Table of Contents
Overview
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- What you need to know
- Definition
Executive Summary
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- Market overview
- OTC pain management market relies on high pain incidence
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- Figure 1: Total US retail sales and forecast of OTC pain medication and devices, at current prices, 2013-23
- The market is sustained by internal remedies; external remedies offer growth
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- Figure 2: Total US retail sales and forecast of OTC pain medication and devices, by segment, at current prices, 2013-23
- The issues
- As familiarity with a remedy increases, so does store brand acceptance
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- Figure 3: Attitudes toward store brand remedies, by pain reliever used to treat any pain location, April 2018
- Size of external user base not growing
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- Figure 4: Pain treatment – Any type of pain (net), April 2017 and April 2018
- Young adults willing to try alternatives to traditional pain relievers
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- Figure 5: Select pain treatment – Any type of pain (net), by age, April 2018
- The opportunities
- Pain isn’t isolated to one part of the body
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- Figure 6: Repertoire of any pain experience, April 2018
- Changing US demographics could impact market
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- Figure 7: Select pain treatment – Any type of pain (net), by Hispanic origin, April 2018
- Safety concerns drive external use
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- Figure 8: Agree OTC external pain relievers are safer than internal remedies, by pain reliever used to treat any pain location, April 2018
- What it means
The Market – What You Need to Know
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- OTC pain management market and pain incidence are steady
- Internals hold steady, externals give a lift, support devices dip
- OTC TENS devices offer alternative to manage pain, but sales slowing
- Pain impacts quality of life
- Increasing healthcare costs solidifies OTC necessity
- Dependency concerns exist
- Opioid crisis calls attention to the need for improved pain management
Market Size and Forecast
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- OTC pain management market relies on unwavering pain incidence
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- Figure 9: Total US retail sales and forecast of OTC pain medication and devices, at current prices, 2013-23
- Figure 10: Total US retail sales and forecast of OTC pain medication and devices, at current prices, 2013-23
Market Breakdown
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- The market is upheld by internals; externals continue to shine
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- Figure 11: Total US retail sales and forecast of OTC pain medication and devices, by segment, at current prices, 2013-23
- Figure 12: Total US retail sales of OTC pain medication and devices, by segment, at current prices, 2016 and 2018
Market Perspective
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- Spotlight on OTC TENS devices
- Early fervor waning
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- Figure 13: Multi-outlet sales of electrotherapy devices, by leading companies and brands, rolling 52 weeks 2017 and 2018
- Grow user base by targeting pain location
Market Factors
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- Pain impacts quality of life
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- Figure 14: Agree pain negatively impacts my daily activities, by race and Hispanic origin, April 2018
- Healthcare costs climb; consumers respond by treating with OTCs
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- Figure 15: Familiarity with treating body pain, March 2018
- Dependency concerns are present
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- Figure 16: Agree concerned about dependency on pain relievers, by repertoire of pain experience, April 2018
- Spotlight on the opioid crisis: better practices for pain management
Key Players – What You Need to Know
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- Johnson & Johnson is the leader in OTC pain relief
- Natural pain relief a must for some; free-from provides a natural halo
- Sales stall as consumers seek lower cost, reusable, or DIY relief
- Internal feminine pain relievers struggle; new approaches emerging
- Preventing pain and aromatherapy upcoming for relief
- Drug store retailers are on the front line
- Familiarity and trust vital for pain remedy loyalty
Company and Brand Sales of OTC Pain Medication and Devices
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- Johnson & Johnson increases lead in the market
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- Figure 17: Multi-outlet sales of OTC pain medication and devices, by leading companies, rolling 52 weeks 2017 and 2018
What’s Working?
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- Tylenol continues to dominate
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- Figure 18: Multi-outlet sales of internal analgesics, by leading brands, rolling 52 weeks 2017 and 2018
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- Figure 19: Multi-outlet sales of Tylenol and Children’s Tylenol, rolling 52 weeks 2017 and 2018
- Natural pain relief a must for some consumers
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- Figure 20: Prefer to manage pain with natural remedies, by pain treatment, April 2018
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- Figure 21: Share of pain reliever product launches, by natural and free-from claims, 2013-17
- Hero ingredients continue to drive external analgesic sales
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- Figure 22: Multi-outlet sales of select external analgesics, by companies and brands, rolling 52 weeks 2017 and 2018
What’s Struggling?
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- Muscle/body support devices lack novelty
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- Figure 23: Multi-outlet sales of muscle/body support devices, by leading companies and brands, rolling 52 weeks 2017 and 2018
- Heat/ice pack sales dragging
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- Figure 24: Multi-outlet sales of external analgesic rubs and heat/ice packs, 2013-17
- Feminine pain reliever sales falling; competitors taking new angles
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- Figure 25: Multi-outlet sales of feminine pain relievers, 2013-17
What’s Next?
