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The U.S. Market for Skincare Products


Attention: There is an updated edition available for this report.

Several trends are driving the skin care market, some moving on independent parallel paths and others influencing each other and spawning new areas of growth. Skin care is becoming increasingly more high tech but at the same time there is growing popularity in natural and organic products. Since innovation is more and more the price of entry, the lines between prestige and mass brands are more and more blurred. Baby Boomers are still a core consumer market but there is great potential in more targeted areas such as men’s and ethnic skin care.

It is a complex and highly competitive market. This all new Packaged Facts report covers sales and market share in the facial moisturizers, facial cleansers, and hand and body lotion categories. It explores competitive strategies for major players. The report looks at ad spending and creative approaches, the competitive situation, distribution, and demographic trends affecting the skin care market.

Report Methodology
The information in The U.S. Market for Skincare Products is based on both primary and secondary research. Primary research involved an examination of the retail milieu, discussions with marketing, public relations and industry analysts within the skincare market and consultants to the industry. Secondary research entailed data-gathering from relevant trade, business, and government sources, including company literature. Packaged Facts has derived mass merchandiser sales figures primarily from Information Resources, Inc. (IRI) InfoScan sales-tracking data. Figures provided on national consumer advertising expenditures are based primarily on data compiled by CMR/TNS Media Intelligence U.S., the leading provider of strategic advertising and marketing communications intelligence. The analysis of consumer demographics derives from Simmons Market Research Bureau survey data for 2004. New product information is gathered via literature research, personal interviews and data compiled by ProductScan, a service of Marketing Intelligence Service Ltd.

The report looks at key segments of the skincare category, examining trends for growth and projecting sales of products through 2009. It analyzes consumer demographics and their current and projected impact on sales of skincare products. It provides up-to-date competitive profiles of marketers of skincare products and brands and discusses the influence of demographic trends as a driver of retail trends. The report also spotlights new products and current distribution trends, and offers readers trends and marketing opportunities within the skincare industry.

What You’ll Get in this Report
The U.S. Market for Skincare Products makes important predictions and recommendations regarding the future of this market, and pinpoints ways current and prospective marketers can capitalize on current trends and spearhead new ones. No other market research report provides both the comprehensive analysis and extensive data that The U.S. Market for Skincare Products offers. The report addresses the following segments:

  • The Market (including market size and composition, and projected market growth)
  • The Marketers (including discussions of specific marketer brand and market shares)
  • Competitive Profiles (of the mainstream marketers, specialists and up-and-coming niche players, and analyses of the products they market)
  • The Consumer
  • The Products

Trends and Opportunities
Plus, you’ll benefit from extensive data, presented in easy-to-read and practical charts, tables and graphs.

How You Will Benefit from this Report
If your company is already competing in the skincare market, or is considering making the leap, you will find this report invaluable, as it provides a comprehensive package of information and insight not offered in any other single source. You will gain a thorough understanding of the current market for skincare products, as well as projected sales and trends through 2009. Contributing to that understanding will be a complete analysis of sales data from IRI and other published and trade sources, a detailed discussion of the skincare consumer based on Simmons data.

This report will help:

  • Marketing Managers identify market opportunities and develop targeted promotion plans for skincare products
  • Research and development professionals stay on top of competitor initiatives and explore demand for skincare products.
  • Advertising agencies working with clients in the skincare industry understand the product buyer to develop messages and images that compel consumers to purchase these products.
  • Business development executives understand the dynamics of the market and identify possible partnerships.
  • Information and research center librarians provide market researchers, brand and product managers and other colleagues with the vital information they need to do their jobs more effectively.


