Project X - BPC Ingredient Analysis

Patrick Harlow
31.08.2012
Patrick Pat Harlow Philadelphia
USA
Project xxxx
BEAUTY & PERSONAL CARE
NORTH AMERICA
CATEGORY & INGREDIENT ANALYSIS
Patrick Harlow, 31.08.2012
Patrick Pat Harlow
Philadelphia USA
Project xxx - Recap
Confidential, xxx- BPC Ingredient Analysis 2
Project xxxs purpose is to identify and execute strategies to double xxx North Americas
Beauty & Personal Care ingredient sales within 5 years.
Tactics include:
Tapping into consumer mega trends and exploiting growth based on these trends
through increased and in-depth application know-how.
Improving regional innovation rate by having a stronger and more focused product
development and application expertise.
Rebranding and re-establishing xxxs position in North America by clearly
demonstrating to our customers that NA is a focus region for xxxx
There are three major consumer mega trends that we believe are key to understand and
capitalize on in order for xxx NORAM to achieve its goals:
Health and Wellness
Cost Effectiveness
Green and Natural
The next stage of the project was identified as:
Determining the BPC categories, sub-categories, and segments which are the best fit
for our portfolio and offer the best growth potential.
Determine what the gap is in our portfolio to maximize share in these product types.
Patrick Pat Harlow
Philadelphia USA
Executive Overview Project xxx BPC Ingredient Analysis
The analysis shows that a focus on specific categories is not the right approach for xxx in
terms of strategic planning.
There are common segments that capitalize on xxxs portfolio and capabilities across a
number of categories though. Narrowing the focus to the segment level should prove more
effective in meeting our 5 year goal.
Examples include lotions in the Skin Care, Mens Grooming, Baby/Child Products, and Sun
Care categories or shampoo in several categories.
Emollients, Emulsifiers & Co-Emulsifiers, Humectants, Conditioning Agents (Skin, Hair,
Fabric), and Surfactant Cleansers & Adjuvants are prominent ingredients found across
categories.
Although we currently have ingredients in these functional areas, there are several
ingredients within them that show promising growth and volumes, but we do not make.
There are categories that should not be focused on. Colour Cosmetics, Fragrances,
Depilatories, Deodorants, and Oral Care mainly consist of ingredients that are not a good
match for our portfolio.
A common theme is the projected growth of premium product sales. An expected
improvement in the economy, an ageing population that wants to look the age they feel,
combined with product innovation is expected to attract consumers to buy premium or
masstige BPC products; most notably, Anti-Agers.
The added costs associated with improved features and benefits will be an acceptable
expenditure to future BPC consumers. This will in turn, fuel BPC sales growth.
Source: Euromonitor
Patrick Pat Harlow
Philadelphia USA
All data is sourced from Euromonitor International.
Data is forecasted using a 2011 to 2016 time period.
Premium Cosmetics and Premium Products are an aggregation of BPC products. The distinction
between mass market and premium is price, label/positioning, and distribution.
- An example is the Anti-Ager segment; made up of the combination of Premium and Mass Anti-
Agers.
- Este Lauders Creme De La Mer Moisturizing Cream 1 fl oz is a Premium Anti-Ager found in
department stores, retailing for $135.00.
- Olay Regenerist Daily Serum 1.7 fl oz is a Mass Anti-Ager found in drugstores, retailing for
$21.99.
- Sales for both products are included in the Anti-Ager segment.
Premium Cosmetics includes the following categories and sub-categories:
Parameters
- Premium Baby & Child-specific Products
- Premium Bath and Shower
- Premium Colour Cosmetics
- Premium Deodorants
- Premium Fragrances
- Premium Hair Care

- Premium Skin Care
- Premium Body Care
- Facial Care
- Hand Care
- Premium Sun Care
- Premium Sets/Kits
In this analysis, Premium Colour Cosmetics, Deodorants, and Fragrances have been
excluded.
Patrick Pat Harlow
Philadelphia USA
BPC Key Growth Categories
The 2 largest categories, Skin and Hair Care are expected to grow by US$1.8BB & US$1.4BB respectively;
based on 201116 $ growth.
A key product class is Premium Cosmetics with a 24.6% projected growth. Its value growth of US$1.5BB,
driven primarily by Hair and Skin Care, complements the xxx portfolio well.
Bath & Shower and Mens Grooming are nearly identical in future potential, coming in at value growth of
US$76MM and US$72MM in that order.
Patrick Pat Harlow
Philadelphia USA
Skin Care Category Forecasted Growth
Skin Care is comprised of 3 sub-categories; Facial Care, Body Care, & Hand Care.
In 2016, Facial Care will make up 80% of category sales. Body and Hand will be 19% and 1% respectively.
Facial Care sales are projected at $9.8BB in 2016, The sub-category is projected to grow at a higher rate than
the others with a 19.2% increase in sales , a CAGR of 3.6%, and US$1.57BB in incremental sales. Anti-Agers
alone, are projected to grow by US$909MM
Facial Care is made up of 7 segments. The chart below compares the forecasted growth by segment:

Patrick Pat Harlow
Philadelphia USA
Anti-Agers Power Rank
A power rank accounts for the forecasted $ value of the segment in 2016 and the
projected % growth from 2011 to 2016. The combination of a high $ value and high
growth results in a higher ranking.
Anti-Agers rank #2 compared to all 199 Categories, Sub-Categories, and Segments
measured by Euromonitor.
Premium Anti-Agers rank #6 with 2016 sales of US$1.82BB and 41.6% growth.
Chemically, Emollients, Emulsifiers & Co-Emulsifiers, and Humectants hold the largest
opportunities.
Emollients will be led by Emollient Esters with CAGR of 3.2%, 2016 tonnes of 131.7, and growth of
19.1 tonnes.
Emulsifiers and Co-Emulsifiers will be led by Fatty Alcohols with 2016 tonnes of 79.8, and growth of
11.6.
Humectants will be led by Glycerol with 113.2, tonnes and growth of 16.4.
Categories Sub-Categories 2011 2012 2013 2014 2015 2016
% Growth
2011 - '16
Skin Care Anti-Agers 2,888.8 3,051.0 3,206.7 3,364.5 3,562.1 3,797.8 31.5%
Patrick Pat Harlow
Philadelphia USA
Facial Moisturizers and Cleansers Chemical Breakdown
Moisturizers are forecasted at US$1.95BB in 2016 growing 14.3% from 2011. Chemically, growth is flat
and is made up primarily of:
Emollients at 2016 tonnes of 554.7 growing 3.4 tonnes (1116), consisting of:
Cyclomethicone at 241.5 tonnes, Paraffins (Emollients) at 91.6, Dimethicones (Emollients) at
77.1, Emollient Esters at 56.7, and Other Emollients at 53.7 tonnes.
Humectants at 448.1 tonnes growing by 2.8 tonnes. Glycerol makes up 86% of sales.
Emulsifiers and Co-Emulsifiers at 189.8 tonnes growing 1.2 tonnes, made up of:
Mono and Diglycerides of Fatty Acids at 66.6, Fatty Alcohols at 52.5, Fatty Esters at 29.5, and
Sorbitan Esters of Fatty Acids at 21.5 tonnes.
