Chattanooga, TN
800.366-6077
www.chattem.com
Sales: $355 million

Sales: $355 million for personal care products. Corporate sales: $454 million. Net income: $66 million for the year ended Nov. 30, 2008.

Key Personnel: Zan Guerry, chairman and chief executive officer; Robert E. Bosworth, president and chief operating officer; Andrea M. Crouch, vice president, brand management; Joseph J. Czerwinski, vice president, product development; Ron Galante, vice president, new business development; Robert B. Long, vice president and chief financial officer; B. Derrill Pitts, vice president, operations; J. Blair Ramey, vice president, marketing; Charles M. Stafford, vice president, sales; JohnL. Stroud, vice president, marketing; Theodore K. Whitfield, Jr., vice president, general counsel and secretary.

Major Products: Medicated skin care—Gold Bond and Cortizone 10; Topical pain care—Icy Hot and Aspercreme; Oral care—Act; Shampoo—Selsun; Sun Care—Bullfrog.

New Products: Act Total Care, Selsun Blue Itchy Dry Scalp, Gold Bond Ultimate Restoring Lotion, Gold Bond Ultimate Foot Cream, Gold Bond Ultimate Soothing Lotion, Icy Hot
PM Lotion, Icy Hot PM Patch, Aspercreme Heat Pain Relieving Gel, Aspercreme Nighttime Lotion, BullFrog SuperBlock SPF 50.

Bullfrog has been a favorite with lifeguards for years.

Comments: Corporate sales rose nearly 29% last year. International sales represented 7% of total revenues. Net sales growth in the medicated skin care category increased 15% to nearly $142 million an increase due to the launch of Gold Bond Ultimate Restoring Lotion and Cortizone-10 Intensive Healing, the success of Gold Bond Ultimate Softening Lotion and the ownership of the Cortizone-10 and Balmex brands for the entire 12 month period of fiscal 2008.

Net sales in the topical pain care category increased 1% to nearly $97 million, due to increases in Icy Hot and Aspercreme, led by the new products introduced in the first quarter of fiscal 2008, Icy Hot PM Lotion, Icy Hot PM Patch, Aspercreme Heat Pain Gel and Aspercreme Nighttime Lotion, offset by declines in Capzasin and the discontinuance of shipments of Icy Hot Heat Therapy following a Feb. 8, 2008 voluntary recall of the product.

Oral care sales increased 28.7% to $62.8 million, primarily resulting from the company’s ownership of the Act brand for the entire 12-month period of fiscal 2008 compared to only 11 months of ownership in fiscal 2007, as well as an expanded distribution base.

Sales of medicated dandruff shampoos fell 3.2% to $35.7 million, primarily due to declining sales of Selsun Salon. This drop was partially offset by a full year of sales of Selsun Blue Naturals, which began shipping in the second quarter of fiscal 2007.

Sales in the other OTC and toiletry products category increased 6.1% to $18.2 million.

Sales for the first quarter of fiscal 2009 fell 3.9% to $116.1 million. Net income rose 31% to $19.5 million.