  • Executive Summary
    • Scope Of The Report
    • The Market
      • A $4.6 Billion Market
        • Table U.S. Retail Sales Of Skincare Products, 2000-2004 (In Billion $)
        • Table Iri-Tracked U.S. Mass-Market Sales Of Skincare Products, 2000-2004 (In Million $)
      • Major Mass-Marketers
        • Table Iri-Tracked U.S. Mass-Market Sales Of Top 10 Skincare Marketers, (In Million $)
      • Prestige Marketers
    • Marketing Trends
      • Advertising Expenditures
      • New Product Trends
      • Consumer Profile
    • Outlook
  • The Products
    • Anatomy Of The Skin
      • A Highly Complex Organ
      • The Social Function Of Skin
      • What Skin Anatomy Means For The Skincare Market
      • Epidermis, Dermis, And Subcutis
      • The Skin Resists Penetration By Drugs And Topically Applied Nutrient
      • Oil Glands Protect The Skin
      • Four Skin Types: Oily, Dry, Balanced, Combination
      • Common Skin Problems
      • Proper Skincare: Protection Against Uv Light Is Essential
      • Photosensitivity
      • Skin Changes Throughout Life
      • Intrinsic Aging
      • Extrinsic Aging
      • Other Environmental Causes Of Skin Problems
    • Product Classifications
      • Anti-Aging
      • Facial Cleansers
      • Facial Moisturizers
      • Hand And Body Lotion
      • Therapeutic Vs. Cosmetic Products
    • Product Ingredients
      • Moisturizing Ingredients
      • Cleansing Ingredients
      • Toning Ingredients
      • Specialty Ingredients
    • Regulatory Environment
      • Skincare Products Under Fda Jurisdiction
      • Drug Or Cosmetic?
      • Labeling Guidelines For Products With Ahas
      • Skincare Marketers' Self-Regulation
  • The Market
    • Scope Of The Report
    • Methodology
    • Certain Retail Sales Difficult To Quantify
    • The Market
      • A $4.6 Billion Market
        • Table U.S. Retail Sales Of Skincare Products, 2000-2004 (In Million $)
    • Market Composition
      • Mass-Market And Prestige Share
      • Hand And Body Lotion Share On a Decline
    • Facial Cleansers
      • Market Size & Growth
      • Cannibalization Of Sales Reduces Market Growth
      • Facial Cleansers For Men Take Off
        • Table Iri-Tracked Sales Of Selected Men's Cleansers, 2001-2004
      • New Products For Specific Markets
    • Facial Moisturizers
      • Market Size & Growth
      • Top Brands Decline; Private Label Sales Plummet
      • Sales Shifting To Anti-Aging Products
      • Moisturizers For Men Hold Potential
        • Table Iri-Tracked Sales Of Selected Men's Moisturizers
    • Anti-Aging Products
      • Market Size & Growth
      • Baby Boomers, Gen X'Ers Drive Growth
      • Product Innovation Keeps Market Booming
    • Hand And Body Lotion
      • Market Size & Growth
      • Private Labels Decline In 2004
      • Therapeutic Positioning Works In Body Lotions
      • Marketers Go For New Introductions
    • Factors To Market Growth
      • Demographic Factors
        • Table Baby Boomer Population, By Age Group, 2004
        • Table Demographic Profile Of Baby Boomer Women
        • Table Attitude/Opinion On Personal Care, By Sex, 2004
        • Table Usage Rate Of Skincare Products Among Women (%)
        • Table Impact Of The Male Shopper On Skincare
        • Table Ethnic Purchasing Power 2000-2009 (In $Billion)
        • Table Personal Care Product Expenditure, By Ethnic Groups (2002)
        • Table U.S. Retail Dollar Sales Of Ethnic-Specific Skin Care Products, 1999-2008 (In Millions)
      • Environmental And Social Factors
        • Table Stress Levels Based On Ethnic Group And Age
      • Scientific And Technological Innovations
        • Table Technological Initiatives By Major Players
    • Market Factors
      • Spreading Distribution Reach Into Mass Channels
      • Growth In Spas And Professional Skincare
    • Outlook
      • Market To Reach $5 Billion In 2009
  • The Marketers
    • Mass-Market Overview
      • A Market For Major Players
      • J&J, P&G And L'Oreal On a Roll
        • Table Iri-Tracked Sales Of Major Skincare Marketers, (In Million $)
      • Olay, Aveeno, Dove: Growth Drivers
        • Table Iri-Tracked Sales Of Top 20 Skincare Brand Lines, 2000-2004, (In Million $)