Cleansers are forecasted at US$1.69BB with growth of 13.6%. Minimal growth of chemical sales in:
Surfactant Cleansers and Adjuvants at 1,768.2 tonnes growing by 42.6 tonnes. Made up of:
Alkyl Isethionates at 911.6 tonnes growing by 34.5, Alkoxylated Fatty Alcohols at 451.3, Alkyl
Amido Alkyl Betaines at 207.0, and Sarcosinates/Sarcosines at 159.1 tonnes; all with flat growth.
Emollients with 2016 tonnes of 1,676.6 growing 51.1 tonnes. Made up of:
Paraffins (Emollients) at 836.4 growing 21.0, Emollient Esters at 719.9 growing by 25.7.
Humectants at 1,387.6 tonnes will grow 35.5 split by Glycerol of 847.6 at +17.4 tonnes and
.Butylene Glycol of 540.1 at +18.1 tonnes.
Patrick Pat Harlow
Philadelphia USA
Hair Care Category Forecasted Growth
Hair Care is comprised of 8 segments. Perms & Relaxants with negative growth, arent charted.
Salon Hair Care will make up the largest portion, 23%, of the US$11.2BB Hair Care sales in 2016. It will
be a US$2.6BB business and is projected to grow at a CAGR of 4.3% or US$488.2MM.
Colourants, a US$2.0BB business, is expected to grow an additional US$358.5MM during the period.
Shampoos, Conditioners, and Styling Agents are also very large segments with sales of US$2.3BB,
US$1.8BB, and US$1.7BB respectively.
Hair Loss Treatments are showing significant growth but 2016 sales are forecasted at only US$148.3MM

Patrick Pat Harlow
Philadelphia USA
Hair Care Category - Chemical Breakdown
Salon Hair Care ingredients are forecasted to grow at a 2.0% CAGR. Primary ingredients are:
Surfactant Cleansers and Adjuvants at 8,122.6 tonnes in 2016 with growth of 782.8 tonnes.
74% of sales will be in Alkyl Ether Sulphates at 6005.8 tonnes and growing 578.8, Alkyl Sulphates
at 845.1 and growth of 81.4, Alkanolamides at 451.3 and growth of 43.4, and Alkyl Amido Alkyl
Betaines at 410.3 and growth of 39.5 tonnes.
Conditioning Agents (Skin, Hair, Fabric) at 1682.0 tonnes and 162.1 in growth.
Silicones (Conditioning Agents) at 1296.3 and growth of 124.9, and Monoalkyl Quats at 377.4;
growth of 36.4.
Emulsifiers and Co-Emulsifiers at 1673.7, growing by 161.3.
Fatty Alcohols at 992.8 tonnes and growth of 95.7, and Polyglycerol Esters at 549.7; growing
53.0.
Colourant ingredients are forecasted to decline at (-1.5%) CAGR. Sizeable business in:
Surfactant Cleansers and Adjuvants at 1554.8 in 2016, made up of Alkoxylated Fatty Alcohols at
721.0, and Alkyl Ether Sulphates at 473.3.
Humectants at 575.6, made up of Propylene Glycol at 566.4.
Conditioning Agents (Skin, Hair, Fabric) at 370.5, made up of Monoalkyl Quats at 251.9, and
Silicones (Conditioning Agents) at 118.6.
Patrick Pat Harlow
Philadelphia USA
Hair Care Category - Chemical Breakdown (cont)
Shampoo ingredient growth is flat at (-0.2%) CAGR, with all ingredient volumes to experience negligible
declines. There are significant volumes to be sold in 2016. Key ones include:
Surfactant Cleansers and Adjuvants at 40,230.9 tonnes made up of:
Alkyl Ether Sulphates at 28,090.6, Alkyl Sulphates at 6,442.0, Alkyl Amido Alkyl Betaines at
2,655.9, and Alkanolamides at 2,397.8 tonnes.
Emulsifiers and Co-Emulsifiers at 3,680.7 tonnes made up if:
Alkoxylated Fatty Esters at 2,320.4 and Fatty Alcohols at 1,360.2.
Conditioning Agents (Skin, Hair, Fabric) at 2,249.7 consisting of:
Silicones (Conditioning Agents) at 1,679.6 and Dimethicones (Conditioning agents) at 560.2
tonnes.
Preservatives/Antioxidants at 857.3 tonnes made up of:
Benzoic Acid/Benzoate at 600.0, and Hydantoin at 120.9 tonnes.
Conditioners, also flat at 0.2% have 3 potential functional areas for xxx products:
Conditioning Agents (Skin, Hair, Fabric) at 7,232.9 tonnes and 72.1 in growth made up of:
Silicones (Conditioning Agents) at 4,640.5 and +46.3 tonnes, Monoalkyl Quats at 1,511.0, and
Alkylamidopropylamines at 994.5.
Emulsifiers and Co-Emulsifiers at 6,385.4 and +63.7 with:
Fatty Alcohols making up 5,785.9, and Mono-and Diglycerides of Fatty Acids at 452.4 tonnes.
Surfactant Cleansers and Adjuvants at 763.3 with 93% consisting of Alkoxylated Fatty Alcohols.
Patrick Pat Harlow
Philadelphia USA
Hair Care Category - Chemical Breakdown (cont)
Styling Agents, a US$1.7 BB retail business, will also suffer flat ingredient growth.
One key area of volume is in Synthetic Polymers, projected at 1,215.6 tones and consisting of 93%
Copolymers.
Emulsifiers and Co-Emulsifiers at 845.7 tonnes, will be made up with 93% Ethoxylated Glyceryl
Esters.
Humectants at 322.6 will consist of 314.1 tonnes of Glycerol.
Surfactant Cleansers and Adjuvants at 393.1 will be made up of 314.1 tonnes of Alkoxylated Fatty
Alcohols.
Patrick Pat Harlow
Philadelphia USA
Premium Cosmetics Forecasted Growth
Showing the extent of the move to innovative, premium priced products, Premium Cosmetic segments hit
high marks in the power ranking. Facial Care is #3, Anti-Agers are #6, and Hair Care is at #13.
Premium Facial Care will make up 40% of the segments sales in 16. Premium CAGR will be 5.1% vs.
Mass at 3.7%, and period growth will be 28.3% vs. the Mass gain of 19.7%.
Premium Anti-Agers will be 50% of segment sales with a CAGR of 7.2% and period growth of 41.4%.
Mass Anti-Agers will see a CAGR of 4.3% and period growth of 23.5%.
Premium Hair Care at 30% of sales will experience 4.2% CAGR and 22.7% period growth. Mass will see a
2.0% CAGR and 10.5% growth.

Categories Sub-Categories 2011 2012 2013 2014 2015 2016
% Growth
2011 - '16
Premium Cosmetics Premium Facial Care 2,946.9 3,124.4 3,268.5 3,406.4 3,576.1 3,782.9 28.4%
Premium Cosmetics Premium Anti-Agers 1,288.3 1,401.1 1,489.8 1,580.0 1,691.5 1,824.4 41.6%
Premium Cosmetics Premium Hair Care 2,519.1 2,692.9 2,786.2 2,871.9 2,986.0 3,096.5 22.9%
Patrick Pat Harlow
Philadelphia USA
Bath & Shower - Forecasted Growth
Bath & Shower is forecasted to grow US$755.3MM in 1116 or 2.5% CAGR.
