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Beauty Retailing - UK - January 2016

“Spending on beauty and personal care contracted marginally in 2015.  The market remains very price sensitive and discount retailers’ customer numbers grew significantly. Even buyers of prestige brands are price conscious. The market will recover in 2016 but premium retailers must give consumers original and compelling reasons to trade up.”

– Hilary Monk, Senior Retail Analyst

Spending on beauty and personal care contracted marginally in 2015. As we explore in this report, the rise of the discounters and the highly promotionally-driven market is impacting value growth, particularly within the personal care segment. Despite improvements in the economy, savvy shopping habits have become engrained in consumers’ minds and this is set to continue into 2016, although we expect to see a return to growth.

Within the beauty segment, the colour cosmetics category is performing well, boosted by fashion trends for particular looks, such as strong eyebrows, and the launch of complementary make-up ranges within a number of leading fashion retailers.

The consumer research highlights the importance of price to consumers, even among those buying into prestige brands. This presents both challenges and opportunities, with the value-led retailers delivering impressive growth, while the department stores and niche specialists are using unique experiences to drive shoppers in-store and encourage them to trade up to more premium products.

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Table of contents

  1. Overview

    • What you need to know
      • Products covered in this report
      • Executive Summary

          • The market
            • Beauty market dips 0.1% in 2015
              • Figure 1: Market size and forecast: spending on beauty and personal care products (including VAT), 2010-2020
            • Health and beauty specialists deliver growth in 2015
              • Figure 2: Health and beauty specialists’ sales (including VAT), 2010-20
            • Discount shopping impacts value sales
              • Better prospects for prestige brands
                • Companies, brands and innovations
                  • Boots and Superdrug mature businesses
                    • Beauty specialists account for 36% of the market
                      • Figure 3: Estimated distribution of spending on beauty and personal care products, 2015
                    • Fashion retailers branch out into beauty
                      • Delivering new experiences
                        • Online accounts for 10% of BPC spending
                          • The consumer
                            • Skincare is the most purchased category
                              • Figure 4: Types of product bought either in-store or online, October 2015
                            • Discount stores are the winners
                              • Figure 5: Where they bought beauty products, in-store and online, November 2014 and October 2015
                            • Young women are most fickle
                              • Competitive prices are the key driver
                                • Figure 6: Key factors in deciding where to shop for beauty products in the last 12 months, October 2015
                              • Discount shoppers rate their prices and own label
                                • Figure 7: Reasons for using discount stores in the last 12 months, October 2015
                              • Word-of-mouth recommendation more important for prestige than discount shoppers
                                • Smartphones used for research
                                  • Figure 8: How beauty buyers have used a smartphone to research and shop for beauty products in the last 12 months, October 2015
                                • Under-45s men most important prestige buyers
                                  • Figure 9: Reasons people bought prestige brands in the last 12 months, October 2015
                                • What we think
                                • Issues and Insights

                                  • Where next for the value retailers and supermarkets?
                                    • The facts
                                      • The implications
                                        • What are the prospects for the premium end of the market
                                          • The facts
                                            • The implications
                                              • How are smartphones being used for beauty purchases and what are the opportunities for driving engagement?
                                                • The facts
                                                  • The implications
                                                  • The Market – What You Need to Know

                                                    • Beauty market dips 0.1% in 2015
                                                      • Specialists sector grows 3.2%
                                                        • Discount shopping impacts value sales
                                                          • Better prospects for prestige brands
                                                            • Growing interest in men’s grooming
                                                              • Aging population presents an opportunity
                                                              • Market Drivers

