer should know that it’s not only important to be in the best and the busiest centre, but also the location with the centre.’ ”

The Right to Transfer is critical, due to the failure of a business but also in success, where the merchant would want to sell the business at a profit. The retailer needs to have the Right to Transfer with reasonable consent from the landlord, and again, all this has to be determined up front when the lease is signed. As Ian Collins advises, “There are clauses in the lease that determine the exit strategy in both success and failure. A Restricted Use Clause may limit the retailer’s ability to find a tenant to replace him.” This is another of Collin’s “landmines”, and may inhibit the ability to sell. 7. Who Pays for What? Costs associated with building infrastructure can be very expensive, and it is in the tenant’s best interest to have the landlord assume the expense. Sprinkler systems, or the relocation of electrical panels are examples of the type of work that can be quite costly. It’s also important to know who is responsible for maintaining the heating, air-conditioning and other systems, in addition to the upkeep of the building exterior. 8. Relocation and Renovation The landlord may decide to relocate the tenant to another location, which could potentially disrupt business. There should be provisions in the lease to cover the rebuilding of the store and moving costs. A landlord’s renovation may also affect business continuity. Foot traffic may be disrupted if the corridor or sidewalk has major work done, as has been the case with the Bloor Street beautification project in Toronto. The tenant should look to be compensated. Moreover, a Demolition Clause allows the landlord to demolish the property entirely. In this case, the tenancy would be terminated. If that clause is in the lease, it may cause uncertainty and inhibit the tenant’s ability to sell. Case in point: Vital Planet Health Shop, a family-owned health food business founded by Michael Granat and managed by son, Simon. They took over a small, existing health food store

in Toronto’s St. Lawrence North Market and ran it for 12 years. Because the North Market is slated for demolition, they were forced to relocate. They enlisted the services of a real estate agent who found them space nearby that will allow them to keep their market clientele. 9. Location, Location, Location An astute retailer will investigate and evaluate traffic patterns prior to choosing a location. This is an area that a leasing or retail consultant may be of help. In addition to your monthly lease payment, some landlords will require a percentage of your sales. It is important to have guarantees on foot traffic for this type of arrangement to be worthwhile. In the case of the big malls, Ian Collins recommends that “The retailer should know that it’s not only important to be in the best and busiest centre, but also the location within the centre.” 10. Future Expansion: Most small to mid-sized health product retailers will operate one or more stores, and will experience growth and the eventual need to expand. Simon Granat, manager of Vital Planet Health Shop explained how their small store in the St. Lawrence Market had become extremely cramped. The move to their new location allowed them to lay out the store in neat, spacious, brightly lit aisles and has given them some headroom down the road. A prospective tenant should ask for the Right of First Refusal on adjacent space for future expansion, and should also ensure that any space under consideration is big enough for both current needs and foreseeable growth. A properly negotiated lease agreement can spell the difference between success and frustration for the new retailer. As Simon advises anyone looking to get into the business, “You have to do your homework to get results.” <

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For details, write #115 on Free Info Page, page 73.

feature

Out of the

he short answer to the question of whether natural food retailers can meet the demand for certified organic produce is: “Yes!” The long answer is much more complex and nuanced. As certified organic farmer Ayse Akoner comments: “Certified organics has really become a label.” Consumers who are willing to spend a premium for a label have certain expectations. With organic food, those expectations include the assumption that a local regulatory body -- one answerable to consumers -- has set the standards and will see that they are enforced. One assumes this certification guarantees them protection from harmful chemicals, that the food is creating a small carbon footprint, that its cultivation is sustainable and that they are, therefore, providing their families with inherently more healthy food.