52% of category sales are generated by 5 of its 6 segments. The 5 segments as a whole are projected to
experience a (-2.6%) sales decrease.
Body Wash/Shower Gel, making up 48% of category sales is projected to hit US$3.10BB in sales with a
CAGR of 6.42%, and US$846.0MM in incremental sales.
This segment is #1 in the power ranking.
Patrick Pat Harlow
Philadelphia USA
Bath & Shower - Forecasted Growth (cont)
The 5 other segments consist of Bar Soap, Liquid Soap, Intimate Hygiene, Talcum Powder, and Bath
Additives.
Despite steady sales declines, Bar Soap, Liquid Soap, and Bath Additives are very large segments.
Projected sales in 2016 for Bar Soap are US$1.44BB, Liquid Soap is US$969.3MM, and for Additives,
US$641.8MM.
Patrick Pat Harlow
Philadelphia USA
Bath & Shower - Chemical Breakdown
Body Wash/Shower Gel ingredients are predicted to experience solid growth.
The segment presents many opportunities in a variety of functional groups for xxx.
Of all categories and segments, Body Wash/Shower Gel is a necessity to meet our goals.
North America - In Tonnes
Products by Ingredient 2011 2012 2013 2014 2015 2016 2011-16 %
2011-16
CAGR %
2011-16
Absolute
Conditioning Agents (Skin, Hair, Fabric) 379.7 395.7 409.1 421.3 431.8 442.6 16.6 3.1 62.9
-Monoalkyl Quats 200.0 208.4 215.5 221.9 227.4 233.1 16.6 3.1 33.1
-Other Conditioning Agents (Skin, Hair, Fabric) 166.4 173.4 179.3 184.6 189.2 193.9 16.6 3.1 27.5
Emollients 369.8 385.3 398.3 410.2 420.4 431.0 16.6 3.1 61.2
-Petrolatum 336.1 350.3 362.1 372.9 382.2 391.8 16.6 3.1 55.6
Emulsifiers and Co-Emulsifiers 1,096.6 1,142.8 1,181.3 1,216.5 1,247.0 1,278.1 16.6 3.1 181.5
-Ethoxylated Fatty Acids 1,096.6 1,142.8 1,181.3 1,216.5 1,247.0 1,278.1 16.6 3.1 181.5
Humectants 1,220.6 1,272.0 1,314.8 1,354.1 1,387.9 1,422.6 16.6 3.1 202.0
-Glycerol 672.3 700.6 724.2 745.8 764.4 783.6 16.6 3.1 111.3
-Propylene Glycol 215.5 224.6 232.1 239.1 245.0 251.2 16.6 3.1 35.7
-Other Humectants 332.8 346.8 358.5 369.2 378.4 387.9 16.6 3.1 55.1
Preservatives/Antioxidants 297.9 310.4 320.9 330.5 338.7 347.2 16.6 3.1 49.3
-Benzoic Acid/Benzoate 99.8 104.0 107.6 110.8 113.5 116.4 16.6 3.1 16.5
-Hydantoin 83.7 87.2 90.2 92.9 95.2 97.6 16.6 3.1 13.9
-Isothiazolinones 114.4 119.2 123.2 126.9 130.0 133.3 16.6 3.1 18.9
Surfactant Cleansers and Adjuvants 38,383.1 39,999.6 41,346.9 42,580.7 43,645.2 44,736.4 16.6 3.1 6,353.3
-Alkanolamides 336.1 350.3 362.1 372.9 382.2 391.8 16.6 3.1 55.6
-Alkene Sulphonates 3,328.1 3,468.3 3,585.1 3,692.1 3,784.4 3,879.0 16.6 3.1 550.9
-Alkyl Amido Alkyl Betaines 6,326.7 6,593.2 6,815.3 7,018.6 7,194.1 7,374.0 16.6 3.1 1,047.2
-Alkyl Ether Sulphates 16,504.1 17,199.2 17,778.5 18,309.0 18,766.7 19,235.9 16.6 3.1 2,731.8
-Alkyl Isethionates 2,154.9 2,245.7 2,321.3 2,390.6 2,450.4 2,511.6 16.6 3.1 356.7
-Alkyl Polyglucosides 5,283.4 5,505.9 5,691.3 5,861.2 6,007.7 6,157.9 16.6 3.1 874.5
-Alkyl Sulphates 665.6 693.7 717.0 738.4 756.9 775.8 16.6 3.1 110.2
-Amphodiacetates 1,629.1 1,697.7 1,754.9 1,807.3 1,852.5 1,898.8 16.6 3.1 269.7
-Sarcosinates/Sarcosines 2,154.9 2,245.7 2,321.3 2,390.6 2,450.4 2,511.6 16.6 3.1 356.7
Synthetic Polymers 166.4 173.4 179.3 184.6 189.2 193.9 16.6 3.1 27.5
-Polyalkylene Glycols 166.4 173.4 179.3 184.6 189.2 193.9 16.6 3.1 27.5
Body Wash/Shower Gel Ingredient Breakdown
Patrick Pat Harlow
Philadelphia USA
Bath & Shower - Chemical Breakdown (cont)
Bar Soap ingredients are projected to experience a (-2.4%) declining CAGR and all volumes are expected
to decrease. The segment is huge, so ingredients are still a big opportunity. Key ingredient opportunities
are:
Surfactant Cleansers and Adjuvants at 11,946.3 tonnes in 2016.
Alkyl Isethionates at 11,328.6, Linear Alkylbenzene Sulphonate at 391.4, and Alkyl Amido Alkyl
Betaines at 195.7.
Humectants at 8,433.7 tonnes with 99% made up of Glycerol.
Emulsifiers and Co-Emulsifiers at 232.1 primarily of Fatty Esters at 191.9.
Preservatives/Antioxidants at 152.3 made up of 140.6 tonnes of Other Preservatives/Antioxidants.
Liquid Soap is expecting a 2.2% CAGR gain in ingredient sales despite the fall in product sales.