                                                                • Aging population presents an opportunity
                                                                  • Figure 10: Trends in the age structure of the UK population, by gender, 2010-20
                                                                  • Figure 11: Trends in the age structure of the UK population, by gender, 2015-20
                                                                • Women most concerned with wrinkles
                                                                  • Figure 12: Women’s facial skin type, March 2015
                                                                  • Figure 13: Men’s facial skin type, March 2015
                                                                • Men show growing interest in health and beauty
                                                                  • Consumers spend their extra money on beauty categories
                                                                    • Figure 14: Trends in what extra money is spent on – beauty categories, January 2014 – October 2015
                                                                  • Better prospects for prestige brands
                                                                    • Savvy shopping habits
                                                                      • Figure 15: Savvy shopping habits in total and BPC markets, August 2015
                                                                    • Growth of the discounters
                                                                      • Loyalty card usage
                                                                        • Smartphone ownership
                                                                          • Figure 16: Personal ownership of consumer technology products, by demographics, June 2015
                                                                      • Market Size and Forecast

                                                                        • Discounters and promotional activity impact growth in 2015
                                                                          • Figure 17: Market size and forecast: consumer spending on all beauty and personal care products (including VAT), 2010-20
                                                                          • Figure 18: Market size and forecast: consumer spending on all beauty and personal care products (including VAT), at current and constant prices, 2010-20
                                                                        • Segment forecast: beauty products
                                                                          • Figure 19: Consumer spending on beauty products, 2010-20
                                                                          • Figure 20: Consumer spending on beauty products, 2010-20
                                                                        • Category performance in beauty
                                                                          • Figure 21: Consumer spending on beauty products, by category, 2014 and 2015
                                                                        • Colour cosmetics
                                                                          • Fragrances
                                                                            • Facial skincare
                                                                              • Body, hand and foot care
                                                                                • Segment forecast: other personal care products
                                                                                    • Figure 22: Consumer spending on personal care products, 2010-20
                                                                                    • Figure 23: Consumer spending on personal care products, 2010-20
                                                                                  • Consumer spending on personal care items
                                                                                      • Figure 24: Total consumer spending on personal care items (including VAT), 2010-14
                                                                                    • Forecast methodology
                                                                                    • Sector Size and Forecast

                                                                                      • Health and beauty specialists’ sales
                                                                                        • Figure 25: Health and beauty specialists’ sales (including VAT), 2010-20
                                                                                        • Figure 26: Health and beauty specialists’ sales (including VAT), at current and constant prices, 2010-20
                                                                                      • Annual growth in beauty specialists sales vs annual growth in BPC spend
                                                                                        • Figure 27: Annual growth in specialists’ sector sales and annual growth in spending on beauty and personal care products, 2016-20 (fore)
                                                                                      • Notes on the sector size
                                                                                        • Outlet and enterprise numbers
                                                                                          • Figure 28: Health and beauty specialists: outlet numbers, 2010-15
                                                                                          • Figure 29: Health and beauty specialists: enterprise numbers, 2010-15
                                                                                      • Key Players – What You Need To Know

                                                                                        • Boots and Superdrug mature businesses
                                                                                          • Value retailers excel
                                                                                            • Niche specialists outperform too
                                                                                              • Supermarkets suffer
                                                                                                • Delivering new experiences
                                                                                                  • Online beauty spending
                                                                                                  • Market Shares

                                                                                                    • A fragmented market
                                                                                                      • Figure 30: Leading specialist and non-specialist retailers: estimated market shares, 2014
                                                                                                      • Figure 31: Leading specialist and non-specialist retailers: market shares, 2012-14
                                                                                                    • Note on market shares
                                                                                                    • Leading Specialist Retailers: Financials and Outlets

                                                                                                      • Boots and Superdrug mature businesses
                                                                                                        • Boots could do with more in-store experiences
                                                                                                          • Superdrug unveils new concepts
                                                                                                            • Price-led specialists do well
                                                                                                              • Niche players excel too
                                                                                                                • Top specialists by sales
                                                                                                                  • Figure 32: Leading specialist retailers: net revenues, 2010-14
                                                                                                                  • Figure 33: Leading pharmacy chains’ net revenues, 2010-14
                                                                                                                • Outlet numbers and sales per outlet
                                                                                                                  • Figure 34: Leading specialist retailers: store numbers, 2010-14
                                                                                                                  • Figure 35: Leading specialist retailers: annual sales per outlet, 2010-14
                                                                                                                • Operating profits and margins
                                                                                                                  • Figure 36: Leading specialist retailers: operating profits, 2010-14
                                                                                                                  • Figure 37: Leading specialist retailers: operating margins, 2010-14
                                                                                                                • Sales area and sales densities
                                                                                                                  • Figure 38: Selected leading specialist retailers: estimated total sales area, 2010-14
                                                                                                                  • Figure 39: Selected leading specialist retailers: estimated annual sales per sq m, 2010-14
                                                                                                              • Leading Non-Specialist Retailers

