MARKET REVIEW CHRISTMAS 2017 GIFT WITH PURCHASE UK LONDON

MARKET REVIEW CHRISTMAS 2017 GIFT WITH PURCHASE UK LONDON Market Review Christmas 2017 Supremia International Ltd

Contents Christmas Trends p.3 GWP_Finished Good Boots. p. 4-8 Debenhams.. p. 9-11 House Of Fraser. p. 12-13 John Lewis. p. 14 The Fragrance Shop... p. 15-18 The Perfume Shop.. p. 19-22 Selfridges.. p. 23-24 Harrods.. p. 25-26 Boots. p. 27-36 Debenhams. p. 37-48 House Of Fraser. p. 49-56 John Lewis p. 57-67 The Fragrance Shop.. p. 68-72 The Perfume Shop. p. 73-76 Selfridges p. 77-80 Harrods p. 81-84 Summary p. 85 Market Review Christmas 2017 Supremia International Ltd

Christmas Trends UK consumers spend more than any other nation on gifts and are the 2 nd highest spending market on Christmas in Europe behind Spain. Cosmetics/Perfume features as the 3 rd bestseller at Christmas. Consumers discuss Christmas all year round on social media, however evidence shows that planning starts mid-late August. Adoption of Black Friday/Cyber Monday from the USA over the past 10 yrs has had a significant impact on UK purchasing habits - Two thirds of consumer conversations about Christmas shopping took place during this period - We can speculate that consumers are waiting for this event to commit to purchase their Christmas presents TGI data shows that by Sept/Oct almost half of UK shoppers have planned their Christmas purchases. 42% of conversations on social media are based on consumers buying for family, however, there are nearly 50% of consumers talking about buying treats for themselves. Source: Kantar Media, Deloittes & Retail Research Org

GWP_Finished Good

3 Boots visited 508-520 Oxford St, Marylebone, London W1C 1NB 439-441 Oxford St, Mayfair, London W1C 2PN 385-389 Oxford St, Mayfair, London W1C 2NB GWP

Estee Lauder GWP 1. Sculpted Lips or Knockout Lashes gift bag set. 2. Canvas Gros Grain Drawstring Ribbon Bag Set free with purchase of any Estee Lauder products over the value of 75. 3. Presented next to Estee Lauder counter as well as CDU Display with other products very visible to shoppers. 4. Gift was open to view on CDU Display. 5. Promotion was very clear and appeared good value. 6. Sales adviser commented that gift was very good value for money as it contained full sized products.

Dior Homme 1. Pouch free with any purchase of 100ml or above Dior Homme Fragrance 3. Only Dior promotion running in-store. 4. Presented on Dior FSDU within glass case. Only in one location in store. 5. Sales adviser was promoting the high quality of the bag. GWP

Benefit 1. Benefit Christmas Stocking 2. Free with purchase of any 3 Benefit Minis. 3. Presented on a clip strip in store next to Benefit counter. GWP

334-348 Oxford Street, Marylebone, London W1C 1JG GWP

Elemis GWP 1. Designer Tote Canvas Bag containing 5 Elemis Mini Products 2. Free with purchase of two Elemis pro collagen sets or any Elemis two gift sets (Sets were individually priced at 39, 65, 89) 3. Promotion was displayed amongst Elemis products. Not obvious or clear how customer would qualify for promotion as no signage visible, unless a member of Elemis staff was on hand to advise.

Givenchy 1. Givenchy Pouch 2. Free when you spend 50 or more on any Givenchy product. 3. Not clear or advertised in any way. Had to ask the sales advisor if they were running any offers. 4. Bag not on display. Sales adviser happy to show the pouch which was kept behind the counter when asked. GWP

318 Oxford Street, Marylebone, London W1C 1HF GWP

Estee Lauder 1. Estee Lauder Sculpted Lips or Knockout Lashes Gift Set Bags. 2. Free when you spend 75 and over on any Estee Lauder products. 3. Gift sets were clearly displayed in Glass FSDU next to Estee Lauder counter. Sales Advisor actively promoting and showing off the sets as soon as any customers approached. GWP