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- Preventing migraines before they start
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- Figure 26: Any pain and head pain experience, by age, April 2018
- Aromatherapy offers supplementary pain relief
- Drug store retailers are at the front line for pain relief outreach
Select Brand Perceptions
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- Brand perceptions show a relationship to product sales
- Familiarity with internal remedies ties with ease of finding in store
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- Figure 27: Correspondence analysis – Brand perceptions, by brand awareness, April 2018
- Correspondence analysis methodology
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- Figure 28: Brand perceptions, by brand awareness, April 2018
- Limited awareness restricts external remedies potential
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- Figure 29: Not aware of brand, April 2018
- Japanese heritage of Salonpas resonates with Asian adults
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- Figure 30: Perceptions of Salonpas, by Asian race, April 2018
The Consumer – What You Need to Know
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- Pain is universal
- Pain sufferers are actively managing pain
- Identifying pain triggers can help sell relief
- Pain sufferers seek treatment information from multiple sources
- Store brand pain relievers bring more than a low price
- External remedies offering longer lasting relief could bring in new users
Pain Experience
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- Pain is pervasive
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- Figure 31: Pain experience, April 2018
- Pain isn’t isolated to one part of the body
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- Figure 32: Repertoire of any pain experience, by gender and age, April 2018
- Certain pain points are more prevalent based on age
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- Figure 33: Head, abdominal, knee, and hip pain experience, by age, April 2018
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- Figure 34: Source of pain, by pain experience, April 2018
Pain Treatment
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- Pain sufferers seek relief
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- Figure 35: Pain treatment – Any type of pain (net), April 2018
- Young adults more likely to try alternatives to traditional pain relievers
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- Figure 36: Pain treatment – Any type of pain (net), by gender and age, April 2018
- Changing US demographics could impact market
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- Figure 37: Select pain treatment – Any type of pain (net), by race and Hispanic origin, April 2018
- More pain, more remedies used
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- Figure 38: Select pain treatment – Any type of pain (net), by repertoire of pain experience, April 2018
Source of Pain
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- Health and movement equally cause pain; uncertainty a barrier to treatment
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- Figure 39: Source of pain, April 2018
- Health pain sources and age linked
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- Figure 40: Select sources of pain, by age, April 2018
Pain Management Information
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- Pain sufferers are gathering information from multiple sources
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- Figure 41: Pain management information, April 2018
- People look for information where they are
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- Figure 42: Select pain management information, by age, April 2018
Attitudes toward Store Brand Remedies
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- Store brand pain relievers bring more than a low price
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- Figure 43: Attitudes toward store brand remedies, April 2018
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- Figure 44: Multi-outlet sales of OTC pain management medication and devices, by private label, rolling 52 weeks 2017 and 2018
- Younger women are seeking a deal
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- Figure 45: Generally choose the lowest priced pain reliever, by gender and age, April 2018
- Remedy users more willing to choose store brand versions
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- Figure 46: Attitudes toward store brand remedies, by pain reliever used to treat any pain location (net), April 2018
Attitudes toward External Remedies
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- Longer lasting relief wanted; safety concerns driving external use
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- Figure 47: Attitudes toward external remedies, by external remedy usage, April 2018
- Younger adults want proof
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- Figure 48: Select attitudes toward external remedies, by age, April 2018
- More pain types drives interest in new external remedies
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- Figure 49: Would try new external pain relieving products, by repertoire of pain experience, April 2018
Appendix – Data Sources and Abbreviations
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- Data sources
- Sales data
- Fan chart forecast
- Consumer survey data
- Abbreviations and terms
- Abbreviations
- Terms
Appendix – The Market
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- Figure 50: Total US sales and forecast of OTC pain medication and devices, at inflation-adjusted prices, 2013-23
- Figure 51: Total US retail sales and forecast of OTC pain medication and devices, by segment, at current prices, 2013-23
- Figure 52: Total US retail sales and forecast of internal analgesics, at current prices, 2013-23
- Figure 53: Total US retail sales and forecast of external analgesics, at current prices, 2013-23
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- Figure 54: Total US retail sales and forecast of muscle and body support devices, at current prices, 2013-23
- Figure 55: Total US retail sales of OTC pain medication and devices, by channel, at current prices, 2013-18
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Appendix – Key Players
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- Figure 56: Multi-outlet sales of internal analgesics, by leading companies and brands, rolling 52 weeks 2017 and 2018
- Figure 57: Multi-outlet sales of external analgesics, by leading companies and brands, rolling 52 weeks 2017 and 2018
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- Figure 58: Multi-outlet sales of muscle/body support devices, by leading companies and brands, rolling 52 weeks 2017 and 2018
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Appendix – The Consumer
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- Figure 59: US population, by race and Hispanic origin, 2013-23
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- Figure 60: Correspondence analysis – Pain treatment, April 2018
- Methodology
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