Where and How the Luxury Segment Shops

Reprinted from Beauty Packaging.com, May 9, 2013

High-income shoppers said they were just as likely to make a purchase at a brick-and-mortar store (78%) as they were online (77%), in the past 12 months.
The Luxury Institute surveyed wealthy consumers earning at least $150,000 a year about their usage of the Internet and mobile devices, and how these technologies affect their interaction with brands across platforms.

The report showed that despite the growing popularity of mobile and tablet shopping, research done on a traditional computer still feeds foot traffic into brick-and-mortar stores – leading to in-store purchases among 45% of the consumers surveyed. Only 25% of wealthy shoppers buy online after checking out merchandise and gaining insights at a store. Also, 20% of wealthy consumers reported using a tablet’s web browser to make a purchase during the last year. Catalog purchases were made by 17% of shoppers; telephone orders were made by 15%; and only 14% of shoppers made a purchase using a smart phone.
The bottom line is that brands should take note of this advice:
“Successful brands turn shopping and browsing into a seamless experience across traditional websites, apps for smart phones and tablets, and within brick-and-mortar stores. Wealthy consumers are eager users of the latest technologies and brands need to be, too,” says Milton Pedraza, CEO, The Luxury Institute.

Detox for the Skin

We love to share skin care advice and this is from the founder of sumbody,

the natural skin and body care we represent to the

wholesale skin and salon industry.

 

Summer sun and fun can take a

toll on skin, leaving it parched, congested and damaged. The stress of travel,

changes in diet and routine, and prolonged exposure to air conditioning, sun

and chemicals can wreak havoc on your skin. While sunscreen is great for

protecting skin from harmful UV rays, it can clog your pores and deposit toxic

chemicals, leaving your pores congested and unable to absorb or expel (see

references below).

Fall is the time to take a deep

breath and clean up our act. It is imperative to prepare skin for the harsh

winter, to make sure it survives looking luscious, hydrated and healthy.

Detoxing is the key to preparing your skin to stay healthy and beautiful all

winter.

Pores are the gateway to the

skin, and skin is a gateway to our bloodstream. When pores are congested and

suffocated, it is virtually impossible for them to absorb the actives of your

usual skin care products. If your pores are clogged, not only are they unable

to properly absorb any skin care you may use, they cannot expel the toxins and

oils they have been processing. This can aggravate preexisting conditions such

as rosacea or acne or make oily skin oilier, dry skin drier and accelerate

aging.

With fall comes cooler weather

and decreased humidity. The transition of seasons brings many changes to our

daily lives that affect our skin. I’ve highlighted some of the most important

changes below and included tips on how to protect your skin.

1. Weather

Cooler and drier temperatures and

exposure to constant heat fireplaces and cold, wind, and rain are harsh on skin. Changing your skin care regimen to keep up

with these seasonal changes is key. What worked in the warmer, humid months is

not what your skin needs now. Learn to layer. Use body oil rich in EFA such as

avocado under your lotion (try putting it on in the shower after soaping). Use

face oil under your face cream.

2. Dry dead skin

Use cream-based or gentle

exfoliates such as finely-ground sunflower seeds, almonds or quinoa flour (easy

to make at home!) to remove the dead skin cells instead of harsher drying and

irritating ones.

3. Artificial air

Fall weather and lack of humidity

can dehydrate skin. Use a serum with hyaluronic acid, which forms a barrier on the skin,

moisturizes and makes skin appear smoother or moisturizers with lipids or essential fatty acids found in avocado oil or evening

primrose oil to hydrate skin and repair damage from harsh chemicals and

over-washing.

4. Skin and wardrobe

color changes

Change up your makeup. Foundation

colors and your overall color palette need to change with the seasons. Make

sure to keep up with the seasonal colors and not get stuck in the makeup rut.

You can still be yourself and add a little pop to your look. Subtleness is key.

This fall and winter color is in. Try a vibrant color like purple or green as a

liner on the top of your lid for fun color with out feeling overdone.

5. Don’t forget your lips

Mix a little olive oil with sugar

and gently scrub it on your lips to keep them exfoliated. Stay away from lip

balms that contain petroleum products, chemicals and artificial flavors. Look

for balms that are high in shea butter, avocado oil, apricot oil and coconut

butter.

