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KEY TRENDS IN BEAUTY AND PERSONAL CARE
NORTH AND LATIN AMERICA
OCTOBER 2015
INTRODUCTION
DIVERSIFICATION IN DISTRIBUTION
KEY MARKETING STRATEGIES
POTENTIAL IN NATURAL PRODUCTS
OPPORTUNITIES IN NEW CONSUMER GROUPS
SUMMARY
© Euromonitor International
3
Scope
INTRODUCTION
Beauty and Personal Care
Baby and Child-Specific Products
Bath and Shower
Colour Cosmetics
Deodorants
Depilatories
Fragrances
Hair Care
Men's Grooming
Oral Care
Skin Care
Sun Care
Sets/Kits
Premium Beauty and Personal Care
Mass Beauty and Personal Care
INTRODUCTION
DIVERSIFICATION IN DISTRIBUTION
KEY MARKETING STRATEGIES
POTENTIAL IN NATURAL PRODUCTS
OPPORTUNITIES IN NEW CONSUMER GROUPS
SUMMARY
© Euromonitor International
5
 Beauty and Personal Care is one of the most dynamic fmcg industries in the Americas. Sales in North and
Latin America combined increased by 7% at fixed exchange rates in 2014.
Beauty and personal care, a dynamic industry
DIVERSIFICATION IN DISTRIBUTION
0
20
40
60
80
100
120
140
160
180
2009 2010 2011 2012 2013 2014
US$billion
Sales of beauty and personal care in the Americas 2009-2014
Latin America North America
© Euromonitor International
6
 Traditional retailers within beauty and personal care, such as direct sellers, modern grocery retailers and
mixed retailers, have been increasing their sales at lower rates compared to health and beauty specialist
retailers and internet retailing. This diversification in distribution is an opportunity for manufacturers and
retailers to cater to growing demand for value-added products and convenience.
Distribution diversifies within beauty and personal care
DIVERSIFICATION IN DISTRIBUTION
0
5
10
15
20
25
30
35
Modern Grocery Retailers Health and Beauty
Specialist Retailers
Mixed Retailers Direct Selling Internet Retailing
%value
Beauty and personal care distribution in Americas 2004-2014
2004 2014
© Euromonitor International
7
 Euromonitor International’s survey on shopping for beauty and personal care showed the preference of
consumers to purchase in stores, which contributes to support the growing sales in channels such as health
and beauty specialist retailers compared to direct selling.
 Impulse purchasing plays an important role in consumers preference to purchase in a store.
Preference for purchasing at stores
DIVERSIFICATION IN DISTRIBUTION
Brazil
46.4%
Colombia
49.3%
US
55.2%
Mexico
50.0%
% of Respondents who
purchase in person at a store – 2014
Source: Euromonitor International Survey 2014
© Euromonitor International
8
Movement towards multichannel in Latin America
DIVERSIFICATION IN DISTRIBUTION
Guatemala
•Beauty specialist stores and
drugstores have expanded
their assortment of beauty
and personal care products,
and they have been gaining
importance, especially in
sales of masstige products. In
order to capture this
movement, Boots acquired
the second placed Chilean
pharmacy, aiming to
introduce its private label.
Salco, the leading drugstore
in Chile recently acquired
DBS, an independent beauty
specialist retailer.
Ecuador
•Modern grocery retailers
face a very competitive
environment, which has led
them to develop very
aggressive strategies,
including price wars in a
number of categories. This
has been impacting direct
sellers, particularly those
targeting lower income
levels. Modern grocery
retailers have been offering
products at similar prices to
direct sellers with the
advantage of the products
being available immediately.
CostaRica
•Stiff competion among
retailers such as drugstores,
beauty specialist retailers,
direct selling and
hypermarkets is driven by
special occasion sales and
convenient payment deals,
such as Black Friday,
payment apps and
partnerships between
providers of financial tools
and stores, such as ZIMP, an
app for smartphones, which
works as a virtual
pocketbook used to pay in
certain stores through the
use of a code.
 In some countries within Latin America, there have been movements towards expanding sales to new
channels and initial investment in multichannel retailing.
© Euromonitor International
9
Movement towards multichannel in Latin America
DIVERSIFICATION IN DISTRIBUTION
Chile
•Due to the stiff
competition in
medicines,
drugstores have
taken the
opportunity to
expand their
assortment of
products to beauty
and personal care,
which offers better
margins. Meykos
Parapharmacies, for
instance, offers
consultants provided
with equipment to
examine customers’
skin and recommend
the most suitable
products.
Mexico
•Internet retailing is
one of the channels
that retailers have
been investing in to
cater growing
interest among
consumers in the
convenience offered.
Fybeca, one of the
biggest chained
drugstores, recently
initiated operations
through the internet.
Peru
•Direct selling
continues to lose
share to store-based
retailing due to
constant investment
in discounting and
marketing activities.
In addition,
consumers are
proving less willing to
wait to receive direct
selling orders.
Colombia
•Both manufacturers
and retailers are
expanding channels to
become omnipresent
in the current retail
environment. Beyond
the expanding
internet retailing
marketplace, retailers
like Almacenes Éxito
are making inroads in
sales based on
catalogues, while
large companies like
Nutresa are rapidly
expanding in direct
selling. During the
review period, major
direct sellers like
Amway and Belcorp
launched bricks-and-
mortar stores to
expand their
presence.
© Euromonitor International
10
 Canada, the US and Brazil are the top three markets in terms of per capita consumption within the
Americas. More developed markets are at a different stage of multichannel retailing, with a focus on the
premium segment through direct selling and investment in private label.
