|
Published by: Packaged Facts
Published: Aug. 1, 1999 - 440 Pages Special Offer: Now 35% off original sale price of $2750.
Table of Contents
- Executive Summary
- The Products
- Market Definition
- Antioxidants Thought to Play Major Role in Preventing Degenerative Diseases
- Antioxidant Vitamins
- Definition of Supplements
- Certain Minerals Have Anti-Aging Effects
- High-Tech Skincare Treatments Flourish
- Mass-Market, Prestige, and Alternative Skincare Products
- FDA Patrols Fine Line Between Drugs and Cosmetics
- The Market
- Retail Sales to Reach $4.3 Billion in 2003
- Table 1-1: U.S. Anti-Aging Products Market Size and Growth, 1994-2003 (dollars): VSMs, Cosmeceuticals
- Health Food Stores and Drugstores Control Nearly Two-Thirds of Anti-Aging VSM Market
- Dietary Supplements Boast Largest Percentage of Health Food Store Sales
- Mass Gaining on Class in Cosmeceuticals
- Aging Baby Boomers Drive Sales
- The Marketers
- Hundreds of Companies in the Field
- Most Marketers Specialize by Distribution Channel
- Two Herbal Supplement Companies Dominate Health and Natural Food Store Channel
- Leading VSM Marketers in the Mass Market
- Marketers Flock to Booming VSM Category
- Large Companies Dominant in Cosmeceuticals
- Cosmeceuticals a Highly Competitive Field
- Cosmeceuticals Moving Into Hand and Body Care
- Distribution and Retail
- Separate Distributor Networks Supply Health Food and Mass-Market VSMs
- Large Cosmeceutical Marketers Use Direct Distribution; Service Merchandisers Important to Smaller Players
- Anti-Aging VSM Market Composition by Retail Channel
- Figure 1-1: Dollar Share of U.S. Sales of Anti-Aging VSMs by Retail Channel, 1998 (percent): Health and Natural Food Stores, Drugstores, Mass Merchandisers, Grocery Stores
- VSMs an Integral Part of Health Food Store Mix
- Mass-Merchandiser Competition Growing
- Brisk Mass-Market Sales Put Drugstores Out Front in Cosmeceuticals
- Department Stores Are Main Prestige Outlet
- Leading Skincare Products Placed in High Visibility Areas
- The Consumer
- VSM Use Increases with Age
- Anti-Aging VSM Users Share Similar Profile
- Highest Percentage of Adults Shop for VSMs at Drugstores
- Cosmeceutical User Data Relate to Heavy Use of Facial Moisturizers
- Heavy Use Highest in 35-54 Age Brackets
- Where Older Consumers Purchase Skincare Products
- Scope of Report
- Report Methodology
- The Products
- Market Definition
- Scope of Report
- Main Focus Is Retail, But Direct Response Also Addressed
- Products Excluded from Report
- Health Effects of Aging
- Physical Changes Accompany Aging
- Aging: A Progressive Deficiency Disease?
- The Eyes: One of the First Things to Weaken
- Macular Degeneration and Cataracts
- Hearing Acuity Also Diminishes with Age
- Changes to the Skin
- New Cells Replace the Old
- Changes in Aging Skin
- Photoaging of the Skin
- Sensitivity to Touch Diminishes
- Menopause
- Reduction of Sexual Functioning
- Baldness or Thinning Hair
- Heart Disease
- Prostate Cancer
- Shrinking Thymus Gland and Reduced Immunity
- Diminished Strength and Flexibility of Joints
- Manual Dexterity and Body Movement Can Be Impaired
- Bones May Become Brittle
- Slowing Metabolism and Other Digestive Changes
- Oral Maintenance Becomes Increasing Concern
- Reflexes, Mental Agility May Slow
- VSMs: Key Anti-Aging Ingredients
- Antioxidants Thought to Play Major Role in Preventing Degenerative Diseases
- Antioxidant Vitamins
- Vitamin E: A Major Antioxidant
- Vitamin C: The Longevity Vitamin
- B Vitamins Combat Stress and Neural "Fatigue"
- Choline and Inositol May Help Preserve Memory
- Vitamin D Linked to Osteoporosis Prevention
- Vitamin A and Beta-Carotene
- Other Antioxidants Considered Supplements
- Body's Need for Vitamins Increases with Age
- Vitamins and Their Anti-Aging Effects
- Table 2-1: Single Vitamins and Their Reported Anti-Aging Effects (8 Vitamins/Recommended Dosage)
- Other Anti-Aging VSMs Considered Supplements
- Definition of Supplements
- Glutamine: Precursor of the "Master Antioxidant"
- Coenzyme Q-10, CoQ-10, or Vitamin Q
- Lipoic Acid
- L-Carnitine: The Fat Burner
- Omega 3 Fatty Acids
- Garlic
- Ginseng
- Glucosamine
- Chondroitin
- Pine Bark and Grape Seed Extract
- Bilberry, Taurine, and Lutein for Vision
- Saw Palmetto and BPH
- Horse Chestnut for Varicose Veins
- Isoflavones to Prevent Menopause
- DHEA
- Melatonin
- Human Growth Hormone
- Royal Jelly for Aging Skin
- Gingko Biloba Leads "Smart Supplements"
- Phosphatidylserine (PS)
- Another Brain-Booster: Huperzine A
- Certain Minerals Have Anti-Aging Effects
- Calcium Builds More Than Healthy Bones
- Chromium Picolinate
- Magnesium
- Selenium
- Zinc
- Other Anti-Aging Minerals
- Branded Ingredients
- Natural or Synthetic?
