Beauty Retailing: U.S. Channel Analysis and Opportunities

Beauty Retailing: U.S. Channel Analysis and Opportunities

Base Year: 2018
To Be Published 2nd Quarter 2019
Forecasts to 2023
Regional Coverage: United States

This edition of our continuing coverage on the ever-changing retail landscape for cosmetics and toiletries offers a concise update on sales and developments for brick and mortar and offline channels across all key product categories. Special attention is given to fast-growing specialty stores and direct sales channels.

This Report Will Help Subscribers to:

  • What new retail formats and changes are taking place in the market?
  • Are pop-up shops still very popular, and which brands are testing them?
  • What apparel retailers are expanding in the beauty area?
  • How is technology infusing new interest in physical beauty shopping?
  • What is the future of retail, and how will the landscape continue to change?

Report Contents

This program will consist of two deliverables: a presentation-style executive summary and a database with data by channel and sub-channel, as shown in Table 1.


Executive Summary

  • Key takeaways
  • Noteworthy developments
  • Data highlights
  • Channel snapshots
  • Outlook and assessment

Purchase Channel Snapshots
Detailed analysis of each purchase channel listed in Table 1 with data for each of the categories listed in Table 2, including the following information:

  • Channel developments
  • Sales breakdowns by channel and sub-channels
  • Leading retailers (sales and door counts)
  • Role of cosmetics and toiletries
  • Manufacturers’ and retail sales by beauty category for 2017 and 2018
  • Marketing and sampling activity
  • Outlook to 2023

* Subject to charter subscriber input

Retailer Profiles

Profiles of 10 retailers as listed in Table 3 will be provided with specific discussion relating to the beauty business of these companies, including the following information:

  • Snapshots of new retailers and or formats (see Table 2) each containing:
    − Core premise
    − Sales and door count
    − Prime type of locations (street vs. mall)
    − Role of beauty
    − Product offerings
    − Merchandising activities
    − Pictures of store interior

Contents of Database
The database will contain detailed information for all channels and subchannels, and feature the following:

Table 1: Purchase Channels

Purchase channel Sub-channel
Department stores • Lower-end
• Specialty
• Traditional
Direct sales • Social selling
• Home shopping networks
• Infomercials
• E-commerce/mobile commerce
Drug outlets • Chain drug stores
Food outlets • Health/natural food stores
• Supermarkets
Mass merchandisers • Big box retailers
• Dollar stores
• Warehouse clubs
Specialty stores • Apparel (Gap, Victoria's Secret)
• Beauty supply (Sally Beauty)
• Cosmetic specialty (Sephora, Ulta)
• Vertically-integrated (Bath & Body Works, MAC)

Table 2: Categories covered in database

Product class Sub-channel
Fragrances • Fragrances for men
• Fragrances for women
Hair care • Shampoos and Conditioners
• Multicultural hair care products
• Hair coloring products
• Hair styling products and sprays
Makeup • Eye makeup
• Face makeup
• Lipsticks and lip glosses
• Nail polishes
Skin care

• Baby care products
• Facial skin care
• Hand and body lotions
• Lip treatment products
• Skin care products for men
• Sun care products

Other toiletries • Deodorants and antiperspirants
Personal cleansing products
• Shaving products

Table 3: New/Expanding Retailers/Formats Profiled

Blue Mercury
Detox Market
Space NK
Whole Foods
Victoria's Secret
a-Subject to subscriber input

Scope & Benefits

Beauty Retailing USA: Channel Analysis and Opportunities will provide subscribers with insights into retailing challenges and opportunities in the United States. The report will focus on the beauty and personal care market and changes that have occurred from 2017 to 2018. Category scope mirrors Kline’s Cosmetics & Toiletries program, encompassing 20 product categories across the following product classes: fragrances, hair care, makeup, skin care, and other toiletries. The report includes:

  • Reporting at manufacturer and retail sales levels.
  • Coverage of both major and alternate purchase channels, providing an accurate, detailed examination of the landscape at the retail level.


This comprehensive report will enable subscribers to exploit business opportunities by illustrating the retailing dynamics in one of the most important markets of the personal care industry: the United States. The benefits of the report are:

  • Identifies and explains key purchase channels for cosmetics and toiletries in a clear and consistent fashion.
  • Quantifies industry sales by purchase channel, focusing on hard-to-track, non-traditional channels.
  • Delivers the information and insights required to capitalize on changes at retail.
  • Includes one day of consultation time with members of the research team which can be used for assistance with plans or to explore related industry information.


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