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The UK Salon Haircare Market 2011
(Professional Haircare Market and Brands in Britain)
March 2011
TABLE OF CONTENTS 2
SECTION REPORT STRUCTURE 8
SECTION 1 REPORT SUMMARY 11
TABLE 1 Summary UK salon haircare market 11
Number and names leading companies (products) 11
SECTION 2 VALUE OF THE UK SALON HAIRCARE MARKET 12
Introduction / summary 12
TABLE 2 Value and variations UK salon haircare 2009-2014 (ST£) 12
TABLE 3 Value and variations of products sold into UK salons 2009-2014 (ST£) 13
Trends in salon haircare 13
Trends /numbers /units 13
Growth xxxxxxx 14
Quotes illustrate salons’ confidence 14
Even the undeclared xxxx 14
SECTION 3 UK HAIR SALON INDUSTRY SUMMARY PROFILE 15
Introduction / summary 15
TABLE 4 UK hair salon industry, summary profile 15
TABLE 5 UK hair salon industry, % by market segments (ABC) 15
Segment A salons quantified and qualified 16
Status and image 16
Segment B salons quantified and qualified 16
Segment C salons quantified and qualified 16
TABLE 6 UK hair salon industry, sales per unit (examples) 17
TABLE 7 UK hair salon industry, (%) of single and of multi outlets 17
UK hair salon industry, % professionally run 17
SECTION 4 UK HAIR SALON INDUSTRY BUSINESS ACTUALITIES 18
Introduction / summary 18
TABLE 8 Sales variations (%) in UK salon chains from 2010 to 2014 18
Expected variations in chains to 2014 18
Expected variations in sales in 2011 19
Recent past variations in sales in 2010 19
Seasonal variations in salon business 19
TABLE 9 UK salon chains revenues (%) from services and retail 19
Caution about extrapolating data 20
Salon service menus, examples 20
TABLE 10 UK salon chains revenues, (%) by haircare service category 20
Salon cutting and styling in 2010/11 20
Salon hair colouring in 2010/11 20
Salon product retail in 2010/11 21
Salon product retail, forecast changes 21
Consumers change their salon behaviour 21
Different choices by different age groups 22
New haircare services in the pipeline? 22
New xxxxx systems 22
New income and xx services 23
Adding xxxx services in hair salons? 23
TABLE 11 Consumers’ profiles in the salon chains 23
Men’s salon preferences 23
Chains appeal to all segments 23
SECTION 5 DRIVERS OF THE UK SALON HAIRCARE MARKET 24
Introduction / summary 24
TABLE 12 UK salon haircare market, drivers positives 24
Fundamentals of the salon haircare market 24
Consumers’ ranking of haircare 24
Men’s interest in appearance 25
Consumers and quality premium 25
Location, location, location 25
A Wedding and the Olympics 25
Sport xxxxxx for hair 26
Marketing and promotions by salons 26
Word of mouth goes viral 26
Salon product retail, drivers 27
Retail barriers 27
How many brands to stock? 27
Quality retail brands and products 27
Investment in retail space and skills 28
TABLE 13 Salon haircare market drivers - negatives 28
Discounting, and extreme discounting 28
Competition for salon haircare 28
Informal economy 29
SECTION 6 VALUE OF SALON HAIRCARE MARKET BY PRODUCT CATEGORY 30
Introduction / summary 30
Category sales vary by salon type 30
TABLE 14 UK salon haircare products, (%) by category 30
TABLE 15 UK salon haircare products, in the basin (ITB), and over the counter (OTC) 31
The different product categories 31
Changes in sales of different product categories 31
SECTION 7 LEADING COMPANIES, COMPANY RANKINGS IN SALON HAIRCARE 32
Introduction / summary 32
TABLE 16 The leading companies in UK salon haircare and combined market share 32
The top two companies 33
Competitors struggle to win the x stakes? 33
TABLE 17 Salon chains purchase practices by product category 33
TABLE 18 UK salon haircare, companies other than the “Big x” 34
Competitors nibble at heels? 34
Salons and OLs 34
TABLE 19 UK hair salon brands identified as “innovative” 35
Salons’ comments on brands (i) 35
Salons’ comments on brands (ii) 35
Salons’ comments on brands (iii) 36
TABLE 20 Companies and numbers of salon clients in the UK 36
SECTION 8 SALONS’ PRODUCT / BRAND PURCHASING CRITERIA IN HAIRCARE 37
