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Ethnic Hair, Beauty and Cosmetics Products in the U.S., 7th Edition


March 1, 2010

No market is an island -- but why do many marketers and retailers still consider the
ethnic HBC aisle as separate from the rest of the store, sleepy and low-end? In reality,
ethnic haircare, makeup, and skincare products are a vibrant $2.7 billion business that
reflects the upscaling of the parent HBC market. In 2010, African-American, Asian,
Hispanic, and other folks of color already account for over a third of U.S. population; as
of 2013, their spending power will have surpassed $4.2 trillion. Marketers have thus
ventured beyond the usual hair relaxers, the few darker tints of makeup and heavy
moisturizers, to offer premium-to-high-end beauty and grooming regimens sold through
pop-prestige outlets such as Sephora, as well as through TV home shopping networks
HSN, QVC, and others. Organic formulations are driving ethnic HBC sales, too --
because Americans of color actually skew more green-minded than Whites. Yet ethnic
HBC’s sell-through in the prestige, natural grocery, and TV home shopping channels, is
still small in relation to its fabulous potential. As for the effect of the struggling U.S.
economy, this market achieved mid-single-digit increases during the global recession of
2008-2009, and is expected to return to double-digit progress as the recovery proceeds.
...Packaged Facts’ sales estimates for ethnic-specific hair relaxers, styling products,
facial makeup, moisturizers, fade creams, and other products, are presented in this
latest edition of Ethnic Beauty Products -- together with estimates of ethnics’ spending
on mainstream versions of the same items. Sales drivers are analyzed in depth.
Experian Simmons demographic data and IRI brand shares are detailed and examined,
too; as are the competitive behaviors of Alberto-Culver, Ales Groupe, Dudley Beauty,
Johnson & Johnson, Johnson Products, Johnson Publishing, L’Oréal, and Procter &
Gamble.

Read an excerpt from this report below.

Report Methodology

Ethnic Hair, Beauty and Cosmetics Products in the U.S., 7th Edition is based on
information gathered from primary, secondary, and syndicated sources. Primary
research involves on-site study of how ethnic HBC is sold through retail stores;
Packaged Facts also consults with industry executives. Secondary research involves
the evaluation and comparison of data from mountains of articles found in financial,
marketing, and retail publications, as well as on corresponding types of websites.
Company literature, government agencies, and other sources also provide valuable
secondary data.

Stats on market revenues and growth trends derive from all available data on the ethnic
HBC marketplace, be they quantitative or qualitative; that is, a broad range of societal
and economic trends are factored in, to help shape the most accurate possible view of
sales progress. Brand share data are provided by Information Resources, Inc. (IRI),
which taps directly into checkout scanners in the three main mass-market channels,
which are supermarkets, chain drugstores, and mass merchandisers. IRI’s proprietary
InfoScan Review is widely regarded as the “bible” for syndicated retail brand share.
However, Wal-Mart and warehouse club data are excluded from the Review, per these
retailers’ stipulations.

Analysis of consumers’ purchase and use of ethnic HBC is based on quarterly surveys
by Experian Simmons (formerly Simmons Market Research Bureau, Inc.), one of the
leading compilers of demographic data in the United States. Data from Packaged Facts’
own February 2009 survey of 2,606 personal care products consumers are also
included.

The Bottom Line: What Your Company Really Gets...

With Ethnic Hair, Beauty and Cosmetics Products in the U.S., 7th Edition, you and your
marketing team will gain a comprehensive overview of the ins and outs of the ethnic
HBC business. Most importantly, the report anchors ethnic HBC in the broader general-
market HBC and societal contexts, as well as in the rapidly transforming retail scene.
Such valuable qualitative perspective is supported with extensive hard data presented
in well-organized tables and charts.

How Your Company Will Benefit from This Report...

If your company is already an established player in ethnic HBC, this report is bound to
freshen and strengthen your marketing plan. If your company is newly targeting the
ethnic consumer, then this report is a great intro to the ethnic HBC business, and thus a
launching pad for a successful venture.

The whole team -- brand managers, research and development pros, ad agencies and
media departments, database managers and librarians, venture capitalists, new
business specialists -- all are unified by the cutting-edge analysis in Ethnic Hair, Beauty
and Cosmetics Products in the U.S., 7th Edition.



Table of Contents
Chapter 1: Executive Summary
     Three Main Ethnic HBC Categories: Haircare, Makeup, Skincare
     Two Modes of $ Data: Ethnic-Specific HBC Sales, Ethnics’ Outlay for General-
     Market HBC
     Ethnic-Specific HBC Sales Near $2.7 Billion in 2005-2009
     Ethnic-Specific HBC Market to Hit $3.7 Billion in 2014
     Table 1-1: U.S. Retail Dollar Sales of Ethnic-Specific HBC Products, 2005-2014
     (In Millions)
     Haircare Category Still the Retail Leader
     Beauty Supply, Mass Retailers Dominate Ethnic-Specific Sell-Through
     Table 1-2: Share of U.S. Retail Dollar Sales of Ethnic-Specific HBC, by Retail
     Channel, 2007-2009 (In Millions)
     Ethnics Spend Grand Total of $9.5 Billion on HBC in 2009
     Table 1-3: Combined U.S. Retail Dollar Sales of Ethnic-Specific HBC Products
     and Ethnics' Purchases of General-Market HBC, 2005-2009
     Ethnic HBC Sales Can Grow Even Faster Than Ethnic Population
     Hispanics
     African Americans
     Asians
     Other Groups
     The Arab/South Asian Wild Card
     Table 1-4: Projection of U.S. Population, by Race and Hispanic Origin, 2010-
     2020 (In Thousands)
     Ethnic Spending Power: I’ll Raise You a Trillion Bucks
     Whites’ Spending Power to Reach $11.8 Trillion in 2013
     Hispanics Enabled to Spend $1.4 Trillion
     African Americans’ Spending Power Will Top $1.2 Trillion
     Asians’ Outlay Jumping to $752.3 Billion
     Native Americans Up Spending Power to $84.6 Billion
Muslim-Americans Said to Have $170.0 Billion to Distribute
      News Flash: Folks of Color More Eco-Conscious Than Whites
      Spotlighting Five Notable New Ethnic Haircare Products
      Four Intriguing New Ethnic Makeup Products
      Five New Ethnic Skincare Products Worth Noting
      Numbers of Ethnic Consumers of HBC Products
      Table 1-5: Numbers of U.S.-Resident Ethnics' Using Certain Haircare, Makeup,
      and Skincare Products, 2009 (Adults, In Thousands)