300 Oxford Street, Marylebone, London W1C 1DX (No Coty GWPs Available In Store During Visit) GWP

50 Oxford Street, Soho, London W1B 1BD (NO GWP s IN STORE ONLINE ONLY) GWP

Calvin Klein 1. Free Calvin Klein Duffle Bag with selected purchases of Calvin Klein Eternity EDT 50ml and 100ml, Euphoria EDT 50ml and 100ml and Eternity Now Men EDT 50ml. 2. Not available to view in store, online only. GWP

Prada Candy 1. Free Prada Candy Make Up Pouch with selected purchases of Prada Candy Florale EDT 50ml and 80ml. 2. Not available to view in store, online only. 3.. GWP

Givenchy 1. Free Givenchy Pouch with selected purchases of Givenchy Gentlemen Only EDT 50ml, 100ml and 150ml, Gentlemen Only Fraiche EDT 100ml and Gentlemen Only Casual Chic 50ml and 100ml. 2. Not available to view in store, online only. GWP

111 Oxford Street, Soho, London W1D 2HH (NO GWP s IN STORE ONLINE ONLY) GWP

Marc Jacobs 1. Free Marc Jacobs Tote Bag with selected purchases of Daisy EDP 50ml, Daisy EDT 50ml/100ml, Daisy Eau So Fresh EDT 75ml, Daisy Dream EDT 50/100ml, Daisy Dream Forever EDP 50ml, Daisy White Limited Edition EDT 100ml, Daisy Anniversary Edition EDT 50ml. 2. Not available to view in store, online only. GWP

Calvin Klein 1. Free Calvin Klein Gym Bag with selected purchases of Obsessed for Men EDT 75ml/125ml and Obsessed for Her EDP 50/100ml. 2. Not available to view in store, online only. GWP

Jimmy Choo 1. Free Jimmy Choo show case with selected purchases of Jimmy Choo Rose Gold EDP 60ml. 2. Not available to view in store, online only. GWP

400 Oxford St, Marylebone, London W1A 1AB GWP

Clarins 1. Various Clarins Skin Care and Make Up products given free depending on spend. 60 qualifies customer to choose two products from display, 80 - three products, 100-4 products, 125 5 products, 299 all products on display plus hand towel. 2. Presented on Clarins counter. No signage to indicate offer, relying on sales advisors to promote instead. GWP

87-135 Brompton Rd, Knightsbridge, London SW1X 7XL (No Coty GWPs Available In Store During Visit) GWP

General Sales Advisor Feedback Limited number of GWP s noted for Christmas 2017 with larger chains concentrating /investing more on gifts within sets and promoting these as being value for money. Beauty Advisors with the exception of House of Fraser, not actively promoting the GWP s. As a customer they were not obvious and customers would have to ask for details. Estee Lauder had some great premium gift set deals with free make up/bag displayed together. Bags were displayed either behind the counter or on FSDU s/counter display cabinets ends and in most cases the stock of the GWP was located inside the bag to fill it out and improve stand out on the fixture.

3 Boots visited on Regent Street 508-520 Oxford St, Marylebone, London W1C 1NB 439-441 Oxford St, Mayfair, London W1C 2PN 385-389 Oxford St, Mayfair, London W1C 2NB

Clarins 1. Clarins luxury Christmas pouch free with purchase of any Clarins Gift from the following selection: Volume Volume Volume Eye Make Up Collection RRP 21.50, Precious Lips Collection RRP 20.00, Festive Treats Face and Lips RRP 10.00, Festive Treats Lips and Eyes RRP 10.00, Double Serum Collection RRP 75.00, Multi Active Collection RRP 42.00, Double Serum Collection RRP 75.00, Pampering Collection 40.00, Extra Firming Collection RRP 54.00, Beauty SOS Collection RRP 31.00, Super Restorative Collection 72.00, Hydra Essential Collection 36.00, Clarins Men Hydration Collection 40.00. 2. Along with the free pouch, sets were also better value than buying the products separately as they represented a saving of between 5-40 depending on the contents of the set. 3. Presented on Display Unit on Clarins Counter. Small display unit in one location in store only. 4. Bag was not on display, only a printed box showing a photograph of the pouch.