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Take a stroll through any natural food market and you will see signs proclaiming everything from leaf lettuce, to rolled oats, to chicken to be certified organic. However, look more closely at the labels and you will see that many of the products are imported, not just from the United States but from China, Mexico, or Peru. Certification is not local. It must be taken on faith from countries where government ethics are sometimes dodgy at best. So , while it is true that stores are stocking produce which is certified organic, it is not local produce. Even within Canada the certification process and what it signifies are controversial. Although the Canadian government sets the criteria for what constitutes “organic,” it is not involved in the certification process at all. The farmer who wishes to become certified has to hire a private company to inspect his farm. Many

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Ground

Organic Produce: Can supply meet demand?
By Jennifer Grange

farmers whose practices would qualify them as “organically certified” have not completed the process. Jim Hayward who, after careers in the culinary and banking sectors, grows a spectacular range of heirloom fruits and vegetables in Ontario’s Prince Edward County, began the road to certification. “I left the land for a few years before I did anything with it,” Hayward reveals. Land has to be free of prohibited chemicals for several years before it is declared organic. “I then paid several hundred dollars for a company to tell me what things I had to do -- and did them. But I decided I really didn’t want another layer of bureaucracy to my life.”

The upshot is that although his produce is not carried in any retail outlet, produce from Haystrom Farm is gaining a growing reputation and popularity with shoppers at the farmers’ markets at which he sells from May to October. Despite certification in Canada and the United States, Grey County, Ont., farmer Akoner who raises pigs, fruits, and vegetables is just as ambivalent about the process, fearing the designation is meaningless. “I went ahead with it because it had meaning for my customers,” she says. The difference between the U.S. and Canadian certificate was the number of inspections. The Americans were satisfied with one, while the Canadian process required two, a year apart. The inspection itself was very simple -- really an “eye-balling.”

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“They can pretty much tell from looking at your fields whether or not you are using herbicides. They look for weeds. If they see ragweed, they are pretty sure there are no chemicals, says Akoner Theoretically, once certification is granted, inspectors can make unannounced inspections. However, in practice, this rarely happens. None of Akoner’s neighbours has had a surprise visit. She suspects only flagrant abuse of the system or bad blood between farmers would provoke such a visit. She suspects, however, that current organic farming practices are not sustainable in the long run. “The natural sprays allowed do not keep weeds or insects at bay for very long. You have to apply them over and over,” she explains. Fellow farmer Caroll Collins who grows root vegetables, greens, herbs, and artichokes is also concerned about sustainability on several levels. One of these concerns is over the “natural” substances approved for organic farming. “Just consider copper. It may be involved in the development of Parkinson’s disease,” she says. She also points out that the chemicals approved for conventional crop production are comparatively harmless.

I wouldn’t go so far as to agree with the advertising, which says you could drink some of these chemicals with no effects, but they are considerably less toxic than they were in the past. She also realizes that our first experience of food is visual. “People will not buy produce if it is full of insect bites or not healthy-looking.” Caroll Collins is also worried that many of the current farmers who have become certified organic are not in farming for the long haul, which again strikes at the heart of sustainability. In her area, many such farmers are retirees who do not have to depend totally on their farm’s income. “These are not family farms.” Collins, Akoner, and Hayward all agree that lack of land is not a barrier to growing organic produce. However, the price of that land is. Daryl Ball, who works in the Economic Development branch of the Ontario Ministry of Agriculture, says the price of agricultural land has gone up 3.5 to five per cent per annum over the last decade. In the agricultural heartland of southwestern Ontario, the current price per acre ranges from the mid-four figures to around $12,000. Closer to Toronto, the prices are higher.

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“People will not buy produce if it is full of insect bites or not healthy-looking.”

