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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.

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.

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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 Mc-Cormack, 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, Benefi t, 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: Estée Lauder, Lancôme, Revlon.
POSITIONING: AAFES brings a tradition of value, service and support to authorized customers. It strives to offer a sense of community, and offers catalogue and online sales.
KNOWN FOR: Merging mass and prestige under one roof.
CONTACT: Diana Poulson,  divisional merchandise manager, health and beauty.
NUMBER OF STORES: 174  main stores on Army and Air Force bases in the U.S.; more than 3,000 facilities worldwide.

 

 

 

 

BARTELL DRUG COMPANY
SEATTLE

ANNUAL SALES: $486 million (est.); beauty sales: $29 million (est.)
STAR BRANDS: Everyday Elements, Neutrogena, Almay, Maybelline, L’Oréal, Revlon.
POSITIONING: Catering to a well-informed and highly educated consumer base, Bartell’s focus is on exceptional customer service and high merchandising standards.
KNOWN FOR: Located in the environmentally aware Northwest, shoppers gravitate to natural and hypoallergenic brands.
CONTACT: Tammy Murry, buyer, cosmetics and beauty aids.

NUMBER OF STORES: 55
stores in Washington.

 

COSTCO
ISSAQUAH, WASH.

ANNUAL SALES: $71.4 billion; beauty sales: $1.2 billion (est.)
STAR BRANDS: Elizabeth Arden, P&G, L’Oréal, Borghese.
POSITIONING: Costco is the fifth-largest retailer in the U.S., offering numerous brand names and private labels to club members who represent almost 30 million households. Costco extended more heavily into beauty in 2005.
KNOWN FOR: Costco is considered the premium wholesale membership club and has expanded its beauty offer.

CONTACT: Cheryl Croner, buyer, health & beauty; Janet Levinski, buyer, HBA.
NUMBER OF STORES: 553 stores in 40 states and Puerto Rico.

 

 

 

CVS PHARMACY
WOONSOCKET, R.I.

ANNUAL SALES: $48.99 billion; beauty sales: $2 billion (est.)
STAR BRANDS: Skin Effects by Dr. Jeffrey Dover, Lumene, Boots.

POSITIONING: In 2007, CVS Pharmacy declared it was “reinventing beauty” to provide onestop shopping for everything from high-performance skin care to seasonal color trends to salon-quality hair care.
KNOWN FOR: Redefining drugstore beauty, with initiatives like the Healthy Skin Care center, brand exclusives and beauty advisers. With the opening of Beauty 360 last fall, it added prestige products.
CONTACT: Cheryl Mahoney, vice president, beauty.
NUMBER OF STORES: 6,800 stores in 41 states.

 

DOLLAR GENERAL
GOODLETTSVILLE, TENN
.
ANNUAL SALES: $10.5 billion; beauty sales: $945 million (est.)
STAR BRANDS: DG, Body Sense, L.A. Colors.

POSITIONING: Product mix is on basics, apparel and seasonal items with name and value brands and private label.
KNOWN FOR: The largest discount retailer in the U.S., prices are $10 and below, with 25 percent of items at $1 or less. A large HBA department has a competitive private label
program.
CONTACT: Melissa Niebes, buyer, beauty.
NUMBER OF STORES: 8,414 stores in 35 states.

 

 

 

DOLLAR TREE
CHESAPEAKE, VA.

ANNUAL SALES: $4.64 billion; beauty sales: $450 million (est.)
STAR BRANDS: April (private label), L.A. Colors, Aziza.
POSITIONING: Dollar Tree sells all products for $1 with a focus on items it believes would typically sell for higher elsewhere. A changing merchandise mix provides shoppers a “thrill of the hunt”
experience.
KNOWN FOR: The beauty department carries mainly hair, bath, body and skin care, with a wide range of private label items and unexpected fi nds.
CONTACT: Dan Doerfl ein, divisional vice president.
NUMBER OF STORES: 3,591 stores in 48 states.

 

DRUGSTORE.COM
BELLEVUE, WASH.

