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The number and variety of food products that advertise “less’ of something are growing to match the appetite of calorie-conscious consumers for these items. In a sense, the consumers’ loss is the food industry’s gain.
Total sales of diet and low-calorie foods were up 16.54% last year from the previous year. Although much of this increase, according to industry spokesmen, is prompted by the explosive popularity of diet sodas, light beers and light frozen entrees in other categories, there has also been substantial growth in many diet/low-cal segments, such as artificial sweeteners, cookies and crackers, desserts and toppings, sauces and dressings, fish and meats and juices and drinks.
These reduced-calorie and reduced-fat foods feed close to 70 million Americans, according to the Calorie Control Council, an association of manufacturers and suppliers of dietary foods and beverages. These are consumers who need, either for medically directed or self-imposed diets, foods low in calories and such ingredients as sodium, caffeine and cholesterol.
However, the traditional diet section labels of dietetic products are continuing to lose ground to line of no-salt, no-sugar-added canned goods, such as Del Monte’s and Libb’s light products, that are dispersed with the standard brands throughout the supermarket.
“There is less interest by the consumer and the retailer in dietetic foods as such,’ says Dan Thornton, marketing manager for Tri-Valley Growers, makers of the Diet Delight line of canned fruit products. Although still number one in the diet canned fruit category, he says that Diet Delight’s share of the total business has decreased. “Sales slackened in 1983, and our studies show us that last year the total diet fruit category dropped significantly.
However, Tri-Valley is promoting its Libby Lite line of canned fruits “fairly heavily this year,’ says Thornton. “The general public, and not just dieters, is buying reduced-calorie fruits,’ he says.
Diet line is chunky
The 1985 debut of a chunky mixed fruit variety in the Nutradiet line from S&W Fine Foods, however, has increased that company’s sales. A spokesman for S&W explains that last year’s introduction of “no salt’ kidney and garbanzo beans also played an important part in the sales success of the number three-ranked Nutradiet.
On the other hand, the Featherweight line (taken over by Sandoz Nutrition Co. in January from Chicago Dietetic) is perfectly content to be labeled dietetic. This comprehensive line of 180 products covers low-sodium, low-sugar and low-calorie products with some fiber and allergy-related items targeted to people on medically directed diets.
On the other hand, the Featherweight line (taken over by Sandoz Nutrition Co. in January from Chicago Dietetic) is perfectly content to be labeled dietetic. This comprehensive line of 180 products covers low-sodium, low-sugar and low-calorie products with some fiber and allergy-related items targeted to people on medically directed diets.
“We are ahead of last year in sales, and our strongest sales are in the dessert and snack categories,’ says Beth Hvass, product manager for Featherweight. “Even our canned fruit has increased, which is a surprise because that has shown a downward category trend.’
Featherweight is also promoting a number of new, or redeveloped, products using NutraSweet, the brand name for the tabletop sweetener, aspartame. “We’ve discontinued some of our saccharin desserts and use aspartame now in most of our dessert items,’ Hvass says.
In addition to promoting its aspartame products, Featherweight is also developing new low-salt, low-calorie products to compete with those already doing well on the market. Included in the new lineup are a low-salt, low-calorie barbecue sauce as well as a Ceasar salad dressing.
In February 1985, Featherweight began a program whereby it provides materials to hospital dieticians for distributioin to patients who are going home. The packet includes a menu and recipe booklet, coupons and a list of stores that carry the Featherweight line.
Artificial sweeteners are throwing their weight around in the low-calorie food category, showing a phenomenal 25% increase in sales over last year. “None of us are kidding ourselves that Equal’s introduction didn’t have everything to do with it,’ says a spokesman of Alberto-Culver, makers of the third-ranked, saccharin-based Sugar Twin.
G.D. Searle & Co.’s Equal, the only artificial sweetener made with NutraSweet, opened the door three years ago to a market hungry for growth. As of the start of 1985, Equal accounts for more than 60% of the category’s dollar share, but still falls short of leading the category in terms of units.
According to Bill Ferreira, Searle’s senior product manager for Equal, total advertising expenditures have increased approximately 15% in 1985 over last year’s. Ferreira explained that aggressive marketing tactics put Equal in the lead, and that same approach will secure Equal’s position in the category.
“This year, we’re tying in with various national brands, such as Nabisco, Lipton Tea and Carnation,’ says Ferreira.
