Beauty Retailing Through Direct Sales in Emerging Markets 2011 - Brochure
 

Beauty Retailing Through Direct Sales in Emerging Markets 2011 - Brochure

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Beauty Retailing Through Direct
Sales in Emerging Markets 2011:
Channel Analysis and Opportunities
Published March 2012
Base Year: 2011

A comprehensive analysis of the challenging retail environment for
cosmetics and toiletries through the direct sales channel in the four
emerging BRIC markets. This report focuses on key sales figures,
trends, and business opportunities.

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Beauty Retailing Through Direct Sales in Emerging Markets 2011 - Brochure Beauty Retailing Through Direct Sales in Emerging Markets 2011 - Brochure Document Transcript

  • Consumer ProductsIn-Depth Report Series Beauty Retailing Through Direct Sales in Emerging Markets 2011: Channel Analysis and Opportunities 1st Edition Published March 2012 Base Year: 2011 Regional Coverage A comprehensive analysis of the challenging retail environment for cosmetics and toiletries through the direct sales channel in the four Brazil emerging BRIC markets. This report focuses on key sales figures, China trends, and business opportunities. The report answers questions India including: Russia Who are the main players, and what is their focus? What opportunities do these countries have for marketers and retailers? What is the importance of this channel to cosmetic and toiletry sales in the BRIC countries? How can this channel be used effectively alongside other larger channels? Which beauty categories lead in this channel, and by how much? www.KlineGroup.com Report #Y416H | © 2012 Kline & Company, Inc.
  • Beauty Retailing Through Direct Sales in Emerging Markets 2011:Channel Analysis and Opportunities Report Scope Beauty Retailing Through Direct Sales in Emerging Markets 2011: Channel Analysis and Opportunities provides subscribers with insights into opportunities this channel represents in the fast-growing BRIC markets. The direct sales channel is divided into four distinct subclasses: person-to-person, Internet sales, infomercials, and home shopping networks. Some of these subclasses are used to a greater extent while others are negligible in each of the four countries this report covers. Including an analysis of each individual country, plus an Executive Summary, this report analyzes the latest developments for the channel in each country, providing an accurate, detailed examination of the competitive landscape. The report series focuses on the fast growing direct sales channel for the emerging markets as follows: Brazil, China, India, and Russia. The report focuses on the personal care market, including sales by product class and category, as follows: Fragrances Hair care Makeup Oral care Skin care Other toiletries Key Benefits This comprehensive report enables subscribers to exploit business opportunities by understanding how they can leverage this channel to meet the growing demands for diversification of outlets in which to sell their beauty products. The report shows how this channel has managed to grow, even in the face of a poor worldwide economy. It will give subscribers knowledge of how the different subclasses in the channel often work synergistically with other larger purchase channels. Specifically, this report assists subscribers by: Providing information to help marketers identify opportunities in each local market Describing marketing activities of the leading direct sales companies Quantifying industry sales for this hard-to-track non-traditional channel Developing sales forecasts by country to predict changes that will occur through 2016 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. www.KlineGroup.com Report #Y416H | © 2012 Kline & Company, Inc.
  • Beauty Retailing Through Direct Sales in Emerging Markets 2011:Channel Analysis and Opportunities Report Contents 1. INTRODUCTION 4. COMPANY PROFILES Profiles for the major and minor direct sales companies in 2. EXECUTIVE SUMMARY emerging markets as listed in Table 4 will be provided, including This chapter provides an overview of the direct sales channel for a corporate overview, company activities, sales by product class, all four markets in terms of overall sales, current trends affect- and marketing activity outlook to 2016. ing the channel, regional differences, opportunities, and forecasts through 2016. Major company profiles are analyzed across all BRIC markets and include Amway, Avon, Mary Kay, Oriflame, and NuSkin. 3. COUNTRY PROFILES Analysis of sales and growth for cosmetics and toiletries through this channel for each of the countries listed in Table 1. Each coun- try profile includes: Overview Sales by subclass as shown in Table 2 Cosmetic and toiletry sales by leading companies Manufacturers’ sales of cosmetics and toiletries by product category for 2006 and 2011 as listed in Table 3 Marketing activity Outlook to 2016 Table 1: Countries Analyzed Table 3: Product Class Analysis Brazil Product class Categories China Fragrances Fragrances for men, fragrances for women India Hair care Conditioners, hair coloring products, hair styling Russia and sprays, shampoos Table 2: Direct Sales by Subclass in BRIC Makeup Eye makeup, face makeup, lipsticks and lip glosses, nail polishes Person-to-person marketers like Amway, Avon, Faberlic, Oral care Mouthwashes, toothbrushes, toothpastes, Natura, Mary Kay, Oriflame E-commerce including brand websites, multi-brand sites Other toiletries Deodorants and antiperspirants, personal cleansing such as Sephora.com, and retailer sites products, shaving products Skin care Baby care, facial treatments, hand and body lotions, skin care for men, sun care Table 4: Company Profiles BRIC Markets Brazil China India Russia Amway Herbalife Infinitus Forever Living Ciel Parfum Avon Jafra Perfect Hindustan Faberlic Mary Kay Jequiti Tiantian Unilever Mirra-M NuSkin Natura TMall Jafra Oriflame Racco Modicare www.KlineGroup.com Report #Y416H | © 2012 Kline & Company, Inc.
  • Beauty Retailing Through Direct Sales in Emerging Markets 2011:Channel Analysis and Opportunities Methodology Kline is unmatched in our ability to gather hard-to-get market and competitive intelligence with a high degree of confidence. Kline’s 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 conducted in-depth discussions and personal interviews with a wide range of knowledgeable industry participants and opinion leaders, including retail executives, category managers, buyers, distributors, sales representatives, manufacturers, and marketers in the beauty industry. 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. In addition, this analysis is supplemented by secondary research drawn from the review of annual reports, 10Ks, company literature and other reports, trade publications, and non-confidential information from Kline’s extensive database. Extensive store and website checks were also conducted to obtain information on product selection and availability, display and sales techniques, and other merchandising trends. Kline’s Beauty Retailing Global Series is used as a foundation. Kline Credentials Kline is a worldwide consulting and research firm dedicated to Recently published or in-progress research for the providing the kind of insight and knowledge that helps companies Personal Care industry includes: find a clear path to success. The firm has served the management consulting and market research needs of organizations in the At-home Skin Care Devices chemicals, materials, energy, life sciences, and consumer products Cosmetics & Toiletries USA industries for over 50 years. Beauty Retailing USA Klines research and consulting services extend across the entire Consumer Insights of Personal Care Innovation USA personal care value chain. Our solutions have helped clients develop better ways to create and profit from new business Natural Personal Care opportunities, respond to competitive and economic threats, Personal Care: U.S. Competitor Cost Structures improve productivity, achieve sustainable growth, and optimize Professional Skin Care performance. Kline provides clients with facts, forecasts, and Salon Hair Care 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 Klines 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 Klines 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. North America Latin America Europe Japan Asia India +1-973-435-3407 +55-11-3079-0792 +32-2-770-4740 +81-3-3242-6277 +86-21-5292-5353 +91-124-4546-100 www.KlineGroup.com Report #Y416H | © 2012 Kline & Company, Inc.