ANNUAL SALES: $366.6 million; over-the-counter sales including beauty: $260.7 million
STAR BRANDS: L’Oréal, Nivea, Olay.
POSITIONING: An online retailer that has served 9.8 million customers since its founding in 1998.
KNOWN FOR: Drugstore.com and its sister site, Beauty.com, maintain separate environments, but provide a common cart. With 40,000 stockkeeping units, and both mass and prestige items, shoppers can trade up or down. It has an exclusive online relationship with Nivea. L’Oréal Paris links here to fi ll orders. Customers also favor European brands like Avène and Klorane, natural
products and prestige brands like Bliss, Philosophy and DDF.
CONTACT: Kathleen McNeill, vice president, beauty.

 

 

 

DUANE READE
NEW YORK CITY

ANNUAL SALES: $1.8 billion; beauty sales: $285 million (est.)

STAR BRANDS: Sally Hansen, Physicians Formula, Revlon, L’Oréal.
POSITIONING: To provide customers the products they need to look and feel better. Recently embarked on a redesign program, boosted private label offerings and tweaked merchandise assortments. The concept store layout reorganizes products into How I Look, How I Feel and What I Need Now areas, with wider aisles and increased emphasis on customer service. Front-end merchandise outperforms  pharmacy 53.9 to 46.1 percent, respectively.
KNOWN FOR: Convenient locations.
CONTACT: Marcia Gaynor, category manager, cosmetics and fragrances.
NUMBER OF STORES: 260 stores throughout New York.

 

FAMILY DOLLAR
MATTHEWS, N.C.

ANNUAL SALES: $6.98 billion; beauty sales: $628 million (est.)
STAR BRANDS: Clear Basics, Healing Waters.
POSITIONING: To offer a focused assortment in core categories, with prices ranging from $1 to $10, and to be the best small-format convenience and value retailer in its markets. The beauty department pits store brands next to national brands, such as a 15-oz. jar of Family Dollar cleansing cream for $2 adjacent to a 10.75-oz. jar of Noxzema for $3.50.

KNOWN FOR: One of the most powerful dollar merchants, Family Dollar has been improving its in-store ambience.
CONTACT: Sam Bernstein, vice president, general merchandise manager.
NUMBER OF STORES: 6,500
stores in 44 states.

 

 

 

FRED’S INC.
MEMPHIS

ANNUAL SALES: $1.8 billion; beauty sales: $144 million
STAR BRANDS: Fred’s (private label)
POSITIONING: To be the  hometown discount store that provides a “fast, fun and friendly” low-price place to shop. The focus is on everyday household items, blending an expansive selection of private label items with national brands. Fred’s operates pharmacies in 300 stores.
KNOWN FOR: One of a few remaining regional powerhouses in mass retailing.
CONTACT: Dennis K. Curtis, executive vice president, general merchandise manager.
NUMBER OF STORES: 600 stores in 15 states throughout the South and Southwest.

 

FRUTH PHARMACY
POINT PLEASANT, W.VA.

ANNUAL SALES: $136 million; beauty sales: $4 million (est.)
STAR BRANDS: Maybelline

POSITIONING: With the slogan “Your Hometown Pharmacy,” Fruth is committed to offering shoppers the best customer service around. The bulk of its sales, about 83 percent, come from pharmacy, but the frontend is still important to shoppers. The company is in the process of introducing a loyalty card program and adding online shopping.

KNOWN FOR: Family-owned stores serving small communities; sometimes the only beauty player in town.
CONTACT: Amy Nelson, category manager, cosmetics.   

NUMBER OF STORES: 25 stores in Ohio and West Virginia.

 

 

 

HARMON STORES
(BED BATH & BEYOND INC.)
UNION, N.J.

ANNUAL SALES: $7.2 billion (including Bed Bath & Beyond); beauty sales: $280 million (est.)
STAR BRANDS: Maybelline, Revlon, L’Oréal, Rimmel.
POSITIONING: Since its acquisition by Bed Bath & Beyond in 2002, Harmon has been growing in store
count, from 27 to 40 today, with Harmon shop-in-shop sections added in select Bed Bath & Beyond stores.
CONTACT: Bill Waltzinger, president of Harmon, vice president, corporate development.
NUMBER OF STORES: 40 freestanding stores in New York, New Jersey and Connecticut, plus Harmon shops

 

 

H-E-B
SAN ANTONIO

ANNUAL SALES: $15.2 billion; beauty sales: $912 million (est.)
STAR BRANDS: H-E-B Own Brands, Regal, Risk for men.
POSITIONING: The H-E-B supermarket chain, one of the largest privately held companies in the U.S., prides itself on innovation and keeping pace with its customers’ changing lifestyles.
KNOWN FOR: Its in-store beauty advisers. In some stores, it also provides services through Regal Nail
Salon and Spa and Formal Nails franchises.
CONTACT: Kelly Sobol, business development manager, makeup, nail care, jewelry and implements.
NUMBER OF STORES: 310 stores in Texas and Mexico.