Ingredients that will benefit:
2011-16
CAGR %
2011-16
Absolute
Surfactant Cleansers and Adjuvants 22,194.8 22,773.3 23,259.4 23,650.6 24,181.6 24,725.4 11.4 2.2 2,530.7
-Alkanolamides 208.2 213.6 218.2 221.9 226.8 231.9 11.4 2.2 23.7
-Alkyl Amido Alkyl Betaines 4,439.4 4,555.1 4,652.3 4,730.5 4,836.8 4,945.5 11.4 2.2 506.2
-Alkyl Ether Sulphates 6,518.4 6,688.3 6,831.1 6,946.0 7,101.9 7,261.6 11.4 2.2 743.2
-Alkyl Isethionates 2,426.4 2,489.6 2,542.8 2,585.5 2,643.6 2,703.0 11.4 2.2 276.7
-Alkyl Polyglucosides 2,700.7 2,771.0 2,830.2 2,877.8 2,942.4 3,008.6 11.4 2.2 307.9
-Alkyl Sulphates 108.1 110.9 113.3 115.2 117.8 120.4 11.4 2.2 12.3
-Amphodiacetates 2,426.4 2,489.6 2,542.8 2,585.5 2,643.6 2,703.0 11.4 2.2 276.7
-Linear Alkylbenzene Sulphonate 940.9 965.4 986.1 1,002.6 1,025.2 1,048.2 11.4 2.2 107.3
-Sarcosinates/Sarcosines 2,426.4 2,489.6 2,542.8 2,585.5 2,643.6 2,703.0 11.4 2.2 276.7
Humectants 1,528.5 1,568.3 1,601.8 1,628.8 1,665.3 1,702.8 11.4 2.2 174.3
-Glycerol 1,068.0 1,095.9 1,119.3 1,138.1 1,163.7 1,189.8 11.4 2.2 121.8
Emulsifiers and Co-Emulsifiers 989.0 1,014.7 1,036.4 1,053.8 1,077.5 1,101.7 11.4 2.2 112.8
-Ethoxylated Fatty Acids 813.8 835.0 852.8 867.2 886.6 906.6 11.4 2.2 92.8
-Polyglycerol Esters 130.1 133.5 136.4 138.7 141.8 145.0 11.4 2.2 14.8
Liquid Soap - Surfactant Cleansers and Adjuvants
Patrick Pat Harlow
Philadelphia USA
Bath & Shower - Chemical Breakdown (cont)
Bath Additive ingredients are projected to fall at a CAGR of (-4.7%). There are 2 primary functional areas
we can benefit in due to the size of business.
Surfactant Cleansers and Adjuvants at 1,766.8 tonnes, made up of:
Alkyl Ether Sulphates at 921.8, Alkene Sulphonates at 313.1, Alkyl Amido Alkyl Betaines at 227.3,
and Alkyl Polyglucosides at 169.6 tonnes.
Emulsifiers and Co-Emulsifiers at 1,026.6 with 934.3 tonnes of Fatty Esters making up the bulk of
sales.
Patrick Pat Harlow
Philadelphia USA
Sun Care Forecasted Growth
86% of Sun Care sales come from
the Protection segment. Sales in
16 are projected at US$1.69BB.
Ingredients are projected to grow
by a 3.9% CAGR and are broke
down below:
2011-16
CAGR %
2011-16
Absolute
Emollients 897.5 940.3 979.6 1,018.1 1,051.2 1,085.4 20.9 3.9 187.8
-Dimethicones (Emollients) 363.1 380.4 396.4 411.9 425.3 439.1 20.9 3.9 76.0
-Paraffins (Emollients) 317.9 333.0 346.9 360.6 372.3 384.4 20.9 3.9 66.5
-Plant Oils 112.6 117.9 122.9 127.7 131.8 136.1 20.9 3.9 23.6
Emulsifiers and Co-Emulsifiers 815.8 854.7 890.4 925.4 955.5 986.5 20.9 3.9 170.7
-Fatty Alcohols 305.5 320.1 333.5 346.6 357.8 369.5 20.9 3.9 63.9
-Fatty Esters 128.6 134.8 140.4 145.9 150.7 155.6 20.9 3.9 26.9
-Sorbitan Esters of Fatty Acids 150.1 157.2 163.8 170.2 175.8 181.5 20.9 3.9 31.4
-Other Emulsifiers 91.1 95.5 99.5 103.4 106.7 110.2 20.9 3.9 19.1
Humectants 633.0 663.2 690.9 718.1 741.4 765.5 20.9 3.9 132.5
-Butylene Glycol 88.4 92.7 96.5 100.3 103.6 106.9 20.9 3.9 18.5
-Glycerol 150.1 157.2 163.8 170.2 175.8 181.5 20.9 3.9 31.4
-Sorbitol (Humectant) 134.0 140.4 146.3 152.0 156.9 162.0 20.9 3.9 28.0
Preservatives/Antioxidants 254.3 266.4 277.6 288.5 297.9 307.6 20.9 3.9 53.2
-Benzophenone 107.7 112.9 117.6 122.2 126.2 130.3 20.9 3.9 22.5
Synthetic Polymers 562.0 588.8 613.4 637.5 658.2 679.6 20.9 3.9 117.6
-Copolymers 342.2 358.5 373.5 388.2 400.8 413.9 20.9 3.9 71.6
Sun Protection Ingredient Breakdown
Patrick Pat Harlow
Philadelphia USA
Recommendation:
Determine the $ value of key segment ingredients as an aggregate of all BPC
categories using todays Pricing.
Include ingredients we currently sell and selected ones we dont sell, but
possibly could, based on potential sales volume and chemistry capabilities .
Determine how much of the pie we can take, how we will do it, and what its
worth.
Patrick Pat Harlow
Philadelphia USA
BPC Sub-Category Power Rank Top 20
The 6 categories evaluated are made up of 45 sub-categories.
Skin Care has the most top 20 sub-cats at 7; followed by Hair Care at 6, and Mens Grooming at 5.
Categories Sub-Categories 2016
% Growth
2011 - '16
Rank
2016
Size
Rank
'11-'16
Growth
Rank P-Rank
Bath and Shower Body Wash/Shower Gel 3,051.9 38.4% 2 1 3 1
Skin Care Anti-Agers 3,797.8 31.5% 1 3 4 2
Hair Care Salon Hair Care 2,556.7 23.6% 3 7 10 3
Hair Care Colourants 1,997.3 21.9% 6 9 15 4
Sun Care Sun Protection 1,690.3 21.2% 9 10 19 5
Men's Grooming Men's Bath and Shower 857.7 33.8% 18 2 20 6
Skin Care Liquid/Cream/Gel/Bar Cleansers 1,548.2 16.7% 12 12 24 7
Skin Care Facial Moisturisers 1,950.1 14.3% 7 17 24 7
Skin Care General Purpose Body Care 2,201.9 12.5% 5 21 26 8
Skin Care Lip Care 705.4 22.9% 20 8 28 9
Skin Care Facial Cleansers 1,689.3 13.6% 10 19 29 10
Hair Care Conditioners 1,826.3 11.8% 8 22 30 11
Hair Care Shampoos 2,315.0 9.7% 4 26 30 11
Baby and Child-specific Products Baby and Child-specific Sun Care 266.0 29.8% 27 4 31 12
Baby and Child-specific Products Baby Wipes 1,177.0 15.2% 16 16 32 13
Sun Care Self-Tanning 211.7 27.0% 30 5 35 14
Men's Grooming Men's Deodorants 1,399.8 11.3% 14 23 37 15
Men's Grooming Men's Hair Care 795.3 13.2% 19 20 39 16
Hair Care Hair Loss Treatments 148.3 24.2% 34 6 40 17
Baby and Child-specific Products Baby and Child-specific Bath 483.6 13.7% 22 18 40 17
Baby and Child-specific Products Nappy (Diaper) Rash Treatments 248.8 16.2% 28 13 41 18
Hair Care Styling Agents 1,661.9 5.2% 11 30 41 18
Men's Grooming Men's Skin Care 237.2 15.2% 29 15 44 19
Skin Care Acne Treatments 1,265.0 6.9% 15 29 44 19
Men's Grooming Men's Pre-Shave 375.3 7.7% 23 27 50 20
Bath and Shower Bar Soap 1,435.6 -1.1% 13 37 50 20
Patrick Pat Harlow
Philadelphia USA
BPC Ingredient Power Rank
Data Source = Euromonitor Intl.