Chapter 2: The Overall Market
     Highlights
Introduction
      The Scope of This Report
      Three Main Product Categories: Haircare, Makeup, Skincare
      Two Modes of $ Data: Ethnic-Specific HBC Sales, Ethnics’ Outlay for General-
      Market HBC
      Big Overlap of Ethnic-Specific and General HBC User-Bases
      Word “Ethnic” Useful in Discussion of U.S. Market, But...
      Terms Clarified: A Glossary
      Cosmeceutical
      Direct
      Ethnic
      Fair Trade
      Green
      HBC
      Market versus Category versus Segment
      Mass
      “Natural” versus “Organic”
      Prestige and Pop Prestige
SKU
      Specialty
      Supermarket, Chain Drugstore, Mass Merchandiser
      Sustainable (also, Renewable)
      Methodology
Overall Market Size and Growth
      Ethnic-Specific HBC Sales Near $2.7 Billion in 2005-2009
      Table 2-1: U.S. Retail Dollar Sales of Ethnic-Specific HBC Products, by
      Category, 2005-2009 (In Millions)
      Haircare Category Still the Retail Leader
      Ethnic-Specific Haircare Brushes $1.5 Billion Mark
      Ethnic-Specific Makeup Rockets to $961.0 Million
      Ethnic-Specific Skincare in Push to $210 Million
      B & Bs, Mass Retailers Dominate Ethnic-Specific Sell-Through
      Table 2-2: Share of U.S. Retail Dollar Sales of Ethnic-Specific HBC, by Retail
      Channel, 2007-2009 (In Millions)
      Ethnics Buy $6.9 Billion Worth of General-Market HBC
      In Mass, Stagnation
      Outside of Mass, Prestige and Natural/Organic Channels Hold Big Potential ..32
      Table 2-3: U.S. Retail Dollar Purchases of General-Market HBC Products by
      Hispanics, African Americans, and Asians, 2005-2009 (In Millions)
      Ethnics Spend Grand Total of $9.5 Billion on HBC in 2009
      Table 2-4: Combined U.S. Retail Dollar Sales of Ethnic-Specific HBC Products
      and Ethnics' Purchases of General-Market HBC, 2005-2009
Factors in Future Growth
      Ethnic HBC Sales Can Grow Even Faster Than Ethnic Population
      Hispanics
      African Americans
      Asians
Other Groups
      The Arab/South Asian Wild Card
      Table 2-5: Projection of U.S. Population, by Race and Hispanic Origin, 2010-
      2020 (In Thousands)
      Ethnic Spending Power: I’ll Raise You a Trillion Bucks
      Whites’ Spending Power to Reach $11.8 Trillion in 2013
      Hispanics Enabled to Spend $1.4 Trillion
      African Americans’ Spending Power Will Top $1.2 Trillion
      Asians’ Outlay Jumping to $752.3 Billion
      Native Americans Up Spending Power to $84.6 Billion
      Muslim-Americans Said to Have $170.0 Billion to Distribute
      Ethnic-Specific Sales Go Up, Gen-Mart Sales Go Down-and Vice Versa
      Ethnics’ Cosmetic Surgeries Point to Greater HBC Spends
      Assimilation Bypasses Problem of Reaching Diverse Hispanic, Asian, Arab
      Sectors
      News Flash: Folks of Color More Eco-Conscious Than Whites
      Concepts of Halal Have Crossover Potential
      Michelle Obama, America’s First Lady
      Ethnic HBC Can Ride the Men’s Grooming Wave
Projected Overall Market Sales
      Ethnic-Specific HBC Market to Hit $3.7 Billion in 2014
      Ethnic-Specific Haircare Category to Reach $1.9 Billion
      Ethnic-Specific Makeup Category to Surpass $1.5 Billion
      Ethnic-Specific Skincare Category Climbing to $284.0 Million
      Table 2-6: Projected U.S. Retail Dollar Sales of Ethnic-Specific HBC Products, by
      Category, 2009-2014 (In Millions)

Chapter 3: Insights and Opportunities
     Highlights
Insights and Opportunities
Is Ethnic-Specific HBC “On the Bubble?”
      Recovery a Time of Experimentation with New Products - and Value
      The Key Is the Barber and Beauty Supplier
      It’s Multiculturalism, Stupid!
      Natural/Organic Options to Harsh Formulations
      On Global HBC Front, Balance of Power Starts to Shift

Chapter 4: The Ethnic Haircare Category
     Highlights
The Products
      Haircare Category Parameters
      Sales Estimates from Two Perspectives
      Eight Ethnic Haircare Segments
      Characteristics of Ethnic Hair
      African-American Hair
      Hispanic Hair
      Asian Hair
      That Natural Afro Can Be High-Maintenance
      Natural/Organic Relaxers Offer Alternative to Harsh Chemicals
Ethnic Haircare Category Size and Growth
      Ethnic-Specific Haircare Brushes $1.5 Billion Mark in 2009
      Ethnic-Specific Hair Preparations Segment Approaches $1.3 Billion
      Ethnic-Specific Wig Segment Hits $211 Million
      Table 4-1: U.S. Retail Dollar Sales of Ethnic-Specific Haircare Products, 2005-
      2009 (In Millions)
      Preparations versus Wigs
      Share of Ethnic Haircare Prep Sales by Type
      Table 4-2: Share of U.S. Retail Dollar Sales of Ethnic-Specific Haircare Products,
      by Segment, 2005-2009 (In Millions)
B & Bs: Top Ethnic Haircare Retail Channel, Widens the Gap
      Table 4-3: Share of U.S. Retail Dollar Sales of Ethnic-Specific Haircare Products,
      by Retail Channel, 2007-2009 (In Millions)
      Folks of Color Spend $3.2 Billion on Gen-Mart Hair Items
      In Mass, Poor Progress in Ethnic Buys of Gen-Mart Haircare Products
      ...And Such Buys Suffer Outside Mass, Too
      Table 4-4: U.S. Retail Dollar Purchases of General-Market Haircare Products by
      Hispanics, African Americans, and Asians, 2005-2009 (In Millions)
      Grand Total Ethnic Haircare Spend Reaches $4.7 Billion in 2009
      Table 4-5: Combined U.S. Retail Dollar Sales of Ethnic-Specific Haircare
      Products and Ethnics' Purchases of General-Market Haircare Products, 2005-
      2009
Factors in Category Growth
      Factors in Overall Ethnic HBC Growth Transfer to Ethnic Haircare Category
      Consumers Postponing Relaxer Use for as Long as They Can
      Safety Fears Shift Ethnic Haircare $ to Natural, Prestige Channels
      Male-Specific Shampoo, Conditioner a Global Trend
      Part 2: Upwardly Mobile or Not, African Americans Will Have Same Haircare
      Needs
Projected Ethnic Haircare Sales
      Ethnic-specific Haircare to Reach $1.9 Billion in 2014
      Preparations Segment Will Push Past $1.6 Billion
      Wig Segment to Yield $260.0 Million
      Table 4-6: Projected U.S. Retail Dollar Sales of Ethnic-Specific Haircare
      Products, 2009-2014 (In Millions)
The Marketers
      Among Hundreds of Ethnic Haircare Marketers, 32 Notables in Mass
      Most Marketers Exhibit Some Degree of Specialization
      Table of Ethnic Haircare Marketers and Their Brands
      Table 4-7: Selected Ethnic Haircare Marketers and Their Brands, 2010
Marketer and Brand Share
     Special Note on IRI Data
     Four Marketers - L’Oreal, Namaste, P & G, Fantasia - Lead Five Haircare
     Segments
     Table 4-8: Ethnic Brands' Share of All U.S. Mass-Retail Dollar Sales of Haircare
     Products, by Category, 2008-2009
Ethnic Haircare Product Trends
     Over 40 New Ethnic Haircare Products in 2008-2009
     “Ethnic,” “Upscale,” “Women,” “Natural,” Lead Claims/Tags
     Table 4-9: Product Launch Analytics Reports of Claim/Tags on New Ethnic
     Haircare Product Labeling, 2008-2009
     Spotlighting Five Notable New Ethnic Haircare Products
Consumer Advertising and Promotion
     Traditional Beauty Shots, Advertorials, and Viral Videos
     Ethnic Haircare Products’ Safety and Gentleness
     ...and Natural Formulation
     Covering the Grey
     Star Endorsers, From Diahann Caroll to Will Smith to Jay Z
     Do the Pre-Bump!
     Promotional Overview
     Sources of Ethnic Haircare Ads Discussed Here

