The U.S. Market for Suncare and Lipcare Products
Mar 1, 2001
338 Pages - Pub ID: LA222308
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  1. Executive Summary
    Scope and Methodology
    • Market Parameters
    • Report Methodology

    The Overall Market
    • Retail Sales Exceed $1.2 Billion in 2000
    • Table 1-1: U.S. Retail Sales of Suncare and Lipcare Products, 1996-2005 (dollars): Suncare, Lipcare, Total

    The Suncare Market
    • Scope of Market
    • The Twentieth Century Tan
    • Suncare Sales at $850 Million in 2000
    • Sun Products at 77% of Overall Sales
    • Sunscreen Products at 65% of Market
    • Specialization and Sales Growth
    • Sunscreens Are Everywhere
    • Price Competition Moderates Growth
    • Market to Reach $1,168 Million by 2005
    • Schering-Plough Corners One-Third of Mass Market
    • Figure 1-1: Marketer Shares of U.S. Mass-Market Suncare Sales, 2000 (percent): 5 Marketers, All Others
    • Clinique City Block Claims a 12% Prestige Share in Sun Products
    • Spillover from the Salons
    • The Power of the Brand
    • Target or Perish
    • National Consumer Ad Spending on Suncare at $25 Million Annually
    • Skin Protection Themes Dominate
    • Mass Market Accounts for 65% of Overall Sales
    • Mass Merchandisers at 42% of Combined Mass-Market Sales
    • 44% of U.S. Adults Use Suncare Products
    • The Prime Consumers
    • 15% Use Coppertone

    The Lipcare Market
    • Scope of Market
    • Historical Overview
    • Lipcare Sales at $383 Million in 2000
    • Sales Through Major Mass Channels at $273 Million in 2000
    • Market Not Fully Mature
    • The Cold Sore Factor
    • From Aromatherapy to Vitamin E
    • Market to Reach $538 Million by 2005
    • Whitehall-Robins Holds One-Third of Mass Market
    • Lessons from Vaseline
    • Clinique's All About Lips Claims a 35% Prestige Share
    • Competition on All Fronts
    • Border Crossings
    • Education Via Internet
    • National Consumer Ad Spending on Lipcare at $20 Million Annually
    • Mass Market Accounts for 78% of Overall Sales
    • Drugstores vs. the Competition
    • The Internet as Catalyst
    • Diverse Demographics
    • 34% of U.S. Households Purchase Mass-Market Lipcare Products
    • 28% of Natural Store Consumers Purchase Lip Balm
    • 6% of Adults Annually Use Non-Prescription Cold/Canker Sore Treatments
  2. The Overall Market
    Product and Regulatory Overview
    • Suncare Products
    • Lipcare Products
    • FDA Jurisdiction
    • Figure 2-1: U.S. Retail Sales of Suncare and Lipcare Products, 1996-2000 (dollars)
    • Figure 2-2: Projected U.S. Retail Sales of Suncare and Lipcare Products, 2000-2005 (dollars)

    Market Size and Projected Growth
    • Combined Suncare and Lipcare Sales at $1,236 Million
    • Table 2-1: U.S. Retail Sales of Suncare and Lipcare Products, 1996-2000 (dollars)
    • Suncare Sales at $853 Million in 2000
    • Sun Products at $658 Million
    • Lipcare Sales at $383 Million
    • Suncare Sales Through Major Mass Channels at $515 Million
    • Lipcare Sales Through Major Mass Channels at $273 Million
    • Mass Merchandisers at 25% of Suncare Sales
    • Drugstores at 28% of Lipcare Sales
    • 54% of Suncare Sales in Second Quarter
    • 33% of Lipcare Sales in Fourth Quarter
    • The Sun Protection Factor
    • Suncare and Lipcare Sales to Reach $1.7 Billion in 2005
    • Table 2-2: U.S. Retail Sales of Suncare and Lipcare Products, 2000-2005 (dollars)
    • Suncare Market to Reach $1,168 Million by 2005
    • Lipcare Market to Reach $538 Million by 2005

