How can Stérimar™ help you grow your business?Stérimar sea water nasal spray can help you capitalise on the growing nasal hygiene categoryNasal hygiene is an established category in many countries around the world. The principle of washing airborne contaminants and allergens away from nasal passages has become so popular that products in the category such as saline sprays now generate over £1 billion in global sales. With use of these products increasing daily in the UK, they could unlock a potential business opportunity for pharmacists.

Stérimar brand manager Juliette Holmes-Gregory explains: “Nasal hygiene is considered just as important as washing one’s hands to reduce the chance of illness in many markets such as Poland, Mexico and South Africa. The category is particularly well established in France, where it is worth £72m1.”

Within this lucrative category, Stérimar is the world’s leading saline spray. Containing 100 per cent natural sea water, Stérimar is available across 84 countries.

UK opportunitiesIn the UK, there is clear potential for the Stérimar brand to grow. The range launched into the UK in 1997 and currently includes four products: Stérimar Nasal Hygiene for allergies and sinusitis, Stérimar Congestion Relief for congestion and rhinitis, Stérimar Baby for newborns and the recently launched Stérimar Kids, designed especially for toddlers and kids. The brand is currently the best-selling natural nasal spray, worth £3.5m2. It is the only nasal spray brand on the market with products suitable for all to help relieve symptoms and prevent a wide range of conditions including rhinitis, sinusitis and allergies*.

With this in mind, it is easy to see how Stérimar has achieved continuous growth for the past fi ve years. It is also the most commonly prescribed saline solution in the country3.

Stérimar’s leading position could prove vital at a time when the principle of nasal hygiene is taking off in the UK. It seems that more people are becoming open to the idea of washing the nasal passages as

a preventative measure to guard against infections and allergies, as well as a way of relieving symptoms.

In a C+D survey in April, 94 per cent of readers reported seeing a growth in sales of nasal hygiene products such as Stérimar nasal spray. In fact, Al Patel, owner of Lee Pharmacy, Lewisham, said he fi rst decided to stock Stérimar four years ago after a customer requested the product by name, and has stocked it ever since.

Patient careSo, if the business opportunities add up, what difference can Stérimar make to patients? Firstly, it is clinically proven and recommended by ENT Consultants, doctors, congestion sufferers and parents alike. It works directly on the cause of the problem by clearing nasal passages of unwanted contaminants and rebalancing nasal functions, helping the nose to work properly again. By doing so, Stérimar can boost the body’s chances of fi ghting off germs and infections effectively and reduce the chance of allergic reactions.

Secondly, the product is made of 100 per cent natural sea water, with a

reduced salt content to isotonic and hypertonic levels, and is

packed with sea minerals. It is safe to use for groups who cannot take medication, such as pregnant women, people suffering from high blood pressure or parents

who are worried about giving their children medicated

products*. Its natural properties also enable pharmacists to cross-sell

Stérimar with medicated products – with antihistamines for hayfever or cold relief products for colds and congestion.

As Ms Holmes-Gregory sums up, the Stérimar range can fi t in a wide range of categories, as well as nasal hygiene. “Stérimar nasal sprays fi t within the hayfever, cold and fl u, childcare and babycare categories” she explains.References*See product specifi cations. ** C+D Survey of 326 readers, April 2014, in association with Sterimar. 1. IMS data, saline category, all outlets, value sales, 52 weeks to May 2014, €87.8m. 2. IRI, all outlets, nasal decongestant category, value sales, 52 weeks to June 21, 2014 . 3. NHS data, PCA monthly data, saline products

The Stérimar™

rangeStérimar Congestion Relief A natural hypertonic sea water formulation, rich in sea minerals with copper salts, which provides relief from congestion, rhinitis, sinusitis and rhinopharyngitis

Stérimar Kids A natural hypertonic sea water formulation, rich in sea minerals, which is suitable for toddlers and kids and provides relief from congestion, rhinitis, sinusitis and rhinopharyngitis

Stérimar Baby A natural isotonic sea water formulation, rich in sea minerals, which gently and effi ciently cleanses and clears nasal passages. Suitable from birth, with a specifi c new-born nozzle and spray pressure

Stérimar Nasal Hygiene A natural isotonic sea water formulation, rich in sea minerals, which provides relief from hayfever, allergic rhinitis, chronic conditions and sinusitis

Nasal hygiene Q&A

Juliette Holmes-Gregory, Church & Dwight brand manager, answers pharmacists’ questions on the category

Q: How does Stérimar help with nasal conditions?A: Stérimar nasal sprays rebalance nasal functions to ensure the nose’s mucocilliary clearance mechanism is in top condition. The sprays clear nasal passages of airborne contaminants such as germs or allergens. Stérimar sprays are particularly needed for people living in towns and polluted areas – areas with air conditioning or lots of heating. In those environments, the nose can’t function properly. It is unable to fi lter the allergens, germs and airborne contaminants that you breathe in, which makes you more prone to infections and allergies. The range works on the cause of the problem, helping to reduce symptoms and keep a healthy nose, which is different to products that work on the symptoms of infections*.

Q: How can consumers benefi t from the nasal hygiene principal?A: The usage of saline solutions to relieve or prevent nasal conditions has been known to health professionals for years and is clinically proven. Pharmacists and doctors need to educate consumers on the importance of a clean nose and recommend Stérimar sprays in the fi rst instance on its own or alongside medication. The British population would benefi t from using a natural option that will not lead to rebound congestion that they can use safely in the long term, even when their choice of medication is reduced.

. It is the only nasal spray

per cent natural sea water, with a reduced salt content to isotonic

and hypertonic levels, and is

who are worried about giving their children medicated

products*. Its natural properties

94%

of pharmacists have seen growth in sales

of nasal hygiene products**

A natural isotonic sea water

98%

of pharmacists recommend Stérimar**

Pharmacists can access bespoke CPD and training material at sterimaracademy.com The website also contains downloadable resources and business advice.

Next month Find out how Stérimar can help you capitalise on the babycare category. For more information, visit chemistanddruggist.co.uk/sterimar

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