 

 

 

KERR DRUG
RALEIGH, N.C.

ANNUAL SALES: $655 million (est.); beauty sales: $26 million (est.)
STAR BRANDS: Everyday Elements, Premier Value.

POSITIONING: To be the most convenient destination for customers’ needs with a broad selection of merchandise.
KNOWN FOR: Its latest initiative is Naturally Kerr, stores that devote a third of the space to organic and natural products. As part of its beauty mix, Kerr has the market exclusive for Everyday Elements for Beauty
botanical skin care.
CONTACT: Kelli King, category manager, cosmetics, beauty aids.
NUMBER OF STORES: 102 in North and South Carolina.

 

KINNEY DRUGS
GOUVERNEUR, N.Y.

ANNUAL SALES: $711 million; beauty sales: $21 million (est.)
STAR BRANDS: Premier Value, Wet ‘n’ Wild.
POSITIONING: Guided by “excellence, ethical and moral behavior and community spirit,” Kinney strives to exceed customer expectations in both products and services.
KNOWN FOR: Being one of the last independent regional drugstore chains in the country. It recognizes top suppliers and welcomes in-store promotional events.
CONTACT: Mike Hatch, category division manager.
NUMBER OF STORES: 89 stores in New York and Vermont.

 

 

 

KMART
HOFFMAN ESTATES, ILL.

ANNUAL SALES: $16.2 billion; beauty sales: $486 million (est.)
STAR BRANDS: Image Essentials, American Fare.
POSITIONING: Owned by Sears Holdings Corp., Kmart operates under Kmart, Big Kmart and Kmart Super Centers with a product mix heavy on exclusive brands and labels.
KNOWN FOR: Its effort in specialty bath, primarily under its private label brand, Image Essentials.
CONTACT: Mary Lovell, category manager, cosmetics, accessories, nail, skin, fragrance, sun care.
NUMBER OF STORES: 1,368 in 49 states, Guam, Puerto Rico, the U.S. Virgin Islands.

 

KROGER
CINCINNATI

ANNUAL SALES: $76 billion; beauty sales: $4 billion (est.)

STAR BRANDS: Kroger private labels, all major mass cosmetics, prestige fragrances.
POSITIONING: Kroger’s ability to adapt quickly to the changing needs of shoppers serves it well. It is the leader in many of its markets under a variety of banners, including Ralphs, Fred Meyer and King Soopers.
KNOWN FOR: Being a successful food-drug-combination operator. It has a beauty presentation rivaling a drugstore chain.
CONTACT: Susan Scherer, corporate brands sales and sourcing manager.
NUMBER OF STORES: 2,481 supermarkets and multidepartment stores in 31 states.

 

 

 

LEWIS DRUG
SIOUX FALLS, S.D.

ANNUAL SALES: $140 million; beauty sales: $11 million (est.)      
STAR BRANDS: L’Oréal, Maybelline, Almay.
POSITIONING: For more than 65 years, shoppers have trusted family-owned Lewis Drug as their neighborhood store and pharmacy. Lewis offers a huge selection of everyday necessities as well as name-brand items.
KNOWN FOR: Providing a large beauty selection of key brands at fair pricing and reacting swiftly to market trends.
CONTACT: Jenny Kiesow, category manager, beauty, cosmetics, skin care, clothing.
NUMBER OF STORES: 32 stores throughout South Dakota, Iowa and Minnesota.

 

LONDON DRUGS
RICHMOND, BRITISH
COLUMBIA, CANADA

ANNUAL SALES: $560 million (est.); beauty sales: $60 million (est.)
STAR BRANDS: Clarins, Biotherm, Elizabeth Arden, Lancôme.
POSITIONING: London Drugs is Canadian owned and focused on local customer satisfaction. Beauty departments feature many upscale brands.
KNOWN FOR: Offering premium brands not available in the mass market in America.
CONTACT: Jeanie Lee, cosmetics merchandise manager.
NUMBER OF STORES: 69 stores in British Columbia, Alberta, Saskatchewan and
Manitoba.