                                                                                                                • Aldi and Lidl outpace the market
                                                                                                                  • Figure 40: Leading non-specialist retailers: estimated sales growth by segment, 2014
                                                                                                                • Leading non-specialists: Estimated beauty revenues
                                                                                                                  • Figure 41: Leading non-specialist retailers: estimated beauty and personal care goods sales (excluding VAT), 2012-14
                                                                                                                • The supermarkets
                                                                                                                  • The discounters
                                                                                                                    • Figure 42: Leading discounters: Health and beauty space allocation estimates, August 2015
                                                                                                                  • The department stores
                                                                                                                    • Figure 43: John Lewis Liverpool: the retailer’s first Charlotte Tilbury concession
                                                                                                                • Space Allocation Summary

                                                                                                                  • Summary allocation overview
                                                                                                                    • Figure 44: Leading health and beauty retailers: Health and beauty products space allocation, December 2015
                                                                                                                  • Detailed space allocation
                                                                                                                      • Figure 45: Leading health and beauty retailers: Estimated health and beauty products space allocation, December 2015
                                                                                                                      • Figure 46: Leading health and beauty retailers: Estimated health and beauty products space allocation, December 2015
                                                                                                                    • Beauty versus non health and beauty-related in-store space
                                                                                                                      • Figure 47: Department store, supermarket and discount store: Estimated percentage of total in-store space dedicated to health and beauty category, December 2015
                                                                                                                  • Online

                                                                                                                    • Online spending accounts for 10% of the market
                                                                                                                      • Figure 48: Estimated online consumer spending on BPC products, 2010-16
                                                                                                                    • Supermarkets most commonly used BPC online retailer
                                                                                                                      • Figure 49: Retailer shares of online sales of BPC products, 2013-15
                                                                                                                  • Channels of Distribution

                                                                                                                    • Discounters gain share
                                                                                                                      • Figure 50: Estimated distribution of spending on beauty and personal care products, 2015
                                                                                                                      • Figure 51: Estimated distribution of spending on beauty and personal care products, in percentage and value terms (including VAT), 2014 and 2015
                                                                                                                  • Launch Activity and Innovation

                                                                                                                    • Fashion retailers branch out into beauty
                                                                                                                      • Figure 52: H&M’s beauty range, 2015
                                                                                                                    • Harvey Nichols launches beauty concierge
                                                                                                                      • Tesco teams up with online bloggers
                                                                                                                        • Bridging the gap between in-store and online
                                                                                                                          • Boots taps into expanding dermo-cosmetic market
                                                                                                                            • Figure 53: The Eau Thermale Avène range in Boots’ Brent cross store
                                                                                                                          • Harvey Nichols’ customised beauty launches
                                                                                                                            • Aldi launches caviar skin cream
                                                                                                                              • Augmented reality app for trying new hair colours
                                                                                                                                • John Lewis and Elemis ramp up in-store beauty service
                                                                                                                                  • Charlotte Tilbury’s first store
                                                                                                                                  • Advertising and Marketing Activity

                                                                                                                                    • Beauty retailers cut back on advertising in 2014, but spend in 2015
                                                                                                                                      • Figure 54: Recorded above-the-line, online display and direct mail total advertising expenditure on beauty, personal care and body care, by leading retailers, 2012-15
                                                                                                                                    • Television accounts for half of beauty ad spend
                                                                                                                                      • Figure 55: Recorded above-the-line, online display and direct mail total advertising expenditure on beauty, personal care and body care, by leading retailers, 2014
                                                                                                                                    • Nielsen Media Research coverage
                                                                                                                                    • Brand Research