Distribution in mature markets
DIVERSIFICATION IN DISTRIBUTION
In a very competitive retail landscape that has seen strong growth for beauty specialist retailers and internet
retailing, direct sellers have struggled. However, direct selling is currently being re-imagined by newer
companies that are breaking the mould of traditional direct sellers and compete at the premium end of the
market. Rodan & Fields – a premium direct seller of skin care and sets/kits – has enjoyed phenomenal
growth since its launch in 2008, and serves as a good example of this trend. However, as channel lines
have blurred, and even mass operators have begun to offer products that emulate boutique quality items,
consumers have either committed to full-scale premium products or have settled for the value tier. Thus, as
direct sellers look to remain competitive, they have increasingly begun to offer more premium products in an
effort to entice the more affluent.
The large number of new entrants in the market is increasing competition in the industry, while traditional
players are investing in marketing campaigns and innovation in order to retain their market share and
increase their penetration among consumers. As a result, the use of multichannel strategies has increased
greatly in the past few years, as players are entering all the channels available in the country in order to
catch consumers’ attention and increase sales. For example, O Boticário, a traditional beauty specialist
retailer, entered the direct selling channel a few years ago, and is also present online. The strategy is paying
off, as O Boticário continues to grow strongly year-on-year.
Retailers are seeking to capitalise on demand for beauty and personal care, and more private label products
are entering the market. Loblaws Cos –Canada’s leading grocery retailer – has recently acquired Shoppers
Drug Mart – the leading Canadian drugstore retailer and one of the largest beauty care retailers. Loblaws is
expanding its beauty care range under the Joe Fresh brand to include skin care formulated with botanic
ingredients. Joe Fresh was launched initially as a private label apparel brand of Loblaws, but has gained the
status of a fashion brand. The retailer continues to build its expertise in beauty and personal care,
leveraging the Joe Fresh name, while putting emphasis on marketing Joe Fresh beauty lines and seeking to
fit better into the prevailing trends in the Canadian beauty care market.
© Euromonitor International
11
 Some countries have been facing limited investment in retailing, due to economic slowdown. Bolivia
continues to benefit from the good relationships established by direct sellers.
Challenges for Venezuela, Uruguay and Bolivia
DIVERSIFICATION IN DISTRIBUTION
Venezuela
Due to regulatory obstacles to operating a business in Venezuela, the development of
newer retailing options has faltered, with many retailers dropping plans to expand their
platforms. For instance, retailers such as the supermarket Excelsior Gama and the home
improvement and garden centre Epa previously offered online sales and homeshopping as
a multi-channel strategy, but both have been forced to halt these efforts.
Uruguay
Distribution continues to be dominated by supermarkets and health and beauty specialist
retailers.
Bolivia
Direct selling continues to remain the most important channel [Q: and it is outperforming
store-based retailing. Passport – its share declined over the review period.] This is due to
the good relationships built by consultants, which are still perceived as an important
factor by Bolivians.
INTRODUCTION
DIVERSIFICATION IN DISTRIBUTION
KEY MARKETING STRATEGIES
POTENTIAL IN NATURAL PRODUCTS
OPPORTUNITIES IN NEW CONSUMER GROUPS
SUMMARY
© Euromonitor International
13
 Competition is stiff in beauty and personal care, with the top 10 leading companies holding a 56% value
share in North and Latin America in 2014. The tough competition requires manufactures to innovate and
invest constantly in communication.
Beauty and personal care – tough competition
KEY MARKETING STRATEGIES
North and Latin America – Beauty and personal care market shares by
value - 2014
Procter & Gamble Co, The
L'Oréal Groupe
Unilever Group
Colgate-Palmolive Co
Johnson & Johnson Inc
Estée Lauder Cos Inc
Avon Products Inc
Natura Cosméticos SA
44%
56%
Source: Euromonitor
© Euromonitor International
14
 Investment in mass advertising campaigns continues to be important to leading multinational players to
increase brand awareness in competitive categories within beauty and personal care. Some companies have
been focusing on specific marketing actions at points-of-sale, product positioning and associating products
with professionals.
Different marketing strategies to remain competitive
Professional brands
•US: MAC and Bobby Brown are associated with professional artists in make-up. Guthy-Renker has
used a professional hair stylist named Chaz Dean to serve as its iconic figure.
•Brazil: Unilever has presented TREsemmé as a professional product, and this high quality image has
contributed to the good performance of the brand.
Ethnic products
•Canada: In spring 2014, L’Oréal announced a new marketing and product development strategy that
will seek to draw the attention of consumers in China and other Asian markets.
Marketing in point-of-sale
•Uruguay: Leading players in hair care have been advertising products with point-of-sale materials,
while drugstores have been promoting products through the distribution of flyers.
•Chile: Specialist stores for Estée Lauder brands have a specialist to teach and assess consumers, and
offer free colour and facial make-up sessions.
KEY MARKETING STRATEGIES
© Euromonitor International
15
More investment in social media
KEY MARKETING STRATEGIES
 Growing sales of computers and smartphones, and a rise in the number of people using the Internet in the
Americas have opened opportunities to companies to explore other channels to promote their brands,
such as social media (eg Facebook, Twitter and Instagram) and blogs.
Source: Euromonitor
0
10
20
30
40
50
60
70
80
90
0
20
40
60
80
100
120
140
160
2009 2010 2011 2012 2013 2014
%population
Millionunits
Internet access and ownership of technology in the Americas 2009-2014
Sales of Computers Latin America Sales of Smartphones Latin America
Sales of Computers North America Sales of Smartphones North America
% Population Using The Internet Latin America % Population Using The Internet North America
© Euromonitor International
16
 Based on a survey conducted by Euromonitor International, the most common brand interactions via social
media are:
How consumers interact through social media
KEY MARKETING STRATEGIES
In Latin America, companies have
been investing in social media to
have closer contact with
consumers to promote new
products, promote discounting
and understand consumers’ needs.
Ecuador faces restrictions due to
communication regulations, while
Venezuela has experienced
product shortages. Companies like
L’Oréal and Beiersdorf have
responded by using social media to
advertise products.