- Inert Ingredients Also a Selling Point
- VSMs: Historical and Regulatory Overview
- A VSM Market Develops
- Growing Interest Prompts FDA Attention
- FDA Sets Maximum and Minimum Limits for RDA
- Proxmire Amendment Reins in FDA, Opens Market
- Touting Benefits Without Making Medical Claims
- NLEA Gives FDA New Rules and Power
- RDAs, RDIs, DVs, and DRVs
- FDA Proposes Strict VSM Claim Guidelines
- Congress Counters with Pro-Supplement Legislation
- Structure/Function Statements
- Third-Party Literature
- Moratorium Runs Out; Reprieves Extend Deadlines
- FDA Attacks DSHEA After Ephedra Incident
- FDA Proposes New Rules for Labeling
- FTC Publishes Guidelines for VSM Advertising
- FTC Holds Advertisers and Marketers Accountable
- FTC Guidelines Regarding Disclaimers
- Prominence of Disclosures
- Cosmeceuticals: A Brief History
- The Search for Skincare Products That Turn Back the Clock
- Biological Concepts Emerge in Early 1980s
- Retin-A: The Miracle Acne Product
- Retinoids Usher in Cosmeceutical Age
- Alpha-Hydroxy Acids Arrive in 1992
- Ethocyn and Beta-Hydroxy Acid Vie to Unseat AHAs
- High-Tech Skincare Treatments Flourish
- Cosmeceuticals: Key Anti-Aging Ingredients
- Alpha-Hydroxy Acids Still a Mainstay
- The Effects of AHAs
- OTC Regimens for AHAs
- Salicylic Acid and Beta-Hydroxy Acids
- Vitamins Growing in Importance
- Retinoids
- Trademarked Ingredients
- Combining Exfoliating Ingredients
- Other Anti-Aging Cosmeceutical Ingredients
- Moisturizing Ingredients
- Soothing Ingredients
- Remineralizing Skin
- Cosmeceuticals: Regulatory Overview
- FDA Patrols Fine Line Between Drugs and Cosmetics
- FDA Tracking AHAs
- Study Supports Safety of AHAs
- Do AHAs Really Work?
- Product Types, Forms, and Packaging
- Pills Are Most Common Delivery System for VSMs
- Health and Natural Food vs. Mass Market
- No-Frills Packaging Reinforces VSM Product Seriousness
- Cosmeceuticals Specialized by Function and Area of Use
- Wide Variety of Forms
- Mass-Market, Prestige, and Alternative Skincare Products
- Visual Appeal Is Common Denominator in Cosmeceuticals
- Trade Associations
- Regulatory Issues Enhance Role
- American Botanical Council
- American College of Nutrition
- American Herbal Products Association
- Citizens for Health
- Cosmetic Ingredient Review
- Cosmetic, Toiletry, and Fragrance Association
- Council for Responsible Nutrition
- Food and Drug Law Institute
- Herb Research Foundation
- National Nutritional Foods Association
- The U.S. Pharmacopoeia
- The Market
- Figure 3-1: Total U.S. Retail Sales of Anti-Aging VSMs and Cosmeceuticals, 1994-1998 (dollars)
- Market Size and Growth
- Sales Difficult to Quantify
- Methodology for Estimates
- Retail Sales Up 30% in 1998
- Table 3-1: U.S. Retail Sales of Anti-Aging VSMs and Cosmeceuticals, 1994-1998 (dollars): VSMs, Cosmeceuticals, Total
- Market Composition: VSMs
- Health Food Stores and Drugstores Control Nearly Two-Thirds of Anti-Aging VSM Market
- Figure 3-2: Dollar Share of U.S. Sales of Anti-Aging VSMs by Retail Channel, 1998 (percent): Health and Natural Food Stores, Drugstores, Mass Merchandisers, Grocery Stores
- Mass Outlets Gaining Ground
- Direct Sales Booming
- Dietary Supplements Boast Largest Percentage of Health Food Store Sales
- Vitamin C Is Top-Selling Vitamin
- Calcium Is Single-Mineral Sales Leader
- Herbs Constitute 21% of Health Food Store Sales
- VSM Use Shows No Geographic Distinction
- Table 3-2: Use of VSMs by Geographic Region, 1998 (percent and index): Northeast, East Central, West Central, Southeast, Southwest, Pacific
- VSM Sales Stronger in Winter Months
- Market Composition: Cosmeceuticals
- Mass Gaining on Class in Cosmeceuticals
- Figure 3-3: Dollar Share of U.S. Sales of Anti-Aging Cosmeceuticals by Retail Channel, 1998 (percent): Drugstore, Department Store, Mass Merchandisers, Grocery Stores, Other
- Direct Sales Surging