                                                                                                                                        • What you need to know
                                                                                                                                          • Brand map
                                                                                                                                            • Figure 56: Attitudes towards and usage of selected brands, November 2015 and December 2015
                                                                                                                                          • Key brand metrics
                                                                                                                                            • Figure 57: Key metrics for selected retail brands, November 2015 and December 2015
                                                                                                                                          • Brand attitudes: Lush has advantage on environmental and social responsibility
                                                                                                                                            • Figure 58: Attitudes, by brand, November 2015 and December 2015
                                                                                                                                          • Brand personality: L’Occitane has a particularly exclusive image
                                                                                                                                            • Figure 59: Brand personality – macro image, November 2015 and December 2015
                                                                                                                                          • Superdrug has an association with being basic
                                                                                                                                            • Figure 60: Brand personality – micro image, November 2015 and December 2015
                                                                                                                                          • Brand analysis
                                                                                                                                            • Amazon continues to enjoy a strong position
                                                                                                                                              • Figure 61: User profile of Amazon, December 2015
                                                                                                                                            • John Lewis leads direct competitors on customer service and online offering
                                                                                                                                              • Figure 62: User profile of John Lewis, November 2015
                                                                                                                                            • Boots is noted for reliability and accessibility
                                                                                                                                              • Figure 63: User profile of Boots, November 2015
                                                                                                                                            • Lush offers a fun and vibrant option
                                                                                                                                              • Figure 64: User profile of Lush, November 2015
                                                                                                                                            • Marks & Spencer still has a strong reputation but is more likely to be seen as boring and tired than others
                                                                                                                                              • Figure 65: User profile of Marks & Spencer, November 2015
                                                                                                                                            • Superdrug is considered a value option but some see it as basic
                                                                                                                                              • Figure 66: User profile of Superdrug, November 2015
                                                                                                                                            • Debenhams lags behind other department stores
                                                                                                                                              • Figure 67: User profile of Debenhams, November 2015
                                                                                                                                            • L’Occitane has premium connotations but exclusivity means it lacks trust and usage
                                                                                                                                              • Figure 68: User profile of L’Occitane, November 2015
                                                                                                                                            • World Duty Free’s image and usage is limited by locations
                                                                                                                                              • Figure 69: User profile of World Duty Free, November 2015
                                                                                                                                          • Alliance Boots

                                                                                                                                              • What we think
                                                                                                                                                • Spending spree
                                                                                                                                                  • Restructuring the US business
                                                                                                                                                    • Implications for Boots
                                                                                                                                                      • Boots strategy
                                                                                                                                                        • Company background
                                                                                                                                                          • Company performance
                                                                                                                                                            • Figure 70: Alliance Boots: Group financial performance, 2010/11-2014/15
                                                                                                                                                            • Figure 71: Alliance Boots: Outlet data, 2010/11-2014/15
                                                                                                                                                          • Retail offering
                                                                                                                                                            • Figure 72: Boots: UK Sales mix, 2008/09-2013/14
                                                                                                                                                        • A. S. Watson UK

                                                                                                                                                            • What we think
                                                                                                                                                              • Superdrug recovers in 2014
                                                                                                                                                                • Figure 73: Superdrug’s Beauty Studio store in Cardiff
                                                                                                                                                              • The Perfume Shop opens up store environment
                                                                                                                                                                • Savers expands store network
                                                                                                                                                                  • Company background
                                                                                                                                                                    • Company performance
                                                                                                                                                                      • Group financial performance
                                                                                                                                                                        • Figure 74: A. S. Watson UK: Group financial performance, 2010-14
                                                                                                                                                                      • Outlet data
                                                                                                                                                                        • Figure 75: A. S. Watson UK: Outlet data (part estimated), 2010-14
                                                                                                                                                                      • Retail offering
                                                                                                                                                                        • Superdrug
                                                                                                                                                                          • The Perfume Shop
                                                                                                                                                                            • Savers
                                                                                                                                                                            • The Body Shop