    Marketer Overview and Cross-Market Players
    • Mass-Market Hierarchies
    • Leaders from Other Sectors
    • A New Nexus
    • Table 2-3: Selected U.S. Marketers of Suncare and Lipcare Products (18 Marketers)
  3. The Suncare Market
    The Products
    • Introduction
    • Scope of Market
    • The Twentieth Century Tan
    • Contemporary Sun Protection
    • Three Categories of Ultraviolet Rays
    • The Ozone Layer and the Montreal Protocol
    • Skin Types and UV Damage
    • The UV Index (UVI)
    • The Sun Protection Factor (SPF)
    • Table 3-1: Explanation of UV Index Levels (exposure level, consequences)
    • UV Index

    Product Overview
    • Three Product Categories
    • Sun Products
      • Note on Sunscreens vs. Sunblocks
      • Note on Pre-Sun
      • Self-Tan Products
    • After-Sun Products
    • The Natural Product Trend
    • Product Packaging

    The Regulatory Environment
    • FDA Jurisdiction
    • New Warning Statement for Suntan of Self-Tan Products Without Sunscreens
    • The Final Monograph on Sunscreen Products
    • SPF vs. Broad-Spectrum Protection
    • Should the SPF End at 30?
    • A Clamp-Down on Claims

    The Market
    • Figure 3-1: U.S. Retail Sales of Suncare Products, 1996-2000 (dollars)

    Market Size and Growth
    • Suncare Sales at $853 Million in 2000
    • Table 3-2: U.S. Retail Sales of Suncare Products, 1996-2000 (dollars)
    • Sun Products at $658 Million
    • Table 3-3: U.S. Retail Sales of Suncare Products by Category, 1999 vs. 2000 (dollars): Sun Products, Self-Tan Products, After-Sun Products
    • Sales Through Major Mass Channels at $515 Million in 2000
    • Table 3-4: The U.S. Suncare Market: Combined Sales Through Mass Merchandisers, Drugstores, and Supermarkets, 1996-2000 (dollars)
    • Sun Products at 77% of Overall Sales
    • Figure 3-2: The U.S. Suncare Market: Share of Sales by Category, 2000 (percent): Sun Products, Self-Tan Products, After-Sun Products
    • Sunscreen Products at 65% of Market
    • Mass Merchandisers at 25% of Overall Sales
    • Figure 3-3: The U.S. Suncare Market: Share of Sales by Retail Outlet Type, 2000 (percent): 6 Types of Outlet, Other
    • Mass Merchandisers at 42% of Combined Three-Channel Sales
    • Figure 3-4: The U.S. Suncare Market: Share of Sales Among Major Mass-Market Channels, 2000 (percent): Mass Merchandisers/Supercenters, Drugstores, Supermarkets
    • 54% of Sales in Second Quarter
    • Figure 3-5: The U.S. Suncare Market: Share of Mass-Market Sales by Quarter, 2000 (percent)
    • Northeast the Prime Region
    • Table 3-5: The U.S. Suncare Market: Consumer Usage Indices by Region for Selected Product Types, 2000 (index): 7 Product Types

    Factors to Market Growth
    • Specialization and Sales Growth
    • The Sun Protection Factor
    • The Media Delivers the Message
    • The Boomer Angle
    • Tanning Products Out of the Spotlight
    • Sunscreens Are Everywhere
    • Price Competition Moderates Growth
    • Figure 3-6: Projected U.S. Retail Sales of Suncare Products, 2000-2005 (dollars)

    Projected Market Growth
    • Market to Reach $1,168 Million by 2005
    The Marketers
    • Table 3-6: Projected U.S. Retail Sales of Suncare Products, 2000-2005 (dollars)

    Marketer Overview
    • Three Tiers in the Mass Market
    • Beyond the Mass Market
    • Spillover from the Salons
    • The Power of the Brand
    • Table 3-7: The U.S. Suncare Market: Selected Marketers, Brands, and Product Types (45 Marketers)

