Focusing on the sales shifts that have occurred between 2009 and 2014, the new edition of this annual report will provide you with a timely landscape of the challenging and ever-changing retail environment in one of the most dynamic and important markets. Along with Beauty Retailing USA: Alternate Channel Monitor, this insightful study will serve as an invaluable tool in strategic planning and future business decisions.

1. www.Klinegroup.com
Report #Y416L | © 2014 Kline & Company, Inc.
Consumer Products
11th Edition
To Be Published 2nd Quarter 2015
Base Year: 2014
Forecasts to 2019
Regional Coverage: United States
A comprehensive analysis of the complex environment for retailing cosmetics and toiletries in the United
States. With detailed channel and retailer profiles, this insightful study will provide a clear view of the challeng-ing
and ever-changing retail landscape specific to beauty and personal care products.
This Report Will Answer Such Questions As:
n What are the fastest growing channels for beauty
products?
n Who are the up-and-coming retailers?
n What are the newest store formats?
n What are the latest developments in television
shopping?
n What role does mobile shopping play?
n What impact do subscription services like Birch-box
have?
Beauty Retailing USA:
Channel Analysis and Opportunities

2. Consumer Products
Beauty Retailing USA:
Channel Analysis and Opportunities
www.Klinegroup.com Report #Y416L | © 2014 Kline & Company, Inc.
Tentative Report Contents*
Introduction
Executive Summary
n Key insights
n Market developments
n Data highlights
n Channel snapshots
n Outlook and assessment
Purchase Channel Profiles
Detailed analysis of each purchase channel listed in Table 1 with
data for each of the categories listed in Table 2, including the
following information:
n Channel developments
n Analysis by store type/subclass
n Number of doors
n Leading retailers
n Role of cosmetics and toiletries
n Manufacturers’ and retail sales by beauty category for 2009
and 2014
n Marketing and sampling activity
n Private-label activity
n Outlook to 2019
Retailer Profiles
Profiles of 10 retailers as listed in Table 3 will be provided with
specific discussion relating to the beauty business of these
companies, including the following information:
n Overview
n Sales
n Recent developments
n Number of doors
n Competitive focus and strengths
n Cosmetic and toiletry sales for 2014
n Cosmetic assortment and key brands offered
n Private-label activity
n Marketing and sampling activity
n Outlook to 2019
* Subject to charter subscriber input
Table 1: Purchase Channels
Purchase channel Sub-channel
Department stores n Lower-end
n Specialty
n Traditional
Direct sales n Person-to-person
n Home shopping networks
n Infomercials
n E-commerce/mobile commerce
n Catalogs and other direct response
Drug outlets n Chain drug stores
n Independent drug stores
Food outlets n Convenience stores
n Health/natural food stores
n Supercenters
n Supermarkets
Mass merchandisers n Dollar stores
n Warehouse clubs
Specialty stores n Apparel (Gap, Banana Republic, H&M)
n Beauty supply (Sally Beauty)
n Cosmetic specialty (Sephora, Ulta)
n Vertically-integrated (Bath & Body Works, MAC)
Table 2: Product Categories Covered
Fragrances Oral Care Products
n Fragrances for men n Denture products
n Fragrances for women n Lip balms
Hair Care Products n Mouthwashes
n Conditioners n Toothbrushes
n Ethnic hair care products n Toothpastes
n Hair coloring products n Tooth whitening products
n Hair styling products and sprays Skin Care Products
n Shampoos n Baby care products
Makeup n Facial treatments
n Eye makeup n Hand and body lotions
n Face makeup n Skin care products for men
n Lipsticks and lip glosses n Sun care products
n Nail polishes Other Toiletries
n Deodorants and antiperspirants
n Depilatories, waxes, and bleaches
n Personal cleansing products
n Shaving products
Table 3: Retailer Profiles
Amazon HSN
Beauty Brands Loxa Beauty
Birchbox Pharmaca Inventive Pharmacy
Blue Mercury Planet Beauty
CVS Walmart

3. Consumer Products
Beauty Retailing USA:
Channel Analysis and Opportunities
www.Klinegroup.com Report #Y416L | © 2014 Kline & Company, Inc.
Scope
Beauty Retailing USA: Channel Analysis and Opportunities will provide subscribers with insights
into retailing challenges and opportunities in the United States. The report will focus on the
personal care market and sales shifts that have occurred from 2009 to 2014.
n Category scope 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.
n Coverage of both major and alternate purchase
channels, providing an accurate, detailed exam-ination
of the landscape at the retail level.
n Reporting at manufacturer and retail levels.
n Profiles for 10 retailers representing a diverse
cross section of venues where beauty products
are sold.
Key Benefits
This comprehensive report will enable subscribers to exploit business opportunities by
illustrating the retailing dynamics in one of the most important markets of the personal care
industry—the United States.
n Identifies and explain key purchase channels for
cosmetics and toiletries in a clear and consistent
fashion.
n Quantifies industry sales by purchase channel,
focusing on hard-to-track non-traditional chan-nels.
n Explains 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.
n Delivers the information and insights required to
capitalize on changes at retail.
n One day of consultation time with members of
the research team which can be used for assis-tance
with plans or to explore related industry
information.

4. Consumer Products
Beauty Retailing USA:
Channel Analysis and Opportunities
www.Klinegroup.com Report #Y416L | © 2014 Kline & Company, Inc.
Methodology
Kline’s approach places principal emphasis on primary research techniques to ensure that the foundation of
business intelligence and insight is accurate, current, and reliable. Building on our 50-plus years in the business and
leveraging our worldwide network of offices, our teams of seasoned professionals draw upon pragmatic industrial
and commercial experience to understand and interpret global impacts and local perspectives.
Primary Research
We Know Who to Talk to. We Know How to Listen.
A high number of in-depth discussions are conducted by each
analyst. All interviews are done with true industry insiders.
Kline’s analysts draw upon pragmatic experience to
understand global impacts and local perspectives. Our
interviews engage experts across all pertinent fields and
sectors including:
n Retailers
n Marketers/manufacturers
n Distributors
n Government agencies
n Suppliers
n Trade organizations
Secondary Research
We Know Where to Look – Mining the Details.
Analysis is further supplemented by secondary
research, consisting of constant tracking of annual
company reports, national statistics bureaus, trade/
industrial/professional associations, and the like.
Relevant developments are diligently followed and
their impact closely monitored. Reports also draw upon
non-confidential data from Kline’s internal database,
consisting of over half a century’s syndicated research.
Comprehensive Market Intelligence
We Know How to Verify.
Data are rigorously analyzed, cross-checked, distilled,
and validated. Kline’s proven methodology allows
exceptionally effective, precise, and reliable market
intelligence procurement and assessment, giving
subscribers a solid foundation on which to grow, refine,
and expand their business with confidence.
Kline Credentials
Kline is a leading global management consulting and
market research firm offering the complete spectrum
of services. 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.
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