Although he does not have figures for land that is certified organic, Hayward reports that in Prince Edward County east of Toronto where he farms such land goes for double the price of conventional farmland, which can mean prices well over $1 million. Although it does not seem to be an official policy, the accepted wisdom is that organic certification is transferable. As Daryl Ball points out, people wanting to farm have to compete with those looking for a recreational or residential property. Ayse Akoner and her husband Jens Eller ran into this problem when they bought their farm seven years ago. Banks did not consider the property a farm and would only grant a mortgage for the house and a small portion of the acreage. But land alone is not the only price determinate. Unlike many countries with a large agricultural sector, Canada has a relatively generous minimum wage law, currently $10.25. Other benefits -- unemployment insurance and pension plans -- can make the hourly rate closer to $14.00. These prices have an impact on the concerns of the retailer. Higher land and labour costs mean higher commodity prices Retailers such as Andrea Lefko and Daniel McKenzie both want to provide organic produce and products at prices their customers are willing to pay. Lefko, who has been in the natural food business for over four decades, owning a chain of small stores, says that prices have definitely come down in recent years. She buys through a wholesaler selling virtually all imported goods. McKenzie is produce manager in a store which is part of a small local chain. “Probably 90 per cent of our stock is imported,” he says. Both retailers cite consistency in quality and availability as the other factor in relying on imported produce.

Farmers do not fault retailers for this sentiment. “When it comes to consistent availability, Canadian farmers just cannot compete with growers in parts of the world such as California, Mexico and South America, where the growing season is long and the weather is more predictable,” sighs Ayse Akoner. McKenzie tries to stock at least some Canadian produce during the summer. “When I can get it, Canadian produce is excellent. It is just that it is not always available.” While one intuitively would think that mom-and-pop operations would stick with small local growers, while multinational chains would rely on the equally huge international organics suppliers, in the strange world of organic retailing the opposite is closer to the truth. Lisa Slater who is a manager with one such chain says the company she works for markets local produce when available, usually keeping prices close to conventionally grown produce. “We try to keep the prices down because we think it is important that people have access to certified organic produce. As a large operation, we can make up the difference by selling a huge amount of product,” she says. She worries that this ability makes it harder for the small retailer to survive. Besides not having the luxury of making up price discrepancies on increased sales, most small operators do not have the luxury of time to build relationships with local producers. That is the real problem in trying to maintain the balance in supply and demand for organic products: consumers are getting what they want without really getting what they need.

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research news
oMeGa-3s
new study suGGests Genderspecific oMeGa-3 roles
the omega-3 fatty acids epa and dha may have gender-specific effects on blood platelet aggregation, researchers in australia have found. the study, published in nutrition, Metabolism and cardiovascular diseases, suggests that differences in how males and females process eicosapentaenoic acid (epa) and docosahexaenoic acid (dha) could affect platelet aggregation – due to interactions with sex hormones. “the distinctive genderspecific, inhibitory response pattern observed in our study suggests that males may benefit more from epa supplementation while females are more responsive to dha,” wrote the researchers, led by Monohar Garg from the university of newcastle in australia. the results may have implications for how omega-3’s are formulated.

oMeGa-3s could iMprove MetaBolic syndroMe outcoMes
omega-3-rich supplements may improve blood lipid levels of people with metabolic syndrome, reducing the risks of developing serious health problems, says a new study. the research, published in the Journal of nutrition, suggests that the effects of metabolic syndrome – a major risk factor for insulin resistance and diabetes – can be reduced through the addition of omega-3 fatty acids in low-fat, high-complex carbohydrate diets. “fish oil supplements correct many metabolic alterations associated with insulin resistance, including reduced postprandial plasma triglyceride concentration” stated the researchers, led by Jose lopez-Miranda from the university of cordoba, spain. Metabolic syndrome is the name given to a group of risk factors that frequently include obesity, hypertension, high levels of blood lipids, and high blood sugars. the condition is a common precursor to type ii diabetes.

crohn’s disease
Broccoli and Banana fiBres show crohn’s potential: study
dietary supplementation with soluble plant fibres could reduce the effects of crohn’s disease, while emulsifiers in processed foods could be exacerbating the problem, new research reports. the study, reported in the BMJ journal Gut, suggests translocation of escherichia coli in gut mucosal M-cells is reduced by plantain and broccoli soluble fibres but increased by the emulsifier polysorbate-80. “this implies that dietary supplementation with such fibres might have a protective effect against crohn’s disease relapse by preventing bacterial invasion of the mucosa,” wrote the researchers, led by dr. Barry campbell and dr. Jonathan rhodes, both from the university of liverpool. crohn’s disease is an inflammatory disease that can affect any part of the gastrointestinal tract, causing a wide variety of symptoms including abdominal pain, diarrhea, vomiting, and weight loss. crohn’s disease is common in developed countries where the typical diet is low in fibre.