 

 

 

MARC’S
CLEVELAND

ANNUAL SALES: $1.1 billion; beauty sales: $88 million (est.)
STAR BRANDS: P&G, L’Oréal, prestige fragrances, closeouts.
POSITIONING: In 1979, Marc Glassman opened a relatively large but unpretentious drugstore in Middleburg Heights, Ohio, that was an instant hit with consumers looking for values on brand
names. Today the chain has  an almost cultlike following for its merchandise mix, including sharply priced closeouts.
KNOWN FOR: One of the few remaining deep discounters in the business, offering razor-sharp pricing and huge selections.
CONTACT: Patty Naples, buyer, cosmetics and fragrance, baby & hair.
NUMBER OF STORES: 60 stores, primarily in Ohio with a few in Connecticut.

 

 

MEIJER
GRAND RAPIDS, MICH.
ANNUAL SALES:
$14.3 billion; beauty sales: $1 billion (est.)

STAR BRANDS: L’Oréal, Revlon, Maybelline, Wet ‘n’ Wild.
POSITIONING: Meijer was a pioneer in one-stop shopping with sprawling supercenters bringing together food and general merchandise.
KNOWN FOR: Large and wellstocked beauty departments priced well in huge American versions of hypermarkets.
CONTACT: Aleta Wells, buyer-merchandiser, cosmetics, hair accessories, brushes, mirrors, organizers.
NUMBER OF STORES: 185 stores in Michigan, Ohio, Indiana, Illinois and Kentucky.

 

 

 

NAVARRO DISCOUNT PHARMACIES
MIAMI

ANNUAL SALES: $360 million (est.); beauty sales: $35 million (est.)
STAR BRANDS: Prestige fragrances, P&G, L’Oréal, Garnier, The Color Workshop, Revlon.
POSITIONING: Navarro caters to Miami’s Cuban population with low prices and products for Latin women. It has a 17 percent market share in South Florida. While the founding Navarro family still holds 40 percent, it ceded control of the company to MBF Healthcare Partners in 2007.
KNOWN FOR: Outpacing most drug chains when it comes to selling designer fragrances.
CONTACT: Luis G. Navarro, vice president, sales and marketing.
NUMBER OF STORES: 31 in Dade and Broward Counties.

 


PHARMACA INTEGRATIVE PHARMACY
BOULDER, COLO.

ANNUAL SALES: $99 million (est.); beauty sales: $11 million (est.)
STAR BRANDS: Astara, Weleda Jurlique, Juice Beauty, Dr. Hauschka, Jane Iredale.
POSITIONING: Combines pharmacy services and OTC medications with natural health and beauty products. Every store has a Natural Beauty Bar, with a selection of organic, vegan, gluten-free
and paraben-free products.
KNOWN FOR: Being a front-end specialist with naturopathic doctors, licensed aestheticians and herbalists.

CONTACT: Jo Ann Issenman,category manager, skin care and cosmetics.
NUMBER OF STORES: 23 stores in California, Colorado, New Mexico, Oregon and Washington.

 

 

 

RALEY’S  
WEST SACRAMENTO, CALIF.

ANNUAL SALES: $3.4 billion (est.); beauty sales: $170 million (est.)
STAR BRANDS: Top Care, Organix, Nature’s Gate, Aveeno, Kiss My Face.
POSITIONING: Puts the customer first, from launching new products to optimizing the shopping experience.   Operates stores under Nob Hill, Raley’s, Bel Air and Food Source banners. It is lauded
for its environmental efforts and has a high percentage of natural-organic brands.
KNOWN FOR: Being among the first drug-and-food-combination stores, which has made it stronger in beauty than other supermarket operators.
CONTACT: Lou Ann DeMartini, cosmetics buyer.
NUMBERS OF STORES: 119 stores in California and 14 in Nevada.

