2026
9
US Shampoo and Conditioner Market Report 2026
2026-03-24T10:02:48+00:00
REPADCC5A08_8C04_4FE4_8C5A_088C047FE4CD
3695
192163
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Report
en_GB
The US shampoo and conditioner market remains deeply embedded in daily life, yet the forces shaping its future are shifting. Nearly universal usage keeps the category resilient, but growth has…
US
Haircare and Styling
simple

US Shampoo and Conditioner Market Report 2026

"Intentional haircare routines are reshaping the market, rewarding brands that clearly prove how product choice delivers visible hair and scalp health benefits."

Carson Kitzmiller, Senior Analyst, Beauty & Personal Care

Carson Kitzmiller, Senior Analyst, Beauty & Personal Care

US Shampoo and Conditioner Market – Trends and Insights

  • The US shampoo and conditioner market remains deeply embedded in daily life, yet the forces shaping its future are shifting. Nearly universal usage keeps the category resilient, but growth has slowed as inflation-driven gains fade. At $8.79 billion in 2025, growth remains steady, but much of the expansion since 2019 has been price-led rather than volume-driven. Consumers continue to believe product choice directly impacts hair health, but they are increasingly managing routines and spending with greater intention.
  • Routine compression is emerging as the category’s defining shift. With 65% of consumers aiming for the shortest haircare routine possible, cleansing remains the anchor while additional steps face greater scrutiny. Shampoo has strengthened its position as the workhorse of the regimen, while conditioner and treatments must increasingly justify their role through visible results. This dynamic is reshaping innovation toward higher-performance formulas that deliver multiple benefits without adding complexity.
  • The strongest growth opportunities lie in performance-led systems that respond to real consumer concerns. Brands that position shampoo and conditioner as coordinated scalp-to-strand care systems can expand engagement beyond basic cleansing and conditioning into ongoing hair health management.

This Report Looks at the Following Areas:

  • Size and forecast of the shampoo and conditioner product market
  • Sales performance of leading companies/brands as well as innovation and marketing strategies
  • How users define their hair through hair texture, hair structure and scalp type
  • Frequency of hair cleansing
  • Use of shampoo and conditioner products by type
  • Consumer behavior toward shampoo and conditioner routines
  • Concerns users experience with their hair
  • Purchase behaviors consumers employ to save money on shampoo and conditioner products
  • Benefits sought from shampoo and conditioner products
  • Attitudes and behaviors toward shampoo and conditioner products

Market Definitions

For the purposes of this report, Mintel has used the following definitions:

  • Shampoo, including anti-dandruff formulas and dry shampoo
  • Conditioner, including leave-in and rinse-out products

This Report does not include hair styling products, hair color or other chemical treatments such as perms, relaxers, or keratin straighteners. In addition, this Report only covers the at-home haircare market and does not include salon services or products sold through salons.

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  1. EXECUTIVE SUMMARY

    • What you need to know
    • Outlook for shampoo and conditioner products
    • Opportunities
    • Innovate high-performance essentials that simplify routines
    • Reframe shampoo and conditioner as corrective care systems
    • Design systems for textured hair and high-engagement consumers
  2. THE MARKET