        • Table U.S. Skincare Products: Selected Marketers, Brands And Products
    • Anti-Aging Products
      • Facial Anti-Aging Products
      • Marketer And Brand Shares
        • Table Iri-Tracked U.S. Sales Of Top 10 Facial Anti-Aging Product Marketers, 2000-2004 (In Million $)
        • Table Iri-Tracked U.S. Sales Of Top 10 Facial Anti-Aging Product Brands, 2000-2004, (In Million $)
      • Olay Regenerist Boosts P&G Sales By 46%
      • L'Oreal Catching Up With The Leader
      • J&J Comeback: Roc Retinol Correxion, Neutrogena Advanced Solutions
      • Restaged Nivea Visage Fails Beiersdorf
      • Unilever Sees 40% Decline In 2004
      • Woodridge Labs Retains Niche With Vita-K Solution
      • Facial Anti-Aging: Winners Versus Losers
        • Table Top Facial Anti-Aging Brands By Sales Increase, 2003-2004
        • Table Major Facial Anti-Aging Brands By Sales Decrease, 2003-2004
    • Body Anti-Aging
      • Marketer And Brand Shares
      • L'Oreal Outruns J&J For The Top Spot
      • Breast Care Product Marketers See Growth
      • New Products: Coty's Healing Garden
        • Table Iri-Tracked Sales Of Top 10 Body Anti-Aging Product Marketers, 2000-2004, (In Million $)
        • Table Iri-Tracked Sales Of Top 10 Body Anti-Aging Product Brands, 2000-2004, (In Million $)
      • Body Anti-Aging: Winners Versus Losers
        • Table Top Body Anti-Aging Brands By Sales Increase, 2003-2004
        • Table Major Body Anti-Aging Brands By Sales Decrease, 2003-2004
    • Facial Cleansers
      • Marketer And Brand Shares
      • Dove Line Extensions Staves Off Unilever's Slide
      • J&J
      • L'Oreal Grows 8.3% In 2004
      • Andrew Jergens On An Overhaul Of Biore
        • Table Iri-Tracked Sales Of Top 10 Facial Cleanser Marketers, 2000-2004, (In Million $)
        • Table Iri-Tracked Sales Of Top 10 Facial Cleanser Brands, 2000-2004, (In Million $)
      • Facial Cleansers: Winners Vs. Losers
        • Table Top Facial Cleanser Brands By Sales Increase, 2003-2004
        • Table Major Facial Cleanser Brands By Sales Decrease, 2003-2004
    • Facial Moisturizers
      • Marketer And Brand Shares
      • Neutrogena Pulls Down J&J Sales
      • Dove Line Extensions Prop Up Unilever
      • L'Oreal
      • Beiersdorf
        • Table Iri-Tracked Sales Of Top 10 Facial Moisturizer Marketers, 2000-2004, (In Million $)
        • Table Iri-Tracked Sales Of Top 10 Facial Moisturizer Brands, 2000-2004, (In Million $)
      • Facial Moisturizers: Winners Vs Losers
        • Table Top Facial Moisturizer Brands By Sales Increase, 2003-2004
        • Table Major Facial Moisturizer Brands By Sales Decrease, 2003-2004
    • Hand And Body Lotion
      • P&G Increases Presence With Olay Moisturinse
      • Unilever's Sales Drop By $22.7 Million
      • J&J On High With Aveeno Natural's Performance
      • New Products Prop Up Beiersdorf
      • Andrew Jergens, Pfizer Sales On a Decline
        • Table Iri-Tracked Sales Of Top 10 Hand And Body Lotion Brands, 2000-2004, (In Million $)
        • Table Iri-Tracked Sales Of Top 10 Hand And Body Lotion Marketers, 2000-2004, (In Million $)
      • Hand And Body Lotions Winners Vs Losers
        • Table Top Hand And Body Lotion Brands By Sales Increase, 2003-2004
        • Table Major Hand And Body Lotion Brands By Sales Decrease, 2003-2004
    • Prestige Skincare Marketers
      • Shiseido Targets Men's Skincare, Anti-Aging
      • Chanel Focuses On Skincare For Spring 2005
      • Clarins Expands Retail Presence
      • Beiersdorf May Stir Up Market With `Juvedical'
      • L'Oreal's Lancome Sets Eyes On Dermabrasion
      • Lvmh Lines Up Growth Strategy
      • Estee Lauder Leads With New Introductions
      • Elizabeth Arden Takes Prestige Skincare To Wal-Mart
      • The Lumene And Cvs Relationship
      • Klein-Becker Makes a Mark With Strivectin-Sd
      • Mainstream Players Play The Prestige Game
  • Competitive Profiles
    • Johnson & Johnson
      • Market Composition
        • Table J&J Skincare Performance Ranking Within Top 10 Players
      • Performance
    • The Procter & Gamble Company
      • Market Composition
