Buyers pinpoint ethnic "leaders of the pack."

Drug Store News, Oct 9, 1989

Several buyers also said that as sales of the Venus de Milo skin care line continued to decline, Plough has been able to effectively position Artra as an attractive alternative. Artra has now become, most sources said, "a very strong number two to Ambi in skin care."

Supreme Distributors

Supreme supported Raveen so well last year with coupons, rebates and other price discounts that it succeeded in taking market share from category leader Dark & Lovely, sources said.

Carson fought back by repackaging Dark & Lovely, and its share is up this year, according to most sources, but the gains haven't come at Raveen's expense.

Most sources say Raveen is still shooting out the doors, but this time without as much aggressive discounting.

D'orum

According to many buyers, D'orum is a good example of a company "in the right place at the right time." Although some buyers say D'orum as a company could be more flexible, there is no argument that its maintenance products in the Leisure Curl line are popular.

Leisure Curl evolved from D'orum's professional or salon lines, and the consumer apparently associates the brand with high quality and a salon image.

J. M. Products

Among the smaller regional companies, a firm named J.M. Products has been making a splash with Stylecrest ISOLPLUS, a conditioner/hair dressing.

Some distributors think that Stylecrest ISOLPLUS sales may still be strongest in the Southeast, where J.M.'s headquarters are located, but they add that the brand is becoming more national everyday.

W & W Pharmaceuticals

Several buyers also singled out W & W as a superior regional, noting that Back Alive Curl Revitalizer is a strong category seller. They cite the brand's bonus packs and consumer value orientation.

Afrotique

Just about every buyer mentioned Afrotique, a division of Sara Lee, as the leader in the hosiery category. "It's an unbelievable line," said Michael O'Neil from Harris Beauty Supply. "They promote every quarter and it just blows out of the stores. They've got a very good program, and are expanding at a rapid rate."

The Satin Doll, Dark & Lovely and Brown Sugar hosiery lines were also singled out for doing well in several markets.

PHOTO : From the top: "Different World" Jasmine Guy uses oil sheen sprays to enhance her naturally

PHOTO : curly hair. Phylicia Rashad, from "The Cosby Show," opted for a rounded crown with full,

PHOTO : slightly layered bangs to give her a soft, free-flowing look. Singer Whitney Houston uses

PHOTO : extensions to enhance her image. Holly Robinson of "21 Jump Street" shed her long locks in

PHOTO : favor of a chic crop and gained greater styling freedom.