Source: Euromonitor International Survey 2014, 8,051
respondents
INTRODUCTION
DIVERSIFICATION IN DISTRIBUTION
KEY MARKETING STRATEGIES
POTENTIAL IN NATURAL PRODUCTS
OPPORTUNITIES IN NEW CONSUMER GROUPS
SUMMARY
© Euromonitor International
18
 Differentiation through product innovation has been one of the strategies adopted by manufacturers to
remain competitive in beauty and personal care. Although products positioned as natural or containing
natural ingredients are still a niche in the Americas, they are increasing their presence.
 In 2014, a survey showed that consumers are willing to pay more for natural products within beauty and
personal care.
Differentiation through natural products
POTENTIAL IN NATURAL PRODUCTS
Source: Euromonitor International Survey 2014, 2,129 respondents
Willingness to pay for beauty products
Sought-after green features - 2014
© Euromonitor International
19
 An image of high quality, combined with the introduction of more effective and eco-friendly products across
all countries in the Americas, has driven sales of natural products.
 Manufacturers with a focus on both mass and premium products have been investing in natural products. In
Canada and Argentina, for instance, there are local manufacturers specifically investing in this niche.
 In the US, studies have been published linking triclosan to liver cancer, and suggesting that mothers could
easily passed parabens and phenols through their breast milk. The entire state of Illinois banned micro-
beads in 2014, as they are know to damage marine ecosystems. Negative publicity surrounding traditional
ingredients tends to draw the attention of consumers to natural and organic products.
Natural products perceived as offering high quality
POTENTIAL IN NATURAL PRODUCTS
Live Clean Baby
Calming Bedtime
contains a blend of
lavender, camomile,
jasmine and vanilla
extracts, and essential
oils
Boti-K in Argentina is
present mainly in bath
and shower with 100%
natural products
© Euromonitor International
20
Presence of natural positioning in mass products
POTENTIAL IN NATURAL PRODUCTS
Natura is acknowledged as
using natural ingredients and
being socially responsible.
Avon is using the natural
approach with Avon Naturals in
Ecuador
Speed Stick Naturals & Protect
in Bolivia and Guatemala
© Euromonitor International
21
Local companies investing in natural products
POTENTIAL IN NATURAL PRODUCTS
Aromas para El Alma, local
company from Costa Rica,
invests in natural and organic
products
Yanbal Eco-organics with
extracts from açaí, noni and
acerola
Roots Cosmética Natural, from
Ecuador, includes synthetic
chemical-free soap in its
portfolio
INTRODUCTION
DIVERSIFICATION IN DISTRIBUTION
KEY MARKETING STRATEGIES
POTENTIAL IN NATURAL PRODUCTS
OPPORTUNITIES IN NEW CONSUMER GROUPS
SUMMARY
© Euromonitor International
23
New consumer groups drive growth in beauty and personal care
OPPORTUNITIES IN NEW CONSUMER GROUPS
Men
High
Income
Young
Adults
 Men, young adults and high income women are increasingly becoming targets for beauty and personal care
manufacturers, as they have proven to be willing to spend on everything from basic products to higher
priced, multi-functional and targeted items to improve their appearance.
© Euromonitor International
24
Young female consumers an important consideration
OPPORTUNITIES IN NEW CONSUMER GROUPS
0
10
20
30
40
50
Years
Mean age of female population - 2015  While the age of consumers continues
to rise across the Americas, especially
in North America, the current average
age of women in many countries is
between 25 and 35. In some cases, it is
a full 10 years younger than the
average in Uruguay, US and Canada.
 These young women are an important
target for new product innovation.
 Even in countries where consumers are
ageing, there is a benefit to focusing on
young people, as establishing a
relationship early on will help to create
brand loyalty. Additionally, while
younger consumers may not have the
level of income of their older
counterparts, they typically have more
discretionary income and are willing to
invest in their appearance.
© Euromonitor International
25
 Uruguayans have historically
been very traditional in their choice
of colour cosmetics; however, in
recent years, new trends have
brought new colours, such as
shining blue, green, orange and
pink to make-up and hand products
that have not only been adopted by
teenagers but by older women in
their everyday look. The wearing of
such vibrant colours among 50
year-old women would have been
unthinkable in the past, but is now
much more common. Brands such
as OPI in nail polishes and
Maybelline in make-up have been
developing colour trends and have
been very successful in Uruguay
 While baby boomers remain a key
demographic in the US, much of
the industry’s recent growth can be
attributed to millennial shoppers.
Growth within skin care has shifted
away from anti-agers to acne
treatments, facial cleansers and lip
care. As millennials continue to
emerge as a prominent
demographic, their brand
preferences are creating shifts
within the competitive landscape.
Formerly strong brands, like Olay
and Avon, are ceding share to new
upstarts that appeal directly to
millennial consumers.
 Teenagers in Ecuador are an
important group for beauty
manufacturers. Parents have
become more accepting of the early
adoption of make-up, allowing their
daughters to experiment with
products, especially colour
cosmetics. The population using
colourants is evolving, from 35 year-
olds and over towards teenagers
looking to change and update their
look regularly, resulting in
penetration jumping from 10% to
40% of the female population,
according to trade sources. For
women in Ecuador, hair is also a
very important part of grooming and
is considered as their “presentation
card”. Having the right colour (and
the colour on-trend) is a key part of
this.
Targeting youth despite older average population
OPPORTUNITIES IN NEW CONSUMER GROUPS
© Euromonitor International
26
-2
-1
0
1
2
3
4
5
6
7
8
2014-2019%CAGRConstant2014Prices
Forecast beauty and personal care growth vs men’s grooming
2014-2019
Men's Grooming
Total BPC
Men’s grooming expected to see strong growth
OPPORTUNITIES IN NEW CONSUMER GROUPS
 Projected growth for men’s
grooming is strong in Latin
America. While this can be
attributed in part to the
smaller base of men’s
grooming, the opportunity is
still notable, especially in
Brazil, Mexico and Peru, where
growth over 2014-2019 is
predicted to outpace that of
total beauty and personal care.