        • Table P&G Skincare Performance Ranking Within Top 10 Players
      • Performance
    • Unilever Nv
      • Overview
      • Market Composition
        • Table Unilever Skincare Performance Ranking Within Top 10 Players
      • Performance
    • L'Oreal Sa
      • Market Composition
        • Table L'Oreal Skincare Performance Ranking Within Top 10 Players
      • Performance
    • Beiersdorf Inc.
      • Market Composition
        • Table Beiersdorf Skincare Performance Ranking Within Top 10 Players
      • Performance
    • Kao Brands Company
      • Overview
      • Market Composition
      • Company Snapshot
    • Pfizer Inc.
      • Performance
    • Alberto-Culver Company
      • Performance
    • Coty Inc.
      • Overview
      • Performance
    • Revlon Inc.
      • Overview
      • Company Snapshot
    • Avon Products Inc.
      • Company Snapshot
    • Estee Lauder Companies Inc.
      • Overview
      • Company Snapshot
    • Elizabeth Arden Inc.
      • Overview
      • Company Snapshot
    • Chanel Sa
      • Overview
      • Company Snapshot
    • Shiseido Company, Limited
      • Overview
      • Company Snapshot
    • Moet Hennessy Louis Vuitton (Lvmh)
      • Overview
      • Company Snapshot
    • Clarins
      • Overview
      • Company Snapshot
    • Lumene
      • Overview
  • Marketing Dynamics
    • Consumer Advertising Expenditures
      • Total Skincare Ad Spend At $360.7 Million
      • J&J And P&G Account For 41.2% Of Skincare Ad Spends
        • Table Ad Spend Estimates Of Major Marketers, February - December 2004
        • Table Ad Spends Of Major Brands, February - December 2004
    • Advertising And Positioning Trends
      • Targeting Men
        • Table Positioning Of Major Men's Skincare Brands
      • Educating The Male User
      • Overcoming Feminine Image Of Brands
      • Not Your Girlfriend's Moisturizer'
      • Macho Or Metrosexual?
      • Positioning To Attract The Opposite Sex
      • Clinique Repositions Men's Products On Shaving Needs
      • Banking On The Science Of Products
      • More Therapeutic Than Cosmetic
      • Celebrity Advertising
      • Consumer Balancing Act
      • Promotional Initiatives
        • Table New Skincare Product Launches With Fsi's Of $1.00 Discount Coupons, 2004
    • Trends In Delivery Systems
      • Table New Delivery Systems In New Product Introductions
      • Nanotechnology Based Delivery Systems
      • Polymer Skin Delivery System
      • Collagen Infusion Delivery System
      • Alternate Forms: Tablets And Beverages
    • New Product Introductions
      • Table New Product Introductions By Major Marketers, 2004
      • Top Fragrances
        • Table Top Fragrances In Skincare Products, February 2004 - January 2005
      • Innovative Introductions In 2004
        • Table Innovative Introductions In Skincare, 2004
      • Products For Men
        • Table New Skincare Product Launches For Men, 2004
      • Products For Teens
        • Table New Skincare Products Targeted At Teens
      • Anti-Aging Products
        • Table Select New Anti-Aging Products
        • Table New Skincare Eye Treatment Products
      • Spa Products
        • Table Select New Spa Skincare Product Introductions
      • Aromatherapy Products
        • Table New Aromatherapy Skincare Introductions
      • Herbal Products
        • Table New Herbal Skincare Introductions
      • Trends In Ingredients: Vitamins
      • Trends In Ingredients: Natural Skin Compounds
        • Table Products With Natural Skin Extracts/Compounds
      • Trends In Ingredients: Natural Products
        • Table New Product Introductions Based On Ingredients, 2004
      • Major Product Introductions In 2004/2005
      • Olay Regenerist
        • Table Iri-Tracked Olay Regenerist Products Sales For 2003-2004
      • Dove Sensitive Essentials
        • Table Iri-Tracked Dove Essential Nutrients Sales For 2003-2004
      • Strivectin-Sd
      • Avon Anew Clinical Line
      • Olay Moisturinse
      • L'Oreal Refinish Micro-Dermabrasion Kit
      • Estee Lauder Future Perfect Anti-Wrinkle Radiance Crème Spf 15
      • Lancome Resolution Anti Wrinkle Treatment
      • Olay Quench
    • Retail Dynamics