- Heavy Users of Cosmeceuticals Not Geographically Concentrated
- Cosmeceutical Sales Highest in Winter and Summer
- Factors Affecting Market Growth
- Aging Baby Boomers Drive Sales
- Boomers Not Willing to "Grow Old Gracefully"
- Some 10 Million Boomers Already Past 50
- Table 3-3: Growth of Mature Baby Boom Market, 1996-2015 (number)
- Through 2050, Mature Population Will Be Fastest-Growing
- Table 3-4: Projected Growth of Mature Population, 1998-2050 (number): From Age 55 to Age 80+
- Americans Living Longer, Staying Healthier Longer
- Appearance of Growing Importance for Mature of Both Sexes
- New Research, Technology Spur Sales
- Research That Results in Prescription Drugs Leads to Natural Spin-Offs
- Biotechnology Plays Growing Role in Cosmeceuticals
- New Cosmeceutical Delivery Systems
- New Product Introductions Expand Market
- Anti-Aging Books, Magazines, and Organizations Fuel Growth
- Multi-Step Regimens Also Spur Sales
- Entry of Mainstream Marketers Boosts Visibility, Credibility
- Growing Advertising Piques Consumer Interest
- Skincare Becoming a Healthcare Issue
- Working Women Give Impetus to Cosmeceuticals
- Table 3-5: U.S. Population of Working Women, 1993 vs. 2000 (number and percent)
- Trend to More Natural Look Means Skin Must Stand Alone
- Skimpy Fashions Boost Market Growth
- Prevention and Self-Care Trend
- Women's Health Comes of Age
- '90s Men's Care
- Increased Interest in Natural Medicines
- Living Longer, Living Well
- Expanded Mainstream Distribution of VSM Products
- More Shelf Space for Cosmeceuticals
- Juice Bars and Smoothie Outlets Build VSM Visibility
- Lack of Education Remains an Obstacle
- Claims for Hormones May Trigger Backlash
- Competition and Synergy from Fortified Foods
- Consumers May Tire of "Costs of Maintenance"
- Figure 3-4: Projected U.S. Retail Sales of Anti-Aging VSMs and Cosmeceuticals, 1998-2003 (dollars)
- Projected Market Growth
- Retail Sales to Reach $4.3 Billion in 2003
- Table 3-6: Projected U.S. Retail Sales of Anti-Aging VSMs and Cosmeceuticals, 1998-2003 (dollars): VSMs, Cosmeceuticals, Total
- The Marketers
- The Marketers
- Hundreds of Companies Field Anti-Aging Products in U.S.
- Marketers Specialize by Distribution Channel
- VSM Marketers: Health and Natural Food Sector
- Two Herbal Supplement Companies Dominate Health and Natural Food Store Channel
- Yet More and More Crossover Occurring
- Leading VSM Marketers in the Mass Market
- Table 4-1: Leading VSM Mass Marketers, 1998 (12 Marketers/29 Brands)
- Private-Label Brands Also Important
- Leading Direct Marketers
- A Representative Listing of Marketers and Brands
- Large Companies Dominant in Cosmeceuticals
- Cosmeceuticals Moving Into Hand and Body Care
- Estée Lauder Is Leading Prestige Cosmeceutical Marketer
- Table 4-2a: Annual Sales of Leading U.S. Companies Marketing Cosmeceuticals, 1998 (dollars, ranking, marketer types)
- Table 4-2b: Annual Sales of International Companies Marketing Cosmeceuticals in U.S., 1998 (dollars, ranking, marketer types)
- VSM Marketers Enter Cosmeceuticals Classification
- Cosmetics Companies Enter VSM Market
- Direct Marketers of Cosmeceuticals
- Table 4-3: Selected Marketers and Brands of Anti-Aging VSM Products (110 Marketers and Their Brands/Products)
- Table 4-4: Selected Marketers and Brands of Anti-Aging Cosmeceuticals (98 Marketers and Their Brands/Products)
- Marketer and Brand Shares
- Ranking VSM Marketers
- Leading VSM Brands in Health and Natural Food Stores
- Anti-Aging VSMs Grouped with Mineral Supplements at Mass-Market Level
- Sundown Number-One Mass-Market Brand of Mineral Supplements
- Three Leading Direct Marketers
- Methodology Used to Estimate Cosmeceutical Marketer and Brand Shares
- L'Oréal Plénitude Leads in Mass-Market Sales
- Prestige, Alternative Methodology
- Estée Lauder Is Number-One Prestige Brand
- Avon Leads in Direct Marketing