 

RICKY’S
NEW YORK CITY
ANNUAL SALES
: $40 million (est.); beauty sales: $35 million (est.)
STAR BRANDS: Mattése
POSITIONING: An edgy, ultrahip shop specializing in unique fashion accessories, cosmetics and beauty supplies.
KNOWN FOR: If it’s cool, it is sold at Ricky’s. From edgy beauty to adult-only merchandise, Ricky’s is legendary in New York for its offbeat selection. The Mattese color collection has a big following with makeup artists and New York shoppers.

CONTACT: Todd Kenig, chairman; Ricky Kenig, co-chairman; Dominick Costello, president.
NUMBER OF STORES: 24 in N.Y.C., Long Island and Florida.

 

 

 

RITE AID
CAMP HILL, PA.

ANNUAL SALES: $26.3 billion; beauty sales: $1.4 billion (est.)
STAR BRANDS: L’Oréal, CoverGirl.
POSITIONING: Rite Aid Corp. is one of the nation’s leading drugstore chains with a strong presence on both the East and West coasts. Rite Aid is the largest drugstore chain on the East Coast and the third largest
in the U.S.
KNOWN FOR: Creating new Customer World prototypes putting beauty front andcenter.
CONTACT: Judy Wray, category manager.
NUMBER OF STORES: More
than 4,900 stores in 31 states
and D.C.

SAFEWAY INC.
PLEASANTON, CALIF
.
ANNUAL SALES: $44.1 billion; beauty sales: $2.2 billion (est.)
STAR BRANDS: Safeway, Basic Red.
POSITIONING: To provide value by maintaining high standards and a wide selection of products at competitive prices. Operates stores under the Safeway, Vons, Dominick’s, Genuardi’s, Carrs, Randalls, Tom Thumb and Pavilions names.

KNOWN FOR: Primarily a food retailer, Safeway has built a good following with convenience cosmetics and
professional hair care.
CONTACT: Melissa Carvalho, cosmetics buyer.
NUMBER OF STORES: 1,516 in the U.S.; 223 in Canada.

 

 

 

SHOPKO
GREEN BAY, WIS.
ANNUAL SALES
: $2.2 billion; beauty sales: $15O million (est.)
STAR BRANDS: L’Oréal, Almay.
POSITIONING: Its two divisions Shopko and Shopko Express Rx, offer name-brand merchandise, pharmacy and optical services in small to midsize cities. Stores are multidepartmental, committed to offering quality, service and value, with a special emphasis on health.

KNOWN FOR: Serving many untapped markets with convenient beauty departments.
CONTACT: Jill Soltan, executive vice president, chief marketing officer.
NUMBER OF STORES: 136 in 13 Midwest, mountain and Pacifi c Northwest states.

SHOPPERS DRUG MART
TORONTO
ANNUAL SALES
: $8 billion; beauty sales: $802 million (est.)
STAR BRANDS: Lancôme, Boots, L’Oréal, Organic Surge.
POSITIONING: One of the most recognized names in Canada. It is the licensor of drug stores operating under
the name Shoppers Drug Mart (Pharmaprix in Québec). Last year, it opened two luxury beauty stores called Murale.
KNOWN FOR: Large departments with upscale brands and highly-trained staff.
CONTACT: Jurgen Schreiber, president & ceo, Shoppers Drug Mart; Shelley Rozenwald, president, Murale.
NUMBER OF STORES: 1,242, stores overall.

 

TARGET
MINNEAPOLIS
ANNUAL SALES
: $62.9 billion; beauty sales: $1.8 billion (est.)
STAR BRANDS: Sonia Kashuk, Soap & Glory, Boots, NP Set, Pixi, JK Jemma Kidd.
POSITIONING: To be the preferred shopping destination by delivering value, innovation and an exceptional experience fulfi lled by its “Expect More, Pay Less” promise.
KNOWN FOR: Target is perceived as the cool mass merchant, which carries over in beauty with new makeup
artist brands.
CONTACT: Mary Kelly, vice president, general merchandise manager, health, beauty, pharmacy.
NUMBER OF STORES: 1,699
stores in 49 states.

 

ULTA
ROMEOVILLE, ILL.
ANNUAL SALES
: $1.08 billion; beauty sales: $972 million (est.)
STAR BRANDS: Salon hair care, fine fragrances, private label.
POSITIONING: Provides onestop shopping for prestige, mass and salon products and services, combining the
breadth, value and convenience of a superstore with the environment and experience of a specialty retailer. Ulta offers more than 21,000 prestige and mass products, and has a fullservice salon in every store.
KNOWN FOR: Being a beauty category killer combining mass and class. Last year, Ulta opened a chic fl agship in Chicago with new merchandising tactics.
CONTACT: Barbara Zumudio, vice president, merchandising.
NUMBER OF STORES: 311 stores in 36 states.