caffeine
caffeine not linked to certain heart risks in woMen
researchers testing the theory that caffeine consumption isrelated to an increased risk of certain cardiovascular events have indicated that their findings actually reveal a potential benefit rather than a risk. writing in the american Journal of clinical nutrition, the researchers set out to test the assumption that caffeine intake is related to the development of arterial fibrillation (af). they conducted their prospective assessment using data from the women’s health study, a completed randomized trial that evaluated the risks and benefits of low-dose aspirin and vitamin e in the primary prevention of cardiovascular disease and cancer. women who participated in this study were randomly assigned to receive 100mg aspirin every other day, 600 iu vitamin e every other day, both agents, or a placebo. they found that none of the individual components of caffeine intake were significantly associated with incident af.

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research news
probioticS
probiotic treatment of irritable bowel Syndrome in children
this prospective study was conducted in 203 children age four to 18 years with typical ibS symptoms with abdominal pain and either predominant diarrhea, constipation, alternating stool frequency or unspecific pain. the average duration of symptoms prior to therapy was 175 days. most (95%) patients up to age 11 were treated with a daily dose of 10 drops of Symbioflor 2 (cells and autolysate of 1.5-4.5x107 cfu of bacteria of escherichia coli type). elder children (77%) received this dosage, while the remaining elder children received a higher dose up to 30 drops/day. treatment lasted 43 days on average. all patients tolerated the treatment well and without adverse events. the key ibS symptoms as well as other symptoms improved significantly during treatment.

probiotic reduceS crying time in infantS with colic
a study presented at the 43rd annual meeting of the european Society for pediatric gastroenterology, hepatology, and nutrition in istanbul, turkey, reported that one week of supplementation with the probiotic lactobacillus reuteri protectis reduced crying time in colicky babies by 74%, compared with 38% with placebo. fifty infants with infantile colic were randomly assigned to l reuteri protectis or placebo drops for 21 consecutive days. the primary outcome was a reduction (by day 21) in average crying time to less than three hours per day, which is the threshold for colic. improvement was seen as early as one week. at day 21, 84% supplemented infants reached the primary outcome, compared with 43% of infants in the placebo group. while at baseline, median crying time per day was 370 minutes in the probiotic group and 300 minutes in the placebo group, on day seven, crying time had been reduced to 95 minutes in the l reuteri group.

weight
Sweet pepper compoundS Show weight management power
capsinoids, non-pungent compounds in sweet pepper, may boost energy use by promoting the use of fat as the energy source, suggests a new canadian study. a daily 10mg dose of purified capsinoids increased energy use by 20%, according to findings from scientists from the exercise metabolism research group at mcmaster university. “this study was the first to assess the effect of capsinoids and aerobic exercise together in humans on measures of substrate oxidation and energy expenditure,” wrote the researchers, led by Stuart phillips. none of the apparent beneficial effects on energy use were carried over to the exercising state, although this may be due to the exercise regime being too intense, said the researchers. “further studies are needed to assess this, possibly implementing an exercise regimen that more closely mimics daily routines of the general north american population.”