Introduction / summary 37
Salon willingness to change brands 37
TABLE 21 UK hair salons’ product purchasing criteria 37
Professional-only system 37
What the professional-only system offer salons 38
The professional-only system and brand loyalty 38
Why salons prefer professional-only lines 38
Product diversion 39
Quality/ price ratio 39
Price gaining in importance? 39
Beautiful but low margin 39
Many price points 39
Product range 39
Matching salon and brand status 39
Sales terms 40
Purchasing criteria and salon x 40
Range of products, and range of solutions 40
Fewer products, more solutions 40
Professional-only lines and salon support 41
SECTION 9 LEADING COMPANIES AND BRANDS IN SALON HAIRCARE BY PRODUCT CATEGORY 42
Introduction / summary 42
TABLE 22 UK salon haircare products, treatments, and brands summary 42
TABLE 23 UK salon colouring category summary 42
TABLE 24 Companies’ top salon brands in the colourant category 43
Developments in colouring 43
Two x giants enter salon colouring 43
TABLE 25 Brands colouring category formulation (permanent, etc.) 44
TABLE 26 Companies and brands in permanent wave, straightening and texture 44
TABLE 27 UK salon styling, and cuts market summary 45
TABLE 28 Companies’ top salon brands in styling and in shampoo/conditioner and treatment categories 45
Developments in shampoos, conditioners, and treatments 45
Growth segments in shampoos, conditioners, and treatments 45
Other hair product categories: men’s lines and naturals 46
SECTION 10 THE SALON HAIRCARE PRODUCTS MARKET PROFILED AND MAPPED 47
Introduction / summary 47
TABLE 29 Numbers of companies supplying haircare products to UK salons, brands used per salon 47
Number of brands in suppliers and salons 47
TABLE 30 Salon haircare product categories, most competitive 48
TABLE 31 Salon haircare product categories, middle competitive 48
TABLE 32 Salon haircare product categories, least competitive 48
x consolidated 48
Salon brand loyalty varies by category 48
Chains and brands 48
TABLE 33 Salon chains (14 selected) and brand leaders x (i) 49
TABLE 34 Salon chains and brands x (ii) 49
TABLE 35 Brands (x) retailed in the chain x 50
APPENDIX 1, PROFILES OF UK SALON HAIRCARE PRODUCT MANUFACTURERS 51
TABLE 36 Companies and top brands sold into UK salons (alphabetical order over x names) 51
APPENDIX 2, PROFILES OF UK DISTRIBUTORS OF SALON HAIRCARE PRODUCTS 54
TABLE 37 Distributors to UK salons (x names, alphabetical order) 54
Online and off line distribution 55
APPENDIX 3 PROFILES OF UK HAIR SALON CHAINS AND TOP SALONS 56
TABLE 38 Top hair salons companies in the UK, x operated, and website (x names alphabetical order) 56
TABLE 39 Top hair salon chains, by concept, in the UK, units operated (x names) 57
TABLE 40 Chains (x names) and growth of units operated between 2007 and 2010 58
TABLE 41 Award winning salon chains in the UK in 2010 (x names) 59
TABLE 42 “Best of Class” salon companies UK 2010 (x names) 59
Networking of same status brands and salons 59
TABLE 43 Largest chain and salon concepts operated 60
APPENDIX 4 SALON PRODUCTS, OWN LABELS OF CHAINS AND CELEBRITY HAIRDRESSERS 61
Introduction / summary 61
TABLE 44 Salon chains with own label products (selected) 61
Hairdressers and their OL celebrity brands 61
Big brands and celebrity lines 61
TABLE 45 Celebrity hairdressers and own label products 62
APPENDIX 5 CRITERIA USED TO IDENTIFY “BEST OF CLASS” HAIR SALONS 63
Introduction / summary 63
TABLE 46 Criteria used to identify “best of class” salons 63
Voluntary registration (hairdressers) and professionally run salons 63
The National Occupational Standards 63
The Nationally Approved Salon scheme 63
The Good Salon Guide 64
Training standards and HABIA 64
TABLE 47 UK “best of class” lists for salons and top awards 64
APPENDIX 6 UK HAIR SALON INDUSTRY PRICES, SERVICES TREATMENTS AND PRODUCTS 66
TABLE 48 Price cut and blow dry, salon segments A, B, and C 66
Stylists and price levels 66
TABLE 49 Price levels of colouring brands by selected distributors 67
