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MASS MARKET RETAILERS
THE MASS MARKET ACCOUNTS FOR ABOUT HALF OF ALL BEAUTY SALES IN NORTH AMERICA, A NUMBER EXPECTED TO RISE AS CONSUMERS CONTINUE TO CROSS-SHOP AND TRADE DOWN. HERE, AFTER YEARS OF CONSOLIDATION AND CLOSINGS, AN A-TO-Z GUIDE TO THE CHANNEL'S RETAILERS, COMPLETE WITH THE POSITIONING OF EACH, KEY CONTACTS AND ESTIMATED ANNUAL BEAUTY SALES.
99 CENTS ONLY STORES
CITY OF COMMERCE, CALIF.
ANNUAL SALES: $1.3 billion; beauty sales: $117 million
STAR BRANDS: Aziza, Procter & Gamble, Johnson & Johnson, Unilever.
POSITIONING: An extreme value retailer. Its motto is The Right Store Now More Than Ever!
KNOWN FOR: After years of holding its prices to 99 cents or less, the retailer raised its highest ticket to 99.9 cents last year to keep up with increasing costs. Known for a wide selection of nationally known and off-brand merchandise; health and beauty is a core category, representing 9 percent of total sales.
CONTACT: Susan Ford, senior buyer, health and beauty care.
NUMBER OF STORES: 277 stores in California, Texas, Arizona and Nevada.
AHOLD USA SUPERMARKET GROUP
LANCASTER, N.Y.
ANNUAL SALES: $23.4 billion; beauty sales: $1 billion (est.)
STAR BRANDS: Care One, Maybelline.
POSITIONING: American Sales Company, a division of Ahold USA, supplies the company's Stop & Shop, Giant-Landover and Giant-Carlisle supermarket chains with health and beauty items.
KNOWN FOR: Merchandise assortments are decided by chain-level buyers, but there are common themes, including the Care One private label beauty brand, which recently received premier positioning at the front of stores.
CONTACT: Christine McCormack, manager, beauty, Stop & Shop/Giant-Landover.
NUMBER OF STORES: 713 stores throughout the Northeast.
AMAZON.COM
SEATTLE
ANNUAL SALES: $10.22 billion; beauty sales: $204 million (est.)
STAR BRANDS: Olay, Neutrogena, Nivea, Aveeno, Roc, Benefit, Lush, Bumble and bumble, Clinique, Bare Escentuals.
POSITIONING: With a focus on low prices, vast selection and fast, convenient delivery, the customer experience is key. Sales of beauty products have grown in the triple digits for the last three years.
KNOWN FOR: Blazing new territory in selling beauty online.
CONTACT: Jeff Fernandez, buyer, health and personal care.
THE ARMY AIR FORCE EXCHANGE SERVICE
DALLAS
ANNUAL SALES: $9.9 billion; beauty sales: $500 million (est.)
STAR BRANDS: Este Lauder, Lancme, Revlon.
POSITIONING: AAFES brings a tradition of value, service and support to authorized...