Soy
Soy iSoflavoneS could improve endothelial function
Supplementation with soy isoflavones could improve blood vessel endothelial cell function and reduce cardiovascular disease risk factors, according a new meta-analysis study. the research, published in the journal nutrition, metabolism and cardiovascular diseases, analyzed 17 studies on the effect of isoflavones on endothelial function, finding a small but valuable benefit from isoflavone supplementation. Soy foods have been shown to reduce cholesterol levels, with recent evidence suggesting that isoflavones could reduce other cardiovascular disease (cvd) risk factors, such as blood pressure and endothelial function. endothelial dysfunction signifies the early stages of heart disease and is s a predictive marker for long-term cvd and mortality. flow-mediated dilation (fmd) of brachial artery is used as an assessment tool for endothelial function. impaired fmd response is a cvd risk factor and can precede clinically symptomatic cvd by many years. <

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events
October
SHOPPER MARKETING EXPO October 5-7 Navy Pier Chicago, Illinois www.shoppermarketexpo.com SOlAR POwER CONfERENCE October 12-14 los Angeles Convention Center los Angeles, California www.solarpowerinternational.com NPA AdvANCEd GMP SEMINAR October 13-14 Boston Convention and Exhibition Center Boston, Massachusetts www.npainfo.org NATuRAl PROduCTS EXPO EAST October 14-16 Boston Convention and Exhibition Center Boston, Massachusetts www.expoeast.com CAN-fIT-PRO PERSONAl TRAINING ANd GROuP fITNESS CONfERENCE ANd TRAdE SHOw October 16-17 MacEwan Conference and Event Centre Calgary, Alberta www.canfitpro.net GOOdlIfE fITNESS TORONTO MARATHON EXPO October 17 direct Energy Centre, Exhibition Place Toronto, Ontario www.torontomarathon.com/expo.shtml NPA AdvANCEd GMP SEMINAR October 19-20 las vegas, Nevada www.npainfo.org CHfA EXPO EAST October 21-24 Metro Toronto Convention Centre Toronto, ON www.chfa.ca fORT MCMuRRAy HEAlTH ANd wEllNESS SHOw October 23-24 Suncor leisure Centre, Macdonald Island Park fort McMurray, Alberta www.albertahealthshows.com NATIONAl HEAlTH SHOw October 23-24 direct Energy Centre Toronto, Ont. BIOTECH SuPPly CHAIN ACAdEMy CONfERENCE October 26 Embassy Suites Hotel San francisco, California www.biosupplyalliance.org 9TH INTERNATIONAl CONfERENCE ON uRBAN HEAlTH October 27-29 New york Academy of Medicine New york, New york www.nyam.org/icuh2010

November

HEAlTH ANd NuTRITION SHOw November 6-7 long Beach Convention Centre long Beach, California www.healthandnutritionshow.com GREEN BuSINESS NETwORK’S GREEN BuSINESS SEMINARS November 6-7 Concourse Exhibition Center San francisco, California www.greenamericatoday.org NATuROPATHIC MEdICINE INfORMATIONAl fORuM November 13 Nyu Kimmel Center 60 washington Square S. New york City CAN-fIT-PRO PERSONAl TRAINING ANd GROuP fITNESS CONfERENCE November 19-21 vancouver Convention Centre vancouver, British Columbia www.canfitpro.net fRASER vAllEy HEAlTH ANd wEllNESS SHOw November 19-21 Chilliwack Heritage Park fraser valley, British Columbia www.fvhealthshow.com/home

our eVeNT SeCTIoN IS e X PA N D I N G
And we would like you to contribute. We want to inform retailers about your upcoming events, seminars and symposiums. Please email a brief description (under 30 words, including contact information) to:

Event Submissions

[email protected]
Place “event listing” in the subject line.

Events will be chosen based on relevance to the retailer (space is limited).

