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The Direct-to-Consumer Report: Selling beyond retail

The Direct-to-Consumer Report: Selling beyond retail

Nutrition would seem the most personal of purchases. Whether it goes in a tablet or it’s served on your table, the food and supplements consumers buy are inevitably ingested. And yet, the amazing growth of farmers markets notwithstanding, the layers and barriers between farm and fork continue to stack up. The way those layers are stacked, and the way they’re shuffled, impacts options for consumers that range from affordability to basic health. Against all that change and intricacy of distribution, comes the direct to consumer markets.

The 2016 NBJ Direct-to-Consumer Report draws the connections between what’s selling and how to make the connection with consumers more possible and dependable. Smart internet companies are provided unprecedented transparency into what they sell, where it comes from and how it’s made.

This report includes:
Insights on multilevel marketing, internet sales, traditional mail and radio/tv sales, practitioner, and grocery sales.
21 profiles of the top players in this space
More than 75 data charts providing a deeper look into the direct to consumer space.
Interviews with key players within the channel


1.0 Executive Overview
$14 Billion Direct to Consumer Supplement Sales by Channel in 2015
1.1 Executive Summary: Directly connected
$14 Billion Direct to Consumer Supplement Sales by Product in 2015
Direct Channel Supplement Sales Growth by Product, 2008-2015
1.2 Directly personal
Supplement Sales Growth by Product, 2016e-2020e
Direct Channel Supplement Sales by Product, 2008-2015
1.3 A direct line to direct-to-consumer
Direct Channel Supplement Sales by Product, 2016e-2020e
Direct Channel vs. Retail Channel Supplement Sales and Growth, 2008-2015
Direct Channel vs. Retail Channel Supplement Sales and Growth, 2016e-2020e
1.4 Soylent 2.0
Direct Channel Supplement Sales and Growth, 2008-2020
Supplement Sales Growth by Channel, 2008-2015
Supplement Growth by Channel, 2016e-2020e
Supplement Sales by Channel, 2008-2015
Supplement Sales by Channel, 2016e-2020e
Top Direct-to-Consumer Nutrition Industry Company List, 2015
2.0 Multi-Level Marketing
2.1 Direct marketing with a digital edge
Herbs and Botanicals MLM Channel Supplement Sales and Growth, 2008-2015
Herbs and Botanicals MLM Channel Supplement Sales and Growth, 2016e-2020e
2.2 Still lurching, still lucrative
$16.2 Billion MLM Channel Supplement Market by Product Category, 2015
Meal Replacement MLM Channel Sales and Growth, 2008-2015
Meal Replacement MLM Channel Sales and Growth, 2016e-2020e
Mineral MLM Channel Supplement Sales and Growth, 2008-2015
Mineral MLM Channel Supplement Sales and Growth, 2016e-2020e
MLM Channel Supplement Sales and Growth, 2008-2015
MLM Channel Supplement Sales and Growth, 2016e-2020e
Specialty MLM Channel Supplement Sales and Growth, 2008-2015
Specialty MLM Channel Supplement Sales and Growth, 2016e-2020e
Sports Nutrition MLM Channel Supplement Sales and Growth, 2008-2015
Sports Nutrition MLM Channel Supplement Sales and Growth, 2016e-2020e
2.3 Leveraging the face to face
MLM Channel Herbs and Botanicals Supplement Sales and Growth, 2008-2020e
MLM Channel Meal Replacement Supplement Sales and Growth, 2008-2020e
2.4 Big scam on campus?
MLM Channel Mineral Supplement Sales and Growth, 2008-2020e
MLM Channel Specialty Supplement Sales and Growth, 2008-2020e
MLM Channel Sports Nutrition Supplement Sales and Growth, 2008-2020e
2.5 Essential oils find their way
MLM Channel Supplement Sales by Product, 2008-2020e
MLM Channel Vitamin Supplement Sales and Growth, 2008-2020e
Vitamin MLM Channel Supplement Sales and Growth, 2008-2015
