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Beauty Retailing - US - April 2011

SCOPE AND THEMES
What you need to know
Definition
Data sources
Consumer survey data
Advertising sources
Abbreviations and terms
Abbreviations
Terms
EXECUTIVE SUMMARY
Overview
Online marketing strategies
Market factors—the economy is only slightly better
Purchasing and usage
Changes in purchasing habits
Changes in spending
Where women shop for beauty care
Loyalty cards perks
Attitudes regarding price, value, and online offers
Attitudes regarding packaging
Impact of race/Hispanic origin
INSIGHTS AND OPPORTUNITIES
Vending machines boost beauty sales
Kiosks
INSPIRE INSIGHTS
Trend: Cool Vending
MARKET FACTORS
Key points
Not a protected species
Figure 1: Changes in purchase habits of color cosmetics in the past six months, among women, December 2010
Figure 2: Changes in purchase habits of facial skincare in the past six months, among women, December 2010
Female demographics are changing
Figure 3: Projected U.S. population, by age and gender, 2010
The retailer’s role
BEAUTY RETAIL INNOVATORS
Search engine marketing (SEM)
Figure 4: Popular online marketing tools, 2010
Online contests
Social networking
Social media strategies by retailer
Beauty bloggers
MARKETING STRATEGIES
 MASS MERCHANDISERS
Walmart
Figure 5: Most consumers see little difference between mass and high-end beauty
Figure 6: Impact of digital signage on Walmart departments
Target
Drug stores
Supermarkets
Department stores
Boutique/specialty stores
Figure 7: Ulta brand qualities
Figure 8: Ulta television ad
Other specialty chains
Direct sellers
Facts about the direct selling industry:
Figure 9: Brand analysis of Anew, 2011
Figure 10: Avon Anew television ad, 2010
Figure 11: Brand analysis of Mary Kay, 2011
Figure 12: Mary Kay television ad, 2010
PURCHASES AND USAGE
Key points
Eye makeup leads color cosmetics
Figure 13: Purchases of color cosmetics and facial skincare in the past six months, among women, by age, December 2010
Anti-aging dominates facial skincare
Figure 14: Purchases of color cosmetics and facial skincare in the past six months, among women, by HH income, December 2010
CHANGES IN PURCHASING HABITS
Key points
Shoppers research cosmetic purchases online
Figure 15: Changes in purchase habits of color cosmetics in the past six months, among women, by age, December 2010
Figure 16: Changes in purchase habits of color cosmetics in the past six months, among women, by HH income, December 2010
Time availability impacts bargain hunting in facial skincare
Figure 17: Changes in purchase habits of facial skincare products in the past six months, among women, by age, December 2010
Figure 18: Changes in purchase habits of facial skincare in the past six months, among women, by HH income, December 2010
CHANGES IN SPENDING
Key points
Younger women increased spending
Figure 19: Changes in amount spent on color cosmetics, by age, December 2010
Figure 20: Changes in amount spent on color cosmetics, by HH income, December 2010
Young women embrace anti-aging skincare
Figure 21: Changes in amount spent on facial skincare, by age, December 2010
Figure 22: Changes in amount spent on facial skincare, by HH income, December 2010
WHERE WOMEN SHOP FOR BEAUTY CARE
Key points
Admitting they shop at Walmart
Figure 23: Retailers shopped for color cosmetics purchases in the past six months, among women, by age, December 2010
Figure 24: Retailers shopped for color cosmetics purchases in the past six months, among women, by HH income, April 2010
More older women shop drug stores for skincare
Figure 25: Retailers shopped for facial skincare in the past six months, among women, by age, December 2010
Upper-income women shop specialty stores for facial skincare
Figure 26: Retailers shopped for facial skincare in the past six months, among women, by HH income, December 2010
LOYALTY CARD PERKS
Key points
Loyalty card diversity
Figure 27: Interest in retailer loyalty cards, among women, by age, December 2010
ATTITUDES REGARDING PRICE, VALUE, AND ONLINE OFFERS
Key points
Does price reflect quality?
Figure 28: Attitudes toward price, value, and online offers among women, by age, December 2010
Figure 29: Attitudes toward price, value, and online offers among women, by HH income, December 2010
ATTITUDES REGARDING PACKAGING
Key points
Multifaceted packaging
Figure 30: Attitudes toward product packaging, among women, by age, December 2010
IMPACT OF RACE/HISPANIC ORIGIN
 CHANGES IN PURCHASE HABITS
Key points
Figure 31: Purchases of color cosmetics and facial skincare in the past six months, among women, by race/Hispanic origin, December 2010
Hispanics favor coupons and online promotions
Figure 32: Changes in purchase habits of color cosmetics in the past six months, among women, by race/Hispanic origin, December 2010
Figure 33: Changes in purchase habits of facial skincare products in the past six months, among women, by race/Hispanic origin, December 2010
Blacks and Hispanics are still big spenders
Figure 34: Changes in amount spent on color cosmetics, by race/Hispanic origin, December 2010
Figure 35: Changes in amount spent on facial skincare, by race/Hispanic origin, December 2010
Ethnic population shifts impact retailer assortments
Figure 36: Retailers used for color cosmetics purchases in the past six months, among women, by race/Hispanic origin, December 2010
Figure 37: Retailers used for facial skincare purchases in the past six months, among women, by race/Hispanic origin, December 2010
Blacks and Hispanics embrace mobile shopping
Figure 38: Attitudes toward price, value, and online offers among women, by race/Hispanic origin, December 2010
CUSTOM CONSUMER GROUPS
Key points
Single moms were the biggest beauty purchasers
Figure 39: Purchases of color cosmetics and facial skincare in the past six months among women, by children/ marital status, December 2010
Unmarried moms made the most changes
Figure 40: Changes in purchasing habits of color cosmetics in the past six months, among women, by marital status/presence of children, December 2010
Changes in purchasing habits, facial skincare
Figure 41: Changes in purchase habits of facial skincare products in the past six months, among women, by marital status/presence of children, December 2009
CLUSTER ANALYSIS
Continuers
Demographics
Characteristics
Opportunity
Payers
Demographics
Characteristics
Opportunity
Shoppers
Demographics
Characteristics
Opportunity
Cluster characteristics
Figure 42: Beauty retail clusters, December 2010
Figure 43: Interest in retailer loyalty cards by beauty retail clusters, December 2010
Figure 44: Attitudes toward product packaging, by beauty retail clusters, December 2010
Figure 45: Changes in purchase habits of color cosmetic products in the past six months, by beauty retail clusters, December 2010
Figure 46: Attitudes toward price, value, and online offers, by beauty retail clusters, December 2010
Cluster demographics
Figure 47: Beauty retail clusters, by age group, December 2010
Figure 48: Beauty retail clusters, by household income, December 2010
Figure 49: Beauty retail clusters, by race, December 2010
Cluster methodology
APPENDIX—TRADE ASSOCIATIONS

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