- Competitive Overview: Anti-Aging VSMs
- Marketers Flock to Booming Category
- Blurring of Distinctions Between Market Channels
- Anti-Aging Research Drives Market
- Array of New Products Almost Bewildering
- VSM Marketers Must Do a Lot of Educational Marketing
- Entry of Mainstream Marketers Raises Advertising Stakes
- Health Food Sector Marketers Compete Through New Products
- Health Food VSM Marketers Also Compete on "Wholeness"
- Other Marketers Compete on Technical Superiority
- Product Trends Attract New Marketers
- Health Food Marketers Use Discounting, Line Extensions to Gain Shelf Space
- Marketers Stake Claims with In-Store Displays
- Mass Marketers Also Compete with New Products
- Mass Marketers Offer Planograms and Shelf-Stocking Assistance
- Price and Value Competition
- Mass Marketers Also Use Educational Materials at POP
- Crowded Field Invites Shake-Out
- Competitive Profile: Herbalife International, Inc.
- Sales Up 11% in 1998, to $867 Million
- Competitive Profile: Irwin Naturals/4Health, Inc.
- 1998 Merger Strengthens Company's Position
- Competitive Profile: Leiner Health Products Group, Inc.
- Corporate Overview
- A Leading Brand in Mass Market and Private Label
- Expanding Distribution
- Healthy Increases for Herbs
- Company Innovations
- Competitive Profile: Lichtwer Pharma U.S., Inc.
- A Leader in Botanical Research
- Only Clinically Proven Products
- Competitive Profile: Mission Pharmacal
- Corporate Overview
- Competitive Profile: Murdock Madaus Schwabe
- Corporate Overview
- Herbal-Based Products
- Nature's Way Sold to Health and Natural Food Sector
- NaturaLife Sold to Mass Market
- Strong Marketing Support
- International Connections
- Competitive Profile: NBTY, Inc.
- Corporate Overview
- Own Retail Chain Is Growing Rapidly
- Different Brands for Different Channels
- Renewing the Brand with Product Introductions
- A Leader in Direct Sales
- Increasing Its Production Capacity
- Creating Vitamin World Departments
- Innovative Merchandising
- Competitive Profile: Natrol, Inc.
- Corporate Overview
- One Brand Through All Channels
- Major Products
- Natrol Basics Line
- Vertically Integrated
- Ample Advertising Support
- Company Goes Public in 1998
- Acquisition of Herbal Tea Line
- Competitive Profile: Pharmaton Natural Health Products
(Boehringer Ingelheim Pharmaceuticals, Inc.)
- Corporate Overview
- An Effective VSM Strategy
- Uses Advertising to Build Brand Recognition
- Launches Ginkoba and Vitasana
- Competitive Profile: Pharmavite (Otsuka Pharmaceutical Ltd.)
- A Mass-Market Leader
- Founded by Two California Entrepreneurs
- Focuses on Increasing Pharmacist Involvement
- Television Is Main Ad Medium
- Nature's Resource Focuses on New Products, Pharmacist Education
- Competitive Profile: Rexall Sundown, Inc.
- Corporate Overview
- Many Products Sold Through Several Channels
- History of Quality at Lower Price
- Sundown: The Flagship Brand
- Osteo-Bi-Flex the Most Successful Product Launch in VSM History
- Growth in Direct Marketing and Mail Order
- Innovative Marketing and National Advertising
- Support for XTRA Herbals
- Twist 'N Learn with Alex Trebek
- Other 1998 Activity
- New Distribution Agreements
- Acquisition an Additional Growth Strategy
- Another "Osteo-Bi-Flex"?
- Another Gold Mine in Cellasene
- Competitive Profile: SmithKline Beecham
- Corporate Overview
- OsCal a Leading Calcium Supplement
- Competitive Profile: Sunsource Health Products, Inc.
- Company Acquired by Chattem in 1997
- Product Development Strategy Focuses on Desired Benefit
- 1998 Sales Approach $35 Million
- Competitive Profile: Twin Laboratories, Inc.
- Corporate Overview
- Company Innovations
- History and Growth of Company
- The Nature's Herbs Subsidiary
- Twinlab Is Product-Driven
- Company Philosophy
- Twinlab's Growth Strategy
- Competitive Profile: Weider Nutrition International, Inc.
