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Market Research: Beauty Retailing 2002: The Struggle
for Retailing Success

Beauty Retailing 2002: The Struggle for Retailing Success - Archived Report

Published April 2003

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This study reviews and assesses the challenges that marketers face in order to successfully compete in a changing retail environment. It provides a detailed analysis of purchase channels for cosmetics and toiletries and how retail conditions have evolved. The 2002 edition features a Trade Perceptions section, which examines how leading cosmetics and toiletries companies are perceived in various trade channels. Retailer profiles included in the fifth edition are Aura Science, Costco, CVS, Kohl’s, Sephora, Target, and Wal-Mart. (Y416B)

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FULL REPORT [US$ 14 500 (fourteen thousand five hundred US Dollars)]

INTRODUCTION [US$ 0]

PURCHASE CHANNELS [US$ 6 000]

DEPARTMENT STORES [US$ 1 750]

Table 3 1 LEADING DEPARTMENT STORES IN 2001
Table 3-2 MANUFACTURERS’ SALES OF COSMETICS AND TOILETRIES THROUGH DEPARTMENT STORES, 1997 AND 2002
Table 3-3 MANUFACTURERS’ SALES OF COSMETICS AND TOILETRIES THROUGH DEPARTMENT STORES, 2002 AND 2007

DIRECT MARKETING [US$ 1 750]

Table 3-4 MANUFACTURERS’ SALES OF COSMETICS AND TOILETRIES THROUGH DIRECT SALES, 1997 AND 2002
Table 3-5 PERSON-TO-PERSON SALES OF COSMETICS AND TOILETRIES IN THE UNITED STATES, 2001
Table 3-6 MANUFACTURERS’ SALES OF COSMETICS AND TOILETRIES THROUGH DIRECT SALES, 2002 AND 2007

DRUG OUTLETS [US$ 1 750]

Table 3-7 MANUFACTURERS’ SALES OF COSMETICS AND TOILETRIES THROUGH DRUG OUTLETS, 1997 AND 2002
Table 3-8 PRIVATE-LABEL AND CONTROL BRANDS OFFERED BY DRUG OUTLETS
Table 3-9 CHAIN DRUG STORES RANKED BY SALES AND STORE COUNT, 2001
Table 3-10 MANUFACTURERS’ SALES OF COSMETICS AND TOILETRIES THROUGH DRUG OUTLETS, 2002 AND 2007

FOOD OUTLETS [US$ 1 750]

Table 3-11 MANUFACTURERS’ SALES OF COSMETICS AND TOILETRIES THROUGH FOOD OUTLETS, 1997 AND 2002
Table 3 12 LEADING SUPERMARKET COMPANIES IN 2001
Table 3-13 MANUFACTURERS’ SALES OF COSMETICS AND TOILETRIES THROUGH FOOD OUTLETS, 2002 AND 2007

MASS MERCHANDISERS [US$ 1 750]

Table 3-14 MANUFACTURERS’ SALES OF COSMETICS AND TOILETRIES THROUGH MASS MERCHANDISERS, 1997 AND 2002
Table 3-15 PRIVATE-LABEL AND CONTROL BRANDS OFFERED BY MASS MERCHANDISERS
Table 3-16 LEADING DISCOUNT DEPARTMENT STORES IN 2001
Table 3-17 LEADING GENERAL MERCHANDISERS IN 2001
Table 3-18 MANUFACTURERS’ SALES OF COSMETICS AND TOILETRIES THROUGH MASS MERCHANDISERS, 2002 AND 2007

SPECIALTY STORES [US$ 1 750]

Table 3-19 MANUFACTURERS’ SALES OF COSMETICS AND TOILETRIES THROUGH SPECIALTY STORES, 1997 AND 2002
Table 3-20 SALES OF COSMETICS AND TOILETRIES THROUGH LEADING VERTICALLY INTEGRATED SPECIALTY STORES, 2002
Table 3-21 MANUFACTURERS’ SALES OF COSMETICS AND TOILETRIES THROUGH SPECIALTY STORES, 2002 AND 2007

PRODUCT CATEGORIES [US$ 8 000]

COLOR COSMETICS [US$ 1 500]

Table 4 1 MANUFACTURERS’ SALES OF COLOR COSMETICS PRODUCTS BY TRADE CLASS, 1997 AND 2002
Table 4 2 MANUFACTURERS’ SALES OF COLOR COSMETICS PRODUCTS BY TRADE CLASS, 2002 AND 2007

