1. Health & Beauty Trends

2. A Complex Market
• Multiple Channel
• Multiple Brands
• Multiple Occasions to Buy

3. Omnichannel
Retailing
Retail
Beauty
Stores
New
Business
Modells
Pharmacy
Travel
Retail
Internet

4. What Is Going On in H&B?
• Study On The Main Market Trends
Retail
• High Promotional Activities
• New Concepts of Shopper Interactions
New Business Models
• Pop Up Stores
• New Competition
Social Media & new Technologies
• Mobile Media Interactions
• Social Media Strategies

5. Retail

6. 2 Strategies
Sales Promotion
• Heavy Discounts
• Massive Promotional Operations
Customer Interactions
• In Store Advices
• Customer Service

7. Heavy Promotional Pressure
• 40% sales Under Promotion and Growing
• Up to 100% Off Prices

8. Beauty Operations
• 3rd Most Important Operations in France
• Massive Dramatization In Store
• Between April & May
• Average Leaflet: 34 Pages, 380 Customer Needs

9. Trade Operations
• Promotional,Contest
• Dramatization in
Store
• Specific Timing With
TV Ad CampaignsTV Ad Campaigns

10. Ladies Night Intermarché
• Special Invitations to Customers
• Advices and Make Up Sessions
• Organized by l’Oréal

11. Weekly Professional Workshop
• Monoprix proposes 30 minutes sessions
• Organized by brands such as L’Oréal or
Gemey

12. Leclerc Sampler
• Scan Loyalty Card
• Choose Your
Sample

13. Cosmetic Stores

14. Sephora New Concept (1/2)
• Beauty Bar
• Click & Collect (for Online Orders)
• Gift Factory: Customized wrapping paper
& gift boxes& gift boxes
• Automated Sampling

15. Color Profile
• Find The Proper Skin Color To Define Your Customized
Make Up Routine
• Identify The Specific Carnation of Customers on 5 Body
Parts

16. Clothing/Other Stores

17. Pharmacy

18. CVS Case Study (1/2)
• CVS Abandon tabacco category
• Develop Personnal Care
• Minute Clinic:

19. CVS Case Study (2/2)
• “Today, consumers are taking a more active role in their
healthcare decisions and are increasingly searching for
ways to take care of themselves proactively.”

20. Walgreen’s Case Study
• Innovative Loyalty Reward Program
• Click & Collect

21. Walgreen’s Case Study (2/2)
• Added Value Application

22. Sephora Enters The Parapharmacy Market
• Spanish Initiative: 30 m2
• Parapharmacy Brands: Nuxes
• 2 Pharmacians In Store
• 3 Stores Forecasted In 2015• 3 Stores Forecasted In 2015

23. Internet

24. Amazon beauté
• 1500 Brands, Including 40 Selective Ones
• Free Shipping Starting At 25 €

25. Feelunique.com
• Have Access To Premium Brands
• 500 Brands Including Dior, Lancôme,
Channel

26. Beauty Box
• Online Questionnaire About Preferences
• You Receive Every Month a Box of
Samples
• Brands: Birchbox, L’Oréal, Glossy box,• Brands: Birchbox, L’Oréal, Glossy box,
Sephora

27. Amazon Familly Pack
• Discount: 20% Aff Diapers All Year Long
• Fast Delivery: Amazon Premium

28. New Business Modells

29. Vending Machine (1/2): Birchbox
• Started December 2014
• 5 Different Offers
• 4€ for 2 Mini Products
• Brands: Sabon, Paul&Joe, Handy,• Brands: Sabon, Paul&Joe, Handy,
Lollipops, Sampar

30. Vending Machines (2/2): Nailmatic
• Nail Art Vending Machines
• Displayed in Airport & Malls
• Propose both Nailmatic
& Essie brands& Essie brands

31. Professional Products Discounters
• Premium and professional haircare &
cosmetics products
• Sold at discounted prices
• Brand: La Boutique du Coiffeur• Brand: La Boutique du Coiffeur

32. Pop Up Store (1/3): Beauty truck Sephora
• For Specific P&R Events

33. Pop upStore: (2/3) Gemey La Défense
http://image.slidesharecdn.com/prezscops-
150507181917-lva1-app6892/95/trophes-
de-linnovation-commerciale-scops-2015-
188-638.jpg?cb=1431022828

34. Pop Up Store (3/3)
Apoliva pop-up store by Kollo,
Stockholm
Sally Beauty store by Droguett AA
Lima Peru

35. L’Oréal Paris Opens Its Own Store
• 5 Stores Across Europe
• Average Basket: 18€
• 2,3 Products/Basket

36. Travel Retail
• Strategic Market For L’Oréal
– 17% of its sales
• Premium Products For A Premium
ClienteleClientele

37. Social Media & New
Technologies

38. TokiWoki: Connecting Expert Customers With New
Customers
• Allow Customers To Interact With Premium Users Via
Online Chat, To Get Advices, On the Brand Website

39. Yves St Laurent’s Make Up Artists Use Google Glass
• Each Customer Receives Home:
– Her Make up Session Video Taken With Google Glass) With The
Advices
– Before/After Pictures
– The List of Product Used During Session

40. Make Up Genius by L’Oréal
• Augmented Reality Technology Mobile
Application
• Enable Make Up Tests Prior Purchase
• Make Up Tutorials• Make Up Tutorials

41. Beauty @ Tesco
• Dedicated Strategy
• Partnership with bloggers
• Youtube Original Video
Content Creation
• Active Twitter Account• Active Twitter Account

42. Questions?
Nicolas Schriver
http://schriver.frhttp://schriver.fr