    The Competitive Situation
    • Schering-Plough Corners One-Third of Mass Market
    • Figure 3-7: Marketer Shares of U.S. Mass-Market Suncare Sales, 2000 (percent): 5 Marketers, All Others
    • Jockeying for Share
    • The Big Get Bigger
    • Clinique City Block Claims a 12% Prestige Share in Sun Products
    • L'Oréal at an 11% Global Share in Sun Products
    • Target or Perish
    • Table 3-8: Share of U.S. Suncare Mass Market: By Marketer and Major Brand Line, 1999 vs. 2000 (percent): 12 Marketers, All Others
    • Table 3-9: Marketer Shares of U.S. Mass-Market Suncare Sales, 1996-2000 (percent): 6 Marketers, All Others

    Competitive Profiles
    • Avon Products, Inc.
    • Chattem, Inc.
    • Clarins U.S.A., Inc.
    • Estée Lauder Cos., Inc.
    • Johnson & Johnson/Neutrogena Corp.
    • L'Oréal USA, Inc.
    • Playtex Products, Inc./Sun Pharmaceuticals
    • Schering-Plough Corp.
    • Sea & Ski Corp. (FH Faulding)
    • Solar Cosmetic Labs, Inc.
    • Tanning Research Labs, Inc.

    Marketing and New Product Trends
    • The End of Innocence
    • A Spoonful of Sugar
    • High SPF and Full-Spectrum Protection
    • Delivering the Goods
    • Varieties of Natural Ingredients
    • Table 3-10: The U.S. Suncare Market: Selected New Product Introductions, 2000 - January 2001

    Consumer and Trade Advertising and Promotion
    • National Consumer Ad Spending on Suncare at $25 Million Annually
    • Skin Protection Themes Dominate
    • Overview of Consumer Promotions
    • Coupons, Sweepstakes, and Gift Merchandise
    • POP Displays and Event Sponsorships
    • Trade Advertising and Promotion
    • Trade Shows and Advertising
    • Examples of Advertising

    Retail Dynamics
    • Distribution Basics
    • Mass Market Accounts for 65% of Overall Sales
    • Table 3-11: The U.S. Suncare Market: Share of Sales by Retail Outlet Type, 2000 (percent): 8 Outlet Types
    • Mass Merchandisers at 42% of Combined Mass-Market Sales
    • Figure 3-8: Share of U.S. Dollar Sales of Suncare Products: Mass Merchandisers, Drugstores, and Supermarkets, 1996 vs. 2000 (percent)
    • Retail Display and Category Management
    • Retail Margins Average in the Mid-30s
    • Private-Label Sales at 3% in Mass Market
    • Price Points from $1.25 to $125
    • Table 3-12: The U.S. Suncare Market: Representative Retail/Direct-Sales Price Points, 2000

    Overview: The Suncare Consumer
    • The Simmons Survey System
    • 44% of U.S. Adults Use Suncare Products
    • The Prime Consumers
    • 15% Use Coppertone
    • Demographics by Brand
    • Table 3-13: Consumer Overview for Suncare Products, 2000 (U.S. Adults)
    • Table 3-14: Demographic Characteristics Favoring Use of Suncare Products, 2000 (U.S. Adults)
    • Table 3-15: Usage Levels for Suncare Products: Overall and by Brand Line, 2000 (% Adults)
    • Table 3-16a: Demographic Characteristics Favoring Use of Suncare Products by Brand: Coppertone, Coppertone Sport, and Other Coppertone, 2000 (U.S. Adults)
    • Table 3-16b: Demographic Characteristics Favoring Use of Suncare Products by Brand: Water Babies, Bain de Soleil, and Shade, 2000 (U.S. Adults)
    • Table 3-16c: Demographic Characteristics Favoring Use of Suncare Products by Brand: Banana Boat vs. Hawaiian Tropic, 2000 (U.S. Adults)
    • Table 3-16d: Demographic Characteristics Favoring Use of Suncare Products by Brand: Avon, 2000 (U.S. Adults)
    • Table 3-16e: Demographic Characteristics Favoring Use of Suncare Products by Brand: Neutrogena, 2000 (U.S. Adults)
    • Table 3-16f: Demographic Characteristics Favoring Use of Suncare Products by Brand: No-Ad vs. Deeptan, 2000 (U.S. Adults)
    • Table 3-16g: Demographic Characteristics Favoring Use of Suncare Products by Brand: Sea & Ski, 2000 (U.S. Adults)
    • Table 3-16h: Demographic Characteristics Favoring Use of Suncare Products by Brand: Clinique vs. Estée Lauder, 2000 (U.S. Adults)
    • Table 3-16i: Demographic Characteristics Favoring Use of Suncare Products by Brand: BullFrog vs. PreSun, 2000 (U.S. Adults)
    • Table 3-16j: Demographic Characteristics Favoring Use of Suncare Products by Brand: Lancôme, 2000 (U.S. Adults)