                                                                                                                                                                                • What we think
                                                                                                                                                                                  • Pushing its ethical credentials in an increasingly crowded market
                                                                                                                                                                                    • New loyalty scheme
                                                                                                                                                                                      • Rush-hour makeovers
                                                                                                                                                                                        • Company background
                                                                                                                                                                                          • Company performance
                                                                                                                                                                                            • Figure 76: The Body Shop - Retail Sales: Group financial performance, 2010-14
                                                                                                                                                                                            • Figure 77: The Body Shop: Estimated UK sales performance, 2010-14
                                                                                                                                                                                            • Figure 78: The Body Shop - Retail Sales: Outlet data, 2010-14
                                                                                                                                                                                            • Figure 79: The Body Shop: Outlet breakdown, 2010-14
                                                                                                                                                                                          • Retail offering
                                                                                                                                                                                          • Debenhams

                                                                                                                                                                                              • What we think
                                                                                                                                                                                                • In-store experience and beauty exclusives
                                                                                                                                                                                                  • Conveniently located stores
                                                                                                                                                                                                    • Multichannel improvements aimed at making online beauty purchasing more convenient
                                                                                                                                                                                                      • Customer service
                                                                                                                                                                                                        • Company background
                                                                                                                                                                                                          • Company performance
                                                                                                                                                                                                            • Figure 80: Debenhams: Group financial performance, 2010/11-2014/15
                                                                                                                                                                                                            • Figure 81: Debenhams: Estimated beauty sales, 2011/12-2013/14
                                                                                                                                                                                                            • Figure 82: Debenhams: Outlet data, 2010/11-2014/15
                                                                                                                                                                                                          • Retail offering
                                                                                                                                                                                                          • The Fragrance Shop

                                                                                                                                                                                                              • What we think
                                                                                                                                                                                                                • Affordable prices
                                                                                                                                                                                                                  • Free gifts and samples
                                                                                                                                                                                                                    • Making online fragrance shopping risk-free and as convenient as possible
                                                                                                                                                                                                                      • Authentic scents direct from the fragrance houses
                                                                                                                                                                                                                        • Wide selection of brand names and exclusives
                                                                                                                                                                                                                          • Perfumery expertise
                                                                                                                                                                                                                            • New product categories
                                                                                                                                                                                                                              • Company background
                                                                                                                                                                                                                                • Company performance
                                                                                                                                                                                                                                  • Figure 83: The Fragrance Shop: Group financial performance, 2010/11-2014/15
                                                                                                                                                                                                                                  • Figure 84: The Fragrance Shop: Outlet data, 2010/11-2014/15
                                                                                                                                                                                                                                • Retail offering
                                                                                                                                                                                                                                • House of Fraser

                                                                                                                                                                                                                                    • What we think
                                                                                                                                                                                                                                      • Refurbished beauty halls to attract new prestige brands
                                                                                                                                                                                                                                        • Beauty Confidential
                                                                                                                                                                                                                                          • Expanding online beauty offering
                                                                                                                                                                                                                                            • Enhanced multi-channel shopping experience
                                                                                                                                                                                                                                              • Ancillary beauty services
                                                                                                                                                                                                                                                • House Brand beauty opportunity?
                                                                                                                                                                                                                                                  • Company background
                                                                                                                                                                                                                                                    • Company performance
                                                                                                                                                                                                                                                      • Figure 85: House of Fraser Plc: Group financial performance, 2010/11-2014/15
                                                                                                                                                                                                                                                      • Figure 86: House of Fraser Plc: Estimated beauty sales, 2011/12-2014/15
                                                                                                                                                                                                                                                      • Figure 87: House of Fraser Plc: Outlet data, 2010/11-2014/15
                                                                                                                                                                                                                                                    • Retail offering
                                                                                                                                                                                                                                                    • John Lewis