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We are considering applications for the following Management position at various locations in Ontario, Quebec and Atlantic stores

Natural Value/ Nature’s Treasure Department Manager
Interested candidates must be available to work varied shifts, including weekdays, weeknights and weekends on a regular basis. The successful candidate will be responsible to oversee the operations of the Natural Value department including: • Ordering • Merchandising • Labour scheduling • Ensuring budgets are met • Inventory control and selection • Motivation and development of the department team The ideal candidate will have: • Retail experience and/or education in Alternative Medicine, Herbology, Vitamins & Minerals, as well as an interest and knowledge of Food and Nutrition; • The ability to work in a fast paced environment and the ability to multitask and prioritize; • Excellent communication skills and exemplary customer service skills. If you are interested in this opportunity, please submit a detailed resume and cover letter to:

HEAD OFFICE HEAD OFFICE
1135-13560 Maycrest Way 1135-13560 Maycrest Way Richmond BC V6V 2W9 Richmond V6V 2W9 PHONE: 604.288.0017 TOLL FREE: 1.800.668.3008 PHONE: 604.288.0017 - TOLL FREE: 1.800.668.3008 FAX: 604.273.3417 FAX: 604.273.3417

Territories available across Canada
Boston Mills Allergy Group Inc. is looking for highly motivated, commissioned sales representation. We offer allergy testing services to Naturopathic Doctors. If you are already calling on Naturopathic Doctors and are looking for an additional product line please send your resume to: Boston Mills Allergy Group Inc. 15023 Chinguacousy Road, Caledon, ON L7C 3H7

Senior Category Merchandising Manager (905) 861-2627

NEW FAX!

Fax Number: 905-838-4567

Thank you for your interest, however only those selected for an interview will be contacted.

CANADIAN REGULATORY SERVICES
HIRING DEMO STAFF
Puresource Naturals is currently hiring part time demo staff for Ontario, specifically, SW, GTA, and Niagara Region. A fun and fantastic opportunity to subsidize your income! Must have education in nutrition, naturopathic, or similar alternative background. Please forward resumes to: [email protected]. Only qualified candidates will be contacted.
• Preparation of compliant Canadian label text for food products, supplements, skin care and drugs • Preparation of Drug Identification Number (DIN) and Natural Health Product (NHP) Number submissions • Preparation and management of GMP, SOP and Quality Control programs within the guidelines of the Natural Health Products Directorate • Formulating and contract packaging available for Canada and the U.S.A • Warehousing services and order fulfillment

Regional Sales Managers Regional Sales Managers g Tracey Burby East Tracey Burby - East 905.872.2775 or [email protected] 905.872.2775 or [email protected] m Shawna Quigley - West Shawna Quigley W es st 403.547.0486 or [email protected] 403.547.0486 or [email protected] m Account Managers Account Managers Darlene Costello BC Mainland Darlene Costello - BC Mainland 604.220.2962 or [email protected] 604.220.2962 or [email protected] m Anne Hume-Smith - BC Interior Anne Hume-Smith BC Interior 250.499.9589 or [email protected] 250.499.9589 or anne@ tbi 4 @m i.ca John Tivadar AB Prairies/Van Island John Tivadar - AB & Prairies/Van Island V 403.620.6950 or [email protected] 403.620.6950 or john@mt i.ca tb Kerri Job BC Mainland Kerri Job - BC Mainland 604.512.6142 or [email protected] 604.512.6142 or kerri@mt i.ca tb Brian Asttaria BC Mainland Brian Asttaria - BC Mainland a 778.938.5361 or [email protected] 778.938.5361 or brian@mt i.ca tb Vik Saini Toronto Western Ontario Vik Saini - Toronto & W estern Ontario 519.267.2191 or [email protected] 519.267.2191 or [email protected] b Helene Huot Ottawa/W Que/Maritimes Helene Huot - Ottawa/W Que/Maritimes 613.224.4983 or [email protected] 613.224.4983 or h.huot@rogers com 2 h s.c Kevin Alexander - Quebec Kevin Alexander Quebec 514.995.7388 or [email protected] 514.995.7388 or [email protected]

SERVING THE NATURAL PRODUCTS INDUSTRY SINCE 1981
MMP ENTERPRISES LTD., 130 Industry St., Units 31-34 Toronto, Ontaro, Canada M6M 5G3 Phone (416) 604-7604 Fax (416) 604-7605

ihr MARKET
If You’re Reading It, You Know It Works!

