2. 1
Brand History
Where? Brighton, EnglandWhen? 1976 Who?
Dame Anita Roddick
“British environmental
and human rights
campaigner ”
The Body Shop story started with the belief that business could be a force for good
3. “The Body Shop boasts of being one the first cosmetics
brands to prohibit testing on animals, and also the first
company to introduce Fair Trade to the beauty
industry.”
4.
5.
6. Over $1 Billion 1.79% 4% 3102
International
sales in 2016
Sales growth
in 2016
Of L’OREAL total
revenue in 2015
Stores worldwide
in 2015
7. ONPC INDUSTRY
2
● Organic and natural personal
care industry
● Grown from a niche market into
a full-blown industry
10. Reasons for buying natural and organic personal care – Any rank (net), October 2016
Base: 1,238 internet users aged 18+ who typically purchase natural and organic personal care products
“What are the top three reasons you buy natural and organic personal care products?”
17. Our story started with Anita Roddick's belief, that business could be a force for good.
We pioneered fair trade and anti-animal testing, we stand by it, and will always follow
through.
Activism is in our blood. We are devoted to engaging in environmental protection initiatives.
We use 100% recyclable and reusable packaging to reduce our environmental footprint.
We appreciate the power of luxuriant forests, clear rivers, and rich soil.
We love coconut, shea, tea tree, satsuma... all gifts from nature.
We believe that our skin deserves to be pampered by the finest possible body butter and
facial cream.
We believe that every day should be filled with simple joys and small indulgences.
We want to live in a world where everyone looks good, does good, and feels good.
20. TARGET AUDIENCE
Young women who...
Healthy lifestyle outlook
Care about the nature
Desire to indulge themselves
Digital-savvy
Visual-oriented
Hipster & indie soul
LUSH
21.
22. POINT OF PARITY
A sensory satisfaction journey
Feeling responsible
Feel healthy and fresh
.POINT OF DIFFERENCE
Feel unique and cool
Sense of belonging to an “indie
community”
LUSH
28. What the brand believes in: business can be a force for good
What the brand does: produce NOPC products to help people look
good and feel good
How the brand does it: by doing good
Where the brand goes: target 2020: further enrichment
Everything else about the brand: emphasize ethics & sustainability
29. To responsible beauty lovers who seek good quality and
safety without compromising ethics,
The Body Shop is the only brand of natural and organic
personal care
that offers them ability to actively participate in advocating
animal & human rights and sustainability,
so they can enjoy high self-esteem for doing good to both
themselves and the planet.
POSITIONING STATEMENT
38. To young hipsters who have a healthy lifestyle
outlook,
Lush is the only indie brand of natural and organic
personal care
that offers them deli-style fresh handmade cosmetics
with the most natural ingredients,
so they can feel refreshed, cool, and being part of the
indie community.
POSITIONING STATEMENT
39. ORIGIN:
Anita Roddick
AUDIENCE:
Responsible beauty lovers
OFFERING:
Personal care
backed by nature
MISSION:
Business can be a force
for good
DIFFERENTIATION:
Activism for over 40 years
BRAND DNA
DNA
FIVE CORE VALUES
40. MISSION:
Revolutionize the
cosmetics industry
BRAND DNA
ORIGIN:
Mark and Mo Constantine
OFFERING:
The most natural, fresh
cosmetics with indulgence
and fun
DIFFERENTIATION:
Fresh, handmade cosmetics by
an indie company
DNA
SIX CORE VALUES
AUDIENCE:
Young hipsters with a
healthy lifestyle outlook
43. SOURCES
● Goody, A. (2016, February 26). The Body Shop reinforces brand images with new ethical pledges. Retrieved February 12,
2017, from http://academic.mintel.com.ezproxy.cul.columbia.edu/display/764464/?highlight
● Vyleta, J. (2016, December). Natural and Organic Personal Care Consumer. Retrieved February 14, 2017, from
http://academic.mintel.com.ezproxy.cul.columbia.edu/display/809003/
● Bonetto, L. (2015, December). The Ethical Consumer. Retrieved February 15, 2017, from
http://academic.mintel.com.ezproxy.cul.columbia.edu/display/743035/
● Nanninga, M. (2017, February). The Millennial Beauty Consumer. Retrieved February 16, 2017, from
http://academic.mintel.com.ezproxy.cul.columbia.edu/display/816261/
● Maslow, A. H. (2013). A theory of human motivation. Mansfield Center, CT: Martino Publishing
● Lush Company Report, Hoovers, 2016
● Patiño, G. T. (2016, October 11). Indie Businesses and the Revival of Craft Experiences. Retrieved February 16, 2017, from
https://www8.gsb.columbia.edu/articles/brand-talk/indie-businesses-and-revival-craft-experiences
● Smithers, R. (2011, November 25). Store Wars: the Body Shop and Lush. Retrieved February 14, 2017, from
https://www.theguardian.com/money/poll/2011/nov/25/store-wars-body-shop-lush
● L'OCCITANE - L'OCCITANE Group. Retrieved February 16, 2017, from http://group.loccitane.com/brands_occitane.aspx?l=en
● Euromonitor International: L'OCCITANE INTERNATIONAL SA IN BEAUTY AND PERSONAL CARE (WORLD). December
2016.
