Health & Beauty Trends

A Complex Market

• Multiple Channel• Multiple Brands• Multiple Occasions to Buy

OmnichannelRetailing

Retail

BeautyStores

New Business Modells

Pharmacy

TravelRetail

Internet

What Is Going On in H&B?

• Study On The Main Market TrendsRetail

• High Promotional Activities• New Concepts of Shopper Interactions

New Business Models• Pop Up Stores• New Competition

Social Media & new Technologies • Mobile Media Interactions• Social Media Strategies

Retail

2 Strategies

Sales Promotion• Heavy Discounts• Massive Promotional Operations

Customer Interactions• In Store Advices• Customer Service

Heavy Promotional Pressure

• 40% sales Under Promotion and Growing• Up to 100% Off Prices

Beauty Operations

• 3rd Most Important Operations in France• Massive Dramatization In Store• Between April & May• Average Leaflet: 34 Pages, 380 Customer Needs

Trade Operations

• Promotional,Contest• Dramatization in

Store• Specific Timing With

TV Ad CampaignsTV Ad Campaigns

Ladies Night Intermarché

• Special Invitations to Customers• Advices and Make Up Sessions• Organized by l’Oréal

Weekly Professional Workshop

• Monoprix proposes 30 minutes sessions• Organized by brands such as L’Oréal or

Gemey

Leclerc Sampler

• Scan Loyalty Card• Choose Your

Sample

Cosmetic Stores

Sephora New Concept (1/2)

• Beauty Bar• Click & Collect (for Online Orders)• Gift Factory: Customized wrapping paper

& gift boxes& gift boxes• Automated Sampling

Color Profile• Find The Proper Skin Color To Define Your Customized

Make Up Routine• Identify The Specific Carnation of Customers on 5 Body

Parts

Clothing/Other Stores

Pharmacy

CVS Case Study (1/2)

• CVS Abandon tabacco category• Develop Personnal Care• Minute Clinic:

CVS Case Study (2/2)

• “Today, consumers are taking a more active role in their healthcare decisions and are increasingly searching for ways to take care of themselves proactively.”

Walgreen’s Case Study

• Innovative Loyalty Reward Program• Click & Collect

Walgreen’s Case Study (2/2)

• Added Value Application

Sephora Enters The Parapharmacy Market

• Spanish Initiative: 30 m2• Parapharmacy Brands: Nuxes• 2 Pharmacians In Store• 3 Stores Forecasted In 2015• 3 Stores Forecasted In 2015

Internet

Amazon beauté

• 1500 Brands, Including 40 Selective Ones• Free Shipping Starting At 25 €

Feelunique.com

• Have Access To Premium Brands• 500 Brands Including Dior, Lancôme,

Channel

Beauty Box

• Online Questionnaire About Preferences• You Receive Every Month a Box of

Samples• Brands: Birchbox, L’Oréal, Glossy box, • Brands: Birchbox, L’Oréal, Glossy box,

Sephora

Amazon Familly Pack

• Discount: 20% Aff Diapers All Year Long• Fast Delivery: Amazon Premium

New Business Modells

Vending Machine (1/2): Birchbox

• Started December 2014• 5 Different Offers• 4€ for 2 Mini Products• Brands: Sabon, Paul&Joe, Handy,• Brands: Sabon, Paul&Joe, Handy,

Lollipops, Sampar

Vending Machines (2/2): Nailmatic

• Nail Art Vending Machines• Displayed in Airport & Malls• Propose both Nailmatic

& Essie brands& Essie brands

Professional Products Discounters

• Premium and professional haircare & cosmetics products

• Sold at discounted prices• Brand: La Boutique du Coiffeur• Brand: La Boutique du Coiffeur

Pop Up Store (1/3): Beauty truck Sephora

• For Specific P&R Events

Pop upStore: (2/3) Gemey La Défense

http://image.slidesharecdn.com/prezscops-150507181917-lva1-app6892/95/trophes-de-linnovation-commerciale-scops-2015-188-638.jpg?cb=1431022828

Pop Up Store (3/3)

Apoliva pop-up store by Kollo, Stockholm

Sally Beauty store by Droguett AA Lima Peru

L’Oréal Paris Opens Its Own Store

• 5 Stores Across Europe• Average Basket: 18€• 2,3 Products/Basket

Travel Retail

• Strategic Market For L’Oréal– 17% of its sales

• Premium Products For A Premium ClienteleClientele

Social Media & New Technologies

TokiWoki: Connecting Expert Customers With New Customers

• Allow Customers To Interact With Premium Users Via Online Chat, To Get Advices, On the Brand Website

Yves St Laurent’s Make Up Artists Use Google Glass

• Each Customer Receives Home:– Her Make up Session Video Taken With Google Glass) With The

Advices– Before/After Pictures– The List of Product Used During Session

Make Up Genius by L’Oréal

• Augmented Reality Technology Mobile Application

• Enable Make Up Tests Prior Purchase• Make Up Tutorials• Make Up Tutorials

Beauty @ Tesco

• Dedicated Strategy• Partnership with bloggers• Youtube Original Video

Content Creation• Active Twitter Account• Active Twitter Account

Questions?Nicolas Schriver

http://schriver.frhttp://schriver.fr