    • Market context
    • US economic snapshot
    • January inflation data shows easing price pressures across recurring categories
    • Graph 1: headline CPI and core CPI, 2022-26
    • Consumer sentiment declined by 10% from January – falling to its lowest level since late 2023
    • Graph 2: consumer sentiment index, 2022-26
    • Market drivers
    • Younger and multicultural consumers shape category usage
    • Graph 3: shampoo and conditioner product usage – NET, by select demographics, 2025
    • Growth in annual spend stalls
    • Graph 4: average annual household spending on shampoo and conditioner, 2019-25
    • Annual category spend
    • Shift from price-led growth to stabilization in shampoo
    • Graph 5: percent change of dollar, average price, and volume of MULO shampoo sales, 2020-25
    • US: value, average price, and volume of MULO shampoo sales, 2019-25
    • Conditioner constrained by volume declines
    • Graph 6: percent change of dollar, average price, and volume of MULO conditioner sales, 2020-25
    • US: value, average price, and volume of MULO conditioner sales, 2019-25
    • US market faces patchwork bans and regulatory uncertainty
    • In-flux US regulatory changes/updates
    • Market size and forecast
    • Snapshot – market size
    • Market size of shampoo and conditioner
    • Retail sales of shampoo and conditioner products
    • Graph 7: total retail sales of shampoo and conditioner, at current prices, 2019-25
    • US: total retail sales of shampoo and conditioner, at current prices, 2019-30
    • US: total retail sales of shampoo and conditioner, at inflation-adjusted prices, 2019-30
    • Market segmentation
    • Shampoo drives market growth
    • Graph 8: total market share of shampoo and conditioner, by segment, 2025
    • Graph 9: total retail sales and forecast of shampoo and conditioner, by segment, at current prices, 2019-25
    • Routine compression favors shampoo
    • Market/brand share
    • P&G leads market, but smaller brands show strongest growth
    • Graph 10: share of MULO sales of shampoo and conditioner products, by leading companies, 2025
    • Graph 11: change in MULO sales of shampoo and conditioner products, by leading companies, 2024-25
    • MULO sales of shampoo and conditioner products by leading companies
    • P&G’s Native leverages scent to drive growth in shampoo
    • MULO sales of shampoo products by leading companies and brands
    • Zuru expands conditioner presence through brand portfolio strategy
    • Privatelabel gains traction through value and ingredient benefits
    • MULO sales of conditioner products by leading companies and brands
  3. THE CONSUMER