● Euromonitor International. Beauty Survey 2016: Key insights and system update. October 2016.
● L'OCCITANE Cares. Retrieved February 15, 2017, from http://usa.loccitane.com/occcares,82,1,34669,338629.htm
● The Body Shop, Lush, L’occitane’s Social Media - Instagram, Facebook, Twitter, Blog and Consumer Reviews
44. SOURCES
● Faull, J. (2016, February 22). How marketing will help The Body Shop become the world's most ethical and sustainable brand. Retrieved
March 10, 2017, from http://www.thedrum.com/news/2016/02/22/how-marketing-will-help-body-shop-become-worlds-most-ethical-and-
sustainable-brand
● Burlingham, B. (1990, June 01). This Woman Changed Business Forever (1990 Profile). Retrieved March 12, 2017, from
http://www.inc.com/magazine/19900601/5201.html
● Kapferer, Jean-Noel. New Strategic Brand Management, Brand Identity and Positioning Chapter 7
● Vizard, S. (2014, October 15). Lush positions itself as 'more than a soap shop' Retrieved March 12, 2017, from
https://www.marketingweek.com/2014/04/22/lush-positions-itself-as-more-than-a-soap-shop-2/
● The Body Shop Value Report 2009. Retrieved from http://www.thebodyshop.ca/en/pdfs/values-campaigns/Values_report_lowres_v2.pdf
● The Body Shop Value Report 2011-2013. Retrieved from http://www.thebodyshop.com.hk/en/image/values-
campaigns/VALUES_REPORT_2014_INVALLC020.pdf
● Campaigns | The Body Shop. Retrieved March 16, 2017, from http://www.thebodyshop-usa.com/commitment/campaigns.aspx
● MAKE LOVE NOT WAR. Retrieved March 13, 2017, from http://www.thebodyshop-usa.com/sensitive-skin-body-care/
● Brands › The Body Shop Adverts & Commercials Archive Media: TV & Cinema. Retrieved March 17, 2017, from
http://www.advertolog.com/brands/the-body-shop-6090255%2Cmedia-adverts/
● List Of Cruelty-Free Brands - 2017. Retrieved March 14, 2017, from http://www.crueltyfreekitty.com/list-of-cruelty-free-brands/
● Leaping Bunny Certification Programme. Retrieved March 16, 2017, from https://www.crueltyfreeinternational.org/what-we-do/corporate-
partnerships/leaping-bunny-certification-programme
● Cruelty-Free Beauty & Cosmetics. Retrieved March 16, 2017, from http://www.peta.org/living/beauty/
● Carrington M, Zwick D, Neville, B. The ideology of the ethical consumption gap. Retrieved March 16, 2017, from
http://journals.sagepub.com/doi/full/10.1177/1470593115595674
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futures-the-body-shop/
● The Body Shop | values & campaigns | against animal testing. Retrieved March 15, 2017, from http://www.thebodyshop-
usa.com/values-campaigns/campaign-history.aspx
● Teather, David. "Interview: Mark and Mo Constantine, founders of Lush cosmetics." The Guardian. Guardian News and Media, 13 Apr. 2007.
Retrieved March 10, 2017, from https://www.theguardian.com/business/2007/apr/13/retail2