 

USA DRUG
PINE BLUFF, ARK.
ANNUAL SALES
: $1 billion (est.); beauty sales: $20 million (est.)
STAR BRANDS: Revlon, L’Oréal.
POSITIONING: In 1984, the first USA Drug store opened in Pine Bluff, Ark. Over the past 20 years, it has expanded via acquisition and kept many of the beauty departments of the chains purchased. Its stores include USA Drug, Super D Drugs, May’s Drug Stores, Drug Warehouse, Med-X Drugs and Ike’s Discount.
KNOWN FOR: Operating some regional powerhouse chains with strong beauty departments.
CONTACT: Danielle Sancetta, category manager.
NUMBER OF STORES: More than 170 stores in Oklahoma, Tennessee, Mississippi, Missouri
and Arkansas.

 

WALGREEN CO.
DEERFIELD, ILL.
ANNUAL SALES
: $59 billion; beauty sales: $4.2 billion (est.)
STAR BRANDS: L’Oréal, Revlon, CoverGirl, prestige fragrances, BioInfusion hair care.
POSITIONING: One of the largest and oldest drug chains with a core emphasis on beauty as a major destination.
KNOWN FOR: Recently, the chain announced plans for a revitalization of its store look. That comes at a price, however, as Walgreens trims the stockkeeping units in beauty to avoid duplication.
CONTACT: Bryan Pugh, senior vice president, merchandising.

NUMBER OF STORES: As of May 31, 7,361locations in 49 states, Puerto Rico and Guam, including 6,857 drugstores. Franchisees of Option Care, a wholly-owned subsidiary, are not included.

 

 

WAL-MART
BENTONVILLE, ARK.
ANNUAL SALES
: $255.7 billion;
beauty sales: $7 billion (est.)
STAR BRANDS: P&G, Coty,
L’Oréal, Revlon, Rimmel.
POSITIONING: The nation’s largest retailer, with assortments emphasizing categories in which the Wal-Mart brand has authority and can offer a full line of products and realize scale advantages.
KNOWN FOR: Sharp prices, first-to-market launches, exclusive deals.
CONTACT: Paul Bahm, senior vice president, health and wellness.
NUMBER OF STORES: 4,264 units in the U.S.: 886 discount stores, 2,622 Supercenters, 602 Sam’s Clubs, 150 Neighborhood Markets, four Marketside stores; 3,635 stores internationally.

 

WEGMANS
ROCHESTER, N.Y.
ANNUAL SALES
: $4.3 billion (est.); beauty sales: $172 million (est.)
STAR BRANDS: Revlon, L’Oréal, CoverGirl, Olay.
POSITIONING: The familyowned company, founded in 1916, is recognized as an industry leader and innovator. Wegmans has been named one of the “100 Best Companies to Work For” by Fortune magazine
for 11 consecutive years.
KNOWN FOR: Considered the Neiman Marcus of food store retailing. While the chain has tinkered with very pricy beauty items and glass counters, the most recent prototype is in-line and prepacks with an emphasis
in the natural food department on natural cosmetics.
CONTACT: Kathy Lindsay, category manager, cosmetics.
NUMBER OF STORES: 72 in New York, Pennsylvania, New Jersey, Virginia and Maryland.

 

WHOLE FOODS MARKET INC.
AUSTIN, TEX.
ANNUAL SALES
: $8 billion; beauty sales: $640 million (est.)
STAR BRANDS: Dr. Hauschka, Kiss My Face, Weleda, Well In Hand.
POSITIONING: To promote the vitality and well-being of individuals through supplying wholesome foods and products for health and well-being. Vendors are encouraged to use plant-based and natural ingredients, pure essential oil fragrances, gentle preservatives and nonpetroleum ingredients.
KNOWN FOR: Being the gold standard of natural beauty positioning.
CONTACT: Jeremiah McElwee, senior global Whole Body coordinator.
NUMBER OF STORES: 275 stores in 38 states, Canada and the U.K.