Consumer Shopping Habits for Wellness and Environmentally ...

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u Product Top Findings and Associated Insights Despite economic turmoil, consumers do not leave the H+W Category. Consumers are making trade-offs between what they see as “high value/importance” vs. “low value/importance” categories. The key product purchase criteria differ within product categories from one consumer segment to another. Communicate the appropriate values to your target segment (e.g., within the cleaning product category, use efficacy with the Periphery, non-toxic with the Mid-level and no animal testing with the Core). There is a clear pattern to adoption for General Merchandise and Health, Beauty, Wellness product categories. The gateway categories are where mainstream retailers and manufacturers should currently put the bulk of their efforts. Consumers have a difficult time moving directly from conventional products into their wellness analogs. Transitional products are absolutely critical to gain mainstream consumer acceptance of H+W products. The consumer embrace of the H+W lifestyle has dramatic implications for manufacturers and retailers in particular. No longer can H+W products simply be stuffed in dusty, earth-toned packaging and relegated to the back corner of the store. Instead, H+W products need to take center stage in the store, providing a quality halo for the entire chain and manufacturers need to leverage mainstream marketing tactics to catch the eye of the shopper. u Retail Top Findings and Associated Insights H+W perceptions are inexorably linked with quality perceptions, both as it pertains to store environment and to specific products. H+W products offer a halo of quality for the rest of the store and product offerings. Consumers cite “too much choice” as a purchase barrier across H+W categories. Consumers want retailers to help them edit choices. Consumers prefer to make direct comparisons between conventional and wellness products in the store. Retailers should use integrated product sets whenever possible. Consumers have difficulty making decisions at shelf in unfamiliar H+W categories. Utilize simplified shelf merchandising (e.g., product type blocking rather than brand blocking) and signage that includes information on priority decision criteria within the category. This report presents the current state of the health, wellness and environmentally conscious lifestyle market and identifies the trends most relevant for manufacturers and retailers in the general merchandise and health, beauty and wellness space. The report is also loaded with “Actionable Ideas” and “Real Life” examples that provide the background and framework to take advantage of this dynamic customer and their growing sales appetite for products and retailers that support their H+W lifestyle! It is imperative to recognize the pace at which consumers are evolving in this market and to therefore elevate the H+W cues associated with your product or service in order to resonate with tomorrow‘s consumers. Consumer Shopping Habits Study The Association for GM and HBW Connectivity, Education, and Research
Executive Summary Study Dimensions u In broad dimensions, this study was intended to • Summarize current research that defines the H+W consumer • Identify typical product and category cycles, in terms of the order in which categories are usually adopted, and how categories may serve as gateways for additional H+W interest and involvement • Summarize shopping habit: types of services and products purchased, types of retail locations visited and frequency of purchases • Highlight top wellness opportunities to include consumer wants and needs, product categories, services, and retail practices u Focusing on those subject areas, we employed a dual approach leveraging both qualitative (in-home and in-store interviews, group interviews) and quantitative (online survey) data collection techniques Consumer Findings u There are three key segments of H+W consumers: Core (13%), Mid-level (62%), and Periphery (25%); almost the entire US population fits into one of these segments. • Core consumers are most lifestyle-involved in H+W and serve as trendsetters for other consumers. H+W is a major life focus for them. They often also have fairly high personal levels of involvement in sustainability (including social aspects of it). • Mid-level consumers are moderately involved in a H+W lifestyle, and tend to follow some of the trends set by the Core. These consumers purchase large amounts of both conventional and H+W-specific products. As these consumers form a majority (62%) in the H+W world, meeting their needs is critical. • Periphery consumers are “entry level” H+W consumers. They often have aspirations to be more involved in H+W, but typically are not quite to the stage of having their behaviors follow their aspirations. These consumers are mostly “reactive” rather than “proactive” when it comes to matters of H+W. u There are surprisingly few demographic differences across the World of H+W. • There are some minor differences at the extreme edges of the income scale, but there are virtually no differences in H+W orientations across the vast majority of income levels. • There are some regional differences: the west coast ranks (predictably) highest and the northeast ranks the lowest with respect to proportions of Core consumers; however, the percentage of majority Mid-level consumers stays fairly constant across the US. u We see constant evolution in both H+W consumers and the world of H+W itself, which makes moving targets for manufacturers, retailers, and marketers. u Values change as consumers evolve: Periphery consumers focus on price and convenience, Mid level consumers focus on knowledge and experience (while retaining some concerns about price and convenience), and Core consumers value authenticity, knowledge, sustainability, and local (products, services, and retailers). u Consumers define H+W largely in terms of “feeling good about oneself” and in being physically fit. Avoiding illness/ sickness also ranks high, though this is more important to Periphery consumers than more involved Core and Midlevel consumers, who tend to place more value on less-directly physical aspects of H+W, such as “being able to relax and have a good time.” u Common H+W lifestyle triggers include personal or vicarious (e.g., family member) illness or medical diagnosis, quality of life issues (e.g., feeling too stressed), changes in life stage or milestone birthdays, having children, and environmental triggers (e.g., a skin reaction from using household cleaning products). The Association for GM and HBW Connectivity, Education, and Research Consumer Shopping Habits Study
Page 1 and 2: Consumer Shopping Habits for Wellne
Page 3 and 4: Preface The Global Market Developme