Vitamin MLM Supplement Sales and Growth, 2016e-2020e
3.0 The Internet
3.1 Online and engaged, but not always connected
3.2 “Wild West” to “Whack-a-Mole”
$2.5 Billion Internet Channel by Product Category in 2015
Herbs and Botanicals Internet Channel Supplement Sales and Growth, 2016-2020e
Herbs and Botanicals Internet Channel Supplement Sales and Growth, 2008-2015
Internet Channel Supplement Sales and Growth, 2008-2015
Internet Channel Supplement Sales and Growth, 2016e-2020e
Meal Replacement Internet Channel Supplement Sales and Growth, 2008-2015
Meal Replacement Internet Channel Supplement Sales and Growth, 2016e-2020e
3.3 iNutrition
Mineral Internet Channel Supplement Sales and Growth, 2008-2015
Mineral Internet Channel Supplement Sales and Growth, 2016e-2020e
3.4 A fine mess in the fine print
Specialty Internet Channel Supplement Sales and Growth, 2008-2015
Specialty Internet Channel Supplement Sales and Growth, 2016e-2020e
Sports Nutrition Internet Channel Supplement Sales and Growth, 2008-2015
Sports Nutrition Internet Channel Supplement Sales and Growth, 2016e-2020e
Internet Channel Herbs and Botanicals Supplement Sales and Growth, 2008-2020e
Internet Channel Meal Replacement Supplement Sales and Growth, 2008-2020e
3.5 Beyond brick and mortar
Internet Channel Mineral Supplement Sales and Growth, 2008-2020e
Internet Channel Specialty Supplement Sales and Growth,
3.6 RealDose does digital direct right
Internet Channel Sports Nutrition Supplement Sales and Growth, 2008-2020e
Internet Channel Supplement Sales and Growth by Product, 2008-2020e
Vitamin Internet Channel Supplement Sales and Growth, 2008-2015
Vitamin Internet Channel Supplement Sales and Growth, 2016e-2020e
Internet Channel Vitamin Supplement Sales and Growth, 2008-2020e
4.0 Mail, Radio and TV
4.1 Connecting with distracted demographics
Herbs and Botanicals Mail Order, DRTV/Radio Channel Sales and Growth, 2008-2015
Herbs and Botanicals Mail Order, DRTV/Radio Channel Sales and Growth, 2016e-2020e
4.2 On thin air
$1.9 Billion Mail Order DRTV/Radio, Channel by Product Category in 2015
Mail Order, DRTV/Radio Channel Meal Replacement Supplement Sales and Growth,
2008-2020e
Mail Order, DRTV/Radio Channel Herbs and Botanicals Supplement Sales and Growth,
2008-2020e
Mail Order, DRTV/Radio Channel Sports Nutrition Supplement Sales and Growth,
2008-2020e
Mail Order DRTV/Radio Channel Supplement Sales and Growth, 2008-2015
Mail Order DRTV/Radio Channel Supplement Sales and Growth, 2016-2020e
Mail Order, DRTV/Radio Channel Supplement Sales by Product, 2008-2020e
Mail Order, DRTV/Radio Channel Supplement Sales and Growth, 2008-2020e
4.3 Courting the Cord Cutters
Meal Replacement Mail Order, Radio, TV Sales Growth, 2016e-2020e
Meal Replacement Mail Order, DRTV/Radio Channel Sales and Growth, 2008-2015
Mineral Mail Order, DRTV/Radio Channel Supplement Sales and Growth, 2008-2015
Mineral Mail Order, DRTV/Radio Channel Supplement Sales and Growth, 2016e-2020e
Specialty Mail Order, DRTV/Radio Channel Supplement Sales and Growth, 2008-2015
Specialty Mail Order, DRTV/Radio Channel Supplement Sales and Growth, 2016e-2020e ..75
Specialty Nutrition Mail Order, DRTV/Radio Channel Sales and Growth, 2008-2015
Specialty Nutrition Mail Order, DRTV/Radio Channel Sales and Growth, 2016e-2020e
Mail Order, DRTV/Radio Channel Supplement Mineral Sales, 2008-2020e
Mail Order, DRTV/Radio Channel Supplement Sales and Growth, 2008-2015
Mail Order, DRTV/Radio Channel Herbs and Botanicals Supplement Sales and Growth,
2008-2020e
Mail Order, DRTV/Radio Channel Supplement Sales and Growth, 2016e-2020e
5.0 Practitioner
5.1 Office hours
Herbs and Botanicals Practioner Channel Sales and Growth, 2008-2015
Herbs and Botanicals Practioner Channel Sales and Growth, 2016e-2020e
