Related research reports include:
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New Beauty for New Consumers



Key Words: Advanced Aesthetics, Appearance Transformation, Anti-ageing, Body shaping/contouring, Camera Ready Appearance, Cellulite, Depilation, DIFM and DIY Beauty, Non Invasive, Soft Tissue Modification, Transformational Aesthetics

REPORT STRUCTURE 8
SECTION 1 - INTRODUCTION 10
Signs of a major transition in beauty culture 10
An erratic migration 10
A Viagra for beauty needs? 10
New standards 11
Threat to traditional beauty culture 11
SECTION 2 SUMMARY 12
Overview of main points 12
Rapid rise to blockbuster status 12
Medical confers status 13
A sustainable market or a fad? 13
Exacting appearance standards can be realized 13
Obsession with image 13
Image technology sets new beauty standards 14
Disruptive innovation for the inherited beauty market 14
New beauty attracting consumers essential for growth 14
Skin care and consumers in Asia 15
Traditional beauty salons/spas obsolete? 15
Commercial innovation brings the salon into the 21st century 15
TABLE/GRAPH 1 The beauty salon/spa market volume/units and value/revenues (selected countries) 16
Massage how many billions? 16
Uncertain regulatory future 16
SECTION 3 RECOMMENDATIONS 17
Future best categories of beauty treatments 17
Spin offs maintain sales 17
New channels 17
Marketing recommendations 18
Consumer expectations a new frame of reference 18
Salon/spa recommendations 18
Recommendations men 18
SECTION 4 DEFINITION OF NEW BEAUTY AND EXAMPLES OF CATEGORY SIZE/SALES 19
Definition of new beauty 19
The newness of new beauty culture 19
New culture is beauty as and by design 19
Alert professionals identify a shift 20
Professionals an antenna 20
Rumours of “miracle” beauty products 20
Changed timeframes 20
Widespread dissatisfaction with lesser solutions 21
Innovations and new mega categories (examples) 21
Skin care the billion dollar product 21
Laser and related create many new categories 21
Medical skin care ($billion) 22
Body shaping and contouring 22
Eyes and teeth generate billions 22
SECTION 5 DRIVERS OF NEW BEAUTY 23
Sustainable or a bubble? 23
Consumers and appearance concerns 23
Appearance concerns are at an all time high 23
Working appearance creates a floor for beauty spending 24
Working appearance and women 24
Must look one’s best (quotes from around the world) 24
Ageing baby boomers elevate appearance to new status 24
Appearance - exacting expectations 25
New appearance norms and the mass media 25
Beauty professionals see first hand 25
Always under surveillance 25
Technological innovation shaped new standards 26
Beauty professionals see first hand 26
Lifestyles a driver of new beauty 26
TABLE/GRAPH 2 Lifestyle drivers of new beauty solutions 27
Technology resolves daily time dilemma 27
Marketing by the minute 27
Convenience of DIFM body shaping (quotes) 27
Technology lowers costs - multiple platforms good news for all 28
Convenience of precision 28
New quality standard in beauty 28
Evidence based results 28
From hope to contract – new beauty 28
Credibility gap opens between new beauty versus older 29
Data validates spending (consumers want proof) 29
Beauty goes on trial for its lack of metrics 29
Technology appeals to consumers 29
Technologically literate consumers of the future 30
Product free appeals to those with ingredient worries 30
Intolerance of beauty casualties and collateral damage 30
No aggravation (quotes) 30
New beauty technology is green 30
Visuals and imaging improve accuracy 31
From the eye of the beholder to accurate measurements 31
Aesthetic design limitations to technology 31
One face for all? 31
SECTION 6 MARKET ANOMALY, GROWTH IN STAGNANT MARKET 33
TABLE/GRAPH 3 The anomaly – growth and decline 33
Innovators of new beauty salons/spas 33
Names in France 34
Why the dramatic contrast in sales / performance? 34
Data collection distorts understanding of consumer behaviour 34
Thumbnail profile of the traditional salon/spa industry 35
SECTION 7 NEW COMMERCIAL FORMULAS IN BEAUTY SALON/SPA MARKET 36
Innovators offer old and new 36
New salon/spa services 36
Business keys 36
THE SKIN CARE CATEGORY IN BEST PERFORMERS 36
Trends and drivers in skin care 37
Visibility of the face 37
Technology expands solutions to problems 37
Problems solvable by new technology 37
TABLE/GRAPH 4 Growth rates for new skin care 38
TABLE/GRAPH 5 New skin care and revenues generated 38
New skin procedures are “lifestyle easy” 38
New technology changes consumer profiles 39
Ageing baby boomers 39
Skin aware consumers in Asia 39
Skin blemishes and consumer profiles 39
Skin blemishes and younger consumers 40
New technology creates life long consumers 40
New technology creates new consumer niches (health conditions) 40
Quality required for the face 40
Tanning a gateway service to beauty 40
The premium tanning segment 41
THE HAIR REMOVAL CATEGORY IN BEST PERFORMERS 41
A gateway service 41
Category and level of competition 41
Technological innovation coincides with extreme depilation 42
Convenience of long term depilation 42
Extreme exposure 42
Deep discounting 42
TABLE/GRAPH 6 Hair removal category summary - methods and body parts 43