Clinique 1. Various Clinique gift sets with pouch included free, ranging in price from 24.50 to 70.00 2. Gifts sets presented in dual locations in store, on FSDU s and also on the Clinique counter itself. 3. Promotions very clear. One pouch on display on Clinque counter.

Clinique 1. Clinique Sonic Celebration Set. Brush is worth 79 when sold separately so travel case/pouch and facial soap are free within the set. 2. Presented on FSDU Display Unit at the Clinque Counter. Small display unit in one location in store only, would only be visible to shoppers visiting the Clinque counter. 3. Case/Pouch was not on display, only a printed box showing a photograph of the pouch. 4. Sales Advisor commented that this was very good value for money as the brush alone retails at 79.

Bare Minerals 1. Bare Minerals Sets with PU Make Up Pouches. 2. Pouch free with 4 x full-sized Bare Minerals cosmetics set costs Best in Glow - 32 a saving compared to buying the products individually which would cost 45.00 and Ooh s and Aahs - 48 a saving compared to buying the products individually which would cost 99.00. 3. Three locations in store, presented within a wall of Bare Minerals Christmas Gift Sets, out on display on Bare Minerals counter and also on FSDU next to counter. 4. Bag on display on shelf.

Estee Lauder 1. Metallic Evening Clutch Bag. 2. Bag free with Eyes and Cheeks Lip Palette, worth 40.00. 3. Displayed in one location in store only, on Clarins counter. 4. Bag not on display, only a printed box showing photograph of the bag.

Elizabeth Arden 1. Elizabeth Arden Serum Set RRP 170 2. Large PU padded bag and three serums within the set are free. 3. One location in store on FSDU next to Elizabeth Arden counter. 3. Bag not on display, only a printed box showing a photograph of the pouch. 4. Sales advisor commented sets were very popular and they only had a few left in stock.

YSL 1. PU Make Up Pouch. 2. Pouch free with YSL Touche Eclat, Mascara, Moisture Glow and Make up Remover. Set cost 50. 3. Presented on an YSL counter, on the bottom of the shelf. Not very clear or advertised at all. 4. Bag not on display, only a printed box showing a photograph of the pouch.

General Sales Advisor Feedback Boots displayed a large amount of male and female gift sets located around the store on beauty counters and specially designed FSDU s Trend /shift noticed away from perfume gift sets with pouches or other soft line gifts and tending to use other fragranced products within sets ie body lotion or wash gel The Estee Lauder range had great presence in store due to bright colours and unusual premium materials - premium price points with a premium GWP Beauty Advisors were very helpful on brands such as Clinque and Elizabeth Arden. Clinique in particular, shared their sales data on the sets, Sales adviser commented that sets were selling well as they included full size products and represented good value for money. The sets selling particularly well were the Great Big Skin Home and Away and the Vitamin C Orange Fresh Clarins had by far the largest range of gift set deals with a free make up/wash bag which was then adapted for the shopper with different products depending on skin type Bags were displayed on counters or specially designed FSDU s. However in some cases no bags on display with printed boxes showing photograph Supremia International Ltd

334-348 Oxford Street, Marylebone, London W1C 1JG

Elizabeth Arden 1. World of Colour Make Up Collection with large round vanity case worth 321, only 56 when customers spend 30 on any Elizabeth Arden products. 2. Promotion was displayed in glass case on FSDU next to Elizabeth Arden counter. 3. Display was clearly visible.

Elizabeth Arden 1. PU wash bag. 2. Free as part of Eight Hour Skincare set set cost 42.00, there was an additional saving on the day as the set was reduced to 31.50. 3. Presented on display unit with other Elizabeth Arden gift sets and in a glass cabinet next to Elizabeth Arden counter. 4. Sales Advisor commented that the set represented very good value for money, as the Eight Hour Skin Protectant retails at 28.00 by itself. 5. Bag not on display, only a printed box showing a photograph of the pouch.

Estee Lauder 1. Metallic Evening Clutch Bag. 2. Bag free with Eyes and Cheeks Lip Palette, worth 30.00 (reduced from 40). 3. Displayed in two locations in store only, on FSDU with other Estee Lauder products and also out on display on Estee Lauder counter. 4. Bag out on display.