APPENDIX 7 UK HAIR SALON UNIVERSE / INDUSTRY 68
TABLE 50 UK hair salon revenues and salon products (ST£) 68
Salon revenues, and VAT rates 68
Conflicting estimates of salon numbers 68
TABLE 51 UK hair salon industry, (%) professionally run 69
TABLE 52 UK hair salon industry (%) by type( hair and beauty) 69
TABLE 53 UK hair salon industry (%) by geographical location 70
UK hair salon workforce, numbers per unit 70
TABLE 54 UK hair salon workforce by job status 70
TABLE 55 UK hair salon benchmark data opening costs 71
Reliability of data in circulation 71
Major data sources on the UK salon market 71
APPENDIX 8 UK SALON HAIRCARE PRODUCTS MARKET 73
TABLE 56 UK salon haircare, estimates (ST£) 73
TABLE 57 UK C&T and hair products market value (ST £) 73
Methodology to estimate value of UK hair salon products market 73
TABLE 58 Benchmarks for UK hair products market value (ST £) 73
Value of products sold into salons 74
Value of products retailed by salons 74
Salon product categories 74
APPENDIX 9 PROFESSIONAL ORGANISATIONS THAT REPRESENT THE UK HAIR SALON INDUSTRY 75
Salons and representative organisations 75
APPENDIX 10 PROFILE OF SALONS INTERVIEWED, AND REPORT METHODOLOLGY 76
Sources consulted and methodology 76
Sources’ confidentiality 76
Selection of salons for interviews 76
Breadth of experts’ expertise 77
TABLE 59 Salon industry experts interviewed (units operated in the UK) 77
TABLE 60 Salons interviewed, % by numbers of units operated in UK 77
TABLE 61 Salons interviewed, distribution by sales (ST£ million) 77
TABLE 62 Salons interviewed, distribution by market segments represented 78
APPENDIX 11 COUNTRY DATA, UK 79
TABLE 63 UK country data 79
ABBREVIATIONS USED IN REPORT 79
INDEX OF COMPANIES, BRANDS, AND OF SELECTED PUBLICATIONS, AND ORGANISATIONS (REGULATORY, TRADE, PROFESSIONAL) 80
DIAGONAL REPORTS STATEMENT 83
Table of Contents
Professional Haircare Market Reports
Buy This Report
Shopper Insight New Beauty Buyer 2012 and Beyond
Canadian Hot Tools Market 2011
African American Haircare Market
Afro French Haircare Market
UK Afro Caribbean Haircare Market
The UK Salon Haircare Market 2011
(Professional Haircare Market and Brands in Britain)
March 2011
TABLE OF CONTENTS 2
SECTION REPORT STRUCTURE 8
SECTION 1 REPORT SUMMARY 11
TABLE 1 Summary UK salon haircare market 11
Number and names leading companies (products) 11
SECTION 2 VALUE OF THE UK SALON HAIRCARE MARKET 12
Introduction / summary 12
TABLE 2 Value and variations UK salon haircare 2009-2014 (ST£) 12
TABLE 3 Value and variations of products sold into UK salons 2009-2014 (ST£) 13
Trends in salon haircare 13
Trends /numbers /units 13
Growth xxxxxxx 14
Quotes illustrate salons’ confidence 14
Even the undeclared xxxx 14
SECTION 3 UK HAIR SALON INDUSTRY SUMMARY PROFILE 15
Introduction / summary 15
TABLE 4 UK hair salon industry, summary profile 15
TABLE 5 UK hair salon industry, % by market segments (ABC) 15
Segment A salons quantified and qualified 16
Status and image 16
Segment B salons quantified and qualified 16
Segment C salons quantified and qualified 16
TABLE 6 UK hair salon industry, sales per unit (examples) 17
TABLE 7 UK hair salon industry, (%) of single and of multi outlets 17
UK hair salon industry, % professionally run 17
SECTION 4 UK HAIR SALON INDUSTRY BUSINESS ACTUALITIES 18
Introduction / summary 18
TABLE 8 Sales variations (%) in UK salon chains from 2010 to 2014 18
Expected variations in chains to 2014 18
Expected variations in sales in 2011 19
Recent past variations in sales in 2010 19
Seasonal variations in salon business 19
TABLE 9 UK salon chains revenues (%) from services and retail 19
Caution about extrapolating data 20
Salon service menus, examples 20
TABLE 10 UK salon chains revenues, (%) by haircare service category 20
Salon cutting and styling in 2010/11 20
Salon hair colouring in 2010/11 20
Salon product retail in 2010/11 21
Salon product retail, forecast changes 21
Consumers change their salon behaviour 21
Different choices by different age groups 22