Evaluated 11 ingredient functional groups used in top 20 BPC sub-categories with potential to, or
already utilize, existing xxx infrastructure/capabilities.
Functional groups made up of 89 ingredients.
All others require CAPEX, M&A, or are commoditized or regulated not to sell.

Of 89 ingredients, 31 were determined to be feasible Fits.
Ingredients were ranked by combination of Fit and potential 2016 dollar sales.
Ingredients ranked from 1 4, with 1 equaling no restrictions or infrastructure/capability issues to 4
equaling some type of forward integration or substantial CAPEX to produce. (5s = wont sell and
are not charted))
$ sales are calculated by multiplying 2016 tonnage by 2204.62 lbs by current published low target
price.

The power rank then uses a weighted methodology to evaluate 2016 sales potential.
- Given equal $ sales amounts, an ingredient thats a 3 fit should rank far below an ingredient
thats a 1 fit.
- 2016 potential sales for 1 fits require no adjustment. All other sales adjusted by the percentage
of the fit # divided into the sum of the ranks (1+2+3+4+5 = 15). 2016 sales for 2 fits are reduced
by 13%, 3s = 20%, and 4s = 27%. 2016 sales of $1,000 with a 3 fit would be adjusted to $800.
Patrick Pat Harlow
Philadelphia USA
BPC Ingredient Power Rank Results
If xxx achieved a 10% share of 2016 sales (un-weighted), the total incremental sales for that
year would be estimated at US$xx.0MM.

The only 4 fit, Silicones (Conditioning Agents), could add another US$14.0MM to sales
putting xxx at an optimistic US$xx.0MM in 2016 incremental sales; far short of our organic
growth target.
Patrick Pat Harlow
Philadelphia USA
BPC Ingredient Power Rank
Chemical Class Products by Ingredient
Tons
2016
Growth
%
2011-16
CAGR
'11 -'16
2011-16
Absolute
Fit
1-5
Price/lb
Rank
2016
Size
Rank
'11-'16
Growth
Rank P-Rank
Potential
Value @
10%
Weighted
$ Value to
Fit Rank
Rank P-Rank
Emollients -Emollient Esters 3,809.0 107.3 19.9 227.3 1 $3.00 11 3
14 4 $2,519,219 2 3 1
Surfactant Cleansers & Adjuvants -Alkyl Isethionates 4,410.2 53.3 9.9 442.6 1 $2.00 9 29
38 12 $1,944,563 3 4 2
Conditioning Agents-Skin/Hair/Fabric -Silicones (Conditioning Agents) 7,735.0 3.5 0.5 144.2 4 $8.00 5 79
84 34 $13,642,189 1 5 3
Conditioning Agents-Skin/Hair/Fabric -Monoalkyl Quats 2,514.7 27.1 5.0 72.9 1 $3.15 15 51
66 26 $1,746,347 4 5 3
Thickeners/Structurants -Cross-linked Synthetic Polymers 383.5 92.8 17.1 19.8 1 $20.00 37 5
42 14 $1,690,944 5 6 4
Emulsifiers and Co-Emulsifiers -Alkoxylated Fatty Esters 2,479.7 34.0 6.4 (18.0) 1 $3.00 16 47
63 24 $1,640,039 6 7 5
Surfactant Cleansers & Adjuvants -Alkanolamides 3,533.1 32.9 6.2 74.3 2 $2.00 12 48
60 22 $1,557,829 7 9 6
Synthetic Polymers -Copolymers 633.0 38.2 7.2 89.0 1 $9.42 30 40
70 28 $1,314,584 8 9 6
Surfactant Cleansers & Adjuvants -Alkoxylated Fatty Alcohols 3,292.6 35.7 6.7 27.0 1 $1.50 13 44
57 21 $1,088,840 9 10 7
Surfactant Cleansers & Adjuvants -Sarcosinates/Sarcosines 2,921.4 74.2 13.8 388.4 1 $1.50 14 19
33 9 $966,087 10 11 8
Preservatives/Antioxidants -Benzoic Acid/Benzoate 916.3 75.4 14.2 26.7 2 $4.50 24 17
41 13 $909,042 11 13 9
Surfactant Cleansers & Adjuvants -Amphodiacetates 2,375.9 69.0 12.9 287.4 2 $1.50 17 20
37 11 $785,693 12 14 10
Conditioning Agents-Skin/Hair/Fabric -Alkylamidopropylamines 1,004.4 0.0 0.0 9.8 1 $3.00 23 83
106 44 $664,296 13 14 10
Emulsifiers and Co-Emulsifiers -Sorbitan Esters of Fatty Acids 862.3 43.1 8.1 63.6 2 $3.87 25 35
60 22 $735,704 14 16 11
Emulsifiers and Co-Emulsifiers -Polyglycerol Esters 778.2 37.6 7.1 68.6 2 $4.00 27 43
70 28 $686,254 15 17 12
Synthetic Polymers -Polyalkylene Glycols 732.7 61.0 11.6 56.4 1 $3.00 28 25
53 18 $484,598 16 17 12
Emulsifiers and Co-Emulsifiers -Ethoxylated Fatty Acids 1,363.1 84.0 15.5 196.5 1 $1.50 21 11
32 8 $450,768 17 18 13
Humectants -Other Humectants 616.7 76.2 14.3 82.7 1 $3.17 31 16
47 15 $430,990 18 19 14
Emollients -Other Emollients 262.1 45.2 8.5 18.9 3 $8.00 44 33
77 33 $462,265 19 22 15
Preservatives/Antioxidants -Parabens 573.1 123.0 22.9 32.2 2 $3.00 33 2
35 10 $379,040 20 22 15
Emulsifiers and Co-Emulsifiers -Fatty Esters 359.7 84.3 15.5 32.3 2 $3.00 39 10
49 16 $237,901 21 23 16
Emulsifiers and Co-Emulsifiers -Ethoxylated Glyceryl Esters 302.0 83.4 15.5 20.0 1 $3.00 42 13
55 19 $199,739 22 23 16
Antifungals -Piroctone Olamine 14.8 (1.0) (0.2) (0.2) 1 $50.00 71 86
157 66 $163,142 23 24 17
Preservatives/Antioxidants -Phenoxyethanol 250.5 97.3 17.7 12.5 1 $2.00 45 4
49 16 $110,451 25 26 18
Emulsifiers and Co-Emulsifiers -Other Emulsifiers 138.9 59.0 10.4 23.8 3 $5.00 50 26
76 32 $153,111 24 27 19
Preservatives/Antioxidants -Isothiazolinones 141.7 83.7 15.5 19.7 2 $4.00 49 12
61 23 $124,958 26 28 20
Preservatives/Antioxidants -Hydantoin 367.4 74.9 13.8 17.7 2 $1.00 38 18
56 20 $80,998 27 29 21
Synthetic Polymers -Polycarboxylate Esters 55.3 43.5 7.9 2.5 1 $4.00 58 34
92 39 $48,766 28 29 21
Skin Benefit Agents -Other Skin Benefit Agents 23.9 37.9 7.1 3.6 1 $3.86 66 41
107 45 $20,339 29 30 22
Surfactant Cleansers & Adjuvants -Taurates 9.0 7.8 1.6 0.4 1 $2.96 76 71
147 62 $5,873 30 31 23
Surfactant Cleansers & Adjuvants -EO - PO Block Copolymers 13.6 7.8 1.6 0.6 1 $1.50 72 70 142 58 $4,497 31 32 24
$35,249,063 Potential 2016 Incremental Sales:
Patrick Pat Harlow
Philadelphia USA
BPC Ingredient & Product Claim Analysis
Matching Mintel classification of categories to Euromonitor, we focus on Skincare, Soap &
Bath Products, and Hair Products.