6. Basic musts that

become harder

Some things still stay the same.

We need enough water for hydration (take up sipping herbal tea during the

cooler months), proper nutrition (switch your summer salads to braised dark

leafy green such as kale, spinach and chard), get adequate “down

time” (fall brings on back to school, holidays… make sure to take time

for yourself) sleep, exercise and joy to both look and feel healthy.

7. The sun is still a

factor

Remember you can still damage your skin from the sun even during fall and winter.

So wear a hat that protects your face, limit your sun exposure or wear a

natural sunscreen when you go out.

8. The cooler months can

bring on the blues

Happiness is key to beauty. As

the days shorten and the weather cools, incidences of both cabin fever and

depression rise. A little fresh air goes a long way! Take a brisk walk, open

the window, sit outside and sip some tea. Have a room with full spectrum light

bulbs, invite friends over, read a good book, take time to meditate or try

something new. Beautiful skin goes beyond what we eat, how much sleep we get

and what products we use. The way we are feeling does show up on our face.

Think about the glow of someone in love versus how someone looks when they are

stressed or troubled. Reducing stress, and increasing laughter and joy help

maintain a youthful glow.

Skin Detoxing:

I have devised a simple five-step

program you can make at home that will unclog your pores and remove toxins,

leaving you chemical-free, happy, healthy and functioning skin, so you can both

absorb all the actives in your skin care and expel toxins so they don’t build

up in your pores.

Step 1 — Detox Cleanser

1 teaspoon organic apple cider

vinegar

2 teaspoons apple juice

¼ teaspoon honey

¼ teaspoon soymilk

½ teaspoon Quina flour

Mix all ingredients in food

processer.

Step 2 — Detox Toner

1 teaspoon organic apple cider

vinegar

3 teaspoons of roobois tea

Step 3 — Detox Serum

1 teaspoon aloe vera juice

½ teaspoon of burdock root tea

½ teaspoon white tea

Step 4 — Detox Moisturizer

Pure jojoba oil

Step 5 — Deep Pore Mask

1 teaspoon kaolin clay

1/8 teaspoon activated charcoal

Mix with one part apple cider vinegar and four parts

water to make a thin paste.

 

By Deborah Burnes, CEO and Founder of sumbody and author

of Look Great, Live Green

Salt Caves

Although the technology is over a century old, salt caves or the new version, salt rooms has now made an appearance in the U.S., specifically at Halo Air in New York.  Several more are starting to make appearances in spa waiting areas and as treatment options.  Promoted as the purest air on earth, these underground salt caves in Eastern Europe, has been used to cleanse the respiratory tract and improve skin conditions with natural salt aerosol factors since the 1800’s.  This indigenous spa experience can be found traditionally in Austria, Poland, Romania, Slovakia, Russia and other Eastern Europe spa resorts.  This pure air experience has now been duplicated in the traditional spa environment.

 As spas continue to distinguish themselves from the competition, manage high labor costs and seek to create unique guest experiences, I think you will see more of this type of minimal labor healing experiences at spas.  And who will be the first to address sleep deprivation and individual salt beds for complete restoration?

Affinity Marketing

Partnering with another business that has the same affinities or is targeting the same clientele as you is a way to reach a larger market while sharing your expense or incurring no expense at all.  For spas this type of marketing effort might look like the following examples.  

*Partnering with a local coffee shop and offering three months of coffee sleeves, that are of course, imprinted with your message/offer, phone and website URL.  You spend approximately $600-800 dollars and reach thousands of potential spa consumers.  The coffee shop owners reduces his expenses.

*Partnering with a local auto dealer and offering chair massage as part of their event.  They market your participation, pay a % of the therapist expense or you provide complimentary with the ability to hand out brochures and a call to action offer.  Sell spa packages at a discount to the dealer and have them give away with the purchase of a vehicle with a limited time offer.

*Offering a spa day or vacation to another business that is targeting your exact market and gaining exposure as they promote their business, a win-win. 

 

Men’s Grooming Sales Increasing

The Sleeping Giant

By: Imogen Matthews

Posted: February 21, 2012, from the January 2012 issue of GCI Magazine.