    Consumer Focus: Sunscreen Products
    • 28% Most Often Use SPF 15+ Sunscreen Products
    • Characteristics of the Sunscreen Consumer
    • Variations by Sunscreen Brand
    • Table 3-17: Usage Levels for Sunscreen Products: Overall and by Brand Line, 2000 (% Adults)
    • Table 3-18: Demographic Characteristics Favoring Use of Sunscreen Products: SPF 15+ vs. SPF 5-14, 2000 (U.S. Adults)
    • Table 3-19: Demographic Characteristics Favoring Use of Sunscreen Products with Zinc Oxide, 2000 (U.S. Adults)
    • Table 3-20a: Demographic Characteristics Favoring Use of SPF 5+ Sunscreen Products by Brand: Coppertone, Coppertone Sport, and Other Coppertone, 2000 (U.S. Adults)
    • Table 3-20b: Demographic Characteristics Favoring Use of SPF 5+ Sunscreen Products by Brand: Water Babies, Bain de Soleil, and Shade, 2000 (U.S. Adults)
    • Table 3-20c: Demographic Characteristics Favoring Use of SPF 5+ Sunscreen Products by Brand: Banana Boat vs. Hawaiian Tropic, 2000 (U.S. Adults)
    • Table 3-20d: Demographic Characteristics Favoring Use of SPF 5+ Sunscreen Products by Brand: Avon, 2000 (U.S. Adults)
    • Table 3-20e: Demographic Characteristics Favoring Use of SPF 5+ Sunscreen Products by Brand: No-Ad, 2000 (U.S. Adults)
    • Table 3-20f: Demographic Characteristics Favoring Use of SPF 5+ Sunscreen Products by Brand: Neutrogena, 2000 (U.S. Adults)
    • Table 3-20g: Demographic Characteristics Favoring Use of SPF 5+ Sunscreen Products by Brand: BullFrog, Sea & Ski, and PreSun, 2000 (U.S. Adults)
    • Table 3-20h: Demographic Characteristics Favoring Use of SPF 5+ Sunscreen Products by Brand: Clinique vs. Lancôme, 2000 (U.S. Adults)

    Consumer Focus: Suntan Products
    • Under 3% Most Often Use SPF 0-4 Suntan Products
    • Characteristics of the Suntan Product Consumer
    • Variations by Suntan Brand
    • Table 3-21: Usage Levels for Suntan Products: Overall and by Brand Line, 2000 (% Adults)
    • Table 3-22: Demographic Characteristics Favoring Use of SPF 0-4 Suntan Products, 2000 (U.S. Adults)
    • Table 3-23: Demographic Characteristics Favoring Use of Suntan Products: Tan Accelerators vs. Tan Magnifiers, 2000 (U.S. Adults)
    • Table 3-24a: Demographic Characteristics Favoring Use of SPF 0-4 Suntan Products by Brand: Coppertone vs. Bain de Soleil, 2000 (U.S. Adults)
    • Table 3-24b: Demographic Characteristics Favoring Use of SPF 0-4 Suntan Products by Brand: Hawaiian Tropic vs. Banana Boat, 2000 (U.S. Adults)
    • Table 3-24c: Demographic Characteristics Favoring Use of SPF 0-4 Suntan Products by Brand: No-Ad, Deep Tan, and Sea & Ski, 2000 (U.S. Adults)