Mintel further breaks down the categories to the sub-category level.
There is a strong correlation between the most prominent claims and two of the previously
identified mega trends; Health and Wellness and Green and Natural. Cost Effectiveness is a
matter of subjective opinion based on product cost and the level of claim performance.
(Consumers will pay a premium for products that work.) POS data would measure cost
effectiveness in our case.
Beauty Enhancement claims make up the majority of top 20 claims led by
Moisturizers/Hydrators, Functional claims such as Cleansing, and Natural claims such
Botanical/Herbal are the next most prevalent claims.
Source: Mintel
Patrick Pat Harlow
Philadelphia USA
BPC Ingredient & Product Claim Analysis
Source: Mintel
Category Sub-Category Claims Q4 - 2010 Q1 - 2011 Q2 - 2011 Q3 - 2011 Q4 - 2011 Q1 - 2012 Q2 - 2012 Q3 - 2012 Total Sample
Skincare Body Care Moisten-Hydrate 17 27 35 24 26 29 39 19 216
Skincare Face/Neck Care Cleansing 5 11 9 2 2 22 14 4 69
Soap & Bath Products Shower Products Moisten-Hydrate 11 2 10 4 2 21 9 2 61
Soap & Bath Products Shower Products Botanical/Herbal 12 6 4 4 3 7 10 10 56
Skincare Face/Neck Care Moisten-Hydrate 5 6 5 3 4 9 15 6 53
Soap & Bath Products Shower Products Male 3 6 2 11 5 3 6 7 43
Skincare Face/Neck Care Anti-Ageing 4 2 2 2 4 6 17 2 39
Skincare Body Care Brighten-Illuminate 1 4 4 7 3 3 6 7 35
Soap & Bath Products Shower Products Female 0 6 6 1 3 3 9 0 28
Skincare Body Care Botanical/Herbal 1 1 3 3 2 4 8 1 23
Skincare Sun - Sun/Sunbed Exposure UV Protection 0 0 6 5 0 1 6 3 21
Hair Products Shampoo Botanical/Herbal 1 0 2 6 3 4 2 2 20
Hair Products Shampoo Moisten-Hydrate 4 0 2 3 3 5 1 2 20
Hair Products Conditioner Moisten-Hydrate 2 1 1 4 3 4 1 2 18
Skincare Lip Care Moisten-Hydrate 3 0 2 0 0 3 1 9 18
Soap & Bath Products Shower Products Ethical-Animal 6 1 2 1 1 5 2 0 18
Hair Products Conditioner Damaged Hair 4 3 1 3 4 1 0 1 17
Skincare Face/Neck Care Toning 1 1 4 1 0 3 4 1 15
Skincare Face/Neck Care Exfoliating 0 2 2 1 2 3 1 3 14
Skincare Face/Neck Care Firming 3 0 0 0 2 3 4 2 14
Hair Products Shampoo Brighten-Illuminate 3 4 0 1 1 2 1 2 14
Hair Products Shampoo Damaged Hair 3 1 1 4 1 1 1 2 14
2 Years end Q3-2012
Mintel Claims by Sub-Category - Top 20 Variants Launched
Patrick Pat Harlow
Philadelphia USA
BPC Ingredient Conclusion
xxxs portfolio, capabilities, and chemistry strengths in Surfactants, Emollients,
Conditioning Agents-Skin/Hair/Fabric, Humectants, Emulsifiers and Co-Emulsifiers,
and Preservatives/Antioxidants, and Synthetic Polymers fit the claims and mega-
trends well.

Using liberal estimates, organic growth will fall extremely short of meeting our
US$xxxMM goal.

A marketing strategy needs to be developed, focusing on meeting or surpassing the
US$xxxMM opportunity in organic growth.

xxx will need to determine other alternatives to achieve or surpass the remainder of
the US$xxxMM goal. (Kline & Co.)

Patrick Harlow
31.08.2012
Patrick Pat Harlow Philadelphia
USA
BACKUP INFO
Patrick Pat Harlow
Philadelphia USA
BPC Power Rank Remaining Sub-Cats 21 - 35
Categories Sub-Categories 2016
% Growth
2011 - '16
Rank
2016
Size
Rank
'11-'16
Growth
Rank P-Rank
Men's Grooming Men's Post-Shave 107.7 17.3% 40 11 51 21
Baby and Child-specific Products Baby and Child-specific Skin Care 272.6 9.8% 26 25 51 21
Hair Care 2-in-1 Products 544.7 2.8% 21 33 54 22
Baby and Child-specific Products Baby and Child-specific Hair Care 183.6 11.1% 31 24 55 23
Bath and Shower Liquid Soap 969.3 -3.6% 17 40 57 24
Bath and Shower Intimate Wipes 18.1 16.0% 45 14 59 25
Skin Care Toners 287.2 0.0% 24 35 59 25
Bath and Shower Bath Salts/Powder 287.2 -3.5% 25 39 64 26
Skin Care Hand Care 115.5 7.4% 38 28 66 27
Bath and Shower Intimate Washes 152.2 -2.2% 33 38 71 28
Bath and Shower Other Bath Additives 109.9 1.9% 39 34 73 29
Bath and Shower Bath Foam/Gel 166.5 -8.4% 32 41 73 29
Skin Care Face Masks 66.2 4.7% 43 31 74 30
Sun Care Aftersun 63.4 3.8% 44 32 76 31
Bath and Shower Bath Oil/Pearls 78.3 -0.6% 41 36 77 32
Bath and Shower Talcum Powder 146.5 -8.9% 35 42 77 32
Skin Care Facial Cleansing Wipes 141.1 -12.3% 36 43 79 33
Hair Care Perms and Relaxants 141.0 -12.5% 37 44 81 34
Skin Care Firming/Anti-Cellulite Body Care 75.9 -13.2% 42 45 87 35
Patrick Pat Harlow
Philadelphia USA
BPC Ingredient Power Rank (Top 45 5 fits)
Tons
2016
Growth
%
2011-16
CAGR
'11 -'16
2011-16
Absolute
Fit
1-5
Price/lb
Rank
2016
Size
Rank
'11-'16
Growth
Rank P-Rank
Humectants -Glycerol 7,175.8 160.7 29.6 399.5 5 6 1 7 1
Surfactant Cleansers and Adjuvants -Alkyl Amido Alkyl Betaines 11,135.5 92.0 16.6 1,091.7 5 2 6 8 2
Surfactant Cleansers and Adjuvants -Alkyl Ether Sulphates 56,371.0 87.4 15.7 3,176.6 5 1 9 10 3