FRAGRANCES [US$ 2 500]

FRAGRANCES FOR MEN [US$ 1 500]

Table 4 3 TOTAL SALES OF FRAGRANCES FOR MEN BY TRADE CLASS, 1997 AND 2002
Table 4 4 TOTAL SALES OF FRAGRANCES FOR MEN BY TRADE CLASS, 2002 AND 2007

FRAGRANCES FOR WOMEN [US$ 1 500]

Table 4-5 SALES OF FRAGRANCES FOR WOMEN BY TRADE CLASS, 1997 AND 2002
Table 4-6 SALES OF FRAGRANCES FOR WOMEN BY TRADE CLASS, 2002 AND 2007

HAIR CARE PRODUCTS [US$ 3 000]

ETHNIC HAIR CARE PRODUCTS [US$ 1 000]

HAIR COLORING PRODUCTS [US$ 1 000]

Figure 4-2 MANUFACTURERS’ SALES OF HAIR COLORING PRODUCTS BY TYPE, 2001

HAIR STYLING PRODUCTS AND HAIR SPRAYS [US$ 1 000]

Figure 4-1 MANUFACTURERS’ SALES OF HAIR STYLING PRODUCTS AND SPRAYS BY PRODUCT TYPE, 2001
Table 4-8 TOTAL SALES OF HAIR STYLING PRODUCTS AND HAIR SPRAYS BY TRADE CLASS, 1997 AND 2002
Table 4-9 TOTAL SALES OF HAIR STYLING PRODUCTS AND HAIR SPRAYS BY TRADE CLASS, 1997 AND 2002

SHAMPOOS AND CONDITIONERS [US$ 1 000]

Table 4-10 SALES OF SHAMPOOS AND CONDITIONERS BY TRADE CLASS, 2002 AND 2007
Table 4-11 SALES OF SHAMPOOS AND CONDITIONERS BY TRADE CLASS, 2002 AND 2007

ORAL CARE PRODUCTS [US$ 2 000]

MOUTHWASHES [US$ 1 000]

TOOTHPASTES [US$ 1 000]

Table 4-12 MANUFACTURERS’ SALES OF TOOTHPASTES BY TRADE CLASS, 1997 AND 2002
Table 4-13 MANUFACTURERS’ SALES OF TOOTHPASTES BY TRADE CLASS, 2002 AND 2007

SKIN CARE PRODUCTS [US$ 3 500]

BATH ADDITIVES [US$ 1 000]

Table 4-14 SALES OF BATH ADDITIVES BY TRADE CLASS, 1997 AND 2002
Table 4-15 PRIVATE-LABEL AND CONTROL BRANDS OF BATH ADDITIVES
Table 4-16 SALES OF BATH ADDITIVES BY TRADE CLASS, 2002 AND 2007

FACIAL TREATMENTS [US$ 1 500]

Table 4-17 MANUFACTURERS’ SALES OF FACIAL TREATMENTS BY TRADE CLASS, 1997 AND 2002
Table 4-18 MANUFACTURERS’ SALES OF FACIAL TREATMENTS BY TRADE CLASS, 2002 AND 2007

HAND AND BODY CREAMS, LOTIONS, AND TREATMENTS
[US$ 1 000]

Table 4-19 MANUFACTURERS’ SALES OF HAND AND BODY CREAMS, LOTIONS, AND TREATMENTS BY LEADING MARKETERS, 1997 AND 2001
Table 4-20 SALES OF HAND AND BODY CREAMS, LOTIONS, AND TREATMENTS BY TRADE CLASS, 1997 AND 2002
Table 4-21 PRIVATE-LABEL AND CONTROL BRANDS OF HAND AND BODY LOTIONS OFFERED BY MASS MERCHANDISERS
Table 4-22 PRIVATE-LABEL AND CONTROL BRANDS OF HAND AND BODY LOTIONS OFFERED BY DRUG OUTLETS
Table 4-23 SALES OF HAND AND BODY CREAMS, LOTIONS, AND TREATMENTS BY TRADE CLASS, 2002 AND 2007

SUN CARE PRODUCTS [US$ 1 000]

Table 4-24 MANUFACTURERS’ SALES OF SUN CARE PRODUCTS BY PURCHASE CHANNEL, 1997 AND 2002
Table 4-25 MANUFACTURERS’ SALES OF SUN CARE PRODUCTS BY PURCHASE CHANNEL, 2002 AND 2007