Estee Lauder 1. Party Ready Glow Limited Edition Gift Set, only 42.00 (worth 101) with any Estee Lauder Purchase. 2. Gift contains 2 full size products as well as minis and a PU pouch. 3. Set was clearly visible and out to view next to the Estee Lauder counter in one location in store. Signage was clear, promotion was obvious to customers.

Estee Lauder 1. Vanity Case. 2. Bag free with Re-Nutriv Ultimate Moisturiser Collection RRP 220.00 (worth 305.00). 3. Displayed in one location in store only, on CDU on Estee Lauder counter. 4. Bag not on display, only a printed box showing a photograph of the pouch.

Clinique 1. Various Clinique gift sets with pouch included free, ranging in price fro, 24.50 to 79.00. 2. Gifts sets presented in multiple locations in store, on FSDU s and also on the Clinique counter itself. 3. Promotions very clear. However pouches not on display, only a printed box showing a photograph of the pouch.

Clinique 1. Clinique Sonic Celebration Set. Brush is worth 79 when sold separately so travel case/pouch and facial soap are free within the set. 2. Presented on FSDU Display Unit at the Clinque Counter. One location in store only. 3. Case/Pouch was not on display, only a printed box showing a photograph of the pouch. 4. As in Boots, Sales Advisor commented that this was very good value for money as the brush alone retails at 79.

Clarins 1. Clarins luxury Christmas pouch free with purchase of any Clarins Gift from the following selection: Volume Volume Volume Eye Make Up Collection RRP 21.50, Precious Lips Collection RRP 20.00, Festive Treats Face and Lips RRP 10.00, Festive Treats Lips and Eyes RRP 10.00, Double Serum Collection RRP 75.00, Multi Active Collection RRP 42.00, Double Serum Collection RRP 75.00, Pampering Collection 40.00, Extra Firming Collection RRP 54.00, Beauty SOS Collection RRP 31.00, Super Restorative Collection 72.00, Hydra Essential Collection 36.00, Clarins Men Hydration Collection 40.00. 2. Along with the free pouch, sets were also better value than buying the products separately as they represented a saving of between 5-40 depending on the contents of the set. 3. Very clear and hard to miss when browsing the beauty hall. Presented on Display Units on Clarins Counter and multiple locations in store on FSDU s. 4. Similar to Boots, pouch was not on display, only a printed box showing a photograph of the pouch.

YSL 1. PU Make Up Pouch. 2. Pouch free with YSL Touche Eclat, Mascara, Moisture Glow and Make up Remover. Set cost 34.00 3. Presented in one location in store, on YSL counter. 4. Bag not on display, only a printed box showing a photograph of the pouch.

Bare Minerals 1. Bare Minerals Sets with PU Make Up Pouches. 2. Pouch free with 4 x full-sized Bare Minerals cosmetics set costs Best in Glow - 32 a saving compared to buying the products individually which would cost 45.00 and Ooh s and Aahs - 48 a saving compared to buying the products individually which would cost 99.00. 3. Multiple locations in store and Bags out on display.

General Sales Advisor Feedback Debenhams displayed a large amount of male and female gift sets located around the store on their beauty counters and on a dedicated display at front of store only focused on gifting products. Large presence of more beauty led gift sets in store as compared to fragrance led gift sets. The Clarins range had the greatest presence in store due to the amount of space given to the promotion and size of range same GWP but with tailored ranges by shopper. Estee Lauder were the only brand to have all of bags on display on their beauty counter. Beauty Advisors were very helpful and emphasising the value for money the gift sets represented. Perception was very premium and this was reflected in the price points. Bags were displayed on counters or specially designed FSDU s. However as with Boots, in some cases no bags on display with printed boxes showing photograph. Supremia International Ltd