Chapter 5: The Ethnic Makeup Category
     Highlights
The Products
     Category Definition
     Sales Data Presented in Two Modalities
     Four Ethnic Makeup Segments: Eye, Lip, Nail, Face
     Eye Makeup
     Lipcolor
Nail Makeup
     Facial Makeup
     Black, Brown, Yellow, Olive Skin Flattered by Special Chemistries. 112
     History of Ethnic Makeup Explains Need for It
     Hispanic Brands Have Won Wall-Sets in Mass
     But Asian-Specific Makeup Still Rare
Ethnic Makeup Category Size and Growth
     Ethnic-Specific Makeup Rockets to $961.0 Million in 2005-2009
     Sales Drivers: Employment Worries, “Lipstick Factor,” More Retail Shelving
     Table 5-1: U.S. Retail Dollar Sales of Ethnic-Specific Makeup, 2005-2009 (In
     Millions)
     Eye Makeup Is Biggest Gainer in Share of Retail Coin
     Table 5-2: Share of U.S. Retail Dollar Sales of Ethnic-Specific Makeup, by
     Product Segment, 2003-2009
     In Share of Ethnic Makeup Sales by Channel, Mass Rules
     Table 5-3: Share of U.S. Retail Dollar Sales of Ethnic-Specific Makeup Products,
     by Retail Channel, 2007-2009 (In Millions)
     Ethnics’ Outlay for Gen-Mart Makeup Reaches $1.4 Billion
     In Mass, Mild Progress
     Outside Mass, Sales Slip
     Table 5-4: U.S. Retail Dollar Purchases of General-Market Makeup Products by
     Hispanics, African Americans, and Asians, 2005-2009 (In Millions)
     Grand Total of Ethnics’ Makeup Buys Breaks $2.3 Billion in 2009
     Table 5-5: Combined U.S. Retail Dollar Sales of Ethnic-Specific Makeup and
     Ethnics' Purchases of General-Market Makeup, 2005-2009
Factors in Category Growth
     How Overall Ethnic HBC Market Conditions Pertain to Makeup Category
     Female Ethnic Population to Keep Rising
     Table 5-6: Projection of U.S. Female Population, by Race and Hispanic Origin,
     2010-2020 (In Thousands)
Ethnic-Specific Makeup versus Ethnic-Suitable Versions
     Specific versus Suitable 2: Natural and Prestige Makeup
     Update: Both Upscale and Value-Positioning Drive Sales
     Makeup Use: Time to Look Beyond Ethnic Stereotypes
     Leonard Lauder’s “Lipstick Factor”
Projected Ethnic Makeup Sales
     Ethnic-Specific Makeup to Surpass $1.5 Billion by 2014
     Table 5-7: Projected U.S. Retail Dollar Sales of Ethnic-Specific Makeup, 2009-
     2014 (In Millions)
The Marketers
     Of Hundreds of Ethnic Makeup Marketers, Just Eight Notables in Mass Channels
     Majority of Ethnic Makeup Rivals Are Specialists
     Table of Marketers and Brands
     Table 5-8: Selected Ethnic Makeup Marketers and Their Representative Brands,
     2010
Marketer and Brand Share
     About IRI Data...
     Eight Key Ethnic Makeup Marketers, But Jordana Rules 10 of 12 Breakouts
     Table 5-9: Ethnic Brands' Share of All U.S. Mass-Retail Dollar Sales of Makeup
     Products, by Category, 2008-2009
Ethnic Makeup Product Trends
     Few Intros, But These Are Much Extended
     Top Tags Are “Ethnic,” “Long-Lasting,” “No Chemicals”
     Table 5-10: Product Launch Analytics Reports of New Ethnic Makeup Products in
     United States, by Claims ("Tags") on Labels, 2008-2009
     Four Intriguing New Ethnic Makeup Products
Consumer Advertising and Promotions
     Ethnic Makeup Ads: Beauty Shots, Wordy Pitches, Viral Videos
     Advertorials Give Way to Air-Time
Blogs
      Videos Go Behind the Scenes, Demonstrate Products
      Smoothness
      Value
      Celebrity Endorsements
      Marketers’ Promotions

Chapter 6: The Ethnic Skincare Category
     Highlights
The Products
      Category Parameters
      Data on Two Sales Modes Are Presented
      ...And Two Distinct Segments Covered: Skincare Preparations, Shaving Products
      African Americans’ Skincare Needs
      Acne Keloidalis Nuchae
      Ashiness
      Keloid
      Melanin Imbalances
      Oiliness
      Razor Bumps
      Vitiligo
      Hispanic Skincare Assortment Grows Ever So Slowly
      Asian Skin’s “Delicacy”
      Skincare Products Regulated by FDA
      Ten Controversial Ingredients
      Artificial Color
      Diazolidinyl Urea
      Diethanolamine (DEA)
Hydroquinone
     Imidazolidinyl Urea
     Parabens
     Petroleum, Petrolatum
     Phthalates
     Propylene Glycol
     Sodium Lauryl Sulfate (SLF)
Ethnic Skincare Category Size and Growth
     Ethnic-Specific Skincare Bolts to $210 Million in 2009
     Smallest Ethnic Category Is Responsive to World Trends
     Ethnic Skincare Preparations Segment Climbs to $160 Million
     Ethnic Shaving Segment Pushes to $50 Million
     Table 6-1: U.S. Retail Dollar Sales of Ethnic-Specific Skincare Products, by
     Segment, 2005-2009 (In Millions)
     Hand & Body Lotion, Fade Creams Are Biggest Ethnic-Specific Sellers
     Table 6-2: Share of U.S. Retail Dollar Sales of Ethnic-Specific Skincare Products,
     by Product Subsegment, 2007-2009 (In Millions)
     Barbers, Beauty Supply and Mass Lead Ethnic-Specific Skincare Retail
     Channels
     Table 6-3: Share of U.S. Retail Dollar Sales of Ethnic-Specific Skincare Products,
     by Retail Channel, 2007-2009 (In Millions)
     Ethnics’ Gen-Mart Skincare Buys Stuck Near $2.3 Billion
     In Mass, Ethnics’ Gen-Mart Skincare Buys Plod Along...
     ...While Outside Mass, Such Buys Tumble
     Table 6-4: U.S. Retail Dollar Purchases of General-Market Skincare Products by
     Hispanics, African Americans, and Asians, 2005-2009 (In Millions)
     Grand Total for Ethnic Skincare Category Climbs to $2.5 Billion
     Table 6-5: Combined U.S. Retail Dollar Sales of Ethnic-Specific Skincare
     Products and Ethnics' Purchases of General-Market Skincare Products, 2005-
     2009 (In Millions)
Factors in Category Growth
      Influences Shared by Ethnic Skincare Category and Ethnic HBC Market as a
      Whole
      Gen-Mart Skincare Products May Do the Job Just Fine
      Few National Hispanic Skincare Brands, But a Groundswell of Regionals
      Ethnic Men Follow Trend to More Sophisticated Grooming
      Hip Hop and R & B May Help Ethnic Skincare to Cross Over
      Demand for Skin Lightening Never Dies
      U.S. Ethnic Skincare Brands Exportable to the World
Projected Ethnic Skincare Sales
      Ethnic-Specific Skincare Climbing to $284.0 Million by 2014
      Skincare Preparations Foreseen to Reach $218.0 Million
      Shaving Segment Will Catapult to $66.0 Million
      Table 6-6: Projected U.S. Retail Dollar Sales of Ethnic-Specific Skincare
      Products, by Segment, 2009-2014 (In Millions)
The Marketers
      Hundreds of Rivals in Ethnic Skincare, Just 17 Notables in Mass
      Large or Small, Public or Private - Specialists Rule
      Table of Ethnic Skincare Marketers and Their Brands
      Table 6-7: Selected Ethnic Skincare Marketers and Their Brands, 2008.177-180
Marketer and Brand Share
      On IRI Data
      Seven Ethnic Skincare Marketers Rule Eight IRI Breakouts
      Table 6-8: Ethnic Brands' Share of All U.S. Mass-Retail Dollar Sales of Skincare
      Products, by Product Segment, 2008-2009
Ethnic Skincare Product Trends
      Fewer Than 20 Notable New Ethnic Skincare Intros in 2008-2009
      Most Popular Claims/Tags Are “Ethnic,” “Upscale,” “Natural”
Table 6-9: Product Launch Analytics Reports of New Ethnic Makeup Products in
      The United States, by Claims ("Tags") on Labels, 2008-2009
      Five New Ethnic Skincare Products Worth Noting
Consumer Advertising and Promotions
      Traditional Ethnic Skincare Ad Layouts: Nudes, Product Shots
      ...And Radically New Media
      Video Promos and Reviews Can Go Viral
      The Blog Scene
      Ethnic Skincare Ad Themes
      Consumer Promotions

