LIQUID BODY WASH Lauren Cochran Erica Moore
Dec 24, 2015
LIQUID BODY WASHLauren Cochran
Erica Moore
Category Definition
101
Empty Nest Couples2+ person HHs, No Children, 55-64
Established Couples2+ person HHs, No Children, 35-54
Senior Singles1 person HHs, No Children, 65+
Independent Singles1 person HHs, No Children, 35-64
Young TransitionalsAny size HHs, No Children, < 35
Older Bustling FamiliesLarge HHs with Children (6+), HOH 40+
Younger Bustling FamiliesLarge HHs with Children (6+), HOH <40
Small Scale FamiliesSmall HHs with Older Children 6+
Start-Up FamiliesHHs with Young Children Only < 6
100100 116 102 97 96 90Total
Senior Couples2+ person HHs, No Children, 65+
133
145
78
57
52
103 128 112 116 114
109
109
114
116 114 108 121 107 96
111
123 122 102 116 107 95
58 59 51 56 62 56
54 57 50 41 49 59
170 153 147 122 150 127
77 80 71 82 94 54
100 104 110 99 95 100
123 171 138 138 114 120
TOTAL SOAP - LIQUID (PERS SOAP & BATH ADD) OZ. Total Consumption BehaviorScape Framework
LifeStyle
BehaviorStage
132 142 121 118 103 96 118
TotalPlain Rural
Living
Modest Working Towns
Struggling Urban Cores
Comfortable Country
Affluent Suburban Spreads
Cosmopolitan Centers
% Volume Index % Volume Index % Volume Index % Volume Index % Volume Index
60.3% 87 60.7% 88 65.0% 94 58.2% 84 65.8% 95
20.4% 170 12.1% 101 12.3% 102 23.8% 199 12.1% 101
15.0% 121 17.0% 137 15.5% 126 12.4% 100 15.6% 126
2.8% 66 7.7% 178 5.1% 118 3.3% 77 4.2% 97
1.6% 72 2.6% 122 2.1% 99 2.3% 104 2.3% 106
17.2% 64 14.5% 54 14.9% 55 15.6% 58 14.9% 55
31.0% 96 26.9% 83 33.3% 103 29.2% 90 33.3% 102
16.8% 104 19.4% 120 18.4% 114 20.2% 125 18.5% 114
18.8% 143 19.4% 147 17.4% 132 17.5% 132 17.2% 130
16.1% 145 19.8% 178 16.0% 144 17.5% 158 16.2% 146
6.3% 79 2.8% 35 5.2% 65 5.8% 73 5.7% 71
9.0% 78 10.6% 92 8.6% 74 12.8% 111 9.1% 78
10.2% 90 11.0% 97 9.6% 85 11.3% 100 10.5% 93
10.7% 102 9.8% 93 10.5% 100 11.8% 112 11.2% 106
10.6% 114 11.6% 126 9.8% 105 8.3% 89 10.1% 109
21.6% 119 19.8% 110 20.3% 112 19.7% 109 20.5% 113
12.5% 106 12.5% 107 13.5% 115 14.4% 123 13.1% 112
12.8% 112 13.7% 120 13.7% 120 11.6% 101 12.7% 111
6.4% 79 8.2% 101 8.8% 110 4.3% 53 7.2% 89
Private LabelDial Dove Tone
$50,000 - $74,999
$75,000 - $99,999
$100,000 - $149,999
$150,000 or More
5+ Persons
Household Income
Under $10,000
$10,000 - $19,999
$20,000 - $29,999
$30,000 - $39,999
Caress
$40,000 - $49,999
4 Persons
Demographic Variables
Race of Head of Household
White
Black
Hispanic
Asian
Other
Number of Persons
1 Person
2 Persons
3 Persons
ITEM $ (000)
DOLLAR SHARE
ITEM BUYERS
(000)
ITEM PENETRATION
ITEM $ PER ITEM BUYER
PURCHASE CYCLE (IN
ELAPSED DAYS)
% REPEAT BUYERS (% 2+ TIME BUYERS)
LOYALTY (SHARE OF $
REQ.)