New haircare services in the pipeline? 22
New xxxxx systems 22
New income and xx services 23
Adding xxxx services in hair salons? 23
TABLE 11 Consumers’ profiles in the salon chains 23
Men’s salon preferences 23
Chains appeal to all segments 23
SECTION 5 DRIVERS OF THE UK SALON HAIRCARE MARKET 24
Introduction / summary 24
TABLE 12 UK salon haircare market, drivers positives 24
Fundamentals of the salon haircare market 24
Consumers’ ranking of haircare 24
Men’s interest in appearance 25
Consumers and quality premium 25
Location, location, location 25
A Wedding and the Olympics 25
Sport xxxxxx for hair 26
Marketing and promotions by salons 26
Word of mouth goes viral 26
Salon product retail, drivers 27
Retail barriers 27
How many brands to stock? 27
Quality retail brands and products 27
Investment in retail space and skills 28
TABLE 13 Salon haircare market drivers - negatives 28
Discounting, and extreme discounting 28
Competition for salon haircare 28
Informal economy 29
SECTION 6 VALUE OF SALON HAIRCARE MARKET BY PRODUCT CATEGORY 30
Introduction / summary 30
Category sales vary by salon type 30
TABLE 14 UK salon haircare products, (%) by category 30
TABLE 15 UK salon haircare products, in the basin (ITB), and over the counter (OTC) 31
The different product categories 31
Changes in sales of different product categories 31
SECTION 7 LEADING COMPANIES, COMPANY RANKINGS IN SALON HAIRCARE 32
Introduction / summary 32
TABLE 16 The leading companies in UK salon haircare and combined market share 32
The top two companies 33
Competitors struggle to win the x stakes? 33
TABLE 17 Salon chains purchase practices by product category 33
TABLE 18 UK salon haircare, companies other than the “Big x” 34
Competitors nibble at heels? 34
Salons and OLs 34
TABLE 19 UK hair salon brands identified as “innovative” 35
Salons’ comments on brands (i) 35
Salons’ comments on brands (ii) 35
Salons’ comments on brands (iii) 36
TABLE 20 Companies and numbers of salon clients in the UK 36
SECTION 8 SALONS’ PRODUCT / BRAND PURCHASING CRITERIA IN HAIRCARE 37
Introduction / summary 37
Salon willingness to change brands 37
TABLE 21 UK hair salons’ product purchasing criteria 37
Professional-only system 37
What the professional-only system offer salons 38
The professional-only system and brand loyalty 38
Why salons prefer professional-only lines 38
Product diversion 39
Quality/ price ratio 39
Price gaining in importance? 39
Beautiful but low margin 39
Many price points 39
Product range 39
Matching salon and brand status 39
Sales terms 40
Purchasing criteria and salon x 40
Range of products, and range of solutions 40
Fewer products, more solutions 40
Professional-only lines and salon support 41
SECTION 9 LEADING COMPANIES AND BRANDS IN SALON HAIRCARE BY PRODUCT CATEGORY 42
Introduction / summary 42
TABLE 22 UK salon haircare products, treatments, and brands summary 42
TABLE 23 UK salon colouring category summary 42
TABLE 24 Companies’ top salon brands in the colourant category 43
Developments in colouring 43
Two x giants enter salon colouring 43
TABLE 25 Brands colouring category formulation (permanent, etc.) 44
TABLE 26 Companies and brands in permanent wave, straightening and texture 44
TABLE 27 UK salon styling, and cuts market summary 45
TABLE 28 Companies’ top salon brands in styling and in shampoo/conditioner and treatment categories 45
Developments in shampoos, conditioners, and treatments 45
Growth segments in shampoos, conditioners, and treatments 45
Other hair product categories: men’s lines and naturals 46
SECTION 10 THE SALON HAIRCARE PRODUCTS MARKET PROFILED AND MAPPED 47
Introduction / summary 47
TABLE 29 Numbers of companies supplying haircare products to UK salons, brands used per salon 47
Number of brands in suppliers and salons 47
TABLE 30 Salon haircare product categories, most competitive 48
TABLE 31 Salon haircare product categories, middle competitive 48
TABLE 32 Salon haircare product categories, least competitive 48
x consolidated 48
