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Report
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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
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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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
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
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
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”
APPENDIX
Market definition
The consumer
Consumer research questions
Consumer research questions (cont)
Consumer research methodology – US
Generations
Abbreviations
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