      • Table Skincare Sales By Channel
      • Wal-Mart Focuses On Hbc And Skincare
      • Innovative Skincare Boosts Mass-Market
      • Supermarkets Displays And Promotional Strategies
      • Drugstore Chains Benefit From Exclusives
      • Prestige Skincare
  • The Consumer
    • Younger Age Group Frequent Users Of Skincare Products
    • African Americans, Asians: A Growing Segment
      • Table U.S. Skincare Product Usage Among African Americans & Asians
    • Men's Skincare Set To Grow
    • Consumer Psychographics
      • Table Consumer Attitudes Concerning Appearance,
    • Facial Cleansing And Medicated Products
      • Facial Cleansers Used By 69 Million American Women
        • Table Demographic Profile Of Adult U.S. Facial Cleanser Users
      • Product Form
        • Table Demographic Profile Of Cleanser Users, By Product Form (Foaming Face Wash, Cleansing Cloth)
        • Table Demographic Profile Of Cleanser Users, By Product Form (Astringent Toner, Scrubs & Masks)
        • Table Demographic Profile Of Cleanser Users, By Product Form (Cream, Lotion, Gel)
        • Table Demographic Profile Of Cleanser Users, By Product Form (Medicated Pads, Pore Strips, Others)
      • Reasons For Use
        • Table Demographic Profile Of Facial Cleansing And Medicated Product Users
      • Frequency Of Use
        • Table Frequency Of Usage Comparison Creams/Lotions /Scrubs, Acne Care, Astringents, % Of Users
        • Table Demographic Profile Of Heavy Users Of Creams And Lotions*
      • Mass Market Brand Preference For Cleansers
        • Table Demographic Profile Of Cleanser Users, By Brand (Olay, Noxzema And Pond's)
        • Table Demographic Characteristics Of Adults Favoring Mass-Market Cleansers, By Brand (Neutrogena, Dove And L'Oreal)
        • Table Demographic Characteristics Of Adults Favoring Mass-Market Cleansers, By Brand (Aveeno, Clean & Clear And Clearasil)
        • Table Demographic Characteristics Of Adults Favoring Mass-Market Cleansers, By Brand (St. Ives, Sea Breeze And Cetaphil)
        • Table Demographic Profile Of Adult Direct Marketing Cleanser Consumers
      • Prestige Brand Preference
        • Table Demographic Characteristics Of Adults Favoring Prestige Cleansers, By Brand (Clinique, Estee Lauder, Lancome And Elizabeth Arden)
    • Moisturizers
      • Moisturizers Used By 86.2% Adult American Women
        • Table Demographic Profile Of Adult Facial Moisturizer Users
      • Product Form
        • Table Demographic Profile Of Adult Facial Moisturizer Users, By Product Form (Cream, Lotion And Oil)
      • Product Type
        • Table Demographic Profile Of Adult Facial Moisturizer Users, By Product Type (Antibacterial, Regular, Sensitive Skin)
        • Table Demographic Profile Of Adult Facial Moisturizer Users, By Product Type (With Sunscreen, Without Sunscreen)
      • Frequency Of Use
        • Table Frequency Of Using Moisturizers/Cream/Lotion*
        • Table Demographic Profiles Of Heavy Users Of Moisturizers*
      • Mass-Market Brand Preference For Moisturizers
        • Table Demographic Profile Of Adult Moisturizer Users, By Brand (Oil Of Olay, Jergens And Suave)
        • Table Demographic Profile Of Adult Moisturizer Users, By Brand (Aveeno, Johnson & Johnson And Neutrogena)
        • Table Demographic Profile Of Adult Moisturizer Users, By Brand (L'Oreal, Nivea, Pond's And St. Ives Swiss Formula)
        • Table Demographic Profile Of Adult Moisturizer Users, By Brand (Vaseline Intensive Care, Vaseline Petroleum Jelly And Lubriderm)
        • Table Demographic Profile Of Adult Moisturizer Users, By Brand (Caress And Keri)
        • Table Demographic Profile Of Adult Moisturizer Users, By Brand (Avon& Mary Kay)
    • Prestige Brands
      • Table Demographic Profile Of Adults Favoring Moisturizers, By Brand (Bath & Body Works, The Body Shop And Chanel)
      • Table Demographic Profile Of Adults Favoring Moisturizers, By Brand (Clarins, Clinique And Elizabeth Arden)
      • Table Demographic Characteristics Of Adults Favoring Moisturizers, By Brand (Estee Lauder, Lancome)
  • Addresses Of Selected Marketers

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