- Corporate Overview
- Distinct Brands for Each Distribution Sector
- Company History and Growth
- Schiff: A Major Acquisition
- Launches Health Program for Men over 40
- Plans for Future Growth
- Competitive Profile: Whitehall-Robins Healthcare
- A Division of American Home Products Corporation
- Centrum Silver One of the First Supplements for Aging Consumers
- Offers Complete Nutritional Support
- Caltrate Targets Women of Childbearing Age and Older
- Promotions Link Two Anti-Aging Products
- Acquires Solgar in 1998
- Launches Centrum Herbals
- Competitive Overview: Cosmeceuticals
- A Highly Competitive Field
- Line Extensions, New Products Crowd the Field
- From Laboratory to Medicine Cabinet
- Lines Blur Between Mass and Class
- Larger Companies Maintain Major Market Shares
- Acquisitions Help Major Marketers Stay On Top
- Research and Development Important to Competitive Situation
- Smaller Companies Face Uphill Climb
- Despite Challenges, Smaller Companies Find Competitive Niche
- Competition Increases Within Prestige Market
- Consumers Demand Product Performance
- Direct Marketers Continue to Thrive
- Competitive Profile: Avon Products, Inc.
- A Major Force in Direct Sales
- Anew: Avon's Big Anti-Aging Cosmeceutical Seller
- Avon Continues to Grow Anew
- Parsol the Basis of Another Anti-Aging Product
- Competitive Profile: Beiersdorf, Inc.
- Beiersdorf Competes with Several Brands
- Eucerin Plus: Early Entry in Cosmeceutical Market
- Nivea Visage
- Launches Q10 Wrinkle Control Cream in 1999
- Basis Simplifies Skincare
- Prestige La Prairie Line Offers Age Management Series
- Introduces Age Management Stimulus Complex PM
- Also Markets Skin "Brightening System"
- Competitive Profile: Cosmair, Inc.
- Cosmair Competes with Mass L'Oréal and Class Lancôme
- Plénitude Alters Mass Market
- Revitalift Launch Gives Renewed Boost to Plénitude
- Middle-Positioning Strategy Is Winner
- Futur-e and Turning Point Are Latest Plénitude Additions
- L'Oréal Acquires Maybelline
- Lancôme Scores Big with Cosmeceutical Entry, Bienfâit Total
- Lancôme Scores Again with Primordiale
- Lancôme Sets Sights on Overtaking Estée Lauder
- Vitamin C the Basis of Vitabolic Deep Radiance Booster
- Competitive Profile: Estée Lauder Companies, Inc.
- Acquisition Fever
- Estée Lauder Dominates Prestige Market
- Estée Lauder is Flagship Brand
- The Fruits of Success: Fruition Early Cosmeceutical Hit
- Estée Lauder Offers Variety of Cosmeceutical Products
- Veteran Aramis Brand Targets Men
- Clinique Brand Boasts Many Firsts
- Turnaround Cream Is Clinique's First Treatment Product
- Stop Signs Is "First" Anti-Aging Product
- Lauder Brand Adds Revelation and Re-Nutriv
- Prescriptives
- Origins
- Aveda
- The Mystique of Crème de la Mer
- Competitive Profile: Johnson & Johnson
- Neutrogena Puts Johnson & Johnson in Top Skincare Ranks
- Neutrogena Enters Cosmeceutical Arena with Healthy Skin Line
- Other Neutrogena Products Promise Therapeutic Benefits
- Johnson & Johnson Acquires Clean & Clear, Extends Purpose
- Johnson & Johnson Acquires Skincare Brands of S.C. Johnson & Son
- Johnson & Johnson Also Offers Rx Cosmeceutical
- Competitive Profile: Neoteric Cosmetics (Scott's Liquid Gold, Inc.)
- A Cosmeceutical Pioneer
- Neoteric Was First to Mass Market
- Alpha Hydrox Product Line
- Alpha Hydrox for Men
- Neoteric Cosmetics Adds Diabetic Line
- Latina Women Also Targeted
- Competitive Profile: Procter & Gamble Co.
- Procter & Gamble: The Leading Mass Skincare Marketer
- Age-Defying Line Boasts "Kinder, Gentler" Formulation
- ProVital Targets Aging Boomers
- Oil of Olay Cosmeceutical Advertising and Promotion
- Competitive Profile: Revlon, Inc.
- Company Competes Mainly in Mass Cosmetics Arena
- Revlon Targets Aging Consumers with Age Defying Brand
- No Time Off for Almay
- Revlon Finds Radiance in Ultima II
- Revlon Seeks to Improve Skincare Positioning
- Competitive Profile: Unilever
- Corporate Overview
- Vaseline Revamped as Cosmeceutical
- Ponds Leads with Age-Defying, Other Products
- The Pond's Institute
- Pond's Institute Develops Educational Program
- In Prestige Market, Unilever Offers Elizabeth Arden Brand
- Ceramide Is Elizabeth Arden's Anti-Aging Line
- Elizabeth Arden Also Offers Cellulite Cream, Other Anti-Aging Products
- Competitive Briefs: Other Cosmeceutical Marketers
- Andrew Jergens Co. (Kao Corp.)