© Euromonitor International
27
 Men, particularly those in the upper or
middle income brackets, are
increasingly interested in investing in
personal care products. However, price
controls and import restrictions are
expected to continue restricting the
development and growth of men’s
grooming over the forecast period.
 Venezuela’s leading beauty and
personal care companies are expected
to continue focusing on larger, less
regulated categories, making it likely
that men’s grooming will record low
levels of company activity during the
forecast period.
Venezuela
 While men’s toiletries will see a positive value CAGR of 1% at
constant 2014 prices between 2014 and 2019, a sharp
decline in men’s shaving will drive growth down for men’s
grooming overall. The relaxation of men’s business dress
codes and fashion trends in facial hair, coupled with the cost
and inconvenience of shaving, will hamper sales.
 There remains hope in men’s skin care. As male consumers
become more educated about their skin, a growing number
of consumers are expected to look for their own skin care
products rather than using the family products. Meanwhile,
manufacturers are expected to be active in product
development to help boost sales, continuing to link skin care
products with the shaving process.
Canada
Men’s’ grooming fairs poorly, for very different reasons
OPPORTUNITIES IN NEW CONSUMER GROUPS
© Euromonitor International
28
Guatemala Mexico
 Men’s grooming is perceived as having
considerable potential in Guatemala. Men are
feeling more confident in buying specific products
for their personal needs, and companies are taking
the opportunity to launch new products designed
specifically for them.
 The variety of products is growing in the market,
such as shampoos, for example Head & Shoulders
for Men (Procter & Gamble Interamericas Ltda),
bath and shower products like Protex Men (Colgate
Palmolive), and facial creams and moisturisers like
L’Oréal Men (L’Oréal).
 In Mexico, most men’s grooming segments are
posting positive growth with increasing interest
from men in their personal care regimes. Men’s
skin care is expected to register the strongest retail
value CAGR of 8% at constant 2014 prices over the
forecast period, supported by a growing number of
men concerned about reducing signs of ageing,
which will favour men’s facial care.
 A number of hypermarkets and parapharmacies
already have a men’s section, where all personal
care products for them are together, no matter if
they are hair care, skin care or deodorants.
 Also, some direct sellers have recently started to
incentivise the entrance of men to their sales force
to help them to reach male consumers more easily.
Opportunities ahead for men’s products
OPPORTUNITIES IN NEW CONSUMER GROUPS
© Euromonitor International
29
Annual disposable incomes to see continued growth
OPPORTUNITIES IN NEW CONSUMER GROUPS
-3
-2
-1
0
1
2
3
4
5
6
%CAGR,constantprices
Projected annual disposable income growth 2014-2019
 Growth is expected for beauty and personal care products in most of the Americas . Those categories
considered non-necessities are expected to benefit from rising disposable income growth over the
forecast period.
© Euromonitor International
30
 Rising incomes in Bolivia have expanded the
consumer base for beauty and personal care.
 Manufacturers are specifically targeting these new
consumers through advertising, looking to build brand
loyalty.
Bolivia
 As disposable incomes rise, the base of consumers
wanting to enjoy premium-like brands or those offering
affordable luxury increases. On many occasions, low-
income consumers purchase a premium product to
meet their aspirational desires.
 Mass brands, like the direct sellers Yanbal and
Oriflame, are offering portfolios with higher perceived
value for consumers wanting to upgrade to more
premium products. The penetration of fashion brands in
colour cosmetics is still not as developed as it is in
fragrances. This could be a good expansion opportunity
for fashion brands in the retailing environment.
Colombia
 The growing high income consumer group in Chile is
driving demand for premium beauty products. Top end
skin care from Perricone, La Prairie, Swiss Code,
Guerlain, and many others is much more visible and
available.
 The middle and upper income segments of women are
discovering the benefits of more varied options in terms of
colour, as well as multi-benefit products like DD creams in
skin care. At the same time, they are moving towards
more premium product ranges.
 Women have become more ambitious and optimistic
about their personal and career development.
 Beauty specialist stores, including DBS, Bobbi Brown,
MAC and L’Occitane, have opened to target these
consumers. Drugstores and pharmacies have added
dedicated spaces for beauty and personal care (eg
Espacio Salco Brand, Ahumada and Cruz Verde).
Chile
From skin care to fragrances, premium growth opportunities
abound
OPPORTUNITIES IN NEW CONSUMER GROUPS
© Euromonitor International
31
Brazil Peru
 The trend for nail products in Brazil has led to
the creation of a new retail channel,
esmalterias. These are specialised beauty
parlours that offer manicures and pedicures,
and also sell a wide variety of premium nail
care products.
 These salons attract those Brazilians interested
in premium nail care. While the market is still
considered niche, it is growing rapidly, as more
and more consumers are drawn to the trend.
 In 2014, consumers continued to be attracted
by multi-benefit products, which help them to
save time. The hectic lifestyles of consumers
have led them to look for alternatives offering to
solve many problems with just one product.
 Consumers are willing to pay extra for multi-
benefit products because they offer to replace
many products providing the same or similar
results.
New products and trends appeal to consumers willing to spend
OPPORTUNITIES IN NEW CONSUMER GROUPS
INTRODUCTION
DIVERSIFICATION IN DISTRIBUTION
KEY MARKETING STRATEGIES
POTENTIAL IN NATURAL PRODUCTS
OPPORTUNITIES IN NEW CONSUMER GROUPS
SUMMARY
© Euromonitor International
33
• Made to order
• Exclusivity
• Multi-purpose
• Multi-benefit
• Time saving
• Affordable luxury
• Value added products
• Natural Ingredients
• Natural Products
• Organics
Focus on
health and
natural
Premiumisation
IndividualisationConvenience
SUMMARY
Innovations on new consumer’s profile and preferences
© Euromonitor International
34
SUMMARY
Multi-
channel
• The retailing environment is changing worldwide.