    Consumer Focus: Self-Tan Products
    • Under 3% of U.S. Adults Most Often Use Self-Tan Products
    • Characteristics of the Self-Tan Product Consumer
    • Variations by Self-Tan Brand
    • Table 3-25: Usage Levels for Self-Tan Products: Overall and by Brand Line, 2000 (% Adults)
    • Table 3-26: Demographic Characteristics Favoring Use of Self-Tan Products, 2000 (U.S. Adults)
    • Table 3-27a: Demographic Characteristics Favoring Use of Self-Tan Products by Brand: Neutrogena, Banana Boat, and Hawaiian Tropic, 2000 (U.S. Adults)
    • Table 3-27b: Demographic Characteristics Favoring Use of Self-Tan Products by Brand: Coppertone vs. Bain de Soleil, 2000 (U.S. Adults)
    • Table 3-27c: Demographic Characteristics Favoring Use of Self-Tan Products by Brand: Clinique vs. Lancôme, 2000 (U.S. Adults)
    • Table 3-27d: Demographic Characteristics Favoring Use of Self-Tan Products by Brand: Avon, 2000 (U.S. Adults)

    Consumer Focus: After-Sun Products
    • 2% Most Often Use After-Sun Products
    • 5% of Adults Annually Use Non-Prescription Sunburn Treatments
    • Table 3-28: Demographic Characteristics Favoring Use of After-Sun Products, 2000 (U.S. Adults)
    • Table 3-29: Overview of Sunburn Product Consumers: Had Sunburn vs. Used Non-Prescription Sunburn Treatment, 2000 (U.S. Adults)
  4. The Lipcare Market
    The Products
    • Introduction
    • Scope of Market
    • The Need for Lip Protection
    • Lip Ailments
    • Sun Damage
    • Cold Sores and Fever Blisters
    • Cosmetic Dermatitis
    • Cheilitis
    • Photosensitivity
    • Historical Overview of Products
    • Diverse Demographics

    Product Overview
    • Lipcare Formulations
    • The Moisturizing Function
    • The Sun Protection Factor
    • Sunscreens and Sunblocks
    • Medicated and Therapeutic Products
    • Free and Natural Products
    • Cosmeceutical Formulas
    • The Case for Taste
    • Product Packaging
    • FDA Jurisdiction
    • The Final Monograph on Sunscreen Products
    • FDA, Sunscreens, and Cold Sores

    The Market
    • Figure 4-1: U.S. Retail Sales of Lipcare Products, 1996-2000 (dollars)

    Market Size and Composition
    • Lipcare Sales at $383 Million in 2000
    • Table 4-1: U.S. Retail Sales of Lipcare Products, 1996-2000 (dollars)
    • Sales Through Major Mass Channels at $273 Million in 2000
    • Table 4-2: The U.S. Lipcare Market: Combined Sales Through Drugstores, Mass Merchandisers, and Supermarkets, 1996-2000 (dollars)
    • Drugstores at 28% of Overall Sales
    • Figure 4-2: The U.S. Lipcare Market: Share of Sales by Retail Outlet Type, 2000 (percent): 7 Outlet Types
    • Drugstores at 39% of Combined Three-Channel Sales
    • Figure 4-3: The U.S. Lipcare Market: Share of Sales Among Major Mass-Market Channels: Drugstores, Mass Merchandisers, and Supermarkets, 2000 (percent)
    • Winter Peak for Lipcare Sales
    • Figure 4-4: The U.S. Lipcare Market: Share of Mass-Market Sales by Quarter, 2000 (percent)

    Factors to Market Growth
    • Market Not Fully Mature
    • The Sun Protection Factor
    • Outgrowing the Seasonal Cycle
    • Table 4-3: The U.S. Lipcare Market: Share of Mass-Market Sales by Quarter, Selected Brands vs. Overall Category, 2000 (percent): Chap Stick, Blistex, Banana Boat, Coppertone, Overall
    • The Cold Sore Factor
    • From Aromatherapy to Vitamin E
    • Boomers and Cosmeceuticals
    • The Men's Movement
    • Teen Spending and Teen Spirit
    • Figure 4-5: Projected U.S. Retail Sales of Lipcare Products, 2000-2005 (dollars)