Chapter 7: The Competitive Situation
     Highlights
The Competitive Situation
      Ethnic HBC Industry Rife for Consolidation
      Key Acquisitions and Divestments
      Eight Marketers Profiled
Competitive Profile: Alberto-Culver Company
      Net Sales Hover Above $1.4 Billion in FY2009
      An International Marketer, But Strength is U.S.
      Alberto’s Team of Six Ethnic Haircare Brands
      Soft ‘N Beautiful Extended into Skincare Arena
      Tresemme a Steamroller, Pro-Line Ethnic Brands Called “Weak”
      In 2010: More Ads, More Promos, More Shelf Space
      Alberto Meaner, Maybe Not Leaner...
      Alberto’s Non-Ethnic Brands
Competitive Profile: Ales Groupe
      Net Sales Fall to €164.6 Million in 2009
      Ales Strongest in Europe, North America
Table 7-1: Share of Ales Groupe Net Sales, by Country/Region, 2008 (In Millions
      of Euros)
      Ales a Formulator of High-End HBC
      PhytoSpecific, The Brilliant Ethnic Beauty Concept
Competitive Profile: Johnson & Johnson
      Sales Slip $61.9 Billion in 2009
      J&J Jazzes Consumer Brand Roster, Enters Ethnic Beauty
      What Ambi Was, Is, and Will Be
      Other Famous J&J Brands
Competitive Profile: L’Oréal SA
      Sales of €17.5 Billion in 2009
      L’Oreal Still World’s Leader in Both Mainstream, Ethnic Beauty Realms
      Soft Sheen-Carson: Ten Years Under L’Oreal’s Wing
      Dark & Lovely Extended into Skincare
      Roots of Nature Debuts in 2009
      Ethnic-Specific Brands for Asia, but Not for U.S. Asians
Competitive Profile: The Procter & Gamble Company
      Net Sales Slip to $79.0 Billion in Fiscal 2009
      Almost a Third of Sales Transacted in Developing Countries
      P&G Has Planet’s Most Powerful Brand Portfolio
      P&G Quietly Builds High-Profile Ethnic HBC Assortment
      P&G Dominates Spanish-Language Mass Media
      Bye Mr. Lafley, Hello Mr. MacDonald: A Spiritual Shift
Three Marketers to Watch
      Dudley Beauty Corporation LLC
Johnson Products Company
Johnson Publishing Company, Inc
Chapter 8: Distribution and Retail
     Highlights
Distribution
      DSD, Trad Four-Step, and Direct Sales Paths
At the Retail Level
      Over 12,000 B & Bs Hold 45% of Ethnic-Specific HBC Sales
      Table 8-1: Share of U.S. Retail Dollar Sales of Ethnic-Specific HBC, by Product
      Category and Retail Channel, 2007-2009 (In Millions)
Distributor Profile: TWT Distributing, Inc
      Sales Approaching the $35.0-$45.0 Million Range
      TWT Serves Mass, B & Bs, Other Specialty Outlets
      TWT’s Target Audience
      Interview with Tom Tyree: Why “Black-Owned” Is Important
Retail Focus: Beauty and Barber Supplies Stores - “B & Bs”
      Government Says B & Bs Generated $10.2 Billion in 2007
      Boundary Between 12,000 B & Bs and Strictly Retail Ops Is Hazy
      Table 8-2: U.S. Census Bureau Profile of Cosmetics, Barber/Beauty Supplies,
      and Perfume Retail Stores, 2002-2007
      Sally Beauty the Largest B & B Chain
      Some Object to Asian Ownership of B & Bs in Black Neighborhoods
      Dangerous Counterfeit Fade Creams Invading B & B Sell-Through

Chapter 9: The Ethnic HBC Consumer
     Highlights
Ethnic Nation
      U.S. Ethnics to Number 119.7 Million in 2014
      Hispanics Will Break 56.0 Million Mark
      African Americans to Reach 41.7 Million
      Asian Sector to Surpass 16.0 Million
      “All Other,” Fastest-Growing Sector, to Hit 13.3 Million
Table 9-1: Projection of U.S. Population, by Race, Gender, and Hispanic Origin,
     2010-2020 (In Thousands)
About Experian Simmons Information
     What It Is
     How to Use It
     The Overall Gauge
     Table 9-2: Experian Simmons Projection of U.S. Population, by Race or Ethnicity,
     2009 (Adults, In Thousands)
Consumer Focus: Ethnic Green-Consciousness
     Ethnics Skew as Green - or Greener - Than Whites
     Table 9-3: Ethnic Americans' Strong Agreement with Seven Characteristically
     Green Statements, 2009 (Adults in Thousands)
     Our Own Survey: Ethnics More Receptive to Natural/Organic HBC
     Table 9-4: Demographic Factors in Use of Any Natural or Organic Personal Care
     Products, by Race or Hispanic Origin, 2009 (Adults, In Recent Twelve Months)
The Ethnic Consumer of Haircare Products
     Hair Relaxers Have 10.2 Million Ethnic Users
     Table 9-5: U.S. Use of Hair Relaxers and Home Permanents, by Race or
     Ethnicity, 2009 (Adults, In Thousands)
     Dark & Lovely Relaxers Have 2.5 Million Black Users
     Hairstyling Products Used by 27.4 Million Ethnics
     Table 9-6: U.S. Use of Styling Products/Hairdressings, by Race or Ethnicity,
     2009 (Adults, In Thousands)
     Ethnic Consumers of Hairspray Estimated at 16.9 Million
     Table 9-7: U.S. Use of Hairspray, by Race or Ethnicity, 2009 (Adults, In
     Thousands)
     Ethnic Shampooers Are 60.2 Million
     Table 9-8: U.S. Use of Shampoo, by Race or Ethnicity, 2009 (Adults, In
     Thousands; Recent 7 Days)
     Dark & Lovely Shampoo Used by 1.4 Million Blacks
     Ethnic Consumers of Conditioner Number 38.6 Million
Table 9-9: U.S. Use of Hair Conditioner, by Race or Ethnicity, 2009 (Adults, In
     Thousands)
     Dark & Lovely Conditioner Has 1.5 Million Black Users
     Over 15.0 Million Ethnics Color Their Hair
     Table 9-10: U.S. Use of Haircolor, by Race or Ethnicity, 2009 (Adults, In
     Thousands)
     Dark & Lovely Haircolor’s Black Consumers Number 1.1 Million
The Ethnic Consumer of Makeup
     Ethnic Users of Eye Shadow/Eyeliner/Eyebrow Pencil at 17.4 Million
     Table 9-11: U.S. Use of Eye Shadow/Eye Liner/Eyebrow Pencil, by Race or
     Ethnicity, 2009 (Adults, In Thousands)
     Ethnic Consumers of Lipstick/Lip Gloss Number 27.5 Million
     Table 9-12: U.S. Use of Lipstick and Lip Gloss, by Race or Ethnicity, 2009
     (Adults, In Thousands)
     Fashion Fair Lipstick/Lip Gloss Has Black Base of 1.3 Million
     Ethnic Foundation Appliers Are 19.7 Million
     Table 9-13: U.S. Use of Foundation Makeup, by Race or Ethnicity, 2009 (Adults,
     In Thousands)
     Fashion Fair Foundation Used by 1.0 Million Blacks
     Ethnic User-Base for Blusher Is 15.4 Million
     Table 9-14: U.S. Use of Blusher, by Race or Ethnicity, 2009 (Adults, In
     Thousands)
     Almost 20.2 Million Ethnic Users of Mascara
     Table 9-15: U.S. Use of Mascara, by Race or Ethnicity, 2009 (Adults, In
     Thousands)
     Ethnic Nail Polishers Projected at 22.6 Million
     Table 9-16: U.S. Use of Nail Polish, by Race or Ethnicity, 2009 (Adults, In
     Thousands)
The Ethnic Consumer of Skincare Products
     Moisturizers/Lotions Have 47.5 Million Ethnic Users
Table 9-17: U.S. Use of Moisturizers and Lotions, by Race or Ethnicity, 2009
     (Adults, In Thousands)
     Baby Oil Has 29.5 Million Ethnic Users
     Table 9-18: U.S. Use of Baby Oil or Lotion, by Race or Ethnicity, 2009 (Adults, In
     Thousands)
     Ethnic Base for Facial Cleansers/Acne-Fighters Is 27.9 Million
     Table 9-19: U.S. Use of Facial Cleansing Creams, Lotions, Gels, Acne-Fighters,
     and Toners, by Race or Ethnicity, 2009 (Adults, In Thousands)
     Very Modern: Ethnic Users of Body Wash Total 47.9 Million
     Table 9-20: U.S. Use of Body Wash, by Race or Ethnicity, 2009 (Adults, In
     Thousands)
     Suncare Products Used by Only 16.0 Million People of Color
     Table 9-21: U.S. Use of Suntan Lotion, Sunscreen, and Sunless Tanning
     Preparations, by Race or Ethnicity, 2009 (Adults, In Thousands)
     Aftershave Slapped on by 25.3 Million Ethnics
     Table 9-22: U.S. Use/Purchase of Aftershave, Cologne, Talc, etc., by Race or
     Ethnicity, 2009 (Adults, In Thousands)
     Shave Cream Used by 29.2 Million Ethnics
     Table 9-23: U.S. Use of Shaving Cream and Gel, by Race or Ethnicity, 2009
     (Adults, In Thousands)
     Ethnic User-Base for Depilatories is 9.3 Million
     Table 9-24: U.S. Use of Depilatories, by Race or Ethnicity, 2009 (Adults, In
     Thousands)
Consumer Focus: African-American Media Usage
     Experian Simmons Data on Viewers and Readers
     Table 9-25: Use of African-American Media, by Race or Ethnicity, 2009 (Adults,
     In Thousands)
Consumer Focus: Where Ethnics Shop for HBC
     Ethnic Americans Shop the Big Three Drug Chains
     Table 9-26: U.S. Ethnics' Purchasing of Cosmetics at Chain Drugstores, 2009
     (Adults in Thousands; Past 30 Days)
Macy’s, Wal-Mart Are Ethnics’ Top Dept. Store/Discounter Destinations for HBC
       Table 9-27: U.S. Ethnics' Purchasing of Cosmetics at Department and Discount
       Stores, 2009 (Adults in Thousands; Past 30 Days)