% ITEM $ ON DEAL
% DOLLARS WITH MANUFACTURER
COUPON
AVEENO - SOAP - SPECIALTY 15,312.3 1.8 1,270.8 1.1 12.1 70.6 30.6 42.7 16.3 6.6
AVEENO POSITIVELY RADIANT - SOAP - SPECIALTY 1,820.2 0.2 271.1 0.2 6.7 71.7 7.0 20.1 31.6 11.0
BODY ESSENCE - SOAP - SPECIALTY 11,691.7 1.4 1,612.0 1.4 7.3 79.6 35.7 31.0 2.0 0.1
BODYCOLOGY - SOAP - SPECIALTY 2,111.7 0.2 336.2 0.3 6.3 58.8 11.0 30.5 5.8 0.0
BRECK - SOAP - SPECIALTY 313.5 0.0 212.7 0.2 1.5 45.7 12.6 8.8 0.9 0.0
CARESS - SOAP - SPECIALTY 37,423.0 4.3 6,308.6 5.4 5.9 76.1 29.1 25.4 20.6 11.7
CETAPHIL - SOAP - SPECIALTY 15,876.3 1.8 994.3 0.9 16.0 102.2 24.4 60.0 26.0 6.0
CTL BR - SOAP - SPECIALTY 70,100.4 8.1 12,047.3 10.4 5.8 74.7 32.9 32.0 8.8 0.1
DOVE - SOAP - SPECIALTY 83,384.4 9.6 8,853.9 7.6 9.4 79.2 31.4 39.6 28.6 14.6
DOVE PRO- AGE - SOAP - SPECIALTY 8,527.7 1.0 1,288.9 1.1 6.6 73.5 16.3 23.7 38.1 23.0
IVORY - SOAP - SPECIALTY 8,229.3 1.0 1,325.1 1.1 6.2 69.4 24.6 21.8 21.6 7.7
JOHNSON'S SOFTWASH - SOAP - SPECIALTY 8,150.8 0.9 1,319.3 1.1 6.2 71.8 19.7 22.1 29.2 14.6
JOHNSON'S SOOTHING NATURALS - SOAP - SPECIALTY 1,821.2 0.2 424.7 0.4 4.3 80.3 15.7 23.3 38.0 20.3
NEUTROGENA - SOAP - SPECIALTY 18,244.5 2.1 885.7 0.8 20.6 107.2 29.7 61.6 24.8 5.1
OLAY - SOAP - SPECIALTY 4,166.6 0.5 525.6 0.5 7.9 92.2 12.3 35.6 17.5 11.1
OLAY BODY - SOAP - SPECIALTY 68,347.1 7.9 7,679.2 6.6 8.9 73.6 34.1 35.3 31.0 18.2
OLAY BODY QUENCH - SOAP - SPECIALTY 4,648.9 0.5 604.9 0.5 7.7 74.5 15.4 23.3 16.7 13.6
OLAY COMPLETE - SOAP - SPECIALTY 20,181.7 2.3 1,636.1 1.4 12.3 107.3 24.4 42.7 23.4 5.5
PERSONAL CARE - SOAP - SPECIALTY 670.9 0.1 335.8 0.3 2.0 55.2 14.0 17.3 6.3 1.2
PURE & NATURAL - SOAP - SPECIALTY 936.9 0.1 286.8 0.3 3.3 47.4 19.9 13.4 17.0 0.0
SIMPLE PLEASURES - SOAP - SPECIALTY 1,002.8 0.1 137.2 0.1 7.3 91.7 3.7 35.8 59.6 0.0
SOFTSOAP - SOAP - SPECIALTY 32,686.1 3.8 5,808.0 5.0 5.6 76.3 24.5 23.7 34.3 15.1
SOFTSOAP CLEAN ACTION - SOAP - SPECIALTY 1,250.0 0.1 335.9 0.3 3.7 44.2 11.6 15.2 29.7 14.1
SOFTSOAP NATURALS - SOAP - SPECIALTY 3,633.2 0.4 758.7 0.7 4.8 65.7 13.9 15.9 38.4 19.1
SOFTSOAP NUTRA- OIL - SOAP - SPECIALTY 13,904.3 1.6 2,920.1 2.5 4.8 82.6 21.0 20.6 58.5 34.4
SOFTSOAP PURE CASHMERE - SOAP - SPECIALTY 11,188.7 1.3 2,425.0 2.1 4.6 75.5 18.3 20.0 53.6 29.1
Category Role H
igh
Low
High Medium Low
Flagship Cash Machine Maintain
Core Traffic Under Fire Rehab
Category Assessment Store # of SKUs % of Category
Walmart Express– Garland 18 8.6%
Walmart – MLK 73 34.9%
Walmart – Neighborhood Mkt.
85 40.6%
Walgreens – School 66 31.5%
Walgreens – Joyce 82 39.2%
Harps – Garland 37 17.7%
Harps – Wedington 63 30.1%
Aldi – MLK 1 0.4%
Walgreens – College 95 45.4%
Target – Shiloh 68 32.5%
Total 209
Demographics
• If the retailer is watching the demographics for their store and their categories, they should be trying to…
Category Strategy
Top Suppliers Brands Stores
Private Label Equate, Best Choice, Studio 35, Up & Up
-
Unilever Dove, Caress, Suave, St. Ives ALL
Proctor and Gamble Olay, Ivory 9/10
Colgate-Palmolive Softsoap 9/10
“Good losers”Snacks and confectionaryCosmeticsBaby foodAlcoholic beverages
“Success!”Paper, plastic, and wipesRefrigerated foodFrozen foodShelf stable juices
“Bad stuff”Home careNonalcoholic beveragesPersonal care
“Bad winners”Pet foodHealthcareDiapers and feminine hygiene
Low <12% Private Label Share High > 12%
Hig
h >
30
%
Low
< 3
0
%Pri
ce G
ap w
ith M
anufa
cture
r B
rands
Category Tactics
Category Review
Up Body Wash Equate Image Essentials Studio 35 Dove Caress Nivea Olay Aveeno
Equate Best Choice Personal Care Ology Studio 35 Up & UpAveeno Neutrogena Nivea Olay Ivory Caress Dove Suave St. Ives
Lever2000 Axe Dial Tone Body Essence White Rain Zest Herbal Essences Softsoap Organix Vitabath Yardley Method
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