Consumers want to be in control.
• Multi-channel is here to stay, mainly internet retailing,
which is changing the way consumers shop.
Natural
Products
• Consumers are more concerned about the benefits of
natural products, for themselves and for the natural
environment.
• Consumers are willing to pay more for natural products.
New
Consumers
• New target consumer groups, such as men and
teenagers, are expected to offer the highest growth in
beauty and personal care, as there is plenty of room to
develop these segments.
Top 3 future prospects for Americas
THANK YOU!

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Key Trends in Beauty and Personal Care in North and Latin America

  • 1. KEY TRENDS IN BEAUTY AND PERSONAL CARE NORTH AND LATIN AMERICA OCTOBER 2015
  • 2. INTRODUCTION DIVERSIFICATION IN DISTRIBUTION KEY MARKETING STRATEGIES POTENTIAL IN NATURAL PRODUCTS OPPORTUNITIES IN NEW CONSUMER GROUPS SUMMARY
  • 3. © Euromonitor International 3 Scope INTRODUCTION Beauty and Personal Care Baby and Child-Specific Products Bath and Shower Colour Cosmetics Deodorants Depilatories Fragrances Hair Care Men's Grooming Oral Care Skin Care Sun Care Sets/Kits Premium Beauty and Personal Care Mass Beauty and Personal Care
  • 4. INTRODUCTION DIVERSIFICATION IN DISTRIBUTION KEY MARKETING STRATEGIES POTENTIAL IN NATURAL PRODUCTS OPPORTUNITIES IN NEW CONSUMER GROUPS SUMMARY
  • 5. © Euromonitor International 5  Beauty and Personal Care is one of the most dynamic fmcg industries in the Americas. Sales in North and Latin America combined increased by 7% at fixed exchange rates in 2014. Beauty and personal care, a dynamic industry DIVERSIFICATION IN DISTRIBUTION 0 20 40 60 80 100 120 140 160 180 2009 2010 2011 2012 2013 2014 US$billion Sales of beauty and personal care in the Americas 2009-2014 Latin America North America
  • 6. © Euromonitor International 6  Traditional retailers within beauty and personal care, such as direct sellers, modern grocery retailers and mixed retailers, have been increasing their sales at lower rates compared to health and beauty specialist retailers and internet retailing. This diversification in distribution is an opportunity for manufacturers and retailers to cater to growing demand for value-added products and convenience. Distribution diversifies within beauty and personal care DIVERSIFICATION IN DISTRIBUTION 0 5 10 15 20 25 30 35 Modern Grocery Retailers Health and Beauty Specialist Retailers Mixed Retailers Direct Selling Internet Retailing %value Beauty and personal care distribution in Americas 2004-2014 2004 2014
  • 7. © Euromonitor International 7  Euromonitor International’s survey on shopping for beauty and personal care showed the preference of consumers to purchase in stores, which contributes to support the growing sales in channels such as health and beauty specialist retailers compared to direct selling.  Impulse purchasing plays an important role in consumers preference to purchase in a store. Preference for purchasing at stores DIVERSIFICATION IN DISTRIBUTION Brazil 46.4% Colombia 49.3% US 55.2% Mexico 50.0% % of Respondents who purchase in person at a store – 2014 Source: Euromonitor International Survey 2014
  • 8. © Euromonitor International 8 Movement towards multichannel in Latin America DIVERSIFICATION IN DISTRIBUTION Guatemala •Beauty specialist stores and drugstores have expanded their assortment of beauty and personal care products, and they have been gaining importance, especially in sales of masstige products. In order to capture this movement, Boots acquired the second placed Chilean pharmacy, aiming to introduce its private label. Salco, the leading drugstore in Chile recently acquired DBS, an independent beauty specialist retailer. Ecuador •Modern grocery retailers face a very competitive environment, which has led them to develop very aggressive strategies, including price wars in a number of categories. This has been impacting direct sellers, particularly those targeting lower income levels. Modern grocery retailers have been offering products at similar prices to direct sellers with the advantage of the products being available immediately. CostaRica •Stiff competion among retailers such as drugstores, beauty specialist retailers, direct selling and hypermarkets is driven by special occasion sales and convenient payment deals, such as Black Friday, payment apps and partnerships between providers of financial tools and stores, such as ZIMP, an app for smartphones, which works as a virtual pocketbook used to pay in certain stores through the use of a code.  In some countries within Latin America, there have been movements towards expanding sales to new channels and initial investment in multichannel retailing.
  • 9. © Euromonitor International 9 Movement towards multichannel in Latin America DIVERSIFICATION IN DISTRIBUTION Chile •Due to the stiff competition in medicines, drugstores have taken the opportunity to expand their assortment of products to beauty and personal care, which offers better margins. Meykos Parapharmacies, for instance, offers consultants provided with equipment to examine customers’ skin and recommend the most suitable products. Mexico •Internet retailing is one of the channels that retailers have been investing in to cater growing interest among consumers in the convenience offered. Fybeca, one of the biggest chained drugstores, recently initiated operations through the internet. Peru •Direct selling continues to lose share to store-based retailing due to constant investment in discounting and marketing activities. In addition, consumers are proving less willing to wait to receive direct selling orders. Colombia •Both manufacturers and retailers are expanding channels to become omnipresent in the current retail environment. Beyond the expanding internet retailing marketplace, retailers like Almacenes Éxito are making inroads in sales based on catalogues, while large companies like Nutresa are rapidly expanding in direct selling. During the review period, major direct sellers like Amway and Belcorp launched bricks-and- mortar stores to expand their presence.
