Beauty Retailing USA Channel Analysis and Opportunities is a comprehensive analysis of the complex environment for retailing cosmetics and toiletries in the United States. The report focuses on the personal care market and sales shifts that have occurred from 2007 to 2012. The category scope will closely mirrors Kline’s Cosmetics & Toiletries program, encompassing 26 product categories across the following product classes: fragrances, hair care, makeup, oral care, skin care, and other toiletries. Additionally, it features an interactive easy-to-use database.

1. Consumer Products
In-Depth Report Series and Interactive Database Service
Report #Y416J | © 2013 Kline & Company, Inc.
www.KlineGroup.com
Beauty Retailing USA:
Channel Analysis and Opportunities
A comprehensive analysis of the complex environment for retailing
cosmetics and toiletries in the United States. This study answers such
questions as:
What are the leading sales channels for beauty products?
How are retailers engaging consumers with promotions and social
media?
What are the newest store formats offering to attract consumers?
What effect do sample subscription services such as Birchbox and
New Beauty magazine’s Test Tube have on retail sales?
Do Internet and TV shopping channels continue to skyrocket?
FEATURING: AN INTERACTIVE EASY-TO-USE DATABASE
10th Edition
Published June 2013
Base Year: 2012

2. Beauty Retailing USA:
Channel Analysis and Opportunities
Report #Y416J | © 2013 Kline & Company, Inc.www.KlineGroup.com
Report Scope
Beauty Retailing USA: Channel Analysis and Opportunities provides subscribers with insights into retailing
challenges and opportunities.
The report focuses on the personal care market and sales shifts that have occurred from 2007 to 2012. The
category scope will closely mirrors Kline’s Cosmetics & Toiletries program, encompassing 26 product categories
across the following product classes: fragrances, hair care, makeup, oral care, skin care, and other toiletries.
This report analyzes both major and alternative purchase channels, providing an accurate, detailed examination of
the competitive landscape at the retail level.
Profiles are provided for 10 retailers representing a diverse cross section of venues where beauty products are sold.
Key Benefits
This comprehensive report enables subscribers to exploit business opportunities by illustrating the retailing
dynamics in one of the most important markets of the personal care industry—the United States. Specifically, this
report assists subscribers by:
Identifying and explaining key purchase channels for cosmetics and toiletries in a clear and consistent fashion
Quantifying industry sales by purchase channel, focusing on hard-to-track non-traditional channels
Explaining the business practices and strategies of specific types of retailers, supported by profiles of key
cosmetics and toiletries retailers, as well as non-traditional yet opportunistic ones
Delivering the information and insights required to capitalize on changes at retail
Subscribers receive one day of consultation time with members of the research team. This time can be used for
assistance with plans or to explore related industry information. This report is available through a Web-based
format for easy access plus an easy-to-use interactive database.

