• Special Note About IRI Data
• J&J, P&G, Uni Lead Facial Cleansers
• Table 5-3: Share of U.S. Retail Dollar Sales of Facial Cleansers in Mass
• Channels,* by Marketer and Brand, 2003-2004**
• ...And Same Trio Leads in Moisturizers
• Table 5-4: Share of U.S. Retail Dollar Sales of Facial Moisturizers in Mass Channels,* 2003-2004
• Unilever and Vaseline Brand Command Hand and Body Lotions
• Table 5-5: Share of U.S. Retail Dollar Sales of Hand & Body Lotions in Mass Channels,* by Marketer and Brand, 2003-2004**
• Woodridge Labs and Del Labs are Top Fade Cream Marketers
• Table 5-6: Share of U.S. Retail Dollar Sales of Fade/Lightening Creams in Mass Channels,* by Marketer and Brand, 2003-2004**
• P&G, L’Oreal, J&J Dominate Anti-Aging Facial Preps
• Table 5-7: Share of U.S. Retail Dollar Sales of Anti-Aging Facial Preparations in Mass Channels,* by Marketer and Brand, 2003-2004**
• L’Oreal, J&J, P&G Are Anti-Aging Body Prep Leaders
• Table 5-8: Share of U.S. Retail Dollar Sales of Anti-Aging Body Preparations in Mass Channels,* by Marketer and Brand, 2003-2004**
• Schering-Plough and Its Coppertone Continue Suncare Reign
• Table 5-9: Share of U.S. Retail Dollar Sales of Suncare Products in Mass Channels,* by Marketer and Brand, 2003-2004**
• P&G Clearly King of Conditioner
• Pfizer and Private Label Divide Up Hair Growth Biz
• Table 5-10: Share of U.S. Retail Dollar Sales of Hair Conditioners in Mass Channels,* by Marketer and Brand, 2003-2004**
• Table 5-11: Share of U.S. Retail Dollar Sales of Hair Growth Preparations in Mass Channels,* by Marketer and Brand, 2003-2004**

• Sales of $3.3 Billion in Fiscal 2004
• St. Ives Extended with Cosmeceuticals for the Masses
• Alberto Vertically Integrated as Distributor/Retailer
• Non-HBC Brands

• Net Sales of E4.7 Billion in 2003
• Beiersdorf Brands Go Head to Head with J&J, P&G, L’Oreal
• Haircare or Makeup Involvements in Future?

• Net Sales of $5.8 Billion in Fiscal 2004
• The (Expanding) Brand Portfolio That Defines Upscale
• Estee an Experienced Retailer

• Sales Approach $42 Billion in 2003
• The Many-Headed - and Effective - Hydra
• Other J&J Brands

• Net Sales of $51.4 Billion in Fiscal 2004
• New Entrepreneurial Thinking = Quick Product Turnaround
• P&G Tackles Highest Prestige Niches
• HBC Acquisitions
• Other P&G Brands

• Dr. Brandt Skincare
• Murad, Inc.
• N.V. Perricone, M.D., Limited
• WALA Heilmittel/Dr. Hauschka

Chapter 6 Marketing and Product Trends

• Anti-Aging Everything
• An Infinite Range of Botanicals
• Cosmeceutical Skincare for Men
• Products for Specific Concerns and Conditions - Forget Genders, Age Brackets, Ethnicities
• Doctor-Endorsed Brands
• Home Equivalents of In-Office Procedures
  • Table 6-1: Selected New Introductions of Cosmeceuticals, 2002-2004
  
  
• Consumer Advertising Expenditures
  
  • Cosmeceuticals Marketers Spend $1.5 Billion to Advertise
  • The Top Dozen Spenders
    • P&G Leads Four $100 Million+ Advertisers
    • Beiersdorf Leads Trio of $50 Million-$80 Million Advertisers
    • Revlon in Forefront of Five Players Spending $15 Million-$49 Million
    • Other Marketers Spend $103 Million
  