Page 5: Introduction It is an exciting time
Page 9 and 10: u Some categories show serious cons
Page 11 and 12: CHAPTER 1 | Project Overview and Me
Page 13 and 14: What important similarities and dif
Page 15 and 16: 1/3 of participants with children u
Page 17 and 18: CHAPTER 2 | Consumers, Health and W
Page 19 and 20: Thus, the Mid-level is generally wo
Page 21 and 22: least amount of consistent H+W acti
Page 23 and 24: Figure 5 - Example Products in a Co
Page 25 and 26: Figure 7 - Meaning of H+W across th
Page 27 and 28: decline, and body aches and pains e
Page 29 and 30: Top Conditions The table below summ
Page 31 and 32: Figure 14 - Separation to Holism H+
Page 33 and 34: Key Dimensions of Consumption in th
Page 35 and 36: Social Networks Consumers‘ friend
Page 37 and 38: Geographic Distribution of H+W Cons
Page 39 and 40: Qualitatively, we have not seen sig
Page 41 and 42: Sustainability Sustainability as a
Page 43 and 44: Figure 21 - Sustainability Triggers
Page 45 and 46: Evaluating Responsible Companies Tr
Page 47 and 48: to most anything other than utter d
Page 49 and 50: Table 2 - Changes Made in Purchasin
Page 51 and 52: Q31: “How has your approach to sh
Page 53 and 54: CHAPTER 3 | Product Categories Intr
Page 55 and 56: Figure 26 - Purchasing of H+W food
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Categories Vary in Their H+W Resona
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Consumers may become ―stuck‖ (s
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Figure 31 - Importance of Being Nat
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Figure 33 - H+W Products Where Ther
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Figure 34 - Most Important Sustaina
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this. Additionally, some consumers
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H+W Relevance describes if and how
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Figure 39 - Functional Beverage Dec
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Figure 42 - Dietary Supplement Usag
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immune response. Bioavailability al
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Figure 47 - Herbal/Homeopathic Reme
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Diapers differ somewhat from other
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Figure 53 -Initial Usage of Natural
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Figure 55 - Hair and Skin Care Deci
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consumers often simply default to a
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Shopping Barriers for Hair and Skin
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Figure 64 -Reasons for Initially Pu
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Figure 66 - Concerns about Hazardou
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In addition, laundry detergents are
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likely to minimize the amount of OT
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Q32: “When you buy over the count
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offered in fluoride-free versions.
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Figure 79 - Shopping Barriers for O
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Figure 82 - Feminine Hygiene Purcha
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Product Example Organyc provides a
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Brand and Product Offerings For the
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Shopping Barriers for Plant and Gar
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Shopping Barriers for Pet Supplies
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Brand and Product Offerings While t
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Healthier for families Better for t
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Retains essential vitamins Made in
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Key Packaging Considerations Immedi
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Biokleen Automatic Dish Powder On t
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Critical Issues in H+W Retail Below
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when a consumer does become more in
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having consistently low prices in t
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Drug Mainstream drug stores have mo
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Figure 99 -Top Products Purchased a
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importantly as fresh food stores fo
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Target) as well, trusting that pric
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Core Consumer Example 1 Suzie lives
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Please note that below we detail si
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Figure 101 - Example Channel-Catego
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PRIORITY CATEGORIES Home lighting o
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o Like mass channel stores, club st
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consumers often transition from pri
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Moderate to high level of selection
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o H+W-oriented products should free
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priority‖ in the specialty drug c
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Figure 108 - Desirability of In-Sto
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In-Store Health Services Consumer A
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Services Should be Physically Separ
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Other categories in order of prefer
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At the exit, relevant actions inclu
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SEGREGATED H+W PRODUCTS ARE HARD TO
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Figure 118 -Product Categories with
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Building Positive H+W Impressions t
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CONCLUSION The burgeoning Health an
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Figure 7 - Meaning of H+W across th
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Figure 57 - Hair Care Brands ......
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Figure 107 - Specialty Drug Channel
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Research Study Sponsors GMDC thanks
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