OTHER TOILETRIES [US$ 2 000]

DEODORANTS AND ANTIPERSPIRANTS [US$ 1 000]

Table 4 26 MANUFACTURERS’ SALES OF DEODORANTS AND ANTIPERSPIRANTS BY TRADE CLASS, 1997 AND 2002
Table 4 27 MANUFACTURERS’ SALES OF DEODORANTS AND ANTIPERSPIRANTS BY TRADE CLASS, 2002 AND 2007

PERSONAL CLEANSING PRODUCTS [US$ 1 000]

Table 4-28 MANUFACTURERS’ SALES OF PERSONAL CLEANSING PRODUCTS BY TRADE CLASS, 1997 AND 2002
Table 4-29 MANUFACTURERS’ SALES OF PERSONAL CLEANSING PRODUCTS BY TRADE CLASS, 2002 AND 2007

KEY RETAILER PROFILES [US$ 4 000]

AURA SCIENCE [US$ 750]

COSTCO [US$ 750]

CVS CORPORATION [US$ 750]

KOHL'S [US$ 750]

SEPHORA [US$ 750]

TARGET [US$ 750]

WAL-MART [US$ 1 000]

TRADE PERCEPTIONS [US$ 6 000]

TRADE PERCEPTIONS IN MASS OUTLETS [US$ 4 000]

Figure 6A-1 POPULATION DEMOGRAPHICS BY OUTLET TYPE
Figure 6A-2 POPULATION DEMOGRAPHICS BY REGION
Table 6A-1 INTERVIEWS BY STORE TYPE
Figure 6A-3 CATEGORY IMPORTANCE
Table 6A-2 CATEGORY IMPORTANCE BY CHANNEL
Figure 6A-4 IMPORTANCE OF PRODUCT OFFERINGS
Figure 6A-5 IMPORTANCE OF MERCHANDISING SUPPORT
Figure 6A-6 IMPORTANCE OF PRICING AND PROMOTIONS
Figure 6A-7 IMPORTANCE OF SERVICE
Figure 6A-8 PERFORMANCE OF PRODUCT OFFERINGS IN MAKEUP
Figure 6A-9 PERFORMANCE OF MERCHANDISING SUPPORT IN MAKEUP
Figure 6A-10 PERFORMANCE OF PRICING AND PROMOTION IN MAKEUP
Figure 6A-11 PERFORMANCE OF SERVICE IN MAKEUP
Figure 6A-12 PERFORMANCE OF PRODUCT OFFERINGS IN SKIN CARE
Figure 6A-13 PERFORMANCE OF MERCHANDISING SUPPORT IN SKIN CARE
Figure 6A-14 PERFORMANCE OF PRICING AND PROMOTION IN SKIN CARE
Figure 6A-15 PERFORMANCE OF PRICING AND PROMOTION IN SKIN CARE
Figure 6A-16 PERFORMANCE OF PRODUCT OFFERINGS IN FRAGRANCES
Figure 6A-17 PERFORMANCE OF MERCHANDISING SUPPORT IN FRAGRANCES
Figure 6A-18 PERFORMANCE OF PRICING AND PROMOTION IN FRAGRANCES
Figure 6A-19 PERFORMANCE OF SERVICE IN MERCHANDISING
Figure 6A-20 PERFORMANCE OF PRODUCT OFFERINGS IN HAIR CARE
Figure 6A-21 PERFORMANCE OF MERCHANDISING SUPPORT IN HAIR CARE
Figure 6A-22 PERFORMANCE OF PRICING AND PROMOTION IN HAIR CARE
Figure 6A-23 PERFORMANCE OF SERVICE IN HAIR CARE
Figure 6A-24 PERFORMANCE OF PRODUCT OFFERINGS IN ORAL CARE
Figure 6A-25 PERFORMANCE OF MERCHANDISING SUPPORT IN ORAL CARE
Figure 6A-26 PERFORMANCE OF PRICING AND PROMOTIONS IN ORAL CARE
Figure 6A-27 PERFORMANCE OF SERVICE IN ORAL CARE
Figure 6A-28 PERFORMANCE OF PRODUCT OFFERINGS IN TOILETRIES
Figure 6A-29 PERFORMANCE OF MERCHANDISING SUPPORT IN TOILETRIES
Figure 6A-30 PERFORMANCE OF PRICING AND PROMOTION IN TOILETRIES
Figure 6A-31 PERFORMANCE OF SERVICE IN TOILETRIES
Figure 6A-32 IMPORTANCE OF PRIVATE-LABEL BRANDS
Figure 6A-33 IMPORTANCE OF THE INTERNET
Figure 6A-34 IMPACT OF THE ECONOMY