Salon brand loyalty varies by category 48
Chains and brands 48
TABLE 33 Salon chains (14 selected) and brand leaders x (i) 49
TABLE 34 Salon chains and brands x (ii) 49
TABLE 35 Brands (x) retailed in the chain x 50
APPENDIX 1, PROFILES OF UK SALON HAIRCARE PRODUCT MANUFACTURERS 51
TABLE 36 Companies and top brands sold into UK salons (alphabetical order over x names) 51
APPENDIX 2, PROFILES OF UK DISTRIBUTORS OF SALON HAIRCARE PRODUCTS 54
TABLE 37 Distributors to UK salons (x names, alphabetical order) 54
Online and off line distribution 55
APPENDIX 3 PROFILES OF UK HAIR SALON CHAINS AND TOP SALONS 56
TABLE 38 Top hair salons companies in the UK, x operated, and website (x names alphabetical order) 56
TABLE 39 Top hair salon chains, by concept, in the UK, units operated (x names) 57
TABLE 40 Chains (x names) and growth of units operated between 2007 and 2010 58
TABLE 41 Award winning salon chains in the UK in 2010 (x names) 59
TABLE 42 “Best of Class” salon companies UK 2010 (x names) 59
Networking of same status brands and salons 59
TABLE 43 Largest chain and salon concepts operated 60
APPENDIX 4 SALON PRODUCTS, OWN LABELS OF CHAINS AND CELEBRITY HAIRDRESSERS 61
Introduction / summary 61
TABLE 44 Salon chains with own label products (selected) 61
Hairdressers and their OL celebrity brands 61
Big brands and celebrity lines 61
TABLE 45 Celebrity hairdressers and own label products 62
APPENDIX 5 CRITERIA USED TO IDENTIFY “BEST OF CLASS” HAIR SALONS 63
Introduction / summary 63
TABLE 46 Criteria used to identify “best of class” salons 63
Voluntary registration (hairdressers) and professionally run salons 63
The National Occupational Standards 63
The Nationally Approved Salon scheme 63
The Good Salon Guide 64
Training standards and HABIA 64
TABLE 47 UK “best of class” lists for salons and top awards 64
APPENDIX 6 UK HAIR SALON INDUSTRY PRICES, SERVICES TREATMENTS AND PRODUCTS 66
TABLE 48 Price cut and blow dry, salon segments A, B, and C 66
Stylists and price levels 66
TABLE 49 Price levels of colouring brands by selected distributors 67
APPENDIX 7 UK HAIR SALON UNIVERSE / INDUSTRY 68
TABLE 50 UK hair salon revenues and salon products (ST£) 68
Salon revenues, and VAT rates 68
Conflicting estimates of salon numbers 68
TABLE 51 UK hair salon industry, (%) professionally run 69
TABLE 52 UK hair salon industry (%) by type( hair and beauty) 69
TABLE 53 UK hair salon industry (%) by geographical location 70
UK hair salon workforce, numbers per unit 70
TABLE 54 UK hair salon workforce by job status 70
TABLE 55 UK hair salon benchmark data opening costs 71
Reliability of data in circulation 71
Major data sources on the UK salon market 71
APPENDIX 8 UK SALON HAIRCARE PRODUCTS MARKET 73
TABLE 56 UK salon haircare, estimates (ST£) 73
TABLE 57 UK C&T and hair products market value (ST £) 73
Methodology to estimate value of UK hair salon products market 73
TABLE 58 Benchmarks for UK hair products market value (ST £) 73
Value of products sold into salons 74
Value of products retailed by salons 74
Salon product categories 74
APPENDIX 9 PROFESSIONAL ORGANISATIONS THAT REPRESENT THE UK HAIR SALON INDUSTRY 75
Salons and representative organisations 75
APPENDIX 10 PROFILE OF SALONS INTERVIEWED, AND REPORT METHODOLOLGY 76
Sources consulted and methodology 76
Sources’ confidentiality 76
Selection of salons for interviews 76
Breadth of experts’ expertise 77
TABLE 59 Salon industry experts interviewed (units operated in the UK) 77
TABLE 60 Salons interviewed, % by numbers of units operated in UK 77
TABLE 61 Salons interviewed, distribution by sales (ST£ million) 77
TABLE 62 Salons interviewed, distribution by market segments represented 78
APPENDIX 11 COUNTRY DATA, UK 79
TABLE 63 UK country data 79
ABBREVIATIONS USED IN REPORT 79
INDEX OF COMPANIES, BRANDS, AND OF SELECTED PUBLICATIONS, AND ORGANISATIONS (REGULATORY, TRADE, PROFESSIONAL) 80
DIAGONAL REPORTS STATEMENT 83
Table of Contents
Professional Haircare Market Reports
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