Retailers, Pharmacists Relying on Science, Vision

From their position on the front line with consumers, retailers have a unique perspective on the perception of dietary supplements and the nutrition industry. Dave Heilman, executive vice president and chief financial officer with General Nutrition Centers (GNC), and Tony Welder, president of the National Community Pharmacists Association, took time out to share with INSIDER their thoughts on the challenges facing the industry.

Dave Heilman

: Currently, we are challenged by misconceptions concerning the quality of our products. We are very focused on educating consumers about the quality of GNC products because we go to great lengths to set the standard in quality.We demand truth in labeling, ingredient safety and potency.We have more than 150 quality checks in our manufacturing process, and have taken it a step further by becoming the first national specialty retailer of nutritional supplements to have our entire product line submitted for certification by NSF International, an independent, not-for-profit organization focused on protecting food, water, air and consumer goods. This first-of-its-kind collaboration reconfirms our ongoing commitment to provide GNC customers with assurance that any GNC-branded product purchased adheres to the strictest standards of quality.

We believe that consumers are looking for a wide selection of supplements to support a variety of health goals. We recognize that most of our customers have a goal in mind when they come into GNC, whether it’s related to weight management, nutritional support or athletic achievement.We need to provide a wide selection and a trained staff to help our customers find the products to support their goals.

For the industry, we’re very excited and encouraged by new scientific research demonstrating the health benefits of multiple supplements in many different areas. For example, the Food and Drug Administration publishing positive information about the long chain omega-3 fatty acids. There is also positive information coming out on lycopene, and we have some very promising research demonstrating increased muscle strength with a combination of whey protein and leucine. Science is accelerating in the area of nutritional supplementation, and I expect that it will help drive the development of some very innovative new products.

David Heilman joined GNC in December 1994 and became the vice president of strategic planning and corporate development in February 1995. In October 2000, he was named executive vice president and chief financial officer. Heilman is currently serving on the Natural Nutritional Foods Association (NNFA) board of directors. Prior to joining GNC, Heilman held senior financial management positions in various Westinghouse subsidiaries, specializing in supporting mergers and acquisitions.

Tony Welder

: A major challenge facing pharmacists is a lack of education about dietary supplements. Very few pharmacy schools focus any training efforts in this field. While the supplement market continues to grow, many pharmacists hesitate to stock these products because of lack of knowledge. Furthering that challenge is the confusion caused by the number of products and manufacturers the pharmacists are exposed to. There are some manufacturers stepping up to the plate and furnishing education, because they realize customers and patients see pharmacists more than any other health care professionals. Pharmacists have the scientific background, patient records and, most important of all, the trust of patients. Pharmacist education must include evidence of the products’ effectiveness and quality. Because pharmacists are professionals in the health care field, they can be held liable for giving bad advice.

There is great opportunity for dietary supplements, as patients are taking more charge of their own health care and want to know about anything they take. Because many supplements can enhance or hinder the action of prescription drugs, information about these reactions should be furnished. Consumers need access to the best supplements coupled with professional advice. Consumers in the pharmacy usually have a health problem they are willing to disclose to the pharmacist, along with their prescription needs.They want to know what they can do with recurrent problems, not just another drug to treat a symptom. So we can discuss general good health habits, which may include good nutrition and exercise. Pharmacists can furnish not only access to supplements, but good health advice.

Tony Welder, R.Ph., owns Dakota Pharmacy and four other pharmacies in the Bismarck, N.D., area. He has been active in several state and national pharmacy associations, currently serving as president of the National Community Pharmacists Association, and is registered in North Dakota, Hawaii and Arizona. Welder recently received the North Dakota Small Business Person of the Year Award.