BUSINESS FOR SALE
Have you ever thought of owning your own health store and becoming part of the growing natural health industry? A reputable independent health and nutrition retail store is for sale in Calgary in an excellent, long-term location. Consistent annual revenues of $1.2 million, netting owners earnings of $200K. Share sale at $600K, including $110K of inventory. Come follow your passion to assist others with their wellness. For more information contact Andrew Savage at 403-827-3911 or [email protected]

PLACE

To Advertise in Marketplace Call (416) 203-7900 ext. 6108

MICHAEL THEODOR MICHAEL THEODOR CHFA HALL OF FAME CHFA HAL LL FAME

*

Top Seller revieW
october 2010
queSTioNNAire* The first 15 people to respond will receive a

esurprise gift!

>

Take a moment to fill out this questionnaire and your store may be among those highlighted in the Top Seller review Section of the next issue of ihr. The number of units sold determines the top sellers. To be included in the review, products mentioned must be classified as natural health products not standard consumer brands.

Store Name__________________________________________________ city ______________________________________ province ___________ date ___________ Name ____________________ Title _________ Address __________________________________________________________ phone ___________________________ Fax _____________________________ email __________________________________________________ Store Size: under 1,000sq.ft. 3,000-5,000sq.ft. 1,000-3,000sq.ft. over 5,000sq.ft $20,000-$40,000 Approximate Age of Store customers: under 25 25-40 40-65 over 65

Approximate income of Store customers:

$40,000-$60,000

over $60,000

>Food Top SellerS product: Size: product: Size: product: Size: >HerBS Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour: Brand: Flavour: Brand: Flavour: Brand: Flavour:

>SporTS NuTriTioN Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour:

>viTAMiNS/SuppleMeNTS Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour:

>perSoNAl cAre Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour:

>NeW producTS Top SellerS product: Size: product: Size: product: Size: Brand: Flavour: Brand: Flavour: Brand: Flavour:

FAX: 1-888-849-0155 or (416)703-6392
72|
OCTOBER 2010

MAil:

ihr Magazine 60 Bloor St. West, Suite 1106, Toronto, oN, M4W 3B8

Subterranean Supplements

pAGE

73

GET FREE INFORMATION!
1. See product you want info on 2. use this quick reference list below to find out its free info number (it’s also on the ad) 3. Write the number(s) on the attached free info card

On any product advertised in this issue

SEE A pROducT yOu lIkE? WANT MORE INFORMATION, ABSOluTEly FREE?…
4. Mail or fax us at 1-888-849-0155 or 416-703-6392 5. Receive free info, direct from as many advertisers as you like

By FAX OR MAIl

cONNEcT WITH…
Webber Naturals pGX Holista Oregano Oil larabar Genesis project VIVAprime Organika SISu purity life diva cup Organic council of Ontario Michael Theodor Brokerage Aubrey Organics karma Nutritional OneBode karma Nutritional power Teen No Jet leg Webber Naturals

page 2-3 4-5 7 9 11 13 17 19 25 31 49 51 55 57 63 76 14 14

write # 101 102 103 104 105 106 107 108 109 110 111 112 114 115 116 117 120 121

cONNEcT WITH…
Hoista Omega-3 Triple Strength Holista Tea Tree Oil Shampoo and conditioner Webber Naturals coenzyme Q10 Green Beaver Natural Facial care Multisure Easy Swallow capsules Holista Melatonin Easy dissolve Nu-life The ultimate One Omega-3 Webber Naturals Vitamin d3 liquid Aubrey Organics pure Aloe Vera Nu-life defense Weider daily Fitness Bars puresource lip Balms dermaSilk Anti-Wrinkle Green Beaver Sports Natural deodorants delapointe Shea Butter Holista Vitamin d Organika All Natural Gummies Ascenta Nutrasea+ d

page 14 14 14 15 15 15 15 15 16 16 16 16 16 18 18 18 18 18

write # 122 123 124 125 126 127 128 129 130 131 132 133 134 135 136 137 138 139

*
STEp 1 STEp 3 STEp 4

Multisure capsules For Men 50+ Holista Organic Oregano Oil

FREE!
STEp 2

Info card & Subscription
To receive free information you must print clearly and fill out form completely