                                                                                                                                                                                                                                                        • What we think
                                                                                                                                                                                                                                                          • Price promise pledge
                                                                                                                                                                                                                                                            • Refurbished beauty departments attract new brands
                                                                                                                                                                                                                                                              • New lifestyle shopping concept
                                                                                                                                                                                                                                                                • In-store beauty services
                                                                                                                                                                                                                                                                  • Impact of click-and-collect charge on online beauty sales
                                                                                                                                                                                                                                                                    • Company background
                                                                                                                                                                                                                                                                      • Company performance
                                                                                                                                                                                                                                                                        • Figure 88: John Lewis Plc (department store): Group financial performance, 2010/11-2014/15
                                                                                                                                                                                                                                                                        • Figure 89: John Lewis: Estimated beauty and personal care goods sales (excluding VAT), 2011/12-2013/14
                                                                                                                                                                                                                                                                        • Figure 90: John Lewis Plc (department store): Outlet data, 2010/11-2014/15
                                                                                                                                                                                                                                                                      • Retail offering
                                                                                                                                                                                                                                                                      • Lush Retail

                                                                                                                                                                                                                                                                          • What we think
                                                                                                                                                                                                                                                                            • Unique and innovative product offering
                                                                                                                                                                                                                                                                              • Bigger stores to showcase brand uniqueness and full product range
                                                                                                                                                                                                                                                                                • Online sales growth on back of fully responsive website launch
                                                                                                                                                                                                                                                                                  • In-store digital customer engagement
                                                                                                                                                                                                                                                                                    • Scent and mood shopping app
                                                                                                                                                                                                                                                                                      • In-store spa experience
                                                                                                                                                                                                                                                                                        • Company background
                                                                                                                                                                                                                                                                                          • Company performance
                                                                                                                                                                                                                                                                                            • Figure 91: Lush Retail Ltd: Group financial performance, 2010/11-2014/15
                                                                                                                                                                                                                                                                                            • Figure 92: Lush Retail Ltd: Outlet data, 2010/11-2014/15
                                                                                                                                                                                                                                                                                          • Retail offering
                                                                                                                                                                                                                                                                                          • The Consumer – What You Need To Know

                                                                                                                                                                                                                                                                                            • Discount stores are the winners
                                                                                                                                                                                                                                                                                              • Young woman are most fickle
                                                                                                                                                                                                                                                                                                • Smartphones used for research
                                                                                                                                                                                                                                                                                                  • Competitive prices are the key driver
                                                                                                                                                                                                                                                                                                    • Discount shoppers rate their prices and own-label
                                                                                                                                                                                                                                                                                                      • Word-of-mouth recommendation more important for prestige than discount shoppers
                                                                                                                                                                                                                                                                                                        • Delivering on claims
                                                                                                                                                                                                                                                                                                        • Types of Beauty Products Bought

                                                                                                                                                                                                                                                                                                          • Skincare is the most purchased category
                                                                                                                                                                                                                                                                                                            • Figure 93: Types of product bought either in-store or online, October 2015
                                                                                                                                                                                                                                                                                                          • Women’s beauty purchases
                                                                                                                                                                                                                                                                                                            • Figure 94: Types of product bought either in-store or online – by women, October 2015
                                                                                                                                                                                                                                                                                                          • Men’s beauty purchases
                                                                                                                                                                                                                                                                                                            • Figure 95: Types of product bought either in-store or online – by women, October 2015
                                                                                                                                                                                                                                                                                                        • Where They Bought