Appendix: Addresses of Selected Marketers




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Ethnic Hair, Beauty and Cosmetics Products in the U.S., 7th Edition

  • 1.     Get more info on this report! Ethnic Hair, Beauty and Cosmetics Products in the U.S., 7th Edition March 1, 2010 No market is an island -- but why do many marketers and retailers still consider the ethnic HBC aisle as separate from the rest of the store, sleepy and low-end? In reality, ethnic haircare, makeup, and skincare products are a vibrant $2.7 billion business that reflects the upscaling of the parent HBC market. In 2010, African-American, Asian, Hispanic, and other folks of color already account for over a third of U.S. population; as of 2013, their spending power will have surpassed $4.2 trillion. Marketers have thus ventured beyond the usual hair relaxers, the few darker tints of makeup and heavy moisturizers, to offer premium-to-high-end beauty and grooming regimens sold through pop-prestige outlets such as Sephora, as well as through TV home shopping networks HSN, QVC, and others. Organic formulations are driving ethnic HBC sales, too -- because Americans of color actually skew more green-minded than Whites. Yet ethnic HBC’s sell-through in the prestige, natural grocery, and TV home shopping channels, is still small in relation to its fabulous potential. As for the effect of the struggling U.S. economy, this market achieved mid-single-digit increases during the global recession of 2008-2009, and is expected to return to double-digit progress as the recovery proceeds. ...Packaged Facts’ sales estimates for ethnic-specific hair relaxers, styling products, facial makeup, moisturizers, fade creams, and other products, are presented in this latest edition of Ethnic Beauty Products -- together with estimates of ethnics’ spending on mainstream versions of the same items. Sales drivers are analyzed in depth. Experian Simmons demographic data and IRI brand shares are detailed and examined, too; as are the competitive behaviors of Alberto-Culver, Ales Groupe, Dudley Beauty, Johnson & Johnson, Johnson Products, Johnson Publishing, L’Oréal, and Procter & Gamble. Read an excerpt from this report below. Report Methodology Ethnic Hair, Beauty and Cosmetics Products in the U.S., 7th Edition is based on information gathered from primary, secondary, and syndicated sources. Primary research involves on-site study of how ethnic HBC is sold through retail stores; Packaged Facts also consults with industry executives. Secondary research involves
  • 2. the evaluation and comparison of data from mountains of articles found in financial, marketing, and retail publications, as well as on corresponding types of websites. Company literature, government agencies, and other sources also provide valuable secondary data. Stats on market revenues and growth trends derive from all available data on the ethnic HBC marketplace, be they quantitative or qualitative; that is, a broad range of societal and economic trends are factored in, to help shape the most accurate possible view of sales progress. Brand share data are provided by Information Resources, Inc. (IRI), which taps directly into checkout scanners in the three main mass-market channels, which are supermarkets, chain drugstores, and mass merchandisers. IRI’s proprietary InfoScan Review is widely regarded as the “bible” for syndicated retail brand share. However, Wal-Mart and warehouse club data are excluded from the Review, per these retailers’ stipulations. Analysis of consumers’ purchase and use of ethnic HBC is based on quarterly surveys by Experian Simmons (formerly Simmons Market Research Bureau, Inc.), one of the leading compilers of demographic data in the United States. Data from Packaged Facts’ own February 2009 survey of 2,606 personal care products consumers are also included. The Bottom Line: What Your Company Really Gets... With Ethnic Hair, Beauty and Cosmetics Products in the U.S., 7th Edition, you and your marketing team will gain a comprehensive overview of the ins and outs of the ethnic HBC business. Most importantly, the report anchors ethnic HBC in the broader general- market HBC and societal contexts, as well as in the rapidly transforming retail scene. Such valuable qualitative perspective is supported with extensive hard data presented in well-organized tables and charts. How Your Company Will Benefit from This Report... If your company is already an established player in ethnic HBC, this report is bound to freshen and strengthen your marketing plan. If your company is newly targeting the ethnic consumer, then this report is a great intro to the ethnic HBC business, and thus a launching pad for a successful venture. The whole team -- brand managers, research and development pros, ad agencies and media departments, database managers and librarians, venture capitalists, new business specialists -- all are unified by the cutting-edge analysis in Ethnic Hair, Beauty and Cosmetics Products in the U.S., 7th Edition. Table of Contents
  • 3. Chapter 1: Executive Summary Three Main Ethnic HBC Categories: Haircare, Makeup, Skincare Two Modes of $ Data: Ethnic-Specific HBC Sales, Ethnics’ Outlay for General- Market HBC Ethnic-Specific HBC Sales Near $2.7 Billion in 2005-2009 Ethnic-Specific HBC Market to Hit $3.7 Billion in 2014 Table 1-1: U.S. Retail Dollar Sales of Ethnic-Specific HBC Products, 2005-2014 (In Millions) Haircare Category Still the Retail Leader Beauty Supply, Mass Retailers Dominate Ethnic-Specific Sell-Through Table 1-2: Share of U.S. Retail Dollar Sales of Ethnic-Specific HBC, by Retail Channel, 2007-2009 (In Millions) Ethnics Spend Grand Total of $9.5 Billion on HBC in 2009 Table 1-3: Combined U.S. Retail Dollar Sales of Ethnic-Specific HBC Products and Ethnics' Purchases of General-Market HBC, 2005-2009 Ethnic HBC Sales Can Grow Even Faster Than Ethnic Population Hispanics African Americans Asians Other Groups The Arab/South Asian Wild Card Table 1-4: Projection of U.S. Population, by Race and Hispanic Origin, 2010- 2020 (In Thousands) Ethnic Spending Power: I’ll Raise You a Trillion Bucks Whites’ Spending Power to Reach $11.8 Trillion in 2013 Hispanics Enabled to Spend $1.4 Trillion African Americans’ Spending Power Will Top $1.2 Trillion Asians’ Outlay Jumping to $752.3 Billion Native Americans Up Spending Power to $84.6 Billion
  • 4. Muslim-Americans Said to Have $170.0 Billion to Distribute News Flash: Folks of Color More Eco-Conscious Than Whites Spotlighting Five Notable New Ethnic Haircare Products Four Intriguing New Ethnic Makeup Products Five New Ethnic Skincare Products Worth Noting Numbers of Ethnic Consumers of HBC Products Table 1-5: Numbers of U.S.-Resident Ethnics' Using Certain Haircare, Makeup, and Skincare Products, 2009 (Adults, In Thousands) Chapter 2: The Overall Market Highlights Introduction The Scope of This Report Three Main Product Categories: Haircare, Makeup, Skincare Two Modes of $ Data: Ethnic-Specific HBC Sales, Ethnics’ Outlay for General- Market HBC Big Overlap of Ethnic-Specific and General HBC User-Bases Word “Ethnic” Useful in Discussion of U.S. Market, But... Terms Clarified: A Glossary Cosmeceutical Direct Ethnic Fair Trade Green HBC Market versus Category versus Segment Mass “Natural” versus “Organic” Prestige and Pop Prestige
