CEO Corner: Thorne’s Colin Watts Talks State of the Supplement Industry
Watts, who took over as the CEO of Thorne in 2023, is steering the company into a new era of personalized wellness and supplements
Few executives have more high-level experience in the supplement industry than Thorne CEO Colin Watts, who has been involved in health and wellness for well over two decades now.
The former CEO of The Vitamin Shoppe, chief innovation officer at Walgreens and president of WeightWatchers Health Solutions, Watts joined Thorne shortly after the wellness and supplement company was acquired by L Catterton in a blockbuster $680 million deal back in October 2023.
That deal, which saw Thorne go private, signaled a new chapter for the company as it looks to make a bigger push into the direct-to-consumer supplement market by providing science-backed products and personalization tools including at-home diagnostic tests, online health quizzes and AI-powered recommendations.
Watts sat down with Athletech News to discuss how Thorne is working to make supplementation easier and more effective for consumers through personalization, and share his thoughts on the evolution of the supplement industry over the past two-plus decades.
The following conversation has been lightly edited for clarity and length.
Athletech News: You’ve led some of the biggest brands in health and wellness. Why did you decide to join Thorne as CEO in 2023?
Colin Watts: I got a call from L Catterton when they acquired Thorne to see if I’d be interested in joining the leadership team and eventually coming in as CEO. It didn’t take much of a pitch, honestly. Thorne has a 40-year heritage in the professional channel – in order to service that market, one of the requirements is that your quality has to be pretty unassailable. We’re vertically integrated, so we make (almost) all of our own products in our amazing facility right outside of Charleston, South Carolina.
I also love the innovation profile of the company. What impressed me about Thorne was they weren’t doing the fly-by-night innovation. The supplement industry has a lot of interesting but somewhat superficial innovations that they make a big deal about. Thorne has always been very thorough in its innovation. We were very early into the healthy-aging space, for example. We continue to push in terms of where we’re going with innovation.
And when I got a chance to meet our people, I saw that the culture is just unbelievable. This is the best company I’ve ever gotten a chance to work for – and I’m not just saying that.
ATN: When you joined, Thorne, was fresh off a $680 million acquisition. What have your early priorities been as CEO?
CW: My first priority was to take a hard look at how the company was growing and determine where we could prioritize. For decades, Thorne had been a professional-focused company. About seven years ago, we started to pivot more direct-to-consumer, while still continuing in the professional space. As good as Thorne is right now and as big as we become, the reality is that our visibility and accessibility are still fairly low in the category. There’s a lot of headroom, even if you’re a premium supplement brand, to grow that awareness and make sure that more and more people hear the story of Thorne.
Our second big priority is innovation. In 2025, you’re going to see one of the biggest years of innovation we’ve had in probably 20 years. One of the big areas we’re working on right now is personalization. I think we’re on the cusp of some breakthroughs in personalization, both at Thorne and as an industry.
ATN: What’s Thorne planning on the personalization front?
CW: This industry’s been plagued with people over-promising personalization; I’ve watched it for the last 15 years. At the end of the day, if I’m not making changes to my supplement regimen – or my lifestyle overall– then it’s not really personalized.
At Thorne, we’re taking advantage of advances that are going on right now in AI, along with our participation in the diagnostic, at-home test kit area. We’re also taking advantage of the fact that we’re a leader in the science and professional side, but also master storytellers and very good marketers, to create an experience on the front end of personalization that hopefully will feel as good as the best conversation you could ever have with an expert in the area of supplementation and wellness. We’re going to create something that I believe isn’t going to feel like shopping anymore; it’s going to feel a lot more like asking for help.
ATN: How has the supplement industry evolved over the last several years?
CW: Today’s consumer, at any age, is no longer thinking about supplements purely from a prevention standpoint. Prevention is really important, don’t get me wrong, but today’s consumer doesn’t want to wait 15 years to see the benefits of supplementation. Frankly, they shouldn’t wait that long.
Gen Zs and Millennials are actually spending more out of pocket for this market than Boomers are, so they’re setting the pace. What we’re seeing is they want to think about supplements – and they want to think about Thorne – as a performance brand. Similar to getting on a treadmill seeing and their (metrics) improving, that same generation is saying, “When I use whey protein, or when I use Catalyte, I want to understand, How is it going to help me perform? How is it going to help me today and tomorrow?”
ATN: The supplement industry is highly crowded, and there’s some consumer distrust. How is Thorne working to separate itself from the crowd?
CW: A long time ago in my career, I got a chance to work with (author and marketing expert) Faith Popcorn. She had this concept that she called a “lighthouse brand.” What she meant is that certain brands in certain industries break out from the pack. If you think about personal computing, Apple is a lighthouse brand. And whether you like Apple or you don’t like Apple, you can appreciate the fact that Apple changed the way that everybody did personal computing and now mobile phones as well.
I think Thorne has a real opportunity to become a lighthouse brand in this market, because of the quality of our products, the science we put behind our products and our approach in bridging the professional and consumer markets.
ATN: What’s your vision for the future of Thorne – and the supplement industry in general?
CW: I think we’re coming into a time when supplements will become part of the regular regimen. Consumers taking control of their health: people aren’t just waiting until they get sick, then going to the doctor and saying, “Please treat me.” They’re saying at an earlier age, “I want to perform at my best and I want to stay healthy for the longest I can.”
I’d like to believe Thorne has the opportunity to be a go-to brand. We’re not going to be here one day and gone tomorrow. That said, we also like to think of ourselves as a bit of the maverick of the industry that is constantly innovating and pushing. So if we were having this conversation five years from now, I’d like to be able to point to several points where we as a company have set a new paradigm for wellness and supplementation.