                                                                                                                                                                                                                                                                                                          • Beauty/health stores most popular channel
                                                                                                                                                                                                                                                                                                            • Figure 96: Main channels where they bought beauty products in the last 12 months, October 2015
                                                                                                                                                                                                                                                                                                          • Boots dominates the market
                                                                                                                                                                                                                                                                                                            • Figure 97: Where they bought beauty products in the last 12 months, either in-store or online, October 2015
                                                                                                                                                                                                                                                                                                          • Gender preferences
                                                                                                                                                                                                                                                                                                              • Figure 98: Where they bought beauty products in the last 12 months, by gender, October 2015
                                                                                                                                                                                                                                                                                                            • Online versus in-store
                                                                                                                                                                                                                                                                                                                • Figure 99: Beauty/health specialists: where they bought beauty products in the last 12 months, October 2015
                                                                                                                                                                                                                                                                                                                • Figure 100: Supermarkets and discounters: where they bought beauty products in the last 12 months, October 2015
                                                                                                                                                                                                                                                                                                                • Figure 101: Other retailers: Where they bought beauty products in the last 12 months, October 2015
                                                                                                                                                                                                                                                                                                              • Consumer usage by age and affluence
                                                                                                                                                                                                                                                                                                                • Figure 102: Where they bought beauty products in the last 12 months, by age and affluence, October 2015
                                                                                                                                                                                                                                                                                                              • Trend data
                                                                                                                                                                                                                                                                                                                • Figure 103: Where they bought beauty products, in-store and online, November 2014 and October 2015
                                                                                                                                                                                                                                                                                                              • Men, the elderly and the retired shop around less
                                                                                                                                                                                                                                                                                                                • Young women are the most fickle
                                                                                                                                                                                                                                                                                                                  • Figure 104: Buying repertoire (in-store and online) in the last 12 months by gender, age and socio-economic group, October 2015
                                                                                                                                                                                                                                                                                                                • The less affluent shop around more
                                                                                                                                                                                                                                                                                                                  • Figure 105: Buying repertoire (in-store and online) for those who shop at five or more stores in the last 12 months by gender, age and socio-economic group, November 2014 and October 2015
                                                                                                                                                                                                                                                                                                                • Boots has the most loyal customers
                                                                                                                                                                                                                                                                                                                  • Opportunity for Wilkinsons
                                                                                                                                                                                                                                                                                                                    • Figure 106: Buying repertoire (in-store and online) by where they buy, October 2015
                                                                                                                                                                                                                                                                                                                • Why They Use Discount Stores

                                                                                                                                                                                                                                                                                                                  • Price the number one driver
                                                                                                                                                                                                                                                                                                                    • Word-of-mouth recommendation could become more important
                                                                                                                                                                                                                                                                                                                      • Figure 107: Reasons for using discount stores in the last 12 months, October 2015
                                                                                                                                                                                                                                                                                                                    • Men more influenced by advertising
                                                                                                                                                                                                                                                                                                                      • Women rate the discounters’ own-labels
                                                                                                                                                                                                                                                                                                                        • Figure 108: Reasons for using discount stores in the last 12 months, by gender, October 2015
                                                                                                                                                                                                                                                                                                                      • Brands are cheaper at other discount stores
                                                                                                                                                                                                                                                                                                                        • Figure 109: Reasons for using discount stores in the last 12 months, crossed by discount stores used, October 2015
                                                                                                                                                                                                                                                                                                                    • Key Drivers Analysis

                                                                                                                                                                                                                                                                                                                      • Price the most important driver in all product categories
                                                                                                                                                                                                                                                                                                                        • A promotions driven market
                                                                                                                                                                                                                                                                                                                          • Fragrance and aftershave – quality counts
                                                                                                                                                                                                                                                                                                                            • Figure 110: Key factors in deciding where to shop for beauty products in the last 12 months, October 2015
                                                                                                                                                                                                                                                                                                                          • Loyalty cards and staff expertise
                                                                                                                                                                                                                                                                                                                            • Figure 111: Further factors in deciding where to shop for beauty products in the last 12 months, October 2015
                                                                                                                                                                                                                                                                                                                          • Own-label is a key driver for older shoppers
                                                                                                                                                                                                                                                                                                                            • Figure 112: Key factors in deciding where to shop for skincare in the last 12 months, by age and affluence October 2015
                                                                                                                                                                                                                                                                                                                          • Convenient opening hours matter to younger shopper
                                                                                                                                                                                                                                                                                                                            • Figure 113: Key factors in deciding where to shop for Make-up in the last 12 months, by age and affluence October 2015
                                                                                                                                                                                                                                                                                                                          • Competitive prices on fragrance and aftershave
                                                                                                                                                                                                                                                                                                                            • Figure 114: Key factors in deciding where to shop for fragrance/aftershave in the last 12 months, by age and affluence, October 2015
                                                                                                                                                                                                                                                                                                                            • Figure 115: Key factors in deciding where to shop for men’s shaving cream in the last 12 months, by age and affluence October 2015
                                                                                                                                                                                                                                                                                                                        • Smartphone Usage