  
• Consumer Advertising Positioning
  
  • Beauty
  • Problems/Concerns
  • Anti-Aging Themes in Fore
  • Real Women
  • Advertorials
  • Medical Cachet

Chapter 7 The Retail Level

• In Mass, New Distribution Services Empower Smaller Players
• Rich Margins for Cosmeceuticals
  • Table 7-1: Supermarket Retailers’ Average Gross Profit Margins on Health and Beauty Care Products, By Category and Product
  
  
• Elegant Marques Now Carded
• Saks Adds Wellness Areas to Planograms
• Retail Focus: Pop Prestige
  
  • Suddenly, a Whole New Retail Channel
  • Aveda
  • Bath & Body Works
  • The Body Shop
  • M.A.C.
  • Origins
  • Sephora

Chapter 8 The Consumer

• Special Note About Simmons Data
• Attitudes
  
  • Eight Data Sets on Appearance, Health, and Spending
  • Table 8-1 Demographics Profiles in Agreement With Health & Beauty
  • Attitudinal Statements
  
  
• Moisturizers
  
  • Almost 132 Million of Us Moisturize
  • Lotion the Most Popular Type
    • Table 8-2 Numbers of Users of Moisturizers, by Product Form
    
    
  • Profiles of Moisturizer Use Vary by Product Form
    • Table 8-3 Demographic Characteristics Favoring Use of Moisturizers, by Type
    
    
  • Users Tend to Be Daily or Heavy Users
    • Table 8-4 Frequency of Use of Moisturizers
  • Vaseline, Oil of Olay Are Most Popular Brands
    • Table 8-5 Numbers of Users of Moisturizers, by Brand
    
    
  • Facial Cleansers/Medicated Products
    
    • Over 92 Million Adults Use Facial Cleansers/Medicated Products
    • Creams, Washes Most Popular Forms
      • Table 8-6 Numbers of Users of Facial Cleansers/Medicated Products, by Form
      
      
    • Age, Education Mark Facial Cleanser/Medicated Products Use
    • Olay the Leading Facial Cleanser/Medicated Product Among Adults
      • Table 8-7 Demographics of Facial Cleansers/Medicated Product Users, by Type
      • Table 8-8 Numbers of Users of Facial Cleansers/Medicated Products, by Brand
      
      
    • Suncare Products
      
      • About 86 Million Suncare Product Users
      • Sunblock by Far the Most Popular Product
        • Table 8-9 Numbers of Users of Suncare Products, by Form
        
        
      • Users Skew Young, Well-Educated, and White
        • Table 8-10 Demographic Characteristics Favoring Use of Suncare Products, by Type
        
        
      • Coppertone, Banana Boat, Hawaiian Tropic Win the Popularity Contest
        • Table 8-11 Numbers of Users of Suncare Products, by Brand
      
      
    • Cosmeceutical Haircare Products
      
      • Almost 110 Million Hair Conditioner Users
      • Over 79 Million Use Regular/Rinse-Out Conditioner
        • Table 8-12 Numbers of Users of Hair Conditioner/Treatments, by Form
        
        
      • User-Profiles Conditioner Type Are Both Different and Same
        • Table 8-13 Demographic Characteristics Favoring Use of Hair
        • Conditioner/Treatments, by Type
        
        
      • Frequency of Conditioner Use
        • Table 8-14 Frequency of Use of Users of Hair Conditioner/Treatments
        
        
      • Pantene Pro-V and Suave Are Most Popular Conditioners
        • Table 8-15 Numbers of Users of Hair Conditioner/Treatments, by Brand
        
        
      • Pantene Pro-V Also Leading Cosmeceutical Shampoo
        • Table 8-16 Numbers of Users of Cosmeceutical Shampoo, by Selected Brand
        
        
      • Cosmeceutical Makeup
        
        • Numbers of Cosmeceutical Makeup Brand Users
          • Table 8-17 Numbers of Users of Cosmeceutical Makeup Types, by Brand

Appendix: Addresses of Selected Marketers