1. CBI - Ministry of Foreign Affairs Translating consumer trends cosmetics to natural ingredients

2. Objectives  Learn how to recognise trends  Learn how to determine which trends are of relevance to you  Learn how to translate trends into opportunities and threats and O&T into action CBI - Ministry of Foreign Affairs 2

3. From consumer trends to ingredient suppliers CBI - Ministry of Foreign Affairs 3 SupplierTrader Cosmetics Manufacturer RetailerConsumer Supply chain cosmetic ingredients Translate trends Consumer trends on the European market What does it mean for you as a supplier?

4. Consumer trends Cosmetics Feeling  Luxury/exotic/ evocative  Back to basics  International rituals  Tradition  Ethical Source  Natural  Provenance Content  Omega  Antioxidant  Superfruit  Palm-oil alternatives Consumer groups  Blogs, Tutorials  Homemade Functionality  Performance  Quality  Innovation  Cheap cosmetics  Convenience  Seasonality  Men’s grooming  Anti aging CBI - Ministry of Foreign Affairs 4

5. Consumer trend research Useful sources:  www.cosmeticsdesign-europe.com www.cosmeticsdesign-europe.com  www.cbi.eu/market-information/natural-ingredients-cosmetics (botanicals, vegetable oils and essential oils for cosmetics) www.cbi.eu/market-information/natural-ingredients-cosmetics  www.naturalcosmeticnews.com www.naturalcosmeticnews.com  www.cossma.com www.cossma.com Associations:  www.cosmeticseurope.eu www.cosmeticseurope.eu  European Federation of Cosmetic Ingredients: effci.comeffci.com Tradefairs (online and offline)  In-Cosmetics: news.in-cosmetics.com/en/news.in-cosmetics.com/en/  Vivaness: www.vivaness.de/en/www.vivaness.de/en/ CBI - Ministry of Foreign Affairs 5

6. Is this a trend you can build on? “Buzzy” or “Solid” Provenance Beauty from within Omega (Beyond) Fair Anti-oxidant Palm-oil alternatives Superfruit Origin Natural Anti aging Back2Basics Ethnic / exotic Unpacking the trends (1) DiY CBI - Ministry of Foreign Affairs 6

7. Unpacking the trends (2) (How) should suppliers respond CBI - Ministry of Foreign Affairs 7 SupplierTrader Cosmetics Manufacturer RetailerConsumer What trends exist on the market? What or who are the drivers of the trend? Who should respond? Opportunities for suppliers or traders of ingredients? Tips? Brand owners

8. Trends that may not “fit” suppliers (1/3)  Homemade/DIY CBI - Ministry of Foreign Affairs 8

9. Trends that may not “fit” suppliers (2/3)  Homemade/DIY  Convenience CBI - Ministry of Foreign Affairs 9

10. Trends that may not “fit” suppliers (3/3)  Homemade/DIY  Convenience  Seasonality CBI - Ministry of Foreign Affairs 10

11. Trends that may “fit” suppliers?  Natural  Provenance  Ethical production  International beauty rituals  Etc.? CBI - Ministry of Foreign Affairs 11

12. Natural – On the market CBI - Ministry of Foreign Affairs 12

13. Natural – Drivers  Consumers want products for healthy lifestyles, to improve well-being  Natural perceived as safe – healthy  Manufacturers respond by marketing products which are (perceived) as natural CBI - Ministry of Foreign Affairs 13

14. Natural – Ingredients  Natural cosmetics companies: high natural content – thresholds to meet certiciation needs  Conventional cosmetics: low natural content (or not marketed) Market growth offers opportunities for NI producers  Key natural ingredient with marketing story  Ingredients for natural formulations (active, functional) Tips:  Communicate “naturalness” and show in marketing materials  Look into certifications: Natrue, COSMOS-standardNatrueCOSMOS-standard CBI - Ministry of Foreign Affairs 14

15. Provenance – On the market CBI - Ministry of Foreign Affairs 15

16. Provenance – Drivers Cosmetics manufacturers use origin to set product apart from competition  Geographic regions: Andes, Amazon,  Biodiversity regions: rainforest, deserts, Cape Botanic Kingdom Consumer interest in ingredients from regions which “resonate” CBI - Ministry of Foreign Affairs 16

17. Provenance – Ingredients CBI - Ministry of Foreign Affairs 17 Opportunity: Ingredients from interesting locations Tips: Promote your origin in marketing:  Images  Unique ingredients from location – local biodiversity

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19. Ethical production – On the market CBI - Ministry of Foreign Affairs 19

20. Ethical production – Drivers  Consumers want cosmetics with fair ingredients  Fair wages for producers  Often linked to other sustainability principles  Legislators have determined that traditional knowledge should benefit knowledge holders  Cosmetics manufacturers use ethics to set their company apart from competition CBI - Ministry of Foreign Affairs 20

21. Ethical production – Ingredients Opportunity: Ethically produced ingredients Tips:  Add ethical production in your marketing story  Look into certifications (Fairtrade, FairWild, organic)  depends on buyer  Link to CSR policies/systems  Find buyers that work with certified ingredients CBI - Ministry of Foreign Affairs 21

22. Beauty rituals – On the market CBI - Ministry of Foreign Affairs 22

23. Beauty rituals – On the market CBI - Ministry of Foreign Affairs 23

24. Beauty rituals – Drivers Consumers:  Increased interest in non-Western beauty rituals  Traditional use of plants  Globalisation / travel  spreading rituals in cultures/countries Manufacturers:  Tradition of use  scientific testing  Used in marketing story CBI - Ministry of Foreign Affairs 24

25. Beauty rituals – Ingredients Opportunity: ingredients with tradition of use Tips: Show in your promotion how ingredients are used in beauty rituals:  Images of beauty rituals/traditional use: how do people use it  Stress benefits: what do people use it for? CBI - Ministry of Foreign Affairs 25

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27. Exercise  Tradition  High-Omega  Super fruit  Luxury/evocative CBI - Ministry of Foreign Affairs 27 In groups  Find it “in the market”  What are the drivers?  What is the opportunity?  What would be your tip?

28. Questions and Answers CBI - Ministry of Foreign Affairs 28