  • 5. SKU Specialty Supermarket, Chain Drugstore, Mass Merchandiser Sustainable (also, Renewable) Methodology Overall Market Size and Growth Ethnic-Specific HBC Sales Near $2.7 Billion in 2005-2009 Table 2-1: U.S. Retail Dollar Sales of Ethnic-Specific HBC Products, by Category, 2005-2009 (In Millions) Haircare Category Still the Retail Leader Ethnic-Specific Haircare Brushes $1.5 Billion Mark Ethnic-Specific Makeup Rockets to $961.0 Million Ethnic-Specific Skincare in Push to $210 Million B & Bs, Mass Retailers Dominate Ethnic-Specific Sell-Through Table 2-2: Share of U.S. Retail Dollar Sales of Ethnic-Specific HBC, by Retail Channel, 2007-2009 (In Millions) Ethnics Buy $6.9 Billion Worth of General-Market HBC In Mass, Stagnation Outside of Mass, Prestige and Natural/Organic Channels Hold Big Potential ..32 Table 2-3: U.S. Retail Dollar Purchases of General-Market HBC Products by Hispanics, African Americans, and Asians, 2005-2009 (In Millions) Ethnics Spend Grand Total of $9.5 Billion on HBC in 2009 Table 2-4: Combined U.S. Retail Dollar Sales of Ethnic-Specific HBC Products and Ethnics' Purchases of General-Market HBC, 2005-2009 Factors in Future Growth Ethnic HBC Sales Can Grow Even Faster Than Ethnic Population Hispanics African Americans Asians
  • 6. Other Groups The Arab/South Asian Wild Card Table 2-5: Projection of U.S. Population, by Race and Hispanic Origin, 2010- 2020 (In Thousands) Ethnic Spending Power: I’ll Raise You a Trillion Bucks Whites’ Spending Power to Reach $11.8 Trillion in 2013 Hispanics Enabled to Spend $1.4 Trillion African Americans’ Spending Power Will Top $1.2 Trillion Asians’ Outlay Jumping to $752.3 Billion Native Americans Up Spending Power to $84.6 Billion Muslim-Americans Said to Have $170.0 Billion to Distribute Ethnic-Specific Sales Go Up, Gen-Mart Sales Go Down-and Vice Versa Ethnics’ Cosmetic Surgeries Point to Greater HBC Spends Assimilation Bypasses Problem of Reaching Diverse Hispanic, Asian, Arab Sectors News Flash: Folks of Color More Eco-Conscious Than Whites Concepts of Halal Have Crossover Potential Michelle Obama, America’s First Lady Ethnic HBC Can Ride the Men’s Grooming Wave Projected Overall Market Sales Ethnic-Specific HBC Market to Hit $3.7 Billion in 2014 Ethnic-Specific Haircare Category to Reach $1.9 Billion Ethnic-Specific Makeup Category to Surpass $1.5 Billion Ethnic-Specific Skincare Category Climbing to $284.0 Million Table 2-6: Projected U.S. Retail Dollar Sales of Ethnic-Specific HBC Products, by Category, 2009-2014 (In Millions) Chapter 3: Insights and Opportunities Highlights Insights and Opportunities
  • 7. Is Ethnic-Specific HBC “On the Bubble?” Recovery a Time of Experimentation with New Products - and Value The Key Is the Barber and Beauty Supplier It’s Multiculturalism, Stupid! Natural/Organic Options to Harsh Formulations On Global HBC Front, Balance of Power Starts to Shift Chapter 4: The Ethnic Haircare Category Highlights The Products Haircare Category Parameters Sales Estimates from Two Perspectives Eight Ethnic Haircare Segments Characteristics of Ethnic Hair African-American Hair Hispanic Hair Asian Hair That Natural Afro Can Be High-Maintenance Natural/Organic Relaxers Offer Alternative to Harsh Chemicals Ethnic Haircare Category Size and Growth Ethnic-Specific Haircare Brushes $1.5 Billion Mark in 2009 Ethnic-Specific Hair Preparations Segment Approaches $1.3 Billion Ethnic-Specific Wig Segment Hits $211 Million Table 4-1: U.S. Retail Dollar Sales of Ethnic-Specific Haircare Products, 2005- 2009 (In Millions) Preparations versus Wigs Share of Ethnic Haircare Prep Sales by Type Table 4-2: Share of U.S. Retail Dollar Sales of Ethnic-Specific Haircare Products, by Segment, 2005-2009 (In Millions)
  • 8. B & Bs: Top Ethnic Haircare Retail Channel, Widens the Gap Table 4-3: Share of U.S. Retail Dollar Sales of Ethnic-Specific Haircare Products, by Retail Channel, 2007-2009 (In Millions) Folks of Color Spend $3.2 Billion on Gen-Mart Hair Items In Mass, Poor Progress in Ethnic Buys of Gen-Mart Haircare Products ...And Such Buys Suffer Outside Mass, Too Table 4-4: U.S. Retail Dollar Purchases of General-Market Haircare Products by Hispanics, African Americans, and Asians, 2005-2009 (In Millions) Grand Total Ethnic Haircare Spend Reaches $4.7 Billion in 2009 Table 4-5: Combined U.S. Retail Dollar Sales of Ethnic-Specific Haircare Products and Ethnics' Purchases of General-Market Haircare Products, 2005- 2009 Factors in Category Growth Factors in Overall Ethnic HBC Growth Transfer to Ethnic Haircare Category Consumers Postponing Relaxer Use for as Long as They Can Safety Fears Shift Ethnic Haircare $ to Natural, Prestige Channels Male-Specific Shampoo, Conditioner a Global Trend Part 2: Upwardly Mobile or Not, African Americans Will Have Same Haircare Needs Projected Ethnic Haircare Sales Ethnic-specific Haircare to Reach $1.9 Billion in 2014 Preparations Segment Will Push Past $1.6 Billion Wig Segment to Yield $260.0 Million Table 4-6: Projected U.S. Retail Dollar Sales of Ethnic-Specific Haircare Products, 2009-2014 (In Millions) The Marketers Among Hundreds of Ethnic Haircare Marketers, 32 Notables in Mass Most Marketers Exhibit Some Degree of Specialization Table of Ethnic Haircare Marketers and Their Brands Table 4-7: Selected Ethnic Haircare Marketers and Their Brands, 2010
  • 9. Marketer and Brand Share Special Note on IRI Data Four Marketers - L’Oreal, Namaste, P & G, Fantasia - Lead Five Haircare Segments Table 4-8: Ethnic Brands' Share of All U.S. Mass-Retail Dollar Sales of Haircare Products, by Category, 2008-2009 Ethnic Haircare Product Trends Over 40 New Ethnic Haircare Products in 2008-2009 “Ethnic,” “Upscale,” “Women,” “Natural,” Lead Claims/Tags Table 4-9: Product Launch Analytics Reports of Claim/Tags on New Ethnic Haircare Product Labeling, 2008-2009 Spotlighting Five Notable New Ethnic Haircare Products Consumer Advertising and Promotion Traditional Beauty Shots, Advertorials, and Viral Videos Ethnic Haircare Products’ Safety and Gentleness ...and Natural Formulation Covering the Grey Star Endorsers, From Diahann Caroll to Will Smith to Jay Z Do the Pre-Bump! Promotional Overview Sources of Ethnic Haircare Ads Discussed Here Chapter 5: The Ethnic Makeup Category Highlights The Products Category Definition Sales Data Presented in Two Modalities Four Ethnic Makeup Segments: Eye, Lip, Nail, Face Eye Makeup Lipcolor
