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.