  • 10. © Euromonitor International 10  Canada, the US and Brazil are the top three markets in terms of per capita consumption within the Americas. More developed markets are at a different stage of multichannel retailing, with a focus on the premium segment through direct selling and investment in private label. Distribution in mature markets DIVERSIFICATION IN DISTRIBUTION In a very competitive retail landscape that has seen strong growth for beauty specialist retailers and internet retailing, direct sellers have struggled. However, direct selling is currently being re-imagined by newer companies that are breaking the mould of traditional direct sellers and compete at the premium end of the market. Rodan & Fields – a premium direct seller of skin care and sets/kits – has enjoyed phenomenal growth since its launch in 2008, and serves as a good example of this trend. However, as channel lines have blurred, and even mass operators have begun to offer products that emulate boutique quality items, consumers have either committed to full-scale premium products or have settled for the value tier. Thus, as direct sellers look to remain competitive, they have increasingly begun to offer more premium products in an effort to entice the more affluent. The large number of new entrants in the market is increasing competition in the industry, while traditional players are investing in marketing campaigns and innovation in order to retain their market share and increase their penetration among consumers. As a result, the use of multichannel strategies has increased greatly in the past few years, as players are entering all the channels available in the country in order to catch consumers’ attention and increase sales. For example, O Boticário, a traditional beauty specialist retailer, entered the direct selling channel a few years ago, and is also present online. The strategy is paying off, as O Boticário continues to grow strongly year-on-year. Retailers are seeking to capitalise on demand for beauty and personal care, and more private label products are entering the market. Loblaws Cos –Canada’s leading grocery retailer – has recently acquired Shoppers Drug Mart – the leading Canadian drugstore retailer and one of the largest beauty care retailers. Loblaws is expanding its beauty care range under the Joe Fresh brand to include skin care formulated with botanic ingredients. Joe Fresh was launched initially as a private label apparel brand of Loblaws, but has gained the status of a fashion brand. The retailer continues to build its expertise in beauty and personal care, leveraging the Joe Fresh name, while putting emphasis on marketing Joe Fresh beauty lines and seeking to fit better into the prevailing trends in the Canadian beauty care market.
  • 11. © Euromonitor International 11  Some countries have been facing limited investment in retailing, due to economic slowdown. Bolivia continues to benefit from the good relationships established by direct sellers. Challenges for Venezuela, Uruguay and Bolivia DIVERSIFICATION IN DISTRIBUTION Venezuela Due to regulatory obstacles to operating a business in Venezuela, the development of newer retailing options has faltered, with many retailers dropping plans to expand their platforms. For instance, retailers such as the supermarket Excelsior Gama and the home improvement and garden centre Epa previously offered online sales and homeshopping as a multi-channel strategy, but both have been forced to halt these efforts. Uruguay Distribution continues to be dominated by supermarkets and health and beauty specialist retailers. Bolivia Direct selling continues to remain the most important channel [Q: and it is outperforming store-based retailing. Passport – its share declined over the review period.] This is due to the good relationships built by consultants, which are still perceived as an important factor by Bolivians.
  • 12. INTRODUCTION DIVERSIFICATION IN DISTRIBUTION KEY MARKETING STRATEGIES POTENTIAL IN NATURAL PRODUCTS OPPORTUNITIES IN NEW CONSUMER GROUPS SUMMARY
  • 13. © Euromonitor International 13  Competition is stiff in beauty and personal care, with the top 10 leading companies holding a 56% value share in North and Latin America in 2014. The tough competition requires manufactures to innovate and invest constantly in communication. Beauty and personal care – tough competition KEY MARKETING STRATEGIES North and Latin America – Beauty and personal care market shares by value - 2014 Procter & Gamble Co, The L'Oréal Groupe Unilever Group Colgate-Palmolive Co Johnson & Johnson Inc Estée Lauder Cos Inc Avon Products Inc Natura Cosméticos SA 44% 56% Source: Euromonitor
  • 14. © Euromonitor International 14  Investment in mass advertising campaigns continues to be important to leading multinational players to increase brand awareness in competitive categories within beauty and personal care. Some companies have been focusing on specific marketing actions at points-of-sale, product positioning and associating products with professionals. Different marketing strategies to remain competitive Professional brands •US: MAC and Bobby Brown are associated with professional artists in make-up. Guthy-Renker has used a professional hair stylist named Chaz Dean to serve as its iconic figure. •Brazil: Unilever has presented TREsemmé as a professional product, and this high quality image has contributed to the good performance of the brand. Ethnic products •Canada: In spring 2014, L’Oréal announced a new marketing and product development strategy that will seek to draw the attention of consumers in China and other Asian markets. Marketing in point-of-sale •Uruguay: Leading players in hair care have been advertising products with point-of-sale materials, while drugstores have been promoting products through the distribution of flyers. •Chile: Specialist stores for Estée Lauder brands have a specialist to teach and assess consumers, and offer free colour and facial make-up sessions. KEY MARKETING STRATEGIES
  • 15. © Euromonitor International 15 More investment in social media KEY MARKETING STRATEGIES  Growing sales of computers and smartphones, and a rise in the number of people using the Internet in the Americas have opened opportunities to companies to explore other channels to promote their brands, such as social media (eg Facebook, Twitter and Instagram) and blogs. Source: Euromonitor 0 10 20 30 40 50 60 70 80 90 0 20 40 60 80 100 120 140 160 2009 2010 2011 2012 2013 2014 %population Millionunits Internet access and ownership of technology in the Americas 2009-2014 Sales of Computers Latin America Sales of Smartphones Latin America Sales of Computers North America Sales of Smartphones North America % Population Using The Internet Latin America % Population Using The Internet North America