- Chanel, Inc.
- Chantal Pharmaceutical Corp.
- Christian Dior Perfumes, Inc.
- Clarins U.S.A., Inc.
- Del Laboratories, Inc.
- Freeman Cosmetic Corp. (Dial Corp.)
- St. Ives Laboratories (Alberto-Culver)
- University Medical Products/USA, Inc.
- Marketing and New Product Trends: VSMs
- VSM Marketers Making Stronger Claims
- Research Adds Credibility
- Some Products Marketed as "Medicines" Rather Than Supplements
- Companies Attempt to Document Product Contents
- Centrum Trademarks "Pharmaprint" Technology to Vouchsafe Effectiveness
- VSM Product Introductions Accelerate
- Growing Use of Branded Ingredients
- VSM Marketers Target Aging Boomers
- VSM Food for Thought
- DHEA Introductions Abound in VSMs
- Human Growth Hormone Said to Turn Back Clock
- More Specialized Anti-Aging Products Flourish
- SAMe
- A New Use for Creatine?
- Alpha GPC Another Supplement in War on Cerebral Aging
- New Delivery Systems
- VSM Marketers Broaden Mass-Market Offerings
- Unified Line Names
- Trend to Combine Products to Maximize Effectiveness
- Endorsements and Celebrities
- Health Sector Marketers Increase Use of Sponsorships, Donations
- Table 4-5: Anti-Aging VSMs: Selected New Product Introductions and Line Extensions, 1998-May 1999
- Marketing and New Product Trends: Cosmeceuticals
- Same Ingredients That Make VSM News Often Show Up in Cosmeceuticals
- Delivery Systems Also Essential
- Proof of Effectiveness Important
- Some Products Strain Credulity
- Cosmeceutical Mass Marketers Upgrade
- Multi-Step Regimens vs. One-Step Products
- Growing Role for Dermatologists
- Marketers of Anti-Aging Products Go Interactive
- Beyond Hydroxy Acids
- Growing Emphasis on Skincare Vitamins, Especially Retinol and Vitamin C
- DHEA Leads Parade from VSMs to Cosmeceuticals
- Herbs and More Exotic Ingredients
- Natural Trend Influences Cosmeceuticals, Too
- Enzymes and Coenzymes
- Minerals Make Their Mark
- Table 4-6: Anti-Aging Cosmeceuticals: Selected New Product Introductions and Line Extensions, 1998-May 1999
- Consumer Advertising and Promotion
- VSM Ad Spending Soars to Nearly $201 Million
- AHP's Whitehall-Robins and General Nutrition Are Top Spenders
- Anti-Aging Cosmeceutical Ad Spending Tops $170 Million
- Procter & Gamble Is Top Spender
- Nivea Visage, Alpha Hydrox, and Avon Anew Lead Second-Tier Advertisers
- Health Food Sector Marketers Advertise in Specialty Magazines
- VSM Marketers: Brand Awareness vs. Product Differentiation
- Brand Awareness Advertising
- Other Marketers Promote Specific Products
- Anti-Aging VSMs: Marketers Stress Clinical Evidence
- VSM Ads Support Product Differentiation
- Two-Page Advertising Spreads
- Humor, Creativity Creeping Into VSM Advertising
- "Natural" Positioning
- Educational Programs Help Sell VSM Products
- Coupons Used Less Often in Health and Natural Food Sector
- Mass-Market Newcomers Promote with Coupons and Rebates
- Two-for-One Packaging, Giveaways, and Sampling
- Radio Health and TV Talk Shows
- Women Targeted by Anti-Aging Cosmeceutical Advertising
- Before and After Photos Effective
- Anti-Aging Ads Stress Product Performance
- Cosmeceutical Ads Proclaim Anti-Aging Benefits
- Bold Therapeutic Claims Tied to Unique Ingredients
- Promotions Extremely Important in Cosmeceuticals
- Prestige Cosmeceutical Promotions: Education, PWPs, and GWPs
- Mass-Market Promotions: Coupons, Trial Sizes, and Bonus Bottles
- Online and Telephone Promotions
- Examples of Consumer Promotion
- Trade Advertising and Promotion
- VSM Marketers Rely Heavily on Trade Advertising
- Health and Natural Food Trade Ads Educate on Products
- Mass-Market Ads More Bottom-Line-Oriented
- VSM Marketers Woo Retailers at Trade Shows
- Trade Shows More Important Than Trade Advertising in Skincare
- Examples of Trade Promotion
- Distribution and Retail
- Distribution
- Separate Distributor Networks Supply Health Food and Mass-Market VSMs
- Consolidation Has Reduced Number of Distributors
- Large Chains Switching to Centralized Warehouses...
