Market Research > Consumer Products > Beauty Retailing Through Direct Sales in Emerging Markets: Channel Analysis and Opportunities

Market Research Reports: Beauty Retailing

Beauty Retailing Through Direct Sales in Emerging Markets: Channel Analysis and Opportunities
Published March 2012
Base Year: 2011

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  • Description
  • Regional Coverage: Brazil, China, India, Russia
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    Download BRIC Fact Sheet
    Download Brazil Fact Sheet
    Download China Fact Sheet
    Download India Fact Sheet
    Download Russia Fact Sheet


    A comprehensive analysis of the challenging retail environment for cosmetics and toiletries through the direct sales channel in the four emerging BRIC markets. This report focuses on key sales figures, trends, and business opportunities. The report answers questions including:

    • Who are the main players, and what is their focus?
    • What opportunities do these countries have for marketers and retailers?
    • What is the importance of this channel to cosmetic and toiletry sales in the BRIC countries?
    • How can this channel be used effectively alongside other larger channels?
    • Which beauty categories lead in this channel, and by how much?
  • Contents

    Executive Summary
    This chapter provides an overview of the direct sales channel for all four markets in terms of overall sales, current trends affecting the channel, regional differences, opportunities, and forecasts through 2016.

    Country Profiles
    Analysis of sales and growth for cosmetics and toiletries through this channel for each of the countries listed in Table 1 below. Each country profile includes:

      Sales by subclass as shown in Table 2 below

      Cosmetic and toiletry sales by leading companies

      Manufacturers’ sales of cosmetics and toiletries by product category for 2006 and 2011 as listed in Table 3 below

      Marketing activity

      Outlook to 2016
    Company Profiles
    Profiles for the major and minor direct sales companies in emerging markets as listed in Table 4 will be provided, including a corporate overview, company activities, sales by product class, and marketing activity outlook to 2016.
    Major company profiles are analyzed across all BRIC markets and include Amway, Avon, Mary Kay, Oriflame, and NuSkin.

  • Scope
  • Beauty Retailing Through Direct Sales in Emerging Markets: Channel Analysis and Opportunities provides subscribers with insights into opportunities this channel represents in the fast-growing BRIC markets.

    The direct sales channel is divided into four distinct subclasses: person-to-person, Internet sales, infomercials, and home shopping networks. Some of these subclasses are used to a greater extent while others are negligible in each of the four countries this report covers.

    Including an analysis of each individual country, plus an Executive Summary, this report analyzes the latest developments for the channel in each country, providing an accurate, detailed examination of the competitive landscape.

    The report series focuses on the fast growing direct sales channel for the emerging markets as follows: Brazil, China, India, and Russia.

    The report focuses on the personal care market, including sales by product class and category, as follows:

    • Fragrances
    • Hair care
    • Makeup
    • Oral care
    • Skin care
    • Other toiletries
  • Key Benefits
  • This comprehensive report enables subscribers to exploit business opportunities by understanding how they can leverage this channel to meet the growing demands for diversification of outlets in which to sell their beauty products. The report shows how this channel has managed to grow, even in the face of a poor worldwide economy. It will give subscribers knowledge of how the different subclasses in the channel often work synergistically with other larger purchase channels.

    Specifically, this report assists subscribers by:

    • Providing information to help marketers identify opportunities in each local market
    • Describing marketing activities of the leading direct sales companies
    • Quantifying industry sales for this hard-to-track non-traditional channel
    • Developing sales forecasts by country to predict changes that will occur through 2016

    Subscribers receive one day of consultation time with members of the research team. This time can be used for assistance with plans or to explore related industry information. This report is available through a Web-based format for easy access.

  • Methodology
  • Kline is unmatched in our ability to gather hard-to-get market and competitive intelligence with a high degree of confidence. Kline’s approach places the principal emphasis on primary research techniques to ensure that the foundation of business intelligence and insight is accurate, current, and reliable.

    During the course of field research, Kline’s professional staff of industry experts conducted in-depth discussions and personal interviews with a wide range of knowledgeable industry participants and opinion leaders, including retail executives, category managers, buyers, distributors, sales representatives, manufacturers, and marketers in the beauty industry.

    This approach has proven to be the most effective and reliable approach to obtaining accurate market data, capturing expert insights, and identifying business opportunities.

    Primary research represents the bulk of our research efforts. In addition, this analysis is supplemented by secondary research drawn from the review of annual reports, 10Ks, company literature and other reports, trade publications, and non-confidential information from Kline’s extensive database. Extensive store and website checks were also conducted to obtain information on product selection and availability, display and sales techniques, and other merchandising trends. Kline’s Beauty Retailing Global Series is used as a foundation.

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Industry Expert

Karen Doskow   Karen Doskow

Sales Contacts

Pilar Pardo   Pilar Pardo
Kristy Altenburg   Kristy Altenburg
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