CDMA shows new signs of life - Chain Drug Marketing Association

ORLANDO -- The formerly-named Affiliated/Associated Drug Stores showed new competitive energy as record vendor attendance and a fast-paced agenda marked the fall buying show here.

Chain buyers at the 65th anniversary show praised what many termed a rejuvenation, as the board of directors unveiled a new name--the Chain Drug Marketing Association.

(At press time, CDMA learned that New York State won't allow the name "association" for a for-profit group. The board will be asked to approve a change, such as to "Associates" or "Associated" said CDMA president Jim Devine.)

The Sept. 19 to 22 event was attended by 176 vendor companies, many new to the show, and offered special buying opportunities for the small retail customer. Food and snacks, with 22 vendors, was the largest new category, with first-time appearances by such vendors as Sunshine Biscuits, E J Brach, M&M Mars, Leaf and Richardson.

"The direction the association is going is just absolutely super," said Chris Michel, buyer with K&B Drugs, reflecting the general mood.

Jim Devine, CDMA president, speaking to the group at the opening session, said CDMA's goal is now to "'broaden the vision beyond the interests of individual companies" with "a new king of association that will rise to the occasion."

CDMA reversed a trend of declining membership and enrollment at trade shows, after Devine was named as president last year and he and the board of directors began reexamining its mission and the potential role in the market of the small entrepreneurial drug store and regional drug chain.

"There's a fire in the belly of this organization, and CDMA is here to stay," declared Jim Harrison III, chairman of the board.

Environment-related products were among those gaining the interest of buyers who represented 62 retail chains. Vencor Intl.'s pre-shaped cloth diapers with velcro clasps were a hit, promising one-third the cost of dispoables over the diapering period, while offering the "green" advantage.

T. C. C. D. Intl. struck chords with its Naturally Fresh Deodorant Crystal, a stone that is wet and applied as a deodorant, avoiding the emission of propellants. Genovese and SuperD were among chains latching onto this product, with a $6.95 SRP.

Candy and snack deals

Snack and candy vendors offered deals in pricing and dating. Sunshine, seeking entry into the small chain market, offered new trial packs and sweetened promotions. Nine different items, ranging from 8 to 9 ounces, were offered for a 99 cents retail, 30 percent margin.

"The Harcos, the Crowns, the Big B's . . . we just signed them up," said Jerry Ritthaler, Sunshine's national accounts manager for non-food.

Fruth Drugs will supplement its Nabisco items with Sunshine, for featuring in circulars, to give customers additional variety, said president Jack Fruth. Fruth is looking hard at new show vendor Brinkman, which offered a steamer barbecue set, $40 to $50 retail.

Musical and non-musical alternative greeting cards ($1.75 to $3 SRP), and greeting cards with sound effects ($5) by Dickens drew some buying action. Genovese locked into Radius' ergonomic large-head toothbrushes.

In Plus captured interest with its SoF Comfort insole as a potential rival to Dr. School's, with a special shock-absorbing construction and tailored footprint.

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