- ...And to Direct Buying
- Mass-Market VSMs: Warehouse vs. Store Delivery
- VSM Distributor Margins Higher for Health Food Sector
- Brokers Support VSM Sales Efforts
- Leading Cosmeceutical Marketers Use Direct Distribution
- Service Merchandisers Important to Smaller Marketers and Retailers
- Direct Sales Significant in Anti-Aging Products
- Marketer-Owned Stores Simplify Distribution
- At the Retail Level: Anti-Aging VSMs
- Market Composition by Retail Channel
- VSMs an Integral Part of Health Food Store Mix
- Knowledgeable Staff Provide Higher Level of Service
- VSM Selling Space and Selection Growing
- Discounting a Major Promotional Tool
- Margins and Prices Higher in Health Food Stores
- Chain Drugstores Well Positioned as VSM Outlets
- Drugstores Respond to Mass-Merchandiser Threat
- Pharmacist Involvement Helps Drugstores Compete
- Drug Chains Expanding VSM Departments
- Private Label a Major Factor in Drugstore VSM Sales
- Gross Margins Exceed 33%
- Co-op Funds Support Advertising Circulars
- Mass Merchandisers Competing on Price, Selection, and Advertising
- Mass Merchandisers Dedicate Increasing Shelf Space to VSMs
- Private Label Also Important
- Wal-Mart Seeking to Become VSM Destination Store
- Supermarket VSM Sections Constrained for Space
- … But This Is Beginning to Change
- Pharmacies and Advertising Boost Sales
- VSM Margins and Prices High by Supermarket Standards
- VSM Retailer Profile: General Nutrition Centers
- Corporate Overview
- A Nationwide Network from a Single Store
- Acquires Competing Retailers
- An Aggressive Growth Strategy
- Investing in Employee Education
- Advertising the "Live Well" Theme
- General Nutrition's VSM Products
- New Product Development
- Production Facilities
- Gold Card Program Builds Traffic, Ticket Sales
- At the Retail Level: Cosmeceuticals
- Brisk Mass-Market Sales Put Drugstores out Front
- Department Stores Are Major Prestige Outlet
- Leading Skincare Products Placed in High Visibility Areas
- Give-Aways Promote Prestige Products
- Beauty Consultations and Skincare Clinics Boost Sales
- Prestige Margins Average About 40%
- Cosmeceuticals Concentrated Among Higher-Priced Products
- Department Stores Face Competitive Disadvantages
- Mass-Market Cosmeceuticals Sold with Skincare, Cosmetics
- Endcaps and Cross-Merchandising
- Cosmeceuticals Gain Increased Shelf Space
- Selection Increasing in Virtually All Outlets
- Promotions Important at Mass
- Margins Range from 25% to 35% at Mass
- Most Anti-Aging Products Mid- to Premium-Priced
- Chain Drugstores Fight to Hold Leading Mass Share
- Mass Merchandisers Compete on Price and Selection
- Traditional Supermarkets Expand Skincare Offerings
- Combos and Supercenters Also Get in the Act
- The Consumer
- Introduction
- Note on Simmons Market Research Bureau Data
- Anti-Aging VSM Users
- Use of Simmons Data
- Majority of Adults Use VSMs; Use Increases with Age
- Medium Users Account for 64% of Usage
- Demographic Profile of VSM Users
- Women, Boomers Among Heavy Users
- Multiple Formula Use Most Common
- Aging Not Significant Factor in Multiple Vitamin Use
- Anti-Aging VSM Users Share Similar Profile
- Those 45 and Older Take Vitamin E
- Calcium Users Are Predominantly Female
- Garlic and Fish Oil Supplement Users Skew Slightly Older
- Antioxidants Appeal to Aging Boomers and Their Elders
- Herbal Supplement Users Skew Slightly Younger
- Beta-Carotene
- Age a Strong Indicator of Vitamin D Consumption
- Factors Favoring Use: Centrum Silver vs. Centrum
- Highest Percentage of Adults Shop at Drugstores
- Older Consumers More Likely to Purchase VSMs at Drugstores
- Middle-Age Shoppers Buy at Mass Merchandisers
- Younger Consumers Buy at Supermarkets
- Boomers Shop Health Food Stores
- Well Educated, Mature Consumers Buy by Mail
- Profile of "Other" VSM Purchasers Deviates from Norm
- Table 6-1: Demographic Characteristics Favoring Use of VSM Products: All Users vs. Heavy Users, 1998 (U.S. Adults)
- Table 6-2: Percent of Consumers Who Use Common Anti-Aging VSMs by Product Type, 1998 (percent): 9 Product Types