  • 16. © Euromonitor International 16  Based on a survey conducted by Euromonitor International, the most common brand interactions via social media are: How consumers interact through social media KEY MARKETING STRATEGIES In Latin America, companies have been investing in social media to have closer contact with consumers to promote new products, promote discounting and understand consumers’ needs. Ecuador faces restrictions due to communication regulations, while Venezuela has experienced product shortages. Companies like L’Oréal and Beiersdorf have responded by using social media to advertise products. Source: Euromonitor International Survey 2014, 8,051 respondents
  • 17. INTRODUCTION DIVERSIFICATION IN DISTRIBUTION KEY MARKETING STRATEGIES POTENTIAL IN NATURAL PRODUCTS OPPORTUNITIES IN NEW CONSUMER GROUPS SUMMARY
  • 18. © Euromonitor International 18  Differentiation through product innovation has been one of the strategies adopted by manufacturers to remain competitive in beauty and personal care. Although products positioned as natural or containing natural ingredients are still a niche in the Americas, they are increasing their presence.  In 2014, a survey showed that consumers are willing to pay more for natural products within beauty and personal care. Differentiation through natural products POTENTIAL IN NATURAL PRODUCTS Source: Euromonitor International Survey 2014, 2,129 respondents Willingness to pay for beauty products Sought-after green features - 2014
  • 19. © Euromonitor International 19  An image of high quality, combined with the introduction of more effective and eco-friendly products across all countries in the Americas, has driven sales of natural products.  Manufacturers with a focus on both mass and premium products have been investing in natural products. In Canada and Argentina, for instance, there are local manufacturers specifically investing in this niche.  In the US, studies have been published linking triclosan to liver cancer, and suggesting that mothers could easily passed parabens and phenols through their breast milk. The entire state of Illinois banned micro- beads in 2014, as they are know to damage marine ecosystems. Negative publicity surrounding traditional ingredients tends to draw the attention of consumers to natural and organic products. Natural products perceived as offering high quality POTENTIAL IN NATURAL PRODUCTS Live Clean Baby Calming Bedtime contains a blend of lavender, camomile, jasmine and vanilla extracts, and essential oils Boti-K in Argentina is present mainly in bath and shower with 100% natural products
  • 20. © Euromonitor International 20 Presence of natural positioning in mass products POTENTIAL IN NATURAL PRODUCTS Natura is acknowledged as using natural ingredients and being socially responsible. Avon is using the natural approach with Avon Naturals in Ecuador Speed Stick Naturals & Protect in Bolivia and Guatemala
  • 21. © Euromonitor International 21 Local companies investing in natural products POTENTIAL IN NATURAL PRODUCTS Aromas para El Alma, local company from Costa Rica, invests in natural and organic products Yanbal Eco-organics with extracts from açaí, noni and acerola Roots Cosmética Natural, from Ecuador, includes synthetic chemical-free soap in its portfolio
  • 22. INTRODUCTION DIVERSIFICATION IN DISTRIBUTION KEY MARKETING STRATEGIES POTENTIAL IN NATURAL PRODUCTS OPPORTUNITIES IN NEW CONSUMER GROUPS SUMMARY
  • 23. © Euromonitor International 23 New consumer groups drive growth in beauty and personal care OPPORTUNITIES IN NEW CONSUMER GROUPS Men High Income Young Adults  Men, young adults and high income women are increasingly becoming targets for beauty and personal care manufacturers, as they have proven to be willing to spend on everything from basic products to higher priced, multi-functional and targeted items to improve their appearance.
  • 24. © Euromonitor International 24 Young female consumers an important consideration OPPORTUNITIES IN NEW CONSUMER GROUPS 0 10 20 30 40 50 Years Mean age of female population - 2015  While the age of consumers continues to rise across the Americas, especially in North America, the current average age of women in many countries is between 25 and 35. In some cases, it is a full 10 years younger than the average in Uruguay, US and Canada.  These young women are an important target for new product innovation.  Even in countries where consumers are ageing, there is a benefit to focusing on young people, as establishing a relationship early on will help to create brand loyalty. Additionally, while younger consumers may not have the level of income of their older counterparts, they typically have more discretionary income and are willing to invest in their appearance.
  • 25. © Euromonitor International 25  Uruguayans have historically been very traditional in their choice of colour cosmetics; however, in recent years, new trends have brought new colours, such as shining blue, green, orange and pink to make-up and hand products that have not only been adopted by teenagers but by older women in their everyday look. The wearing of such vibrant colours among 50 year-old women would have been unthinkable in the past, but is now much more common. Brands such as OPI in nail polishes and Maybelline in make-up have been developing colour trends and have been very successful in Uruguay  While baby boomers remain a key demographic in the US, much of the industry’s recent growth can be attributed to millennial shoppers. Growth within skin care has shifted away from anti-agers to acne treatments, facial cleansers and lip care. As millennials continue to emerge as a prominent demographic, their brand preferences are creating shifts within the competitive landscape. Formerly strong brands, like Olay and Avon, are ceding share to new upstarts that appeal directly to millennial consumers.  Teenagers in Ecuador are an important group for beauty manufacturers. Parents have become more accepting of the early adoption of make-up, allowing their daughters to experiment with products, especially colour cosmetics. The population using colourants is evolving, from 35 year- olds and over towards teenagers looking to change and update their look regularly, resulting in penetration jumping from 10% to 40% of the female population, according to trade sources. For women in Ecuador, hair is also a very important part of grooming and is considered as their “presentation card”. Having the right colour (and the colour on-trend) is a key part of this. Targeting youth despite older average population OPPORTUNITIES IN NEW CONSUMER GROUPS
  • 26. © Euromonitor International 26 -2 -1 0 1 2 3 4 5 6 7 8 2014-2019%CAGRConstant2014Prices Forecast beauty and personal care growth vs men’s grooming 2014-2019 Men's Grooming Total BPC Men’s grooming expected to see strong growth OPPORTUNITIES IN NEW CONSUMER GROUPS  Projected growth for men’s grooming is strong in Latin America. While this can be attributed in part to the smaller base of men’s grooming, the opportunity is still notable, especially in Brazil, Mexico and Peru, where growth over 2014-2019 is predicted to outpace that of total beauty and personal care.