Hair removal, formulas for profitability 43
Focus on top body parts 43
Offer many methods 44
Once off or an ongoing cost for consumers? 44
TABLE/GRAPH 7 Hair removal the top 5 body parts - women 44
Same body parts in different countries 44
Seasonal variations 45
Bikinis and Brazilians 45
TABLE/GRAPH 8 Hair removal the top body parts - men 45
Consumer profiles and new technology hair removal 46
Hair removal - older and younger consumers 46
Hair removal and men 46
Men and their sporting heroes 46
Men shave but do not depilate 46
Manly technology 47
Mixed views of long term impact of new technology 47
BODY SHAPING/TONING A NEW MEGA CATEGORY 47
Brands noted in the USA 48
Instant and effort easy results 48
Multiple benefits from vibration 48
Toning or actual weight loss? 48
Strong demand for temporary shaping 49
Trends and growth rates for effort easy shaping 49
Good vibes from consumers for speedy shaping 49
Sagging skin a new beauty category? 49
Skin tightening treatments 50
TABLE/GRAPH 8 The body shaping category – target weight loss, body parts 50
Weight loss ambitions can be light weight 50
Body parts and gender 50
Targeting specific body parts grows sales 50
Reshape with precision (move the hard to shift pounds) 51
Category become more competitive and fragments 51
Body shaping regulatory uncertainty / conflict 51
SECTION 8 NEW COMMERCIAL FORMULAS INNNOVATIVE MANAGEMENT 52
Democracy comes to salons 52
Accessible and visible 52
The WWW is a global shop window 52
New beauty and the culture of time – many levels 52
TABLE/GRAPH 9 Time requirements are precise – the minutes are counted 53
New appointment policy attractive for consumers and businesses 53
TABLE/GRAPH 10 Time blocks allocated for therapies 53
New time culture in line with women’s lives (quotes) 54
New beauty culture - staff attitudes 54
Management innovation from other service industries 55
A record of building entry level services 55
No waste 55
TABLE/GRAPH 11 Beauty innovators versus traditional revenues 55
SECTION 9 MISTAKES TO AVOID 57
Trial and error 57
Apples and oranges 57
Incomprehensible menus of exotics 57
Controversial or misunderstood services 57
Non-compliance 58
SECTION 10 INNOVATORS PRICE SYSTEMS, EXAMPLES 59
New beauty new spending thresholds 59
TABLE/GRAPH 12 Price comparisons – innovation versus traditional 59
Beauty innovators democratize prices 59
Innovations in pricing practices 60
Membership system 60
Membership system in Asia 60
Discounts - examples of practices 60
Different price points 61
Transparent prices 61
Prices posted not always transparent 61
Clients dislike surprise bills 61
High prices not last for some 61
TABLE/GRAPH 13 Prices of treatment leaders (examples France) 62
TABLE/GRAPH 14 Prices salon memberships (examples France) 62
TABLE/GRAPH 15 Prices body shaping and tanning (€ examples France) 62
SECTION 11 NEW BEAUTY AND CONSUMER PROFILES 63
New beauty, new consumers –– from the few to the many 63
Few consumers with beauty loyalties 63
New beauty a market entry point for many? 63
First generation consumers in the BRICs 63
Ethnic diversity well served 64
Short shrift for some traditional categories? 64
Shrinking consumer base? 64
TABLE/GRAPH 16 Consumer profiles - traditional and new beauty 65
TABLE/GRAPH 17 Profile consumers in beauty innovators 65
SECTION 12 PROFILE OF THE TRADITIONAL PROFESSIONAL BEAUTY CHANNEL 66
New beauty threatens the traditional channel 66
Geographical distribution of industry 66
Consumer penetration rates 66
Low transfer rate to professional channel 66
Industry rests on a few treatments 67
TABLE/GRAPH 18 The top 10 beauty therapies – UK and Japan 67
TABLE/GRAPH 19 Beauty salon/spa revenues (% by category) - France and Japan 68
An industry dominated by micros 68
Micro purchasing capacity 68
TABLE/GRAPH 20 Extreme fragmentation of salon/spa market 69
Too small to attempt big change 69
Creatures of habit 69
TABLE/GRAPH 21 Beauty treatment/product categories under threat 70
New suppliers an unknown quantity? 70
Innovators threat in market with fetish for the new? 70
Catching up with others? 70
SECTION 13 NEW BEAUTY FORCES REGULATORY CHANGE 72
Uncertain regulatory future 72
Uncertain regulatory future a barrier to market development 72
Rulings that chill 72
Some in France organize 73
Insurance problems 73
New blurs lines and generates controversy 73
Medical versus cosmetic 73
Practice medicine without a license 74
Different perspectives on change (quotes) 74
Regulatory mess causes practical business problems (“one clinic, many licenses”) 74
SECTION 14 DIAGONAL REPORTS METHODOLOGY, DATA SOURCES 76
Why look to the professional beauty market? 76
Professionals sampled have expertise 76
Methodology to minimize unreliable data 76
Diagonal Reports methodology 77
SECTION 15 TERMS AND ABBREVIATIONS USED IN REPORT 78
Updating terms 78
Disruptive innovation 78
Laser eye surgery - LASIK 78
Vibration machines / vibration training 78
Lipo surgery 79
SYMBOLS AND ABBREVIATIONS 79
SECTION 16 - INDEX OF COMPANIES, BRANDS, SELECTED PUBLICATIONS, AND ORGANIZATIONS (REGULATORY, TRADE, PROFESSIONAL) 80
DIAGONAL REPORTS STATEMENT 82
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