  • 10. Nail Makeup Facial Makeup Black, Brown, Yellow, Olive Skin Flattered by Special Chemistries. 112 History of Ethnic Makeup Explains Need for It Hispanic Brands Have Won Wall-Sets in Mass But Asian-Specific Makeup Still Rare Ethnic Makeup Category Size and Growth Ethnic-Specific Makeup Rockets to $961.0 Million in 2005-2009 Sales Drivers: Employment Worries, “Lipstick Factor,” More Retail Shelving Table 5-1: U.S. Retail Dollar Sales of Ethnic-Specific Makeup, 2005-2009 (In Millions) Eye Makeup Is Biggest Gainer in Share of Retail Coin Table 5-2: Share of U.S. Retail Dollar Sales of Ethnic-Specific Makeup, by Product Segment, 2003-2009 In Share of Ethnic Makeup Sales by Channel, Mass Rules Table 5-3: Share of U.S. Retail Dollar Sales of Ethnic-Specific Makeup Products, by Retail Channel, 2007-2009 (In Millions) Ethnics’ Outlay for Gen-Mart Makeup Reaches $1.4 Billion In Mass, Mild Progress Outside Mass, Sales Slip Table 5-4: U.S. Retail Dollar Purchases of General-Market Makeup Products by Hispanics, African Americans, and Asians, 2005-2009 (In Millions) Grand Total of Ethnics’ Makeup Buys Breaks $2.3 Billion in 2009 Table 5-5: Combined U.S. Retail Dollar Sales of Ethnic-Specific Makeup and Ethnics' Purchases of General-Market Makeup, 2005-2009 Factors in Category Growth How Overall Ethnic HBC Market Conditions Pertain to Makeup Category Female Ethnic Population to Keep Rising Table 5-6: Projection of U.S. Female Population, by Race and Hispanic Origin, 2010-2020 (In Thousands)
  • 11. Ethnic-Specific Makeup versus Ethnic-Suitable Versions Specific versus Suitable 2: Natural and Prestige Makeup Update: Both Upscale and Value-Positioning Drive Sales Makeup Use: Time to Look Beyond Ethnic Stereotypes Leonard Lauder’s “Lipstick Factor” Projected Ethnic Makeup Sales Ethnic-Specific Makeup to Surpass $1.5 Billion by 2014 Table 5-7: Projected U.S. Retail Dollar Sales of Ethnic-Specific Makeup, 2009- 2014 (In Millions) The Marketers Of Hundreds of Ethnic Makeup Marketers, Just Eight Notables in Mass Channels Majority of Ethnic Makeup Rivals Are Specialists Table of Marketers and Brands Table 5-8: Selected Ethnic Makeup Marketers and Their Representative Brands, 2010 Marketer and Brand Share About IRI Data... Eight Key Ethnic Makeup Marketers, But Jordana Rules 10 of 12 Breakouts Table 5-9: Ethnic Brands' Share of All U.S. Mass-Retail Dollar Sales of Makeup Products, by Category, 2008-2009 Ethnic Makeup Product Trends Few Intros, But These Are Much Extended Top Tags Are “Ethnic,” “Long-Lasting,” “No Chemicals” Table 5-10: Product Launch Analytics Reports of New Ethnic Makeup Products in United States, by Claims ("Tags") on Labels, 2008-2009 Four Intriguing New Ethnic Makeup Products Consumer Advertising and Promotions Ethnic Makeup Ads: Beauty Shots, Wordy Pitches, Viral Videos Advertorials Give Way to Air-Time
  • 12. Blogs Videos Go Behind the Scenes, Demonstrate Products Smoothness Value Celebrity Endorsements Marketers’ Promotions Chapter 6: The Ethnic Skincare Category Highlights The Products Category Parameters Data on Two Sales Modes Are Presented ...And Two Distinct Segments Covered: Skincare Preparations, Shaving Products African Americans’ Skincare Needs Acne Keloidalis Nuchae Ashiness Keloid Melanin Imbalances Oiliness Razor Bumps Vitiligo Hispanic Skincare Assortment Grows Ever So Slowly Asian Skin’s “Delicacy” Skincare Products Regulated by FDA Ten Controversial Ingredients Artificial Color Diazolidinyl Urea Diethanolamine (DEA)
  • 13. Hydroquinone Imidazolidinyl Urea Parabens Petroleum, Petrolatum Phthalates Propylene Glycol Sodium Lauryl Sulfate (SLF) Ethnic Skincare Category Size and Growth Ethnic-Specific Skincare Bolts to $210 Million in 2009 Smallest Ethnic Category Is Responsive to World Trends Ethnic Skincare Preparations Segment Climbs to $160 Million Ethnic Shaving Segment Pushes to $50 Million Table 6-1: U.S. Retail Dollar Sales of Ethnic-Specific Skincare Products, by Segment, 2005-2009 (In Millions) Hand & Body Lotion, Fade Creams Are Biggest Ethnic-Specific Sellers Table 6-2: Share of U.S. Retail Dollar Sales of Ethnic-Specific Skincare Products, by Product Subsegment, 2007-2009 (In Millions) Barbers, Beauty Supply and Mass Lead Ethnic-Specific Skincare Retail Channels Table 6-3: Share of U.S. Retail Dollar Sales of Ethnic-Specific Skincare Products, by Retail Channel, 2007-2009 (In Millions) Ethnics’ Gen-Mart Skincare Buys Stuck Near $2.3 Billion In Mass, Ethnics’ Gen-Mart Skincare Buys Plod Along... ...While Outside Mass, Such Buys Tumble Table 6-4: U.S. Retail Dollar Purchases of General-Market Skincare Products by Hispanics, African Americans, and Asians, 2005-2009 (In Millions) Grand Total for Ethnic Skincare Category Climbs to $2.5 Billion Table 6-5: Combined U.S. Retail Dollar Sales of Ethnic-Specific Skincare Products and Ethnics' Purchases of General-Market Skincare Products, 2005- 2009 (In Millions)
  • 14. Factors in Category Growth Influences Shared by Ethnic Skincare Category and Ethnic HBC Market as a Whole Gen-Mart Skincare Products May Do the Job Just Fine Few National Hispanic Skincare Brands, But a Groundswell of Regionals Ethnic Men Follow Trend to More Sophisticated Grooming Hip Hop and R & B May Help Ethnic Skincare to Cross Over Demand for Skin Lightening Never Dies U.S. Ethnic Skincare Brands Exportable to the World Projected Ethnic Skincare Sales Ethnic-Specific Skincare Climbing to $284.0 Million by 2014 Skincare Preparations Foreseen to Reach $218.0 Million Shaving Segment Will Catapult to $66.0 Million Table 6-6: Projected U.S. Retail Dollar Sales of Ethnic-Specific Skincare Products, by Segment, 2009-2014 (In Millions) The Marketers Hundreds of Rivals in Ethnic Skincare, Just 17 Notables in Mass Large or Small, Public or Private - Specialists Rule Table of Ethnic Skincare Marketers and Their Brands Table 6-7: Selected Ethnic Skincare Marketers and Their Brands, 2008.177-180 Marketer and Brand Share On IRI Data Seven Ethnic Skincare Marketers Rule Eight IRI Breakouts Table 6-8: Ethnic Brands' Share of All U.S. Mass-Retail Dollar Sales of Skincare Products, by Product Segment, 2008-2009 Ethnic Skincare Product Trends Fewer Than 20 Notable New Ethnic Skincare Intros in 2008-2009 Most Popular Claims/Tags Are “Ethnic,” “Upscale,” “Natural”
  • 15. Table 6-9: Product Launch Analytics Reports of New Ethnic Makeup Products in The United States, by Claims ("Tags") on Labels, 2008-2009 Five New Ethnic Skincare Products Worth Noting Consumer Advertising and Promotions Traditional Ethnic Skincare Ad Layouts: Nudes, Product Shots ...And Radically New Media Video Promos and Reviews Can Go Viral The Blog Scene Ethnic Skincare Ad Themes Consumer Promotions Chapter 7: The Competitive Situation Highlights The Competitive Situation Ethnic HBC Industry Rife for Consolidation Key Acquisitions and Divestments Eight Marketers Profiled Competitive Profile: Alberto-Culver Company Net Sales Hover Above $1.4 Billion in FY2009 An International Marketer, But Strength is U.S. Alberto’s Team of Six Ethnic Haircare Brands Soft ‘N Beautiful Extended into Skincare Arena Tresemme a Steamroller, Pro-Line Ethnic Brands Called “Weak” In 2010: More Ads, More Promos, More Shelf Space Alberto Meaner, Maybe Not Leaner... Alberto’s Non-Ethnic Brands Competitive Profile: Ales Groupe Net Sales Fall to €164.6 Million in 2009 Ales Strongest in Europe, North America