  • 27. © Euromonitor International 27  Men, particularly those in the upper or middle income brackets, are increasingly interested in investing in personal care products. However, price controls and import restrictions are expected to continue restricting the development and growth of men’s grooming over the forecast period.  Venezuela’s leading beauty and personal care companies are expected to continue focusing on larger, less regulated categories, making it likely that men’s grooming will record low levels of company activity during the forecast period. Venezuela  While men’s toiletries will see a positive value CAGR of 1% at constant 2014 prices between 2014 and 2019, a sharp decline in men’s shaving will drive growth down for men’s grooming overall. The relaxation of men’s business dress codes and fashion trends in facial hair, coupled with the cost and inconvenience of shaving, will hamper sales.  There remains hope in men’s skin care. As male consumers become more educated about their skin, a growing number of consumers are expected to look for their own skin care products rather than using the family products. Meanwhile, manufacturers are expected to be active in product development to help boost sales, continuing to link skin care products with the shaving process. Canada Men’s’ grooming fairs poorly, for very different reasons OPPORTUNITIES IN NEW CONSUMER GROUPS
  • 28. © Euromonitor International 28 Guatemala Mexico  Men’s grooming is perceived as having considerable potential in Guatemala. Men are feeling more confident in buying specific products for their personal needs, and companies are taking the opportunity to launch new products designed specifically for them.  The variety of products is growing in the market, such as shampoos, for example Head & Shoulders for Men (Procter & Gamble Interamericas Ltda), bath and shower products like Protex Men (Colgate Palmolive), and facial creams and moisturisers like L’Oréal Men (L’Oréal).  In Mexico, most men’s grooming segments are posting positive growth with increasing interest from men in their personal care regimes. Men’s skin care is expected to register the strongest retail value CAGR of 8% at constant 2014 prices over the forecast period, supported by a growing number of men concerned about reducing signs of ageing, which will favour men’s facial care.  A number of hypermarkets and parapharmacies already have a men’s section, where all personal care products for them are together, no matter if they are hair care, skin care or deodorants.  Also, some direct sellers have recently started to incentivise the entrance of men to their sales force to help them to reach male consumers more easily. Opportunities ahead for men’s products OPPORTUNITIES IN NEW CONSUMER GROUPS
  • 29. © Euromonitor International 29 Annual disposable incomes to see continued growth OPPORTUNITIES IN NEW CONSUMER GROUPS -3 -2 -1 0 1 2 3 4 5 6 %CAGR,constantprices Projected annual disposable income growth 2014-2019  Growth is expected for beauty and personal care products in most of the Americas . Those categories considered non-necessities are expected to benefit from rising disposable income growth over the forecast period.
  • 30. © Euromonitor International 30  Rising incomes in Bolivia have expanded the consumer base for beauty and personal care.  Manufacturers are specifically targeting these new consumers through advertising, looking to build brand loyalty. Bolivia  As disposable incomes rise, the base of consumers wanting to enjoy premium-like brands or those offering affordable luxury increases. On many occasions, low- income consumers purchase a premium product to meet their aspirational desires.  Mass brands, like the direct sellers Yanbal and Oriflame, are offering portfolios with higher perceived value for consumers wanting to upgrade to more premium products. The penetration of fashion brands in colour cosmetics is still not as developed as it is in fragrances. This could be a good expansion opportunity for fashion brands in the retailing environment. Colombia  The growing high income consumer group in Chile is driving demand for premium beauty products. Top end skin care from Perricone, La Prairie, Swiss Code, Guerlain, and many others is much more visible and available.  The middle and upper income segments of women are discovering the benefits of more varied options in terms of colour, as well as multi-benefit products like DD creams in skin care. At the same time, they are moving towards more premium product ranges.  Women have become more ambitious and optimistic about their personal and career development.  Beauty specialist stores, including DBS, Bobbi Brown, MAC and L’Occitane, have opened to target these consumers. Drugstores and pharmacies have added dedicated spaces for beauty and personal care (eg Espacio Salco Brand, Ahumada and Cruz Verde). Chile From skin care to fragrances, premium growth opportunities abound OPPORTUNITIES IN NEW CONSUMER GROUPS
  • 31. © Euromonitor International 31 Brazil Peru  The trend for nail products in Brazil has led to the creation of a new retail channel, esmalterias. These are specialised beauty parlours that offer manicures and pedicures, and also sell a wide variety of premium nail care products.  These salons attract those Brazilians interested in premium nail care. While the market is still considered niche, it is growing rapidly, as more and more consumers are drawn to the trend.  In 2014, consumers continued to be attracted by multi-benefit products, which help them to save time. The hectic lifestyles of consumers have led them to look for alternatives offering to solve many problems with just one product.  Consumers are willing to pay extra for multi- benefit products because they offer to replace many products providing the same or similar results. New products and trends appeal to consumers willing to spend OPPORTUNITIES IN NEW CONSUMER GROUPS
  • 32. INTRODUCTION DIVERSIFICATION IN DISTRIBUTION KEY MARKETING STRATEGIES POTENTIAL IN NATURAL PRODUCTS OPPORTUNITIES IN NEW CONSUMER GROUPS SUMMARY
  • 33. © Euromonitor International 33 • Made to order • Exclusivity • Multi-purpose • Multi-benefit • Time saving • Affordable luxury • Value added products • Natural Ingredients • Natural Products • Organics Focus on health and natural Premiumisation IndividualisationConvenience SUMMARY Innovations on new consumer’s profile and preferences
  • 34. © Euromonitor International 34 SUMMARY Multi- channel • The retailing environment is changing worldwide. Consumers want to be in control. • Multi-channel is here to stay, mainly internet retailing, which is changing the way consumers shop. Natural Products • Consumers are more concerned about the benefits of natural products, for themselves and for the natural environment. • Consumers are willing to pay more for natural products. New Consumers • New target consumer groups, such as men and teenagers, are expected to offer the highest growth in beauty and personal care, as there is plenty of room to develop these segments. Top 3 future prospects for Americas