                                                                                                                                                                                                                                                                                                                          • Smartphones predominantly used for researching purposes
                                                                                                                                                                                                                                                                                                                            • Figure 116: How beauty buyers have used a smartphone to research and shop for beauty products in the last 12 months, October 2015
                                                                                                                                                                                                                                                                                                                            • Figure 117: How beauty buyers have used a smartphone to research and shop for beauty products in the last 12 months – 16-24s, by gender, October 2015
                                                                                                                                                                                                                                                                                                                          • Opportunity for more personalised approach in apps
                                                                                                                                                                                                                                                                                                                            • Alert services could be used to offer guidance for men
                                                                                                                                                                                                                                                                                                                              • Using virtual reality to encourage product testing
                                                                                                                                                                                                                                                                                                                                • Department store shoppers use their phone for research purposes
                                                                                                                                                                                                                                                                                                                                • Prestige Beauty Buyers

                                                                                                                                                                                                                                                                                                                                  • Under-45s men most important prestige buyers
                                                                                                                                                                                                                                                                                                                                    • Figure 118: Those who had bought prestige brands in the last 12 months, by gender/age, October 2015
                                                                                                                                                                                                                                                                                                                                  • Buying also skewed to the most affluent
                                                                                                                                                                                                                                                                                                                                    • Figure 119: Those who had bought prestige brands in the last 12 months, by household income, October 2015
                                                                                                                                                                                                                                                                                                                                  • London centric
                                                                                                                                                                                                                                                                                                                                    • Figure 120: Those who had bought prestige brands in the last 12 months, by region, October 2015
                                                                                                                                                                                                                                                                                                                                  • Quality tops the bill
                                                                                                                                                                                                                                                                                                                                    • Personal recommendations are influential
                                                                                                                                                                                                                                                                                                                                      • Packaging matters to the young and to men
                                                                                                                                                                                                                                                                                                                                        • Delivering on claims
                                                                                                                                                                                                                                                                                                                                          • Figure 121: Reasons people bought prestige brands in the last 12 months, October 2015
                                                                                                                                                                                                                                                                                                                                          • Figure 122: Reasons for people buying prestige brands in the last 12 months, by age and affluence, October 2015
                                                                                                                                                                                                                                                                                                                                      • Appendix – Data Sources, Abbreviations and Supporting Information

                                                                                                                                                                                                                                                                                                                                          • Abbreviations
                                                                                                                                                                                                                                                                                                                                            • Consumer research methodology
                                                                                                                                                                                                                                                                                                                                            • Appendix – Market Size and Forecast

                                                                                                                                                                                                                                                                                                                                              • Market size
                                                                                                                                                                                                                                                                                                                                                • National statistics data
                                                                                                                                                                                                                                                                                                                                                  • Market shares
                                                                                                                                                                                                                                                                                                                                                    • Retail sector size
                                                                                                                                                                                                                                                                                                                                                      • Forecast methodology
                                                                                                                                                                                                                                                                                                                                                        • Usage of IRI data

                                                                                                                                                                                                                                                                                                                                                        Companies Covered

                                                                                                                                                                                                                                                                                                                                                        • Lancôme

                                                                                                                                                                                                                                                                                                                                                        Beauty Retailing - UK - January 2016

                                                                                                                                                                                                                                                                                                                                                        £1,995.00 (Excl.Tax)