5.2 Practitioners, Get Ready
Practitioner Channel Sales by Product
Meal Replacement Practitioner Channel Sales and Growth, 2008-2015
Meal Replacement Practitioner Channel Sales and Growth, 2016e-2020e
Mineral Practitioner Channel Supplement Sales and Growth, 2008-2015
Mineral Practitioner Channel Supplement Sales and Growth, 2016e-2020e
Practitioner Channel Herbs and Botanicals Supplement Sales and Growth, 2008-2020e
Practioner Channel Meal Replacement Supplement Sales and Growth, 2008-2020e
Practitioner Channel Mineral Supplement Sales and Growth, 2008-2020e
Practitioner Channel Specialty Supplement Sales and Growth, 2008-2020e
Practitioner Channel Sports Nutrition Supplement Sales and Growth, 2008-2020e
5.3 In the office
Practitioner Channel Supplement Sales and Growth, 2008-2015
Practitioner Channel Supplement Sales and Growth, 2016e-2020e
Practitioner Channel Vitamin Supplement Sales and Growth, 2008-2020e
Practitioner Channel Supplement Growth, and Sales by Product, 2008-2020e
Practitioner Channel Specialty Supplement Sales and Growth, 2008-2015
Practitioner Channel Specialty Supplement Sales and Growth, 2016e-2020e
Sports Nutrition Practitioner Channel Supplement Sales and Growth, 2008-2015
Sports Nutrition Practitioner Channel Supplement Sales and Growth, 2016e-2020e
Practitioner Channel Vitamin Sales and Growth, 2016e-2020e
Practitioner Channel Vitamin Sales and Growth, 2008-2015
6.0 Grocery
6.1 Your shopping cart knows where you live
Direct Channel Nutrition Industry Sales by Product, 2016e-2020e
Direct Channel Nutrition Industry Sales by Product, 2008-2015
6.2 Thinking outside the (sample) box
$14.7 Billion Direct Channel Nutrition Industry Sales by Product in 2015
Direct and Retail Channel Nutrition Industry Sales and Growth, 2008-2020e
Direct Channel Nutrition Industry Sales and Growth, 2008-2020e
6.3 Virtual natural market Thrive is an ‘online marriage of Costco and Whole Foods’
Direct Channel Nutrition Industry Sales Growth by Product, 2009-20015
Direct Channel Nutrition Industry Sales Growth by Product, 2016e-2020e
Direct Channel Nutrition Industry Sales by Product, 2008-2015
6.4 Marketing and infrastructure innovation drives Door to Door Organics
Direct Channel vs Retail Channel Nutrition Industry Sales and Growth, 2008-2015
Direct Channel vs Retail Channel Nutrition Industry Sales and Growth, 2016e-2020e
Nutrition Industry Sales by Channel, 2008-2015
Nutrition Industry Sales by Channel, 2016e-2020e
6.5 Delivery partnerships help PCC Natural Markets grow
6.6 Prime changes in online retailing
Nutrition Industry Sales Growth by Channel, 2016e-2020e
Nutrition Industry Sales Growth by Channel, 2009-2015
7.0 Direct Company Profiles
7.1 AdvoCare International
7.2 Alticor (Amway, Nutrilite)
7.3 Arbonne International
7.4 Atrium Innovations (Douglas Labs, Pure Encapsulations, Sedona Labs Pro, Seroyal)
7.5 Carlyle Group - Nbty (Puritan’s Pride)
7.6 Forever Living
7.7 Healthy Directions (Helen of Troy)
7.8 Herbalife International
7.9 Liberty Interactive (bodybuilding.com)
7.10 Market America Science (Isotonix)
7.11 Medifast
7.12 Melaleuca
7.13 Metagenics
7.14 Nature’s Sunshine Products Global
7.15 NSA (Juice Plus+)
7.16 NuSkin Enterprises (Pharmanex)
7.17 Procaps Laboratories (Andrew Lessman)
7.18 Shaklee (Activated/Ripplewood)
7.19 Standard Process
7.20 Swanson Health Products
7.21 Vitacost.com - Kroger Corporation
8.0 Acknowledgements and Definitions
8.1 Acknowledgements
8.2 Research Methodology
8.3 Disclaimer
8.4 Copyright
8.5 Definitions
8.6 Product Categories
8.7 Dietary Supplements
8.8 Food and Beverage
8.9 Natural & Organic Personal Care
8.10 Other Household Products
8.11 Sales Channels

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