Men’s toiletries is one of the fastest-growing categories in beauty and personal care, trebling in value between 1997 and 2011, according to Euromonitor International (Editor’s note: Read “A New Pampering Culture Fuels Opportunity in Men’s Grooming”). Despite impressive growth, the category still lags behind the women’s beauty market and will probably never catch up.

Also according to Euromonitor, however, sales are set to rise due to changing male attitudes about grooming and a shift in key emerging regions away from manual work toward white collar jobs.

The recent recession has also benefited sales of men’s products. A common tactic for brand owners has been to diversify product ranges into categories that offer better opportunities. Men’s toiletries has been tipped by the multinationals as being relatively resilient to trading down during the recession and having strong future growth potential. Unilever, for example, expanded its female Dove toiletries brand into men’s grooming in 2010—introducing Dove Men + Care in the U.S., Italy and the U.K. Meanwhile, P&G launched Gillette Fusion ProSeries men’s skin care, targeting the growing demographic of young, image-conscious men.

Not All Regions Equal

Sales of men’s brands are highest in the U.S., which registered a 17% share of the global market in 2011, but growth has slowed as the recession took its toll. By contrast, strong sales in France, Germany and the U.K. are expected to add an additional $800 million by 2014—as European men move beyond basic products, such as razors and blades, to more sophisticated grooming regimens incorporating skin care and post-shave products.

Penetration of men’s toiletries is far lower in emerging regions—per capita spend is less than $7 per year in most parts of the Middle East and Africa, Latin America and Asia. However, the developing markets are helping to drive global growth. Some regions—such as Latin America, the Middle East and Africa—are posting double-digit increases. Brazil is a market many companies have their eyes on, although it must be said that sales of men’s skin care and bath and shower are both negligible, as there is a strong machismo culture. Brazilian men still tend to opt for traditional male products, but rapidly rising incomes should help men’s grooming brands to gain a foothold in the country.

Making Men a New Target Market in Your Spa

Despite the reported growth in men in spas, some spas still do not see this as a viable market - Why?

A repost of reported growth in this market segment.

NPD Study Shows Potential for Men’s Skin Care Growth

Posted: February 17, 2012

According to a new study from The NPD Group, Inc. titled Men’s Grooming Consumer Report, more than nine in 10 men (ages 18+) are using some sort of grooming product today, which can include facial and body skin care, shaving, hair care and fragrance. However, only one-quarter of men are currently using facial skin care products such as facial cleansers and moisturizers, lip and eye products, and anti-aging treatments.

The men’s facial skin care market has grown 11% in dollar sales in 2011, compared to 2010, according to The NPD Group.

When looking at those men using facial skin care, over one-third (37%) reported using facial cleansers (excluding bar soap) and facial lotions/moisturizers. Three in ten (30%) were cited using lip products, and over one-fourth (26%) are using acne treatment products.

Even within facial skin care, men purchase the more commonly used products that target basic cleaning and moisturizing, while those that offer more specialized benefits such as treating acne and preventing or diminishing the signs of aging, are less likely used by men.

“There is a huge opportunity with men for facial skin care. The challenge is getting them involved and engaged,” said Karen Grant, vice president and senior global industry analyst, The NPD Group. “Seventy-five percent of men ages 18 and up are not currently using facial skin care products. There is a feeling that facial skin care products are not needed unless you have a specific skin problem such as acne. For men to use a product, he first must be aware that there is an underlying need that requires addressing.

Once men know they have a need to fill, their problem-solution orientation will fuel their desire to find products to alleviate their grooming challenges. They also have to unlearn the idea that the body skin care product they use such as bar soap and body lotion works just as well for facial skin. And, while men of all ages present an opportunity, need-based opportunities seem to be most pronounced with black and Hispanic men, as well as younger men ages 18 to 34. To create life-long users, marketers will not only need to build awareness of the benefits that products offer, but also show that these products can be seamlessly incorporated into his grooming routine,” Grant concluded.

For more on the potential of the male market, read Imogen Matthews’ “The Sleeping Giant” article from the January/February 2012 issue of GCI magazine.