    Projected Market Growth
    • Market to Reach $538 Million by 2005
    • Table 4-4: Projected U.S. Retail Sales of Lipcare Products, 2000-2005 (dollars)

    Marketer Overview
    • A Mass-Market Skew
    • Beyond the Mass Market
    • Specialists and Opportunists
    • Table 4-5: The U.S. Lipcare Market: Selected Marketers, Brands, and Products (50 Marketers)

    The Competitive Situation
    • Whitehall-Robins Holds One-Third of Mass Market
    • Figure 4-6: Marketer Shares of U.S. Mass-Market Lipcare Sales, 2000 (percent): 7 Marketers, All Others
    • Share Erosion Among Mass-Market Brands
    • Lessons from Vaseline
    • Clinique's All About Lips Claims a 35% Prestige Share
    • Competition on All Fronts
    • Border Crossings
    • Table 4-6: Share of U.S. Lipcare Mass Market: By Marketer and Major Brand Line, 1999 vs. 2000 (percent): 7 Marketers, All Others
    • Table 4-7: Marketer Shares of U.S. Mass-Market Lipcare Sales, 1996-2000 (percent): 7 Marketers, All Others

    Competitive Profiles
    • Avon Products, Inc.
    • Blistex, Inc.
    • Burt's Bees, Inc.
    • Carma Laboratories, Inc.
    • Estée Lauder Cos., Inc.
    • Mentholatum Co., Inc. (Rohto Pharmaceutical Co., Ltd.)
    • Whitehall-Robins Healthcare (American Home Products Corp.)

    Marketing and New Product Trends
    • Something for Everyone
    • Education Via Internet
    • Stress on Technology
    • Help from Mother Nature
    • Aromatherapy Products
    • Raiding the Pantry
    • Robbing the Cradle
    • For the Guys
    • Table 4-8: The U.S. Lipcare Market: Selected New Product Introductions, 1999 - January 2001

    Advertising and Promotion Trends
    • National Consumer Ad Spending on Lipcare at $20 Million Annually
    • Advertising Splash for New Products
    • Ads Sell Benefits
    • Coupons, Sweepstakes, and Clubs
    • Internet Specials
    • Trade Advertising
    • Examples of Advertising

    Distribution And Retail
    Retail Dynamics
    • Distribution Basics
    • Mass Market Accounts for 78% of Overall Sales
    • Table 4-9: Share of U.S. Lipcare Sales by Retail Outlet Type, 2000 (percent): 7 Outlet Types
    • Multiple Locations for "Multiple-Have" Products
    • Price Points from $1 to $50
    • Retail Margins Average About 35%
    • Private-Label Sales: Mass vs. Class
    • Drugstores Slipping in Mass-Market Share
    • Figure 4-7: Share of U.S. Dollar Sales of Lipcare Products: Drugstores, Mass Merchandisers, and Supermarkets, 1996 vs. 2000 (percent)
    • Drugstores vs. the Competition
    • Department Stores vs. the Competition
    • The Internet as Catalyst
    • Table 4-10: The U.S. Lipcare Market: Representative Retail/Direct-Sales Price Points, 2000

    The Consumer
    • Diverse Demographics for Lipcare Products
    • 34% of U.S. Households Purchase Mass-Market Lipcare Products
    • 28% of Natural Store Consumers Purchase Lip Balm
    • 70%-80% of Cold Sore Outbreaks Are Treated with OTC Products
    • 6% of Adults Annually Use Non-Prescription Cold/Canker Sore Treatments
    • 72% of Teenagers Use Sunscreen
    • 76% of Teenage Girls Use Lip Balm
    • Table 4-11: Overview of Cold Sore/Canker Sore Product Consumers, 2000 (U.S. Adults): Had Cold/Canker Sores, Used Non-Prescription Treatment, Used Prescription Treatment

    Appendix I: Examples Of Consumer Advertising And Promotions
    Appendix II: Addresses Of Selected Marketers
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