  • 16. Table 7-1: Share of Ales Groupe Net Sales, by Country/Region, 2008 (In Millions of Euros) Ales a Formulator of High-End HBC PhytoSpecific, The Brilliant Ethnic Beauty Concept Competitive Profile: Johnson & Johnson Sales Slip $61.9 Billion in 2009 J&J Jazzes Consumer Brand Roster, Enters Ethnic Beauty What Ambi Was, Is, and Will Be Other Famous J&J Brands Competitive Profile: L’Oréal SA Sales of €17.5 Billion in 2009 L’Oreal Still World’s Leader in Both Mainstream, Ethnic Beauty Realms Soft Sheen-Carson: Ten Years Under L’Oreal’s Wing Dark & Lovely Extended into Skincare Roots of Nature Debuts in 2009 Ethnic-Specific Brands for Asia, but Not for U.S. Asians Competitive Profile: The Procter & Gamble Company Net Sales Slip to $79.0 Billion in Fiscal 2009 Almost a Third of Sales Transacted in Developing Countries P&G Has Planet’s Most Powerful Brand Portfolio P&G Quietly Builds High-Profile Ethnic HBC Assortment P&G Dominates Spanish-Language Mass Media Bye Mr. Lafley, Hello Mr. MacDonald: A Spiritual Shift Three Marketers to Watch Dudley Beauty Corporation LLC Johnson Products Company Johnson Publishing Company, Inc
  • 17. Chapter 8: Distribution and Retail Highlights Distribution DSD, Trad Four-Step, and Direct Sales Paths At the Retail Level Over 12,000 B & Bs Hold 45% of Ethnic-Specific HBC Sales Table 8-1: Share of U.S. Retail Dollar Sales of Ethnic-Specific HBC, by Product Category and Retail Channel, 2007-2009 (In Millions) Distributor Profile: TWT Distributing, Inc Sales Approaching the $35.0-$45.0 Million Range TWT Serves Mass, B & Bs, Other Specialty Outlets TWT’s Target Audience Interview with Tom Tyree: Why “Black-Owned” Is Important Retail Focus: Beauty and Barber Supplies Stores - “B & Bs” Government Says B & Bs Generated $10.2 Billion in 2007 Boundary Between 12,000 B & Bs and Strictly Retail Ops Is Hazy Table 8-2: U.S. Census Bureau Profile of Cosmetics, Barber/Beauty Supplies, and Perfume Retail Stores, 2002-2007 Sally Beauty the Largest B & B Chain Some Object to Asian Ownership of B & Bs in Black Neighborhoods Dangerous Counterfeit Fade Creams Invading B & B Sell-Through Chapter 9: The Ethnic HBC Consumer Highlights Ethnic Nation U.S. Ethnics to Number 119.7 Million in 2014 Hispanics Will Break 56.0 Million Mark African Americans to Reach 41.7 Million Asian Sector to Surpass 16.0 Million “All Other,” Fastest-Growing Sector, to Hit 13.3 Million
  • 18. Table 9-1: Projection of U.S. Population, by Race, Gender, and Hispanic Origin, 2010-2020 (In Thousands) About Experian Simmons Information What It Is How to Use It The Overall Gauge Table 9-2: Experian Simmons Projection of U.S. Population, by Race or Ethnicity, 2009 (Adults, In Thousands) Consumer Focus: Ethnic Green-Consciousness Ethnics Skew as Green - or Greener - Than Whites Table 9-3: Ethnic Americans' Strong Agreement with Seven Characteristically Green Statements, 2009 (Adults in Thousands) Our Own Survey: Ethnics More Receptive to Natural/Organic HBC Table 9-4: Demographic Factors in Use of Any Natural or Organic Personal Care Products, by Race or Hispanic Origin, 2009 (Adults, In Recent Twelve Months) The Ethnic Consumer of Haircare Products Hair Relaxers Have 10.2 Million Ethnic Users Table 9-5: U.S. Use of Hair Relaxers and Home Permanents, by Race or Ethnicity, 2009 (Adults, In Thousands) Dark & Lovely Relaxers Have 2.5 Million Black Users Hairstyling Products Used by 27.4 Million Ethnics Table 9-6: U.S. Use of Styling Products/Hairdressings, by Race or Ethnicity, 2009 (Adults, In Thousands) Ethnic Consumers of Hairspray Estimated at 16.9 Million Table 9-7: U.S. Use of Hairspray, by Race or Ethnicity, 2009 (Adults, In Thousands) Ethnic Shampooers Are 60.2 Million Table 9-8: U.S. Use of Shampoo, by Race or Ethnicity, 2009 (Adults, In Thousands; Recent 7 Days) Dark & Lovely Shampoo Used by 1.4 Million Blacks Ethnic Consumers of Conditioner Number 38.6 Million
  • 19. Table 9-9: U.S. Use of Hair Conditioner, by Race or Ethnicity, 2009 (Adults, In Thousands) Dark & Lovely Conditioner Has 1.5 Million Black Users Over 15.0 Million Ethnics Color Their Hair Table 9-10: U.S. Use of Haircolor, by Race or Ethnicity, 2009 (Adults, In Thousands) Dark & Lovely Haircolor’s Black Consumers Number 1.1 Million The Ethnic Consumer of Makeup Ethnic Users of Eye Shadow/Eyeliner/Eyebrow Pencil at 17.4 Million Table 9-11: U.S. Use of Eye Shadow/Eye Liner/Eyebrow Pencil, by Race or Ethnicity, 2009 (Adults, In Thousands) Ethnic Consumers of Lipstick/Lip Gloss Number 27.5 Million Table 9-12: U.S. Use of Lipstick and Lip Gloss, by Race or Ethnicity, 2009 (Adults, In Thousands) Fashion Fair Lipstick/Lip Gloss Has Black Base of 1.3 Million Ethnic Foundation Appliers Are 19.7 Million Table 9-13: U.S. Use of Foundation Makeup, by Race or Ethnicity, 2009 (Adults, In Thousands) Fashion Fair Foundation Used by 1.0 Million Blacks Ethnic User-Base for Blusher Is 15.4 Million Table 9-14: U.S. Use of Blusher, by Race or Ethnicity, 2009 (Adults, In Thousands) Almost 20.2 Million Ethnic Users of Mascara Table 9-15: U.S. Use of Mascara, by Race or Ethnicity, 2009 (Adults, In Thousands) Ethnic Nail Polishers Projected at 22.6 Million Table 9-16: U.S. Use of Nail Polish, by Race or Ethnicity, 2009 (Adults, In Thousands) The Ethnic Consumer of Skincare Products Moisturizers/Lotions Have 47.5 Million Ethnic Users
  • 20. Table 9-17: U.S. Use of Moisturizers and Lotions, by Race or Ethnicity, 2009 (Adults, In Thousands) Baby Oil Has 29.5 Million Ethnic Users Table 9-18: U.S. Use of Baby Oil or Lotion, by Race or Ethnicity, 2009 (Adults, In Thousands) Ethnic Base for Facial Cleansers/Acne-Fighters Is 27.9 Million Table 9-19: U.S. Use of Facial Cleansing Creams, Lotions, Gels, Acne-Fighters, and Toners, by Race or Ethnicity, 2009 (Adults, In Thousands) Very Modern: Ethnic Users of Body Wash Total 47.9 Million Table 9-20: U.S. Use of Body Wash, by Race or Ethnicity, 2009 (Adults, In Thousands) Suncare Products Used by Only 16.0 Million People of Color Table 9-21: U.S. Use of Suntan Lotion, Sunscreen, and Sunless Tanning Preparations, by Race or Ethnicity, 2009 (Adults, In Thousands) Aftershave Slapped on by 25.3 Million Ethnics Table 9-22: U.S. Use/Purchase of Aftershave, Cologne, Talc, etc., by Race or Ethnicity, 2009 (Adults, In Thousands) Shave Cream Used by 29.2 Million Ethnics Table 9-23: U.S. Use of Shaving Cream and Gel, by Race or Ethnicity, 2009 (Adults, In Thousands) Ethnic User-Base for Depilatories is 9.3 Million Table 9-24: U.S. Use of Depilatories, by Race or Ethnicity, 2009 (Adults, In Thousands) Consumer Focus: African-American Media Usage Experian Simmons Data on Viewers and Readers Table 9-25: Use of African-American Media, by Race or Ethnicity, 2009 (Adults, In Thousands) Consumer Focus: Where Ethnics Shop for HBC Ethnic Americans Shop the Big Three Drug Chains Table 9-26: U.S. Ethnics' Purchasing of Cosmetics at Chain Drugstores, 2009 (Adults in Thousands; Past 30 Days)
  • 21. Macy’s, Wal-Mart Are Ethnics’ Top Dept. Store/Discounter Destinations for HBC Table 9-27: U.S. Ethnics' Purchasing of Cosmetics at Department and Discount Stores, 2009 (Adults in Thousands; Past 30 Days) Appendix: Addresses of Selected Marketers Available immediately for Online Download at http://www.marketresearch.com/product/display.asp?productid=2467564      US: 800.298.5699 UK +44.207.256.3920 Int'l: +1.240.747.3093 Fax: 240.747.3004