TRADE PERCEPTIONS IN DEPARTMENT STORES [US$ 3 500]

Figure 6B-1 POPULATION DEMOGRAPHICS BY STORE TYPE
Figure 6B-2 POPULATION DEMOGRAPHICS BY REGION
Figure 6B-3 CATEGORY IMPORTANCE
Figure 6B-4 CATEGORY IMPORTANCE BY TYPE OF STORE
Figure 6B-5 IMPORTANCE OF PRODUCT OFFERINGS
Figure 6B-6 IMPORTANCE OF MERCHANDISING SUPPORT
Figure 6B-7 IMPORTANCE OF PRICING AND PROMOTIONS
Figure 6B-8 IMPORTANCE OF SERVICE
Figure 6B-9 IMPORTANCE OF COMPETING CHANNELS
Table 6B-1 SKIN CARE BRANDS CARRIED BY STORE TYPE
Table 6B-2 MAKEUP BRANDS CARRIED BY STORE TYPE
Table 6B-3 FRAGRANCE BRANDS CARRIED BY STORE TYPE
Figure 6B-10 PERFORMANCE OF PRODUCT OFFERINGS IN SKIN CARE
Figure 6B-11 PERFORMANCE OF MERCHANDISING SUPPORT IN SKIN CARE
Figure 6B-12 PERFORMANCE OF PRICING AND PROMOTION IN SKIN CARE
Figure 6B-13 PERFORMANCE OF SERVICE IN SKIN CARE
Figure 6B-15 PERFORMANCE OF MERCHANDISING SUPPORT IN MAKEUP
Figure 6B-16 PERFORMANCE OF PRICING AND PROMOTION IN MAKEUP
Figure 6B-17 PERFORMANCE OF SERVICE IN MAKEUP
Figure 6B-18 PERFORMANCE OF PRODUCT OFFERINGS IN FRAGRANCES
Figure 6B-19 PERFORMANCE OF MERCHANDISING SUPPORT IN FRAGRANCES
Figure 6B-20 PERFORMANCE OF PRICING AND PROMOTION IN FRAGRANCES
Figure 6B-21 PERFORMANCE OF SERVICE IN FRAGRANCES
Figure 6B-22 IMPORTANCE OF PRIVATE-LABEL BRANDS
Figure 6B-23 IMPACT OF THE INTERNET
Figure 6B-24 IMPACT OF THE ECONOMY

TRADE PERCEPTIONS IN DIRECT SALES [US$ 2 000]

Figure 6C-1 SAMPLE POPULATION BY YEARS OF SERVICE
Figure 6C-2 MAIN REASON FOR BEING A SALES REPRESENTATIVE
Figure 6C-3 CATEGORY IMPORTANCE
Figure 6C-4 IMPORTANCE OF PRODUCT OFFERINGS
Figure 6C-5 IMPORTANCE OF MERCHANDISING SUPPORT
Figure 6C-6 IMPORTANCE OF PRICING AND PROMOTION
Figure 6C-7 IMPORTANCE OF SERVICE
Figure 6C-8 IMPORTANCE OF COMPETING CHANNELS
Figure 6C-9 PERFORMANCE OF PRODUCT OFFERINGS IN SKIN CARE
Figure 6C-10 PERFORMANCE OF MERCHANDISING SUPPORT IN SKIN CARE
Figure 6C-11 PERFORMANCE OF PRICING AND PROMOTION IN SKIN CARE
Figure 6C-12 PERFORMANCE OF PRODUCT OFFERING IN MAKEUP
Figure 6C-13 PERFORMANCE OF MERCHANDISING SUPPORT IN MAKEUP
Figure 6C-14 PERFORMANCE OF PRICING AND PROMOTION IN MAKEUP
Figure 6C-15 PERFORMANCE OF PRODUCT OFFERINGS IN FRAGRANCES
Figure 6C-16 PERFORMANCE OF MERCHANDISING SUPPORT IN FRAGRANCES
Figure 6C-17 PERFORMANCE OF PRICING AND PROMOTION IN FRAGRANCES
Figure 6C-18 PERFORMANCE OF SERVICE
Figure 6C-19 IMPACT OF THE INTERNET
Figure 6C-20 IMPACT OF THE ECONOMY

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