- Table 6-3a: Demographic Characteristics Favoring Use of Anti-Aging VSM Supplements, 1998 (U.S. Adults): Multiple Formula, Vitamin E, and Calcium
- Table 6-3b: Demographic Characteristics Favoring Use of Anti-Aging VSMs, 1998 (U.S. Adults): Garlic Supplements, Antioxidant Supplements, Herbal Supplements
- Table 6-3c: Demographic Characteristics Favoring Use of Anti-Aging VSMs, 1998 (U.S. Adults): Beta-Carotene, Vitamin D, Fish Oil Supplements
- Table 6-4: Demographic Characteristics Favoring Use of Centrum Silver vs. Any Centrum, 1998 (U.S. Adults)
- Table 6-5: Share of U.S. Population Shopping for VSM Products by Retailer Type, 1998 (percent): Drugstores, Mass Merchandisers/Discount Stores, Supermarket/Grocery, Health Food/Vitamin Stores, Mail Order, Other
- Table 6-6a: Demographic Characteristics Favoring Purchase of VSM Products by Retailer Type, 1998 (U.S. Adults): Drugstores, Mass Merchandisers/Discount Stores, Supermarkets/Groceries
- Table 6-6b: Demographic Characteristics Favoring Purchase of VSM Products by Retailer Type, 1998 (U.S. Adults): Health Food/Vitamin Store, Mail Order, Other
- Anti-Aging Cosmeceutical Users
- Data Relate to Heavy Use of Facial Moisturizers
- Age-Conscious Baby Boomers Best Target
- Heavy Use Highest in 35-54 Age Brackets
- Inverse Relationship Between Age and Income
- College Education Characterizes Heavy Users
- White-Collar Employment Indicative of Use
- Heavy Users Concentrated Among Higher-Income Groups
- West Coast Has Highest Incidence of Use
- Usage by Race
- Divorced/Separated Women More Likely to Be Heavy Users
- Avon the Skincare Brand of the Working Class
- Clinique Skews Younger Upscale; Estée Lauder Skews Older Upscale
- Quintessential L'Oréal Consumer Nearly as Old as Avon Consumer
- Where Older Consumers Purchase Skincare Products
- Table 6-7: Heavy Use of Facial Moisturizers by Age Bracket, 1998 (percent and index): From Age 18 to Age 65+
- Table 6-8: Consumer Overview by Selected Moisturizer Brands, 1998 (percent, years, dollars): 6 Moisturizer Brands
- Table 6-9: Heavy Use of Facial Moisturizers by Educational Attainment, 1998 (percent and index): 6 Levels of Educational Attainment
- Table 6-10: Heavy Use of Facial Moisturizers by Type of Occupation, 1998 (percent and index): 8 Types of Occupation, Not Employed
- Table 6-11: Heavy Use of Facial Moisturizers by Household Income Bracket, 1998 (percent and index): From Less than $10,000 to $100,000+
- Table 6-12: Heavy Use of Facial Moisturizers by Geographic Region, 1998 (percent and index): Pacific, Southwest, Northeast, Southeast, West Central, East Central
- Table 6-13: Heavy Use of Facial Moisturizers by Racial/Ethnic Background, 1998 (percent and index): White, Black, Not White or Black, Asian, Hispanic,
- Table 6-14: Heavy Use of Facial Moisturizers by Marital Status, 1998 (percent and index): Divorced/Separated, Married, Single, Widowed
- Table 6-15a: Demographic Characteristics Favoring Use of Facial Skincare Products, by Brand, 1998 (U.S. Adult Females): Any Avon, Any Clinique, Any Estée Lauder
- Table 6-15b: Demographic Characteristics Favoring Use of Facial Skincare Products by Brand: L'Oréal Plénitude, 1998 (U.S. Adults Females)
- Table 6-16: Share of U.S. Adults Who Purchase Skincare Products: By Retail Outlet and Age of Consumer, 1998 (percent): 7 Retail Outlets
Appendix I: Advertisements: This appendix appears in bound editions only.
Appendix II: Addresses of Selected Marketers
AbstractThis report keeps marketers abreast of one of the fastest-growing
segments of the personal care industry. The report presents a detailed discussion of the products in both the VSM (vitamins, supplements, and minerals) and cosmeceuticals categories, including
discussion of the FDA's approach to regulating both types of products. It also includes: analysis of market size and growth by
category, including IRI data on market composition and sales by channel; factors affecting growth and projections through the year 2003; competitive insight into leading marketers, including marketer profiles; and data regarding advertising expenditures.
Get Full Details About This Report >>
|
|
US: 800.298.5699
Int'l: +1.240.747.3093
|
|
|