318 Oxford Street, Marylebone, London W1C 1HF

Clarins 1. Clarins luxury Christmas pouch free with purchase of any Clarins Gift from the following selection: Volume Volume Volume Eye Make Up Collection RRP 21.50, Precious Lips Collection RRP 20.00, Festive Treats Face and Lips RRP 10.00, Festive Treats Lips and Eyes RRP 10.00, Double Serum Collection RRP 75.00, Multi Active Collection RRP 42.00, Double Serum Collection RRP 75.00, Pampering Collection 40.00, Extra Firming Collection RRP 54.00, Beauty SOS Collection RRP 31.00, Super Restorative Collection 72.00, Hydra Essential Collection 36.00, Clarins Men Hydration Collection 40.00. 2. Along with the free pouch, sets were also better value than buying the products separately as they represented a saving of between 5-40 depending on the contents of the set. 3. Very clear promotion, presented on a Display Unit next to the Clarins Counter 4. Similar to Boots and Debenhams, pouch was not on display, only a printed box showing a photograph of the pouch.

Clinique 1. Various Clinique gift sets with pouch included free, ranging in price from 24.50 to 79.00. 2. Gifts sets presented in two locations in store, on FSDU s. 3. Promotions very clear. However pouches not on display, only a printed box showing a photograph of the pouch.

YSL 1. PU Make Up Pouch. 2. Pouch free with YSL Touche Eclat, Mascara, Moisture Glow and Make up Remover. Set cost 51.00 3. Presented in one location in store, on YSL counter. 4. Bag not on display, only a printed box showing a photograph of the pouch.

Estee Lauder 1. Metallic Evening Clutch Bag. 2. Bag free with Eyes and Cheeks Lip Palette, worth 30.00 (reduced from 40). 3. Displayed in one location in store only, on FSDU with other Estee Lauder products. 4. Bag not on display, only a printed box showing a photograph of the pouch.

Estee Lauder 1. Limited Edition Evening Bag and Make Up Kit containing eye shadow palette, eyeliner, mascara, lip gloss and two lipsticks, RRP 45.00, make up worth over 90.00 if items purchased separately. 2. Displayed in one location in store only, on Estee Lauder counter. 3. Promotion on display including bag, Bag on display.

Lancome 1. Lancome Beauty Box with PU vanity case, available for 60 when 40 is spent on any Lancome products. 2. Very well presented in a glass cabinet with products well spaced and clear to see. 3. Sales Advisor commented that this represented good value for money as it contained some full size products and if all products were bought separately would be over 100.

General Sales Advisor Feedback House of Fraser had male and female gift sets located at front of store with other Christmas items. Estee Lauder gift sets took prominence and were very eye catching. Bags were displayed on counters or specially designed FSDU s. However as with Boots, in some cases no bags on display with printed boxes showing photograph. Smaller range than other department stores. Supremia International Ltd

300 Oxford Street, Marylebone, London W1C 1DX

Clinique 1. Clinique Sonic Celebration Skincare Set. Brush is worth 79 when sold separately so travel case/pouch and facial soap are free within the set and deal represents a saving on buying only the brush. 2. Clearly presented on the Clinique counter. Products were on display including the travel case/pouch. One location in store only.

Clinique 1. Various Clinique gift sets with pouch included free, ranging in price from 24.50 to 79.00. 2. Gifts sets presented in two locations in store, on FSDU and on Clinque counter. 3. Promotions very clear. One set with pouch on display for customers to look at.

Elemis 1. Elemis Wash Bag. 2. Free with Elemis Life Elixirs Essential Collection worth 99 and exclusive to JLP. 3. Presented on display table with the other items within the set it seemed very clear what the set contained and as such it seemed good value!

Estee Lauder 1. Vanity Case. 2. Bag free with Re Nutriv Ultimate Moisturiser Collection RRP 120.00. 3. Displayed in two locations in store, both on the Estee Lauder counter. 4. Contents of set including bag on display. Offer was clear. Bag was very good quality it appeared.

Marc Jacobs 1. Mark Jacobs Velvet Crew Make Up Set. 2. Set contains Vegan Leather Patent Make Up Bag, 2 Eye Crayons and a Mascara. 3. Presented amongst Marc Jacobs make up and fragrance counter. Set not immediately clear as it was on display on the bottom shelf.

Marc Jacobs 1. Mark Jacobs The Cats Meow Limited Edition 5 Piece Travel Size Lipstick Collection RRP 25.90. 2. Set contains Make Up Bag with Black Tassel and 5 Mini Lipsticks. 3. Presented amongst Marc Jacobs make up and fragrance counter. Set not immediately clear as it was on display on one of the lower bottom shelves.