    • Overview: shampoo and conditioner consumer
    • Engagement skews young and multicultural
    • Graph 12: traditional shampoo AND traditional conditioner consumer by select demographics, 2025
    • Belief and enjoyment drive engagement
    • Graph 13: attitudes toward haircare, 2025
    • Engagement is youth- and multicultural-led
    • Graph 14: attitudes toward haircare, by age, 2025
    • Graph 15: attitudes toward haircare, by race/ethnicity, 2025
    • Hair textures and structures
    • Market needs to cater to large segment of textured hair consumers
    • Graph 16: natural hair texture, 2025
    • Graph 17: natural hair structure – textured hair, NET by type, 2025
    • Growth opportunity sits squarely within multicultural texture needs
    • Graph 18: natural hair structure by type, 2025
    • Hair structure likely changes with age
    • Graph 19: natural hair structure, 2025
    • Graph 20: natural hair structure by age, 2025
    • Scalp health
    • Varied scalp conditions signal opportunity
    • Graph 21: scalp types, 2025
    • Graph 22: scalp types by race/ethnicity, 2025
    • Scalp care elevates the category beyond maintenance
    • Graph 23: attitude toward shampoo/conditioner role in scalp health, by race/ethnicity, 2025
    • Frequency of hair washing
    • Wash cadence is becoming intentional
    • Graph 24: hair washing frequency, 2025
    • Maintenance vs ritual: a structural divide
    • Graph 25: hair washing frequency by gender, 2025
    • Graph 26: hair washing frequency by age, 2025
    • Hair biology drives wash frequency
    • Graph 27: hair washing frequency by race/ethnicity, 2025
    • Types of shampoo and conditioner used
    • Growth lives beyond the basic cleanse
    • Graph 28: shampoo product usage, 2025
    • Head & Shoulders and Ouai expand shampoo through targeted solutions
    • Conditioning extends beyond rinse-off basics
    • Graph 29: conditioner product usage, 2025
    • K18 and Pantene extend conditioning into repair systems
    • System depth varies by gender
    • Graph 30: shampoo product usage by gender, 2025
    • Graph 31: conditioner product usage by gender, 2025
    • Age shapes solution priorities
    • Graph 32: shampoo product usage by gender by age, 2025
    • Graph 33: conditioner product usage by age, 2025
    • Hair texture realities influence regimen depth
    • Graph 34: shampoo product usage by race/ethnicity, 2025
    • Graph 35: conditioner product usage by race/ethnicity, 2025
    • Hair concerns
    • Problem-first routines are rising
    • Graph 36: hair concerns, 2025
    • Hair concerns are not static — they are situational
    • Graph 37: hair concerns in context, 2025
    • Concerns are context-dependent
    • Routine behaviors
    • Efficiency defines haircare routine
    • Shampoo remains the routine anchor
    • Graph 38: routine behaviors – shampoo, 2025
    • SEEN elevates category through scalp-first care
    • Conditioner as outcome control
    • Graph 39: routine behaviors – conditioner, 2025
    • Routine behavior differs by gender
    • Graph 40: routine behaviors – shampoo, by gender, 2025
    • Graph 41: routine behaviors – conditioner, by gender, 2025
    • Midlife shows peak regimen discipline
    • Graph 42: routine behaviors – shampoo, by age, 2025
    • Graph 43: routine behaviors – conditioner, by age, 2025
    • Black consumers build purpose-led regimens
    • Graph 44: routine behaviors – shampoo, by race/ethnicity, 2025
    • Graph 45: routine behaviors – conditioner, by race/ethnicity, 2025
    • Purchase behaviors to save money
    • Value consciousness shapes purchase behavior
    • Graph 46: attitudes toward price of shampoo/conditioner, by age, 2025
    • Consumers adapt spending before abandoning products
    • Graph 47: purchase behaviors of shampoo and conditioner, 2025
    • Savings behaviors skew younger
    • Graph 48: purchase behaviors of shampoo and condition, by age, 2025
    • Black consumers exhibit the most active cost-management behaviors across the category
    • Graph 49: purchase behavior of shampoo and conditioner, by race/ethnicity, 2025
    • Mielle Organics anchors value in performance claims
    • Prioritized product benefits
    • Consumers seek foundational care in shampoo
    • Graph 50: benefits sought – shampoo, 2025
    • Consumers look to conditioner for repair
    • Graph 51: benefits sought – conditioner, 2025
    • Outcome priorities diverge by gender
    • Graph 52: benefits sought – shampoo, by gender, 2025
    • Graph 53: benefits sought – conditioner, by gender, 2025
    • Benefit priorities evolve with age
    • Graph 54: benefits sought – shampoo, by age, 2025
    • Graph 55: benefits sought – conditioner, by age, 2025
    • Growth and correction skew multicultural
    • Graph 56: benefits sought – shampoo, by race/ethnicity, 2025
    • Graph 57: benefits sought – conditioner, by race/ethnicity, 2025
    • Attitudes toward brand loyalty and new product trial
    • Brand equity can be leveraged as a platform for curated innovation
    • Graph 58: attitudes toward brand loyalty and new product trial, 2025
    • Olaplex extends its bond repair system to new hair needs
    • Trial declines sharply after age 55
    • Graph 59: attitudes toward brand loyalty and new product trial, by age, 2025
    • Black consumers drive engaged loyalty and trial
    • Graph 60: attitudes toward brand loyalty and new product trial, by race/ethnicity, 2025
    • Attitudes toward shampoo and conditioner products
    • Consumers seek precision and coordinated regimens
    • Graph 61: attitudes toward shampoo and conditioner products, 2025
    • Full-system preference peaks under 45
    • Graph 62: attitudes toward shampoo and conditioner products, by age, 2025
    • Integrated regimens create growth with Black consumers
    • Graph 63: attitudes toward shampoo and conditioner products, by race/ethnicity, 2025
  4. PRODUCT, INNOVATION AND MARKETING

    • Newness continues to define category
    • Graph 64: shampoo and conditioner product launches. 2021-25
    • Graph 65: shampoo and conditioner product launches, by launch type, 2021-25
    • Innovation expands beyond basic function
    • Masstige balances performance and price expectations
    • Graph 66: shampoo and conditioner product launches, by beauty positioning, 2021-25
    • Masstige innovation spans stylist authority, science, and demographic targeting
    • Gentle care and ingredient transparency lead launches
    • Graph 67: shampoo and conditioner product launches, by claim, 2021-25
    • Clean formulas evolve beyond “free-from”
  5. APPENDIX

    • Market definition
    • The consumer
    • Consumer research questions
    • Consumer research questions (cont)
    • Consumer research methodology – US
    • Generations
    • Abbreviations

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