Sales Channel Report
Back for the first time since pre-covid, the 2023 Sales Channel Report goes beyond supplements, covering the entire natural products industry.
In the Sales Channel Report we found that e-commerce isn't the standout across the channel anymore. Mass market has taken the lead with unexpected growth at 7.6% and claiming the 2nd spot is Practitioner with growth of 5.8%. These results prove that brick and mortar channels and Mass Market retail still have plenty of life in them. But what is driving consumers back in store?
What can you expect to find in this report?
Growth in e-commerce is slowing
Mass market + brick and mortar are experiencing an unexpected growth as consumers are returning
Price is influencing consumer shopping patterns
The practitioner channel is growing post-covid
The 2023 Sales Channel Report offers an update to how the market is performing post-covid. Immerse yourself in this report to study consumer shopping behavior, the shift across different sales channels and more.
- Executive overview
- Top thoughts
- Old habits in a new age
- $287.8 Billion natural and organic products industry by channel, 2022
- One-third of consumers purchase natural and organic food and beverage products in mass market
- Consumer behavior changes are similar across online and brick and mortar shopping
- Natural and organic products industry sales and growth, 2018-2026e
- Natural and organic products sales by channel, 2018-2026e
- Natural and organic products growth by channel, 2018-2026e
- Browsing, instant gratification and customer service top reasons for shopping in store
- Natural and organic products market share by channel, 2018-2026e
- Natural and organic products added dollars by channel, 2018-2026e
- Dietary supplement users will more likely buy store brand supplements or switch to lower priced products than stop
- taking supplements entirely
- Natural, organic, and functional food and beverage market share by channel, 2022
- Natural, organic, and functional food and beverage industry sales and growth, 2018-2026e
- Natural, organic, and functional food and beverage sales by channel, 2018-2026e
- Natural, organic, and functional food and beverage growth by channel, 2018-2026e
- Natural, organic, and functional food and beverage market share by channel, 2018-2026e
- Natural, organic, and functional food and beverage added dollars by channel, 2018-2026e
- Supplement market share by channel, 2022
- Supplement industry sales and growth, 2018-2026e
- Supplement sales by channel, 2018-2026e
- Supplement growth by channel, 2018-2026e
- Supplement market share by channel, 2022
- Supplement added dollars by channel, 2018-2026e
- Natural living market share by channel, 2022
- Natural living industry sales and growth, 2018-2026e
- Natural living sales by channel, 2018-2026e
- Natural living growth by channel, 2022
- Natural living market share by channel, 2022
- Natural living added dollars by channel, 2018-2026e
- Where consumers purchase their natural and organic products, by category
- Roughly half of consumers (45 – 53%) report no change in spending, regardless of category
- Read more
- Natural and specialty retail
- Top thoughts
- Shelf space
- $63.7 Billion natural and specialty retail channel by product category, 2022
- Natural and specialty retail sales and growth, 2018-2026e
- Natural and specialty retail sales by category, 2018-2026e
- Natural and specialty retail growth by category, 2018-2026e
- Natural and specialty retail natural living sales and growth, 2018-2026e
- Natural and specialty retail supplement sales and growth, 2018-2026e
- Natural and specialty retail natural, organic and functional food and beverage sales and growth, 2018-2026e
- Market manifestations: Natural and specialty retail
- Spinster Sisters
- NOW Foods
- Mass market retail
- Top thoughts
- Bright lights, wide aisles
- 47% of consumers agree they get better deals by shopping in-person versus online
- Highest percentage of consumers expect to receive the best in-person customer service from mass market retailers
- $174.7 Billion mass market retail channel by product category, 2022
- Mass market retail sales and growth, 2018-2026e
- Mass market retail sales by category, 2018-2026e
- Mass market retail growth by category, 2018-2026e
- Mass market retail natural living sales and growth, 2018-2026e
- Mass market retail supplement sales and growth, 2018-2026e
- Mass market retail natural, organic and functional food and beverage sales and growth, 2018-2026e
- Natural, organic and or functional food and beverage products comprise the category consumers are less likely to buy
- online and more likely to buy at brick-and-mortar stores
- 39% of dietary supplement purchasers say mass market is their top option for purchase
- Over one-third of sports nutrition supplement purchasers buy from big box retailers
- Half of personal care or beauty product purchasers see mass market and grocery chains as top option for purchase
- Majority, over half, of natural and organic household product purchasers buy from mass market retailers
- Market manifestations: Mass market retail
- Native
- Liquid I.V.
- Read more
- E-commerce
- Top thoughts
- E-commerce returns to earth
- $22.8 Billion e-commerce channel by product category, 2022
- E-commerce sales and growth, 2018-2026e
- E-commerce sales by category, 2018-2026e
- E-commerce growth by category, 2018-2026e
- E-commerce natural living sales and growth, 2018-2026e
- E-commerce supplement sales and growth, 2018-2026e
- E-commerce natural, organic and functional food and beverage sales and growth, 2018-2026e
- Market manifestations: E-commerce
- Grove Collaborative
- Ka’Chava
- Scale Media
- Read more
- Practitioner
- Top thoughts
- The doctor is in, and also online
- $7.8 Billion practitioner channel by product category, 2022
- Practitioner sales and growth, 2018-2026e
- Practitioner sales by category, 2018-2026e
- Practitioner growth by category, 2018-2026e
- Practitioner natural living sales and growth, 2018-2026e
- Practitioner supplement sales and growth, 2018-2026e
- Practitioner natural, organic and functional food and beverage sales and growth, 2018-2026e
- Read more
- MLM/network marketing, mail order, direct TV and radio
- Top thoughts
- Channeling the past
- $13.5 Billion MLM-Network marketing channel by product category, 2022
- MLM-Network marketing sales and growth, 2018-2026e
- MLM-Network marketing sales by category, 2018-2026e
- MLM-Network marketing growth by category, 2018-2026e
- MLM-Network marketing natural living sales and growth, 2018-2026e
- MLM-Network marketing supplement sales and growth, 2018-2026e
- MLM-Network marketing natural, organic and functional food and beverage sales and growth, 2018-2026e
- $5.2 Billion mail order, DRTV and radio channel by product category, 2022
- Mail order, DRTV and radio sales and growth, 2018-2026e
- Mail order, DRTV and radio sales by category, 2018-2026e
- Mail order, DRTV and radio growth by category, 2018-2026e
- Mail order, DRTV and radio natural living sales and growth, 2018-2026e
- Mail order, DRTV and radio supplement sales and growth, 2018-2026e
- Mail order, DRTV and radio natural, organic and functional food and beverage sales and growth, 2018-2026e
- Market manifestations: MLM/network marketing, mail order, direct TV and radio
- Beautycounter
- OMI
- ProCaps Laboratories
- Read more
- Related Content
- Executive overview
- Inflation in the aisles
- The producer perspective
- A clinic on every corner
- Open your browser and say ‘aaah’
- Mass quantities
- Hip to be there
- Trading places
- Mass market
- Mass effect
- Joining the club
- E-commerce
- Coexist
- Practitioner
- A matter of trust
- Q&A with Rachita Kenny, certified nutrition specialist
- Direct sellers search for new footing
- Onscreen and engaged
- Acknowledgments and definitions
- Acknowledgments
- Research methodology
- Copyright
- Definitions
Research Assistance
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