3. Beauty Retailing USA:
Channel Analysis and Opportunities
Report #Y416J | © 2013 Kline & Company, Inc.www.KlineGroup.com
1. Introduction
2. Executive Summary
This chapter will provide a roll-up of total industry statistics, as well as
key findings by purchase channel and insights into current trends affect-
ing the market. Additional information to be included follows:
Market developments
Sales and growth by purchase channel for 2007 and 2012
Retail margins
Channel snapshots
Outlook and assessment
3. Purchase Channel Profiles
A review of key purchase channels including sales tables showing the
performance for each of the 26 cosmetics and toiletries categories listed
in Table 1. Each purchase channel profile listed in Table 2 will include the
following information:
Channel developments
Analysis by store type/subclass
Number of doors/stores
Leading retailers
Role of cosmetics and toiletries in the channel
Manufacturers’ and retail sales by beauty product category for 2007
and 2012
Manufacturers’ and retail sales by product class for 2007 and 2012
Promotional and advertising activity
Private-label activity
Outlook to 2017 including retail and manufacturers’ sales
4. Retailer Profiles
Profiles of 10 retailers as listed in Table 3 will be provided with specific
discussion pertaining to the cosmetics and toiletries business of these
companies. Each profile will include the following:
Overview
Corporate sales
Recent developments
Number of doors/stores
Competitive focus and strengths
Cosmetics and toiletry sales for 2012
Cosmetics assortments and key brands
Role of private-label products
Marketing activities
Outlook to 2017
Report Contents
Table 1: Product Categories Covered in the Study
Fragrances
Fragrances for men
Fragrances for women
Hair Care Products
Conditioners
Ethnic hair care products
Hair coloring products
Hair styling products and
sprays
Shampoos
Makeup Products
Eye makeup
Face makeup
Lipsticks and lip glosses
Nail polishes
Oral Care Products
Denture products
Lip balms
Mouthwashes
Toothbrushes
Toothpastes
Tooth whitening products
Table 2: Purchase Channels
Department stores
Lower-end
Specialty
Traditional
Direct sales
Person-to-person
Home shopping networks
Infomercials
Internet/e-commerce
Catalogs and other direct
response
Drug outlets
Chain drug stores
Independent drug stores
Skin Care Products
Baby care products
Facial treatments
Hand and body lotions
Skin care products for men
Sun care products
Other Toiletries
Deodorants and antiper-
spirants
Depilatories, waxes, and
bleaches
Personal cleansing products
Shaving products
Food outlets
Convenience stores
Supercenters
Supermarkets
Mass merchandisers
Big box retailers
Dollar stores
Warehouse clubs
Specialty stores
Apparel (Gap, Banana
Republic, H&M)
Beauty supply (Sally
Beauty)
Cosmetic specialty
(Sephora, Ulta)
Vertically-integrated (Bath
& Body Works, Origins)
Table 3: Retailer Profiles
Amazon.com
Bed Bath & Beyond
(includes Harmons)
Dermstore.com
Nordstrom
QVC
Ricky’s
Sephora (includes Sephora.com)
Target
Ulta
Walgreens (includes Duane Reade
and Drugstore.com)

4. Beauty Retailing USA:
Channel Analysis and Opportunities
Database Contents
Subscribers have unlimited access to the report data and written contents through our new sophisticated, but easy-
to-use online database, with the following capabilities:
Search capabilities by channel, channel subclass, and product category
Flexible search options
Subtotaling abilities
Easy access and downloading of sales, market shares, growth rates, and forecasts
Report #Y416J | © 2013 Kline & Company, Inc.www.KlineGroup.com

5. Beauty Retailing USA:
Channel Analysis and Opportunities
Report #Y416J | © 2013 Kline & Company, Inc.www.KlineGroup.com
Methodology
Kline is unmatched in our ability to gather hard-to-get market and competitive intelligence with a high degree of
confidence. Kline's market analysis approach places the principal emphasis on primary research techniques to
ensure that the foundation of business intelligence and insight is accurate, current, and reliable.
During the course of field research, Kline's professional staff of industry experts will conduct in-depth discussions
and personal interviews with a wide range of knowledgeable industry participants and opinion leaders, including
professional skin care product manufacturers and marketers, distributors and suppliers, key retailers, public
relations executives, and other direct influencers on brand and supplier purchase decisions. This approach has
proven to be the most effective and reliable approach to obtaining accurate market data, capturing expert insights,
and identifying business opportunities.
Primary research represents the bulk of our research efforts; however, this analysis is supplemented by secondary
research drawn from suppliers' product literature and price lists; recent trade and technical publications, Internet
sources, store checks, and company financial reports.
Kline Credentials
Kline is a worldwide consulting and research firm dedicated to
providing the kind of insight and knowledge that helps companies
find a clear path to success. The firm has served the management
consulting and market research needs of organizations in the
chemicals, materials, energy, life sciences, and consumer products
industries for over 50 years.
Kline's research and consulting services extend across the entire
personal care industry value chain. Our solutions have helped
clients develop better ways to create and profit from new business
opportunities, respond to competitive and economic threats,
improve productivity, achieve sustainable growth, and optimize
performance. Kline provides clients with facts, forecasts, and
recommendations based solidly on the realities of the market.
Our market research reports and services are designed to provide subscribers with a deeper understanding of their
markets, an outlook for their business, and accurate information about their competitors. Our clients tell us they
often use Kline's market research to validate their own internal analysis, and many clients rely on Kline reports as
their most critical source of information.
For more information about this study or Kline's other services, e-mail us at sales@klinegroup.com, visit our website
at www.KlineGroup.com, or contact us at any of our regional offices listed below.
Recently published or in-progress research for the
Personal Care industry includes:
Beauty Marketing
Cosmetics & Toiletries
Male Grooming
Personal Care: Competitor Cost Structures
Professional Skin Care
Salon Hair Care
Professional Nail Care
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