Clarins 1. Clarins luxury Christmas pouch free with purchase of any Clarins Gift from the following selection: Volume Volume Volume Eye Make Up Collection RRP 21.50, Precious Lips Collection RRP 20.00, Festive Treats Face and Lips RRP 10.00, Festive Treats Lips and Eyes RRP 10.00, Double Serum Collection RRP 75.00, Multi Active Collection RRP 42.00, Double Serum Collection RRP 75.00, Pampering Collection 40.00, Extra Firming Collection RRP 54.00, Beauty SOS Collection RRP 31.00, Super Restorative Collection 72.00, Hydra Essential Collection 36.00, Clarins Men Hydration Collection 40.00. 2. Along with the free pouch, sets were also better value than buying the products separately as they represented a saving of between 5-40 depending on the contents of the set. 3. Very clear promotion, presented on a Display Unit next to the Clarins Counter 4. Pouch was not on display, only a printed box showing a photograph of the pouch.

Estee Lauder 1. Party Ready Glow Limited Edition Gift Set, only 42.00 with any Estee Lauder Purchase. 2. Gift contains 2 full size products as well as minis and a PU pouch. 3. Set was clearly visible and out to view next to the Estee Lauder counter in one location in store. Signage was clear, promotion was obvious to customers.

Elizabeth Arden 1. World of Colour Make Up Collection with large round vanity case worth 321, only 56 when customers spend 30 on any Elizabeth Arden products. 2. Promotion was displayed in glass case next to Elizabeth Arden counter. 3. Very well presented with products well spaced and clear to see.

General Sales Advisor Feedback John Lewis displayed Christmas gift sets at counters where every day ranges were displayed Clinique Beauty Advisors were the most helpful and emphasising the value for money the gift sets represented especially the Clinique Sonic Celebration Skincare Set which was a focal line for them and also heavily displayed. All bags with the exception of Clarins were displayed on counters or specially designed FSDU s ie Elisabeth Arden and Estee Lauder specific to their GWP offering during Christmas Supremia International Ltd

50 Oxford Street, Soho, London W1B 1BD (NO GWP s IN STORE ONLINE ONLY)

Ghost - Dream 1. Ghost Dream Eau De Parfum 50ml Gift Set. 2. Set contains Ghost Dream Eau De Parfum 50ml, Ghost Dream Eau De Parfum 10ml, Compact mirror, Diary, Pen and 2 x 5ml Nail polishes. Set retails at 35.00. 3. Displayed in glass cabinet under the counter, offer very visible and clear to customers.

Ghost The Fragrance 1. Ghost The Fragrance Eau de Toilette 50ml Gift Set. 2. Set contains Ghost The Fragrance Eau de Toilette 50ml, Ghost The Fragrance Eau de Toilette 5ml, Limited Edition Scented Candle 50g, Bath Oil 100ml, Body butter 80g and 2 x 5ml nail polishes. Set retails at 37.50 3. Displayed in glass cabinet under the counter, offer very visible and clear to customers.

Ghost Eclipse 1. Ghost Eclipse Eau de Toilette 30ml Gift Set. 2. Set contains Ghost Eclipse Eau de Toilette 30ml and Limited Edition Scented Candle 50ml. Set retails at 26.50. 3. Displayed in glass cabinet under the counter, offer very visible and clear to customers.

General Sales Advisor Feedback Gift sets displayed in under the counter display cabinets or on shelves behind the counter. In the case of shelves behind the counter, these were not easy to see and could be missed. Beauty advisors helpful and willing to show gift to customer when asked. Biggest presence online rather than in-store due to size of retail environment. Supremia International Ltd

111 Oxford Street, Soho, London W1D 2HH

Ghost - Ghost 1. Giorgio Armani Gift Set, includes pouch and Acqua Di Gio Shower Gel and Aftershave, RRP 72.00. 2. Displayed on one of the upper shelves so hard to spot immediately in and amongst all of the other products. 3. Bag not on display, only a printed box showing a photograph of the pouch.

Boss 1. Boss Gift Set, includes pouch, Full Size Aftershave and small travel size aftershave. 2. Displayed on one of the upper shelves so hard to spot immediately in and amongst all of the other products. 3. Bag not on display, only a printed box showing a photograph of the pouch.

General Sales Advisor Feedback Location of gift sets (behind glass counter display cabinets or on shelves behind the counter) may it hard to spot any gifts immediately as they did not stand out. Beauty advisors not helpful or willing to share any information unless specifically asked very protective over sharing feedback. Very small number of gift sets in store, beauty advisor recommended to look online as there were more ranges carried in their online offer as opposed to stores. Supremia International Ltd

400 Oxford St, Marylebone, London W1A 1AB

Estee Lauder 1. Estee Lauder Cosmetic Case available for 65 to purchase when 50 is spent on any Estee Lauder products. Cannot be purchased on its own. 2. Presented next to Estee Lauder counter as well as CDU Display with other products very visible to shoppers. 3. Gift was open to view in glass cabinet. 4. Promotion was very clear and appeared good value. 5. Sales adviser commented that gift was very good value for money as it contained full sized products and the bag was very good quality.

Lancome 1. Lancome Beauty Box with PU vanity case, available for 60 when 40 is spent on any Lancome products. 2. Very well presented in a glass cabinet with products well spaced and clear to see. 3. Sales.

General Sales Advisor Feedback Selfridges carrying a limited number of gift sets in store compared to other retailers. Bags were displayed in glass cabinets with the stock of the GWP on display to improve stand out on the fixture.

87-135 Brompton Rd, Knightsbridge, London SW1X 7XL

Estee Lauder 1. Estee Lauder Cosmetic Case available for 65 to purchase with any Estee Lauder fragrance purchase 50ml or above. Cannot be purchased on its own. 2. Presented next to Estee Lauder counter as well as CDU Display with other products very visible to shoppers. 3. Gift was open to view in glass cabinet. 4. Promotion was very clear and appeared good value.

Clarins 1. Clarins luxury Christmas pouch free with purchase of any Clarins Gift from the following selection: Volume, Double Serum Collection, Multi Active Collection, Double Serum Collection, Pampering Collection, Extra Firming Collection, Beauty SOS Collection, Super Restorative Collection, Hydra Essential Collection, Clarins Men Hydration Collection. 2. Along with the free pouch, sets were also better value than buying the products separately as they represented a saving of between 5-40 depending on the contents of the set. 3. Promotion presented in dual location within beauty hall, on stand and on the Clarins Counter 4. Pouch was not on display, only a printed box showing a photograph of the pouch.

General Sales Advisor Feedback As in the case of Selfridges, Harrods carrying a limited number of gift sets in store compared to other retailers. Estee Lauder Bags were displayed in glass cabinets with the stock of the GWP on display to improve stand out on the fixture. However in the case of Clarins, bag not on display, shown only on printed box as photograph

Summary There was stronger presence of gift sets vs GWP in stores during Christmas period. The cosmetic and skin care categories appeared to have a broader range of gift sets with the same gift in slight variations to give the brands economy of scale whilst offering the shopper a more bespoke range of products suitable for their needs. The brands with the strongest stand out for women were Clarins, Clinique & Estee Lauder in department stores and Boots. There seemed to be a move towards more natural materials i.e canvas, and less glitter/festive materials than would ve been expected at this time of the year. The focus is still around pouches both across men and womens skin care and fragrance, and due to the time of year and increased consumer spending this was reflected in the unit prices of the gift sets and more premium GWP items. So what learning s could we take from findings:- Innovative GWP may help differentiate your promotional offering in the category and provide stand out all GWPs very similar, i.e new ideas other than pouches. Opportunity to drive value back into the category optimising consumer average weight of purchase through premium gift sets during this festive period. Leverage available tools within retail to ensure best in class execution through POS material, BA incentives, feature displays etc. Important to understand what is driving consumer decision making process at point of purchase, through research to drive competitive advantage. Consumers/shoppers becoming more aware of the environment and sustainability and therefore should consider this as part of our development to ensure aligned to social trends.