 ­ Yes! Please send me or continue to send me ihr magazine

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To qualify check ovals
Approximate annual sales volume m under $500,000 m $500,000 - $1 million m $1 million - $5 million m $5 million - $10 million m $10 million - $20 million m over $20 million Number of Employees in your location: m 1-3 m 4-8 m 9-12 m 13+ Number of locations: ________________ categories you personally manage m herbs m personal care m sports nutrition m vitamin/supplements m other _______________________________

Signature: ___________________________ date: ________________ Your Name: __________________________ title: _________________ company Name: ___________________________________________ address: ____________________________________________________ city: _________________________________ Province: _____________ Postal code: ________________________________________________ Phone: ______________________________ Fax: __________________ Email address (optional): ______________________________________

Which category best describes your business classification? m health and diet foods-retail m pharmacies-retail m naturopathic physician m holistic practitioner m homeopathic practitioner m vitamin store m grocery-retail m chain-retailer m manufacturer/distributor m other Selling area of your store m under 1,000sq.ft m 1,001 to 3,000sq.ft m 3,001 to 5,000sq.ft m over 5,000sq.ft

Reserved exclusively for retailers
Example

octoBEr 2010 writE iN thE NuMBErS hErE For Each Product You waNt MorE dEtailEd iNForMatioN oN

101

uSE Quick rEFErENcE guidE oN toP oF PagE

Fax Now to: 1-888-849-0155 or 416-703-6392 | or Mail card todaY to: 60 Bloor St. west, Suite 1106, toronto, oN, M4w 3B8

Subterranean Supplements

octoBEr 2010

|73

FRESH STARTS 2010

YOU R PR E M I U M WOM E N ’S N AT U R A L H E A LT H M AG A Z I N E

10
AL NAT UR

y Bazaar Beaut

essentials for fall

MAKEOVER SPECIAL
Back To Glam

Jessalyn Gilsig
excl usiv e
Glee’s favourite outsider gets in touch with her health and her mind

Cold & Flu
publications mail 40678000

Survival Guide

Planning Ahead

Away With Grey

Reclaim your colour

001.VIVA_Cover-REG.indd 1

8/25/10 5:55:31 PM

TODAY!

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As Canada’s Premium Women’s Natural Health Magazine, Viva is the gateway for Canadians who are interested in discovering new ways to positively impact their well-being. By showcasing many of the quality brands you offer your customers, Viva represents a unique opportunity to expose your business to literally millions of qualified consumerswho are passionate about leading a natural life.

How to get VIVA into your clinic.
It’s time to discover the secrets to balanced living. Only 60 cents a copy!
Name (Please Print): Clinic Name: Address: City: Telephone: Card Type: Card Number: Province Email: Name of Card Holder: Expiry Date: Signature: Postal Code: # OF COPIES FOR MY CLINIC:

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The Sleep Support line from webber naturals® offers natural support for people suffering from the effects of insomnia and restless sleep.

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When sleep patterns are disturbed by traveling or other circumstances, falling and staying asleep can be difficult. Melatonin from webber naturals® helps reset the sleep-wake cycle and improve sleep quality — especially related to aging, sleep disorders, and jet lag. Available in 3 mg, 5 mg, and NEW 10 mg Maximum Strength potency.

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* Nielsen MarketTrack, TL. West, Ontario, Maritimes All Channels, 52 weeks ending January 16, 2010

MAXIMUM STRENGTH Melatonin, 10 mg

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Want more information about webber naturals products?

1-800-430-7898 | www.webbernaturals.com
For details, write #116 on Free Info Page, page 73.

Herbals and supplements from webber naturals® are advertised on national television, major market radio, in consumer magazines, and daily newspapers.

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