Surfactant Cleansers and Adjuvants -Alkyl Polyglucosides 6,617.5 91.7 17.1 896.3 5 8 8 16 5
Emulsifiers and Co-Emulsifiers -Fatty Alcohols 10,495.7 83.4 15.7 289.6 5 3 14 17 6
Emollients -Paraffins (Emollients) 7,037.7 66.3 12.6 332.9 5 7 23 30 7
Humectants -Propylene Glycol 1,492.7 81.4 14.9 60.9 5 20 15 35 10
Surfactant Cleansers and Adjuvants -Alkyl Sulphates 8,452.6 42.7 7.9 138.0 5 4 37 41 13
Emollients -Plant Oils 530.0 91.8 17.5 39.3 5 35 7 42 14
Emulsifiers and Co-Emulsifiers -Mono- and Diglycerides of Fatty Acids838.1 68.1 12.9 31.1 5 26 21 47 15
Humectants -Butylene Glycol 1,658.4 50.5 9.6 79.2 5 19 31 50 17
Emollients -Cyclomethicone 644.1 43.1 8.1 26.6 5 29 36 65 25
Emollients -Hydrocarbon Waxes 2,288.0 28.3 5.4 102.3 5 18 50 68 27
Emollients -Petrolatum 1,316.4 28.5 5.4 100.1 5 22 49 71 29
Surfactant Cleansers and Adjuvants -Alkene Sulphonates 3,879.0 16.6 3.1 550.9 5 10 64 74 30
Preservatives/Antioxidants -Benzophenone 136.4 63.1 11.6 22.6 5 51 24 75 31
Preservatives/Antioxidants -Butylated Hydroxyltoluene (BHT) 127.9 67.1 12.7 1.8 5 54 22 76 32
Emollients -Dimethicones (Emollients) 590.2 23.0 3.9 82.8 5 32 53 85 35
Synthetic Polymers -Vinylpyrollidones/Acetates 50.0 54.6 10.3 7.5 5 59 27 86 36
Preservatives/Antioxidants -Other Preservatives/Antioxidants 73.7 51.3 9.8 9.6 5 56 30 86 36
Surfactant Cleansers and Adjuvants -Phosphate Esters (Surfactants) 44.5 54.3 9.8 7.8 5 60 28 88 37
Skin Benefit Agents -Collagen 277.1 34.3 6.5 7.2 5 43 45 88 37
Thickeners/Structurants -Hectorites 132.8 42.5 8.0 8.2 5 53 38 91 38
Humectants -Sorbitol (Humectant) 345.5 26.1 4.9 35.8 5 40 52 92 39
Antimicrobials -Salicylic Acid and Its Salts 41.5 46.3 8.8 4.0 5 61 32 93 40
Conditioning Agents (Skin, Hair, Fabric) -Dialkyl Quats 113.7 34.3 6.5 4.1 5 55 46 101 41
Antifungals -Pyrithiones 399.7 15.7 3.0 5.6 5 36 66 102 42
Emollients -Lanolin and Derivatives 171.1 21.2 4.0 11.3 5 48 55 103 43
Emulsifiers and Co-Emulsifiers -Lecithin 21.0 42.5 8.0 1.5 5 68 39 107 45
Patrick Pat Harlow
Philadelphia USA
BPC Ingredient Power Rank (Remaining 5 fits)
Tons
2016
Growth
%
2011-16
CAGR
'11 -'16
2011-16
Absolute
Fit
1-5
Price/lb
Rank
2016
Size
Rank
'11-'16
Growth
Rank P-Rank
Surfactant Cleansers and Adjuvants -Linear Alkylbenzene Sulphonate 338.3 15.7 3.0 4.0 5 41 67 108 46
Conditioning Agents (Skin, Hair, Fabric) -Other Conditioning Agents (Skin, Hair, Fabric) 193.9 16.6 3.1 27.5 5 46 65 111 47
Synthetic Polymers -Other Synthetic Polymers 186.7 12.7 2.2 1.8 5 47 68 115 48
Emulsifiers and Co-Emulsifiers -Ethoxylated Sorbitan Esters 63.8 18.2 3.1 0.4 5 57 61 118 49
Skin Benefit Agents -Hydroxy Acids 24.3 22.2 4.2 2.0 5 65 54 119 50
Conditioning Agents (Skin, Hair, Fabric) -Dimethicones (Conditioning agents) 560.2 (1.0) (0.2) (5.9) 5 34 85 119 50
Emollients -Synthetic Emollient Hydrocarbons 22.7 20.9 3.9 3.9 5 67 56 123 51
Thickeners/Structurants -Silica (Thickeners) 4.3 37.9 7.1 0.8 5 83 42 125 52
Emulsifiers and Co-Emulsifiers -Citric Acid Esters of Monoglycerides 16.2 20.9 3.9 2.8 5 70 57 127 53
Thickeners/Structurants -Bentonites 133.9 4.6 0.9 5.8 5 52 75 127 53
Humectants -Xylitol (Humectant) 9.7 20.9 3.9 1.7 5 74 58 132 54
Synthetic Polymers -Polycarboxylates 9.7 20.9 3.9 1.7 5 75 59 134 55
Antimicrobials -Triclosan 27.5 6.8 1.4 0.0 5 63 73 136 56
Synthetic Polymers -Acrylamides 7.5 17.0 3.2 1.1 5 78 62 140 57
Surfactant Cleansers and Adjuvants -Alkane Sulphonates 24.5 1.0 0.2 0.2 5 64 80 144 59
Preservatives/Antioxidants -Potassium Sorbate 16.5 4.6 0.9 0.7 5 69 76 145 60
Antimicrobials -Chlorinated Phenols 1.9 20.9 3.9 0.3 5 86 60 146 61
Emollients -Emollient Ethers 4.1 17.0 3.2 0.6 5 84 63 147 62
Preservatives/Antioxidants -Sulphites/Metabisulphites 28.9 (7.2) (1.5) (2.3) 5 62 87 149 63
Preservatives/Antioxidants -Bronopol 4.4 12.4 2.5 0.1 5 82 69 151 64
Humectants -Urea 8.1 5.2 1.0 0.3 5 77 74 151 64
Emulsifiers and Co-Emulsifiers -Sucrose Esters of Fatty Acids 10.7 0.6 0.1 0.1 5 73 81 154 65
Antifungals -Tea Tree Oil 6.6 4.6 0.9 0.3 5 80 77 157 66
Antimicrobials -Other Antimicrobials 1.0 7.8 1.6 0.0 5 87 72 159 67
Skin Benefit Agents -Pyrollidone Carboxylic Acid (PCA) 6.6 4.6 0.9 0.3 5 81 78 159 67
Conditioning Agents (Skin, Hair, Fabric) -PCA Dimethicone 7.2 0.6 0.1 0.0 5 79 82 161 68
Antimicrobials -Quaternary Salts (Antimicrobials) 0.2 (0.5) (0.1) 0.0 5 89 84 173 69
Emulsifiers and Co-Emulsifiers -Ethoxylated Fatty Amides 3.7 (7.2) (1.5) (0.3) 5 85 88 173 69
Thickeners/Structurants -Other Thickeners/Structurants 0.4 (12.4) (2.6) (0.1) 5 88 89 177 70
Patrick Pat Harlow
Philadelphia USA
BPC NORAM Premium vs. Mass Product Comparison
Premium products are an aggregation of BPC products. The distinction between mass
market and premium is price, label/positioning, and distribution.
NORAM - Market Sizes | Historic/Forecast | Retail Value RSP | US$ mn | Current Prices | Year| on| Year Exchange Rates
Categories 2006 2007 2008 2009 2010 2011 2012 2013 2014 2015 2016 2011-16 %
2011-16
CAGR %
2011-16
Absolute
Premium Firming/Anti-Cellulite Body Care 43.6 42.6 42.6 39.5 40.5 41.0 40.7 40.5 40.5 40.8 41.2 0.4 0.1 0.2
Mass Firming/Anti-Cellulite Body Care 73.2 73.3 73.3 78.9 81.7 70.0 64.6 62.5 61.2 60.7 61.2 -12.6 -2.7 -8.8
General Purpose Body Care 2,193.5 2,274.7 2,267.9 2,204.0 2,208.6 2,264.0 2,335.2 2,408.7 2,475.7 2,534.3 2,587.3 14.3 2.7 323.3
Premium General Purpose Body Care 199.4 213.4 205.3 190.1 198.6 210.4 214.5 218.0 221.6 226.1 231.6 10.1 1.9 21.2
Mass General Purpose Body Care 1,994.1 2,061.3 2,062.6 2,013.8 2,010.0 2,053.6 2,120.7 2,190.7 2,254.1 2,308.2 2,355.7 14.7 2.8 302.1
Acne Treatments 1,146.0 1,153.6 1,158.6 1,180.8 1,203.4 1,214.3 1,232.8 1,243.0 1,247.9 1,265.8 1,291.4 6.3 1.2 77.1
Premium Acne Treatments 27.2 28.3 29.1 29.0 30.3 31.4 32.4 33.4 34.2 35.4 37.0 17.8 3.3 5.6
Mass Acne Treatments 1,118.8 1,125.3 1,129.5 1,151.8 1,173.1 1,182.9 1,200.3 1,209.7 1,213.7 1,230.4 1,254.4 6.0 1.2 71.5
Face Masks 75.9 79.4 76.4 72.7 73.3 74.7 75.9 76.4 76.7 77.4 79.0 5.7 1.1 4.3
Premium Face Masks 36.7 38.3 37.7 35.7 38.3 40.2 41.6 42.7 43.4 44.0 45.3 12.7 2.4 5.1
Mass Face Masks 39.2 41.1 38.7 37.0 35.0 34.6 34.4 33.7 33.3 33.4 33.7 -2.4 -0.5 -0.8
Liquid/Cream/Gel/Bar Cleansers 1,446.4 1,532.9 1,541.4 1,466.3 1,526.9 1,606.3 1,670.0 1,727.1 1,780.4 1,829.8 1,882.7 17.2 3.2 276.5
Premium Liquid/Cream/Gel/Bar Cleansers 492.8 514.1 500.6 482.2 507.3 530.9 547.5 563.3 574.6 587.8 606.6 14.3 2.7 75.7
Mass Liquid/Cream/Gel/Bar Cleansers 953.6 1,018.8 1,040.8 984.2 1,019.6 1,075.4 1,122.5 1,163.9 1,205.9 1,242.0 1,276.2 18.7 3.5 200.8
Facial Cleansing Wipes 216.4 223.8 213.5 194.1 186.7 181.9 176.9 172.7 169.4 167.3 164.1 -9.8 -2.0 -17.8
Premium Facial Cleansing Wipes 6.7 7.4 7.5 6.9 6.9 6.8 6.9 6.9 6.8 6.9 6.9 0.8 0.2 0.1
Mass Facial Cleansing Wipes 209.7 216.4 206.0 187.2 179.8 175.1 170.0 165.8 162.5 160.4 157.2 -10.2 -2.1 -17.9
Facial Moisturisers 1,912.3 2,000.5 2,007.4 1,899.0 1,977.1 2,106.6 2,177.4 2,230.7 2,281.2 2,337.1 2,424.0 15.1 2.8 317.4
Premium Facial Moisturisers 961.8 1,028.9 1,026.4 992.2 1,054.3 1,136.7 1,192.1 1,239.8 1,285.0 1,336.7 1,396.8 22.9 4.2 260.1
Mass Facial Moisturisers 950.6 971.6 981.0 906.7 922.8 969.9 985.3 990.9 996.2 1,000.4 1,027.1 5.9 1.2 57.2
Lip Care 524.5 573.3 574.1 560.7 598.4 627.9 652.4 677.7 701.9 732.7 768.4 22.4 4.1 140.6
Premium Lip Care 13.6 13.6 13.2 12.6 13.0 13.3 13.6 13.9 14.3 14.8 15.3 15.5 2.9 2.1
Mass Lip Care 510.9 559.7 561.0 548.0 585.5 614.6 638.7 663.8 687.6 717.9 753.1 22.5 4.1 138.5
Anti-Agers 2,317.4 2,599.7 2,828.4 2,902.0 3,077.8 3,318.2 3,510.4 3,695.3 3,883.1 4,110.2 4,375.7 31.9 5.7 1,057.5
Premium Anti-Agers 1,042.3 1,146.2 1,182.7 1,168.8 1,345.6 1,552.5 1,685.6 1,795.4 1,907.9 2,040.7 2,195.1 41.4 7.2 642.6
Mass Anti-Agers 1,275.1 1,453.5 1,645.7 1,733.2 1,732.2 1,765.6 1,824.8 1,899.9 1,975.3 2,069.5 2,180.6 23.5 4.3 414.9
Toners 368.9 368.6 354.8 332.3 327.7 325.5 323.6 322.5 323.7 326.8 329.5 1.2 0.2 4.0
Premium Toners 219.8 224.8 224.4 215.9 214.6 214.8 214.7 215.0 216.5 219.2 222.0 3.3 0.7 7.1
Mass Toners 149.1 143.8 130.4 116.4 113.1 110.7 108.9 107.5 107.2 107.6 107.5 -2.8 -0.6 -3.1
Hand Care 146.1 158.7 157.2 146.1 151.9 155.3 157.6 158.8 161.0 164.4 168.4 8.5 1.6 13.2
Premium Hand Care 39.0 43.7 44.2 40.9 43.3 45.0 45.7 46.4 47.5 48.8 50.1 11.4 2.2 5.2
Mass Hand Care 107.1 115.1 113.0 105.2 108.7 110.3 111.9 112.4 113.5 115.6 118.3 7.3 1.4 8.0

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