Table of Contents
Overview
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- What you need to know
- Key issues covered in this Report
- Definition
- Excluded from this Report are:
- COVID-19: market context
- Economic and other assumptions
Executive Summary
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- Top takeaways
- Market overview
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- Figure 1: Total US sales and fan chart forecast of OTC pain management products, at current prices, 2016-26
- Figure 2: Total US retail sales and forecast of OTC pain management products, at current prices, 2016-26
- Impact of COVID-19 on OTC pain management
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- Figure 3: Short-, medium- and long-term impact of COVID-19 on OTC pain management, 2021
- Opportunities and challenges
- Market sustained by internal remedies; externals offer growth
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- Figure 4: Total US retail sales and forecast of OTC pain management, by segment, at current prices, 2016-26
- Layer functional, natural ingredients to create value
- Reach women with authentic marketing and tailored solutions
- Aging population drives need for arthritis solutions
- Build proactive purchases by aligning with self-care
The Market – Key Takeaways
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- Lockdown lifestyles and stock-ups damage US retail sales of OTC
- Externals sustain growth amidst declines
- New routines may alter pain needs
- Naturally positioned products align with homeopathic interests
- Themes of self-care can play bigger role in the category
Market Size and Forecast
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- Historic and projected sales performance of OTC pain relievers
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- Figure 5: Total US sales and fan chart forecast of OTC pain management products, at current prices, 2016-26
- Figure 6: Total US retail sales and forecast of OTC pain management products, at current prices, 2016-26
Segment Performance
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- Internals maintain lead; externals source of growth
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- Figure 7: Total US retail sales and forecast of OTC pain management, by segment, at current prices, 2016-26
- “Other” channels dominate thanks to pandemic purchase habits
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- Figure 8: Total US retail sales of OTC pain management products, by channel, at current prices, 2016-21
Market Factors
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- Modern work environments may contribute to pain experience
- Growing rate of chronic health conditions impacts pain levels
- Preventive habits threaten the OTC pain relief market
Market Opportunities
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- Naturally positioned ingredients can boost appeal of pain relievers
- Boost retail sales by increasing knowledge of the CARES Act
- Wellness-related benefits can differentiate market players
Companies and Brands – Key Takeaways
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- Pain relief market slides; J&J maintains grip on OTC pain market
- Natural remedies establish presence in external segment
- Arthritis care focuses on maintaining movement
Market Share
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- OTC pain relief market suffers from internal analgesics MULO sales decline
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- Figure 9: Multi-outlet sales of OTC pain management products, by leading companies, rolling 52 weeks 2020 and 2021
- Internal analgesics lose demand amidst pandemic times
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- Figure 10: Multi-outlet sales of internal analgesics, by leading companies and brands, rolling 52 weeks 2020 and 2021
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- Figure 11: Midol Instagram campaign
- Arthritis care and natural externals command MULO sales
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- Figure 12: Multi-outlet sales of external analgesics, by leading companies and brands, rolling 52 weeks 2020 and 2021
- Muscle and body support devices add germ prevention to bolster sales
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- Figure 13: Multi-outlet sales of muscle/body support devices, by leading companies and brands, rolling 52 weeks 2020 and 2021
Competitive Strategies
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- Trend-driven externals embrace holistic health positioning
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- Figure 14: The Good Patch, Soothe patch
- Figure 15: Nature of Things Superlative Body Balm
- Voltaren promotes mobility with partnership and lifestyle marketing
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- Figure 16: Voltaren gel marketing campaign
The Consumer – Key Takeaways
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- Pervasive pain creates value in pain relievers
- Oral pain relievers preferred format, externals growing
- Active ingredients most recognized, challenging newer ingredients
- Adults seek personalized experiences to improve wellbeing
- Increase in pain-causing factors
- Proactive pain prevention could hamper product usage
Pain Experience
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- Pain is pervasive
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- Figure 17: Description of pain experience, 2021
- Parents of young children need added support to manage pain
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- Figure 18: Description of pain experience, by age of children within the household, 2021
- Pain experience dwindles as consumers age
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- Figure 19: Description of pain experience, by age, 2021
Product Usage
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- Reliance on OTC pain products remains strong; externals grow in usage
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- Figure 20: Product usage, 2021
- Older women are key target for external rubs; young men support wraps
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- Figure 21: Product usage, by age, 2021
Attitudes toward Active Ingredients
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- Externals are stunted by familiarity; acetaminophen is viewed favorably
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- Figure 22: Attitudes toward active ingredients, 2021
- Homeopathic pain relief should focus on parents of young kids
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- Figure 23: Attitudes toward homeopathic ingredients, by age of children within the household, 2021
- Externals provide targeted relief for 55+; build awareness with 18-34s
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- Figure 24: Attitudes toward lidocaine and menthol, by age, 2021
Motivations to Try a New Pain Reliever
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- Adults are seeking a personalized pain management experience
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- Figure 25: Motivations to try a new pain reliever, 2021
- Tailor pain relief to the health needs of young women
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- Figure 26: Motivations to try a new pain reliever, by gender and age, 2021
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- Figure 27: DeLune Instagram, period relief products
- Support the aging population through arthritis relief
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- Figure 28: Motivations to try a new pain reliever, by age, 2021
Pain Association and Frequency
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- Pain frequency increases across pain-causing factors
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- Figure 29: Pain association and frequency, 2021
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- Figure 30: Pain association and frequency, 2019
Attitudes toward Pain Management
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- Pain prevention may threaten the market; OTCs can narrow in on pain type
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- Figure 31: Attitudes toward pain management, 2021
- Young adults subscribe to pain prevention strategies
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- Figure 32: Attitudes toward preventative pain management, by age, 2021
- Opportunity to help older women feel in control of pain
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- Figure 33: Attitudes toward pain management control, by gender and age, 2021
Appendix – Data Sources and Abbreviations
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- Data sources
- Sales data
- Forecast
- Consumer survey data
- Abbreviations and terms
- Abbreviations
Appendix – The Market
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- Figure 34: Total US retail sales and forecast of OTC pain management products, at inflation-adjusted prices, 2016-26
- Figure 35: Average household spending on OTC pain management products, 2016-21
- Figure 36: Total US retail sales of OTC pain management products, by segment, at current prices, 2019 and 2021
- Figure 37: Total US retail sales and forecast of internal analgesics, at current prices, 2016-26
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- Figure 38: Total US retail sales and forecast of external analgesics, at current prices, 2016-26
- Figure 39: Total US retail sales and forecast of muscle/body support devices, at current prices, 2016-26
- Figure 40: Total US retail sales of OTC pain management products, by channel, at current prices, 2016-21
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- Figure 41: Total US retail sales of OTC pain management products, by channel, at current prices, 2019 and 2021
- Figure 42: Multi-outlet sales of electrotherapy